C level Global Account Management, Strategic Business Development, Marketing and Sales Management in the environmental industry namely:
Water
Wastewater/ Reuse & Recycle
Solar Energy
Wind Energy
Wave Energy.
Vijay Menon
Office: (804) 360-7979 • Residence: (804) 360-3332 • vmenon12000[at]comcast.net
12000 Courtyard Glen Place • Richmond, Virginia 23233.
Municipal Water & Wastewater
Consulting, Engineering & Construction (Global EPC)
VP, Global Account Management
Relationship Management • Strategic business development • Marketing• Sales management
Proven leadership as a senior sales, marketing and relationship manager role with 20+ years of results interfacing with EPC’s in multiple modes of project delivery (DB, DBB, DBO, DBOF) in the municipal water and wastewater treatment market segment. Track record of success in managing high performance sales, application and engineering/project teams. Long-term productive collaborations and structure of partnership with Camp Dresser & McKee (CDM), CDM Constructors Inc. (CCI), and MWH, MWH Constructors. Extensive CXO level contacts and credibility within the US marketplace and abroad. Highly motivated and client driven to outperform competition and exceed customer expectations.
Professional Experience
bioprocessH2O, Portsmouth, RI. 2008-2009 HQ
bioprocessH2O provides industrial waste water treatment products and services such as fixed film bio-reactors, low pressure cross-flow membranes for secondary and tertiary wastewater treatment and packaged low capacity conventional wastewater plants. Annual sales: $5M; 30 employees.
Vice President – Client Services
Recruited to establish company as a key player in the municipal water and wastewater market. Successfully implemented several internal and external initiatives to build a marketing and sales organization and channels focused on customer acquisition, technology adoption to generate, grow and sustain revenue and market share entitlements for the company. Direct reports included rep firms and two inside application engineers. Reported directly to the President and CEO with dotted line reporting structure to the Board of Directors.
• Responsible for providing leads on 18 new projects with total projected revenue of $59.4M and total weighted revenue of $12.78M over FY 2010 & 2011.
• Built a sales channel force of seven top tier Rep firms creating early visibility for products and a product channel. Reps covered 18 states with support from 52 of their own sales engineers. All firms were paid on sales commissions, eliminating recurring upfront SG&A. Cumulative average revenue of these rep firms averaged $12M per firm per year.
• Released the first membrane pilot in the municipal market to audit viability of the technology to build a full scale 4 MGD tertiary treatment plant at City of Davy in Florida worth $4.5M.
• Instituted and reviewed monthly quick market intelligence (QMI) to monitor status of leads, and proposals, work load, and short list leads, in terms of their fit to overall win probability/goals and strategy.
• Instituted ‘deals of the month call’ with rep firms to discuss win/loss to identify and benchmark best practices while culling out bad practices.
• Engineered a lean and effective ITO/OTR. Process.
GE Water & Process Technologies, Trevose, PA. 2005-2008
Provider of water and wastewater treatment solutions to worldwide municipal, industrial and commercial market segments. Primary products: membranes for treatment of water, wastewater, re-use applications and desalination of sea water and limited market share for water chemicals. Annual sales of $2.3B; 10,000 employees operating globally in DBB, DB, DBO and DBOF market space.
Vice President – Global Account Management
Leveraged existing relationships with CDM and MWH Global senior stake holders on a global footprint to develop large, high value projects concurrent with conducting technology transfer sessions at CDM and MWH design centers and looking for opportunities to use core competencies’ of CDM and MWH in design and construction on in-house projects and projects in the pipeline.
• Developed $60M+ in business through increasing company visibility and providing a channel for other GE companies for marketing products.
• Grew sales by more than $40M over two years ($2.8M to $43.6M). Funneled more than $120M of projects into the pipeline, globally.
Projects completed include:
$26M RO Plant – Melbourne, Australia
$14M Tertiary Treatment Plant – Clark County, NV
$9.7M Wichita Aquifer Re-charge – Wichita, KS
$8M Wastewater Treatment Plant – Tricity, OR
$7.7M Wastewater Treatment Plant – Colorado Spring Utilities, CO
$5.5M Wastewater Treatment Plant – City of Marco Island, FL
$3M Pressurized Membrane WTP – Boise, ID
$1.8M Reclaimed Water MBR – Frito-Lay, AZ
• Improved market segmentation by developing niche programs including: retrofit of SBR and OD with membranes; re-use/scalping plants for Sun Belt states such as Florida; skid mounted plants for hurricane/tornado prone regions.
• Built/implemented short- and long-term growth plans and monitored all activities to ensure success for a global customer base. Structured and managed client partnerships to support the entire GE portfolio (GE Energy, GE Fanuc, GE Lighting and GE Power).
• Made sure value proposition was a two way street.
USFilter/ Vivendi/ Veolia/ Siemens Water, Warrendale, PA. 2000–2005
USFilter was one of the largest products and services company in world with revenue exceeding $2.8B in 1997. They had a large presence in the DBB market space thru USFilter Technology Group and an equally sizable presence in the alternative mode of project delivery market space DB, DBO, DBOF through their operating arm USFilter Operating Services. In 1997 Vivendi acquired USFilter and in 20000 Vivendi sold their interests in the water business to French Institutional Buyers and Veolia was born. Veolia sold the capital/product side of the USFilter business to Siemens in 2002.
Vice President – Strategic Account Management
Promoted to establish and develop partnership relationships with CDM and MWH senior representatives on a national level, developing large, high value projects and providing support to Regional Sales Managers and Project Managers on specification issues, submittals and track execution issues. Oversaw approximately 20 dotted line reports consisting of regional sales managers, product managers and application engineers.
• Personally developed $90M+ in business through driving global relationships, including more than $30M in business from CDM and $18M from MWH, over five years.
Projects completed include:
$12M High Rate Ballasted Flocculation Using Micro Sand – Ft. Worth, TX
$6M Pressured Membrane Application Drinking Water – West Basin, CA
$5M Submerged Membrane Water Plant – Sunrise, OR
$4.2M Submerged Membrane WTP – Barberton, OH
$3M Submerged Membrane WTP – Manitowoc, IL
$2M Pt. St. Joe Trident Filter and CMF Membranes WTP – Pt. St. Joseph, FL
$1M Pine Island Membrane Bioreator – Everglades, FL
$1M Flamingo Membrane Bioreactor – Everglades, FL
• Developed projects from earliest stages, assisting consultants with proposals to ensure company technology was adopted at design proposal stage and was positioned to effectively deter competition.
• Elected to the Chairman’s Council for exceptional performance for years 1999 – 2000.
USFilter Control Systems, Vadnais Heights, MN. 1997–2000
Sales Manager
Successfully penetrated the New York City market by developing new controls and instrumentation business for key multi-phase projects Newtown Creek Phase 1 to 6.
• Ensured USFilter Control System was specified as a “Systems Integrator†for the Newtown Creek Phase 1 to Phase 6 Wastewater Treatment Plant Expansion.
• Developed $10M in sales from NYC for SCADA System and Instrumentation.
• Sold the largest SCADA System in the country to the City of Virginia Beach in 1997 automating 275 lift stations; $6M project.
• Trained regional sales managers in the processes involved in getting pre-qualified as Systems Integrator with consulting engineers.
Diversified Engineering Inc. (DEI), Richmond, VA. 1989–1997
Director Sales & Marketing
Spearheaded the company’s efforts to penetrate the water and wastewater market for controls and instrumentation. Followed up on leads, generated proposals, converted proposals into bookings. Developed the municipal market for automation of water and wastewater treatment plants. DEI was acquired by USFilter in 1997.
• Migrated this company from a small, disadvantaged business (DOD contractor) to a $10M supplier of SCADA and instrumentation for automation of water and wastewater plants. Efforts led to the purchase of DEI by USFilter for its expertise and experience in the municipal water and wastewater fields.
• Sold an automation contract to NASA, Langley to automate their Mach 6 and Mach 8 wind tunnel. – A first of its kind for DEI.
Early Career
Alfa-Laval (India) Limited, Bangalore, India 1983-1987 Area Manager
Promoted from two years as a management trainee to manage thermal (PHE) and separation (centrifugal separators) throughout four states in south India. Received four performance awards.
Education
MBA, Marketing – Institute of Management Development and Research – Pune. India. 1981-1983
Diploma in Financial Management (DFM) – Institute of Management Development and Research – Pune. India. 1982-1983
BA, Economics – Fergusson College, University of Pune – Pune. India 1978-1981
NukeJobs is a nuclear jobs board that provides nuclear job seekers access to international directories of Nuclear Employers, Nuclear Resumes and Nuclear Jobs such as Nuclear Engineer Jobs, Nuclear Construction Jobs, Nuclear Power Plant Jobs, Nuclear Medicine Jobs, Nuclear Pharmacy Jobs, Nuclear Security Jobs, Nuclear Physics Jobs, Nuclear Reactor Jobs, Nuclear Material Jobs, Nuclear Safety Jobs, and Nuclear Waste Jobs.