CRISPIN MATHEW

SALES AND MARKETING BUSINESS MANAGER PRODUCT MANAGER

Nearly 12 years of comprehensive & regional experience with expertise in sales,
marketing and operations in leading organisations catering into the construction industry.

+971-55-6784127 crispin.mathew@rediffmail.com

Key Skills Profile Summary

Sales, Marketing, Business Growth Accomplished & result-oriented professional with good experience in
gross margin and operating margin creation and protection.
Product Management Proven skills in giving direction to business, improving operations,
maximising profits and driving cost reductions.
Channel Management Product management- Developing the product strategy for the
market, so as to meet the target customers needs well and in turn
Engineering support achieve organizational top line and bottom line objectives.
Operations Management- Managing people & facilities, vendors,
inventory, logistics, controlling costs and increasing output from the
P&L responsibility
facility.
Training- Skilled in providing trainings tailored to meet the needs of
Key account Management
the audiences.
Channel Sales Partner Development- Developing strong and effective
End User engagement Strategy relationship with channel partners that lead to achieving
organizational goals and fulfilling end user requirements.
Communication, Branding Dynamic, balanced & approachable with strong interpersonal,
analytical, problem solving & crisis management skills
Team Building & Leadership Sales- Providing solutions to end-users based on their needs, in
product lines not limited to anchoring and fastening products,
installation channel systems, passive smoke and heat ventilation
systems; fire stop systems, ventilation fans, HVAC air side products-
Ducts, Silencers, fire and Volume control dampers.

Soft Skills Environmental systems

manufacturing as Project
Engineer-Tagging HILTI as Field Engineer

Change Agent Collaborator

2005 - 2007 2007 - 2010 2010 - 2013 Since 2013

Robertson Thermovent as Stanley Black and Decker

Proactive
Communicator Project Engineer- as Business Development
Leader
Operations Manager

Analytical Planner Education

Bachelor of Engineering (Mechanical) from Pune University,
India,2005
MBA (Marketing & Operations) from S.P. Jain School of Global
Management, Dubai, 2015
 Work Experience
Since Aug13-till date Stanley Black and Decker (Brand: DEWALT) as Business Development
Manager.

Key Result Areas:

Working closely with channel partners on product knowledge, end user
Achievements support, pricing & inventory, promotions and new product introductions.
Forecasting Working closely with the field marketing team and channel
Established partners to analyze market demand and converting this information into
chemical anchoring useful data for the supply chain and logistics team.
business from To ensure that the sales and field marketing teams are trained, so as to
scratch in UAE
increase their effectiveness, leading to better market reach and brand
penetration.
Engineering services support.
Conducting sell in-sell out data analysis & other market studies that measure
Got DEWALT
anchoring products
and evaluate Brand, usage & attitudes, pricing & margin expectations.
specified in projects
managed by regions Significant Accomplishments:
key consultants Functionally supported the field teams to get DEWALT chemical anchors
established with key civil contractors like Al Futtaim Carillion, Mulitplex,
Sobha, HLG, Arabtec, etc as a brand of choice. This product group recorded a
Provided regional strong YoY double digit top line growth for last three years.
technical support Part of the team that defines new products required for the region and
for end users in introduces them.
Jordan, Egypt, Got DEWALT anchoring products specified in more than 150 projects in UAE
Oman and India in the last 3 years.
Developed the layout and content for material/technical submittals, brochures
and catalogues and coordinated with external agencies.
Part of new Provided regional technical support to end users in Jordan, Egypt, Oman &
product definition India apart from UAE.
and introduction Got DEWALT chemical anchors specified and sold at Tiara United Towers
team. project in UAE, irrespective of the fact that all competition was present. This
was the biggest anchoring success recorded in the region for DEWALT till
date.

July10 July13 HILTI, UAE as a Field Engineer

Key Result Areas:

Obtaining approvals from job site consultants and contractors through design
proposals and techno-commercial comparisons.
Working with technical decision makers in getting Hilti products and solutions
approved for future projects.
Providing technical support for Hilti engineering products like fire stop
systems, installation systems and anchors.
Conducting on-site seminars, trainings, demos, inspections, mock-ups and
performing pull out tests thereby achieving organizational objectives and
creating value for the customer.
Working in close coordination with the sales team to resolve contractors
issues using engineering products.
Identifying new projects and applications for supply of Hilti products and
generating new business opportunities.
Mentoring new hires on the field.
 Significant Accomplishments:
Increased business revenues by forming stronger relationships with technical
and commercial decision makers within the territory assigned.
Core member of the engineering team.
Successfully specified and sold Hilti engineering products (Anchors, Fire stops
& Installation) in high specification projects like-
Masdar Institute of Science and Technology, Abu Dhabi
Siemens HQ, Masdar city, Abu Dhabi
Sheikh Zayed Desert Learning Center, Al Ain
ADNOC- Ruwais Housing Complex, Abu Dhabi
Borouge Innovation Center, Abu Dhabi
Al Rayanna- Golf Gardens 2, Abu Dhabi
Petroleum Institute Research Center, Abu Dhabi
Al Reef Downtown, Abu Dhabi
Ruwais Palace, Abu Dhabi

Robertson Thermovent FZE, Dubai as a Project Engineer-

June07 June10 Operations

Key Result Areas:

Managed the day to day activities of the manufacturing units and on-site
teams.
Provided technical assistance to the production and site teams to ensure
smooth & timely job completion.
Participated in all site meetings with the client, consultant and contractor to
address all technical queries, plan delivery and installation schedules and
followed up on payment issues when required.
Executed all the annual maintenance works as per clients requirements and
companys policies.
Analyzed inventory stock levels and controlled ordering processes depending
upon demand and forecast.
Devised control mechanisms to optimize productivity and reduce wastage.
Strictly adhered to ISO 9001:2008 Procedures & RTV Quality Standards in day
to day shop floor operations.
Coordinated with vendors and third party service providers and got things
done based on job requirements.

Significant Accomplishments:
Handled the responsibility of 2 manufacturing units within a span of 6 months
from joining.
Led multi-cultural teams of size 20+ members and ensured that finished
goods leave the factory based on the operating plan.
Core member of ISO certification initiative team. Was the process owner
for Production, Installation, Sub-Contract Activity, Maintenance &
Calibration ISO processes; to define and ensure that the processes are
implemented as per ISO requirements.
Project Manager for the team that fabricated installed & commissioned the
retractable roof at Central market Public Square in Abu Dhabi.
Handled more than 100 production and installation projects for smoke and
heat ventilation in UAE.

Environmental Systems Manufacturing FZC, RAK as a Project

Engineer - Tagging
Nov05 to May07
Key Result Areas:
Programmed the CNC plasma machine controller as per production schedule.
Estimated quantities of sheet metal and steel profiles required on a weekly
basis and initiated the procurement process.
Supervised and managed the activities on the shop floor.
Prepared the duct tagging and installation drawings for every shipment
designed.
Took site measurements for final machine end duct connections and got them
 fabricated to match site conditions

Significant Accomplishments:
Developed good relationships with MEP contractors which assisted in getting
repeat orders.
Managed the shop floor and supported the Production Engineer.
Other Distinctions
Successfully completed a company supported market research along with S.P.
Jain School of Global Management titled-Deep dive into the anchoring
industry of UAE: Steel and Metal Customers in 2014.
Earned the merit of being in the Deans List based on performance in the
specialization courses at S.P. Jain School of Global Management, Dubai in
January 2015.
Trainings Attended CRM- sales force 2017 , CRM7(SAP) 2012
Blue ocean strategy implementation- S.P. Jain- 2014
Soft skills development HILTI-2013
High Wide Deep Approach HILTI-2013
Anchors, Fire stops and Installation systems product trainings- HILTI-2011
Successful selling skills- HILTI-2011
HSE Training from Emirates Technical & Safety Development Centre, Abu
Dhabi in 2010
ISO awareness training from Win Management Dubai in 2009
Cam Duct CNC Plasma profiler software in 2005
Personal Details
Date of Birth: 7th March 1981
Nationality: Indian
Languages: English, Hindi and Malayalam