K.P. Ponnapaa
Contact: 08880912244 / 080-23518345
E-Mail: ponnappakokkalera@gmail.com / ponnappa_kokkale@hotmail.com
Profile Summary
Result driven strategy professional with over 23 years of experience in Sales &
Marketing of Industrial AC & Refrigeration Equipments, Projects & their execution,
also expertise in:
~ Branch Operations
~ Product Launch
~ Market Penetration
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~ Sales & Marketing
~ Key Account Management
~ Business Expansion
~ After-sales Operations
~ P&L Accountability
~ Dealer Development &
Management.
Deft in supporting operations inclusive of conceptualizing & implementing short / long term plans;
managing teams with focus on excelling business targets.
A flair for accepting challenges, abilities in managing & leading the overall functions and achieving
desired targets.
Adroit in handling business development, identifying & developing new markets, lead generation & client
retention.
Explicit in breakdown analysis, corrective action & preventive action analysis through troubleshooting
tools and spares parts management.
Skilled in managing teams to work in sync with the corporate set parameters, motivating them for
achieving business and individual goals.
Possess strong relationship management, analytical and communication skills.
STRENGTHS:
Self motivated, Team work, Leadership qualities & Good Training Capabilities.
Possess excellent oral & written communication skills in English, organizing skills & Strong commitment.
Possess good Good understanding of Business Processes & their linkage to Technical requirement.
Ability to identify opportunities quickly as well as anticipate obstacles & devise suitable strategies to
provide appropriate solution.
Multi-Lingual, Possess good presentation skills , Energetic and willingness to travel.
A keen communicator with honed interpersonal, problem solving and analytical abilities, with strong
customer focus orientation.
Maintained excellent working relations with Customers, Prospects, Institutions, Organisations,
Consultants, Contractors, TSR’s, OEM’s, Associations, Vehicle Body Builders, Dealers etc.
Friendly, Likeable , easily approachable, humble yet assertive . Has undergone SAP training.
Adaptable and at ease with different groups & various cultures.
ACHIEVEMENTS SUMMARY
Introduced Bus A/C systems & Industrial AC & R machinery into South Indian Market & sold over 75
Bus A/c systems & 500 Industrial compressors.
Instrumental in setting-up new Branch office( Independently) in Bangalore, Recruited, Trained and led
the team of Managers, Engineers ,Staff & Service personnel for sales development.
Created and developed 5 OEM’s/ Contractors, Vendors, Dealers, TSR’s, Sales & Service team, imparted
suitable training & guided them who at present work exclusively for the company and are loyal.
Enhanced brand value of Kirloskar pneumatic and Frick India Ltd. Machinery & Turnkey systems.
Experienced in promoting Bus A/c system &Truck Refrigeration systems of Kirloskar Pneumatic co
(technical collaboration with Sutrak Transportkalte of Germany & eurofrigo of Italy respectively) .
Marketed Packaged A/c system ( Carrier), packaged Chiller, High humidity Pre- cooling systems, Flake
ice makers( North Star), Screw compressors ( Howden, Frick, Mycom) Puf panels etc.
Experienced in promoting industrial Air conditioning systems for Pharma, Power plants( KPCL),
Chemical industries.
Total Professional Experience: - 23 Years ( Dec 1990 to till date)
Organisation
Frick India Ltd.
Geo-Soft Technologies
ltd, India.
Kirloskar Pneumatic Co.
Ltd, Bangalore.
Backers & Backers ( P)
Ltd., Bangalore.
Period
Designation/Role
Branch Manager – Karnataka
Dec 1999 – Till Date.
Oct 1998-Nov 1999
Dec 1990- July 1998
Nov1989-Dec1990.
SAP Consultant- S & D
Team Leader- Business Development team.
Marketing Engineer-ACR
Refrigeration & Air conditioning Equipment & Project
Marketing Engineer- Pneumatic Power Press.
Organizational Experience
Since Dec’99 with Frick India Ltd., Bangalore as Branch Manager – Karnataka
Company profile:
FRICK INDIA LTD: One of the Largest refrigeration equipment manufacturers in INDIA and pioneer in
Design, Fabrication & Turnkey installation and maintenance of refrigeration system for any industrial
application such as Milk chilling Plant, Cold Storages, Fruit & Vegetable processing, Chicken, Seafood Freezing
Complex, Chemical/ Water, Brine Chilling Plants & Breweries.
Since Dec’99 with Frick India Ltd., Bangalore as Branch Manager - Karnataka
Key Result Areas:
 Accountable for the setting-up new office, selection of 8 Staff Members, 4 Engineers, 3 Managers and
other Service Personnel.
 Overseeing the marketing operations of Ammonia Industrial Refrigeration Projects, Equipment and
Spares Parts.
 Managing entire gamut of after sales service all activities of the branch including Sales, Project Execution,
Accounts, HR, Administration, Taxation, Legal Issues, Recovery, etc. Similar to a profit centre.
 Managing service operations with focus on implementing policies and procedures as well as developing
and streamlining systems.
 Communicating product feedback from the field to principals with focus on effectuating modifications in
products and improving the performance.
 Ensuring speedy resolution of queries and grievances, maintaining excellent relations with clients to
generate avenues for additional business; monitoring post service activities.
 Maintaining excellent TAT for delivery and standard service quality norms.
 Supervising and monitoring the performance level of Service Staff for ensuring superior customer service
and accomplishment of service targets.
 Coordinating activities for identification of training needs of employees for upgrading their technical
skills.
 Finalizing the technical specifications to bring greater cost efficiency levels.
 Supervising and monitoring the performance level of the maintenance staff for ensuring superior
customer service and accomplishment of service targets.
 Closely worked with CRM team to ensure timely delivery.
Significant Accomplishments:
 Sold refrigeration projects for all the sectors after carrying out potential analysis through market
survey/research for industrial refrigeration system applications at cold storages, Ice plants, Dairies,
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Chilling plants, Poultry, Meat, Seafood, Breweries, Fruits & Vegetable processing plants in Karnataka,
Kerala & Goa & also achieved sales in all these sectors. Essayed a stellar role in the introduction of:
o New Vilter Compressors into the market for Ice Plants & sold about 150 compressors in Karnataka
worth about INR 10 Crores.
o Vilter Compressors & developed the market & sold about 50 compressors; augmented cold store
business by INR 15 Crores including projects.
Procured & Successfully executed various projects from various industries viz: poultry freezing GodrejTyson, Lifeline Feeds, Construction–SNC power corporation, Fruit & Veg Freezing – IQF Foods, DairyVarious Dairies total worth INR 20 Crores.
Bagged the prestigious order from ITC for INR 3.25 crores after closely following up with ITC Foods for 5
years. They have standardised on Frick India Ltd & decided to order 4 more Systems of similar capacity.
Holds the credit of being the first one to take the Turnkey Projects for Block Ice Making Plant for KFDC
Mangalore for their 5 Ice Plants worth INR 2.5 Crores.
Instrumentally developed 20 Mechanics into Technical Sales Representatives; imparted factory training
& mentored them over promoting the equipment in different localities of state.
Efficaciously worked towards conducting System Study - energy audit for refrigeration machinery in all
dairies and suggested suitable changes; enhanced the performance of Frick Equipment in all the tender
technical specifications.
Gathered Market intelligence & Competitor strategy and activities, developed varius strategies for
promoting various equipments into varieties of industry viz; Bus A/c- Tourism, Truck Refrigration –
Floriculture & Food Processing, Dairy, Ice pants, Cold chain, Chemicals etc.
Previous Experience
Oct’98-Nov’99 with Geosoft Technologies Ltd., Bangalore as Consultant - SAP Practice
Company profile:
GEOSOFT TECHNOLOGIES LTD. Is a solution provider in the field of GIS and a resource partner of Siemens
Information System Ltd for SAP R/3 implementation services.
Significant Accomplishments:
 Dec’90-Jul’98 with Kirloskar Pneumatic Co. Ltd., Bangalore
Company profile:
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KIRLOSKAR PNEUMATIC CO.LTD. is a part of Multi- product, Multi- location, Multi- Billion Engineering
Conglomerate engaged in manufacture of Air- Conditioning & Refrigeration Equipment & and Turnkey
Project contract for Industrial application.
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Growth Path:
Dec’90-Jun’91
Jun’91-Jun94
Jun’94-Jul’98
Management Trainee
Section Manager II
Marketing Engineer – ACR (South India)
Dec’90-Jul’98 with Kirloskar Pneumatic Co. Ltd., Bangalore
Growth Path:
Dec’90-Jun’91
Jun’91-Jun94
Jun’94-Jul’98
Management Trainee
Section Manager II
Marketing Engineer – ACR (South India)
Significant Accomplishments:
 Renowned as the first one to sell Bus A/C, Package A/C, Flake Ice Makers, screw Compressors & water
chilling packages in South India
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Championed sales of about 200 Ammonia Refrigeration Compressors, both single stage & two Stage
Machines in Ice Plants & Sea Food Freezing Plants
Holds the credit of augmenting the:
o Sales from 30 Lakhs to 950 Lakhs for equipment
o Customer base from 20 to 150 in Ice plants & 15 to 45 in freezing plants as well as from Nil to 75 in
Bus a/ c systems, Nil to 5 in Transport Refrigeration Systems
Nov 1989 to Dec 1990 with Backers & Backers ( P) Ltd., Bangalore as Marketing EngineerPneumatic Power press.
Company profile:
BACKERS & BACKERS ( P) LTD. Undertakes Turnkey projects for Pneumatic power press used for
injection moulding. User industry- Plastic moulding & Automobile components/ Accessories.
Expertise in other Areas:
Apart from the above, Self also handled marketing of Bobcat Skid Steer rollers of Ingersoll Rand,
Process pumps , Ultra Filter for various Industrial Clients in various sectors such as Waste processing
units ,Agriculture , Municipal Corporations, Textiles, Sugar, Abrasives, Electronics etc.
Academic Details
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Programme for Young Executives (Short Term Course - PGDBA) from Kirloskar Institute of Advanced
Management Studies, Harihar, Karnataka in 1998
BE (Automobile) from P.E.S. College of Engineering (Mysore University), Mandya in 1989
DME (Automobile Tech) from Govt. Polytechnic Kushalnagar ( Board of Technical Education Bangalore
Academic Accolades
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Ranked IV in Mysore University
Received a Certificate of Honour from:
o Automobile Association Mandya
o Rotary Club of Madikeri
Personal Details
Date of Birth
Address:
Languages Known:
19th March, 1965
FC, 1st Floor, SLN Residency Apartments, No. - 4,
Narayanappa Layout, Nagashettyhalli, Sanjaynagar,
Bangalore - 560094
English, Hindi, Kannada, Tamil, Tulu and Malayalam