HAREESH KRIPAKARAN

Key Responsibilities:

As a pivotal member of the Zumtobel Group's Middle East team, I have been leading the business development and project sales strategy for both Thorn and Zumtobel lighting brands across Oman. With over a decade of consistent performance, I have played a key role in expanding the brand's market presence, achieving annual sales targets, and closing multi-million-dollar lighting projects in collaboration with a strong network of distributors, consultants, and contractors.

• Sales Leadership & Distributor Management :
  Oversaw and nurtured strong partnerships with multiple local distributors across the Sultanate of Oman, including direct coordination with management and their sales teams to promote brand visibility and achieve consistent revenue growth year over year.
• Project Sales & Specification Development :
  Drove end-to-end project sales by working closely with architects, lighting designers, MEP consultants , and end clients during the design and specification stages, ensuring Thorn and Zumtobel products were specified and approved in major developments.
• Strategic Client Engagement :
  Acted as the key liaison between project stakeholders—including government entities, developers, and top-tier contractors—ensuring project alignment, technical compliance, and successful procurement of specified lighting solutions.
• High-Level Negotiation & Deal Closure :
  Led complex negotiations with high-value contractors, securing project wins through strategic pricing, value engineering, and solution-driven presentations tailored to client needs and tender requirements.
• Project Execution & Delivery Oversight :
  Ensured seamless project delivery and fulfillment by coordinating with logistics, technical, and finance teams, resulting in on-time supply and installation support.
• Team Mentorship & Market Development :
  Mentored distributor sales teams through training and ongoing technical support, enhancing their ability to represent the brand professionally and independently in the market.

Major Projects Delivered:

• New Muscat International Airport
• Bab Tunnel
• Omantel Headquarter
• Sohar City Centre
• Mall of Oman
• Ministry of Defense – Typhoon Facility
• Ministry of Health (MOH) Hospitals and Health Centres
• Central Pulic Health Lab (CPHL)
• Cancer Care Centre
• Royal Oman Police (ROP) Complexes and Facilities
• Nizwa Museum & Cultural Heritage Sites
• Botanical Garden
• PDO - Integrated Control Centre
• SQU Football Ground Renovation
• Sohar Titanium
• Liwa plastic & Sohar Refinery.

Key Achievements:

• Delivered one of the largest street lighting contracts in Oman, successfully supplying over 14,000 street lighting units to various municipalities.
• Consistently exceeded annual sales targets , directly contributing to the Zumtobel Group's position as a market leader in the professional lighting segment across Oman.
• Established long-standing relationships with key government clients and developers, securing repeat business and preferred vendor status in several sectors.
• Played a strategic role in shaping lighting standards and specifications in key Omani infrastructure projects through proactive consultant engagement and technical advisory.

• Promoted and specified international lighting brands such as Philips, Tokistar, and other premium architectural and outdoor lighting solutions for major infrastructure and commercial projects across Qatar.
• Collaborated with MEP consultants, architects, and lighting designers to develop project-specific lighting specifications aligned with international standards and local authority regulations.
• Supported the design and technical team in preparing lighting proposals, submittals, and Lux-level calculations for outdoor applications such as street lighting and façade lighting.
• Worked closely with contractors and procurement teams to secure approvals and finalize project orders within tight timelines.
• Gained key market insights into Qatar’s competitive lighting landscape, building relationships with stakeholders in both private and public sectors.
• Developed a deeper understanding of GCC project workflows and regulatory environments, laying the groundwork for regional sales strategy planning.

• Managed end-to-end lighting project sales activities, from specification stage to material supply and project completion, ensuring timely delivery and client satisfaction.
• Handled and built strong working relationships with MEP consultants, main contractors, and end clients for key commercial, retail, and industrial lighting projects.
• Promoted and specified internationally reputed lighting brands such as Philips Lighting, Designplan, Boluce , and others in high-profile developments.
• Conducted detailed lighting design reviews and proposed customized solutions that met project specifications, technical compliance, and budget constraints.
• Prepared and presented technical submittals, quotations, and project documentation to consultants and procurement teams.
• Ensured all lighting material deliveries were completed as committed, coordinating with logistics and procurement teams to meet project deadlines.
• Successfully followed up and coordinated with contractors and project teams to ensure timely payment collection , supporting the finance team in maintaining positive cash flow.
• Acted as a key point of contact during project execution, resolving on-site challenges and maintaining alignment between client expectations and project goals.

• Began career in the professional lighting industry, gaining strong foundational knowledge in lighting technical specifications, product selection, and project sales processes.
• Supported the sales team in handling technical inquiries, product comparisons, and project submittals for reputed international brands such as Dextra UK, Boluce Italy, Forma Lighting Italy, iLED, Linea Lighting, Erco Germany, Griven Italy , and more.
• Collaborated with senior engineers and project managers in preparing lighting proposals, layouts, and quotations tailored to specific client requirements.
• Involved in end-to-end sales coordination, from assisting in product specification to delivery and post-sales support.
• Worked closely with MEP consultants and contractors to understand project requirements and ensure accurate product offerings.
• Contributed to the successful execution of the Lexus Showroom project in Muscat , handling both indoor and landscape lighting specifications.
• Gained early exposure to lighting design tools and software including Dialux and AutoCAD , supporting basic lighting calculations and layout modifications.