General Manager
Tata BlueScope steel Limited
Total years of experience :25 years, 6 Months
Presently working with Tata BlueScope steel Limited (equal JV between Tata Steel and BlueScope steel, Australia)
(Since Aug '2008 till date)
Career Path
Apr '2010 Additional responsibility of handling Marketing department
Established Lysaght® brand in Indian market-Unaided brand recall up to 100%
Jan '2014 Construction, Engineering and Light weight buildings added to portfolio. Total team size increased to 80 engineers
Key Responsibilities
Sales, market development & Marketing
• To make Business plan (1 year and 5 year) & implement
• To lead the team size of 34 engineers in Sales to aggressively exceed sales targets and ensure growth of entire product groups, across the country; heading 4 regional 11 branch offices
• To lead the team of 4 engineers in Market development to create, upgrade and expand the market. Minimum 50% share of business from key accounts
• To head 3 member marketing department to provide techno-commercial support and improve brand equity by adding new products; launching new business models and new applications
• Releasing monthly price list & discount authorization ensuring desired premiums and margins
• To manage inventory by proper forecasting and liquidation of fresh & old stocks regularly.
• To ensure Technical presentations, architect meets, seminars etc
• To keep the debtors list as small as possible
• To establish the new distribution channel-Lysaght Solution Centres
Construction
• To enhance safety standards in construction activities and set bench marking standards for industry
• To improve productivity and efficiency to contribute in profitability of business by leading a team of about 15 engineers
Engineering
• To lead a team of 12 engineers to provide technical inputs & support to the business
• Tie up with leading testing labs to facilitate certifications
• To provide technical inputs for new product launches/feasibility
Light weight building solutions
• To lead a team of about 12 engineers to bring a turnaround of the business
• To establish the business as a stand-alone profitable business
Major Achievements
• Revenue, margins and market share doubled in 5 years when market grew by 25%
• Turn around in financials from PAT negative to PAT positive and growing consistently.
• Excess order booking as per ABP
• Major break through in SOLAR SEGMENTs
• Gross margin maintained as per ABP
• Start up operations of market development team
• Approvals got from EIL, NTPC, Railways, AAI, MES, DRDO, RITES, DVC, BHEL
• Got increase in profile
• Launched 2 new products successfully
Jan '2010 Transferred to Pune as General Manager- (Sales & market development) Building products
Successfully turned around the business by doubling revenue, profits and market share retaining premium
Aug' 2008 Joined as General Manager- (Market development) Building products based out of Gurgaon
Established market development department successfully
Pidilite Industries Limited- (Construction chemicals division) as Regional Sales Manager- (North)
(Since Aug '2004 till Aug '2008)
Key Responsibilities
• To manage sales operations in North India in 8 states.
• To lead a team of highly experienced and qualified Sales Professionals.
• To improve overall sales.
• To establish the new distribution channel,
• To manage the sales through 11 sales depot and 6 sales head quarters
• To manage inventory effectively
• Handling media coverage; Technical presentations, architect meets and seminars.
Major Achievements
• Instrumental in bringing Turnaround in Sales of North India by achieving sales growth of about 300%.
• Instrumental in bagging orders of National reputation like Maruti Udyog Limited, NHPC, GAIL,
• Established sales base in Baddi, HP.
• Instrumental in manpower restructuring to increase the sales of the company.
• Established a new Distribution Channel, concept of this company which was done first time by any company in this field.
• Got grade promotion.
• Handled a business of about 100 lakhs p m.
Oct '02- Aug '04 with Century wells Roofing (India) Pvt Ltd as Sales Manager (Karnataka)
(A Singapore based MNC)
Key Responsibilities
• Managing all sales operations in Karnataka for composite aluminium panels, PEBs, pre-coated metal colour roofing, claddings, tiles and rain drainage accessories.
• Handling Profit Centre management and budgeting. Ensuring 100% collections from deliveries.
• Leading and motivating the state sales teams to achieving the set goals in tune with the overall business plan. Troubleshooting problems.
• Ensuring compliance with Sales Tax and other statutory requirements.
• Developing strategies for sales promotion activities and campaigns.
• Expanding the trade sales network in the region and acquiring new institutional clients.
Aug '98-Oct '02 with Roofit Industries Ltd., last designated as Regional Head (Karnataka & Goa)
(An enterprise of the Motwani group with an annual turnover of Rs.600 crores)
Career Path
Aug' 98 Joined as Territory Sales Manager- Baroda
Handled business with monthly turnover of Rs.10 lakhs
Sep' 99 Transferred to Delhi to handle U.P., Delhi and Haryana
Handled business with monthly turnover of Rs.20 lakhs
May '00 Transferred to Karnataka to handle Mandya, Bangalore, Mysore and Mysore district
Handled business with monthly turnover of Rs.1.25 crores
Key Tasks Handled
• Handling sales of cement and building products like pre-mixed plasters, roofing sheets (AC and PVC), etc. in Baroda, U.P., Delhi, Haryana, Bangalore, Mandya, Kolar and Mysore district.
• Ensuring continuous sales improvements within the territory including product introductions, sales network development, and pricing vis-à-vis competitors.
• Achieving 100% collections of revenues.
• Driving territory sales efforts for maximising business expansion.
• Developing and sustaining strong relationships with current and new customers.
Achievements
• Led a turnaround in company's dormant accounts in Karnataka and generated a monthly sales worth Rs. 1.25 crores to the company.
• Increased monthly sales from Rs.60 lakhs to Rs.1.25 crores in Bangalore, Mysore, Kolar, Tumkur and Mandya districts.
• Market share increased from 15% to 30% for Roofit AC sheets.
• Bagged orders from major clients like ONGC, GSFC and Crompton Greaves to the tune of Rs. 20 lakhs.
• Registered the brand with Engineers India Limited, well-known engineering consultants.
• Got grade promotion.
Promoted in July '00 as Deputy Sales Manager
Key Responsibilities
• Leading sales staff to achieve targets within specified deadlines and budgetary allocations.
• Building relationships with existing and new clients.
• Planning for strategies to promote and enhance sales in the region.
• Developing and managing different sales channels.
• Forecasting sales and revenue collections. Setting goals for the teams.
• Liaisioning with industrial/institutional clients to generate new business.
Achievements
• Handled monthly business turnover of Rs.1.25 crores.
• Achieved full collections on sales worth Rs.1.25 crores.
Promoted in May '02 as Regional Head for Karnataka & Goa
• Reporting to the President (Operations) . Leading a team of 20 people.
• Exploring the market and initiating proper marketing & pricing strategies. Co-ordinating sales strategies in tune with the macro-business plan.
• Ensuring compliance with Sales Tax and Excise Tax requirements.
• Providing technical assistance to the sales staff.
• Handling administrative and financial operations of the Profit Centre.
Achievements
• Managed a monthly turnover of approximately Rs.3 crores.
Mar '95-July '98 with Vikram Cements, last designated as Sr. Sales Officer
(A unit of Grasim India Limited)
Career Path
Joined in Mar '95 as Sales Officer
• Handling trade sales of cement in Hanumangarh.
• Conducting market surveys and providing feedback to the superiors who formulate further strategies.
• Ensuring customer satisfaction by adhering to quality service and delivery norms.
• Collecting revenues from sales and ensuring zero out-standings.
• Contributing with efforts towards increasing market share of the company.
Transferred in Jul '95 as Depot in-Charge (Valsad)
• Handling institutional and trade sales of cement in Valsad District and the Union Territories of Daman and Dadra & Nagar Haveli.
• Handling the start-up operations of the Valsad Depot. Ensuring smooth business and profitability for the depot.
• Managing sales operations of all depots in Valsad District and the Union Terrtitories of Daman and Dadra & Nagar Haveli.
• Shouldering the responsibility of providing technical assistance in the area.
Achievements
• Tracked dealers selling spurious cement and took legal action against them. This event was covered by the local media and resulted in improving the company's image.
• Managed business with a monthly turn over of Rs.1.5 crores.
• Generated sales revenue to the tune of Rs.1 lakh. It was achieved through the sale of low-grade cement in a fully transparent deal. Effort was appreciated in written by the Sr. Vice President (Marketing)
• Successfully developed a trade network with 56 dealers throughout the territory. each contributing to the sales of the organisation.
• Acquired the second position in the market (then market leader was Gujarat Ambuja) in the region.
Promoted in Jul '98 as Sr. Sales Officer
• Managing sales operations in the region of Valsad, and Union Territories of Daman and Dadra & Nagar Haveli with a team of 7 sales personnel.
• Liaising with industrial clients like Hindalco, Anchor Electricals, Neelkamal Industries, Parasrampuria Ltd. and Atul Limited for generating business.
• Developing and sustaining relationship with clients. Identifying new clients for business development.
• Expanding the dealer/distributor sales infrastructure in the region.
Sep '91-Mar '95 with Scaffolding Great Britain (India) Ltd
\{Later known as British Scaffolding (Ind.) Ltd.\}, Last working as Sr. Sales Engineer
(Leading manufacturers and sellers of steel shuttering and scaffoldings)
Career Path
Joined in Sep '91 as Sales Engineer
• Marketing steel shutterings and scaffoldings to institutional clients in Delhi, U.P., Haryana, Himachal Pradesh and M.P.
• Giving technical guidance, assistance and making demonstrations to customers about the working of the product and convincing them into buying the same.
• Getting feedback form customers and providing it to the engineering/production departments of the organisation for improvement or maintenance of quality standards.
Achievements
• Bagged orders from clients like Border Roads Organisation, Rajasthan State Bridge & Construction Company Ltd., Renusagar (captive power plant for Hindalco Industries Ltd.)
Promoted in Apr '94 as Sr. Sales Engineer
• Handling sales to institutional clients like NTPC, Rajasthan State Bridge & Construction Co., Jaipur, Border Roads Organisation (Project Deepak) and Renusagar Power Project, Renusagar in Northern India.
• Working closely with the direct sales teams to provide technical guidance to clients.
• Addressing customer queries and ensuring 100% customer satisfaction.
• Providing R&D with inputs received from market feedback.
Achievements
• Generated business worth Rs.56 lakhs from NTPC, Korba in 1994.
May '89-Sep '91 with Intercontinental Consultants & Technocrats (Pvt.) Ltd. as Civil Engineer
(Well-known consultants in road and bridge construction)
Career Path
Joined in May '89 as Engineer Trainee
Promoted in Apr '90 as Civil Engineer
• Worked on the project of 4-laning of NH-2 from Faridabad-Hodal and of NH-8 from Kotputli to Jaipur.
• Conducting a geodographic survey of inter-connecting roads of the proposed NCR covering regions Rohtak, Jhajhar, Rewari, Sohna, Palwal, Khurja and Bulandshahar, leading a team of 20 people, including four graduate civil engineers.
• Diploma in Management (Marketing) from IGNOU in 1997. BE(HonsI Civil from MBM Engineering college(Govt college), Jodhpur Rank holder in Engineering
• BE (Honours) (Civil) from MBM Engineering College, Jodhpur University, Jodhpur in 1988-89. Secured 8th position in the college and awarded Honours degree for securing above 70% throughout graduation in college. (overall percentage was 74.6%)
• Class XII in 1984 scoring 72.5% and Class X in 1982 scoring 63.5%
