Business Head
Pidilite Industries Linited
مجموع سنوات الخبرة :18 years, 4 أشهر
Responsible for overall development of Walling Division Business and creating “Decorative Renders” category in India. Set up JV business in India, in coordination with
the JV partners and internal stakeholders.
• Strategic and Operational Initiatives
• Sales & Marketing
• People Development
• Stakeholders Coordination
Highlights:
• Commissioned manufacturing facility at Kishangarh and operations started since
June 12, 2023.
• Started pilot in Punjab for expanding the render category introduction in retail
segment since October, 2023.
Building the business
• Leading the overall Sales Plan and delivery of Topline, Margin, Market Share and Brand Equity
Metrics.
• Manage and aggressively grow Direct Business and manage existing Key distribution network and FM
companies to cover and increase KCP overall share in the market.
• Lead development of distribution plan to optimize KC Reach / Coverage; establish coverage, calls /
day and effective calls / day (productivity) targets; establish work plans and monitor achievement.
• Formulate and lead sales team to develop new business with customers, Key accountsin all our targeted
segments / geographies to deliver top-line sales target.
• Effectively allocate sales responsibility to the sales team and distribution with objective measurement
for maximizing business growth with budgeted resources
• Track sales effectiveness and proactively propose and execute system for improvement.
• Decides strategic priorities for the market including market segment, brand & category focus,
required innovation / renovation pathway and commercial program execution
• Leads Go-to-market optimization and Channel strategy development in conjunction with the other
leaders; Defines pricing strategy and ensures implementation
• Leveraging Innovative Digital and ecommerce solutions
• Develops & executes business plans (3 year SBP & 12 month ABP) with Cluster GM
• Work closely with Global and Regional Global Account Management Teams to maximize the sales and
profitability of KCP global accounts.
Customer Management
• Manage Company’s relationship with customers with an emphasis on developing new business
opportunities. Establish strategic, cross-functional relationships and regular dialogue with key
customers.
• Develop and maintain sound relationship with key executives of Gold & Platinum distributors and FM
companies to fully leverage opportunities for rapid business expansion.
• Channel / Customer Profitability Management: Lead the implementation of ROI analysis for key /
strategic customers/distributors (Baseline vs. Incremental profit).
• Market Intelligence: Inform all key stakeholders on trade and competitive intelligence and provide
recommendations.
Talent Management
• Manage and develops sales team. Provide work directions, guidance, performance feedback and open
career development dialogues with KCP sales team on consistent basis.
• Responsible for Recruiting, Training and Retaining best in class Talent in K-C India.
• Builds talent in the sales team by applying the KC Way of Selling to recruit, develop and retain the
right talent.
• Build a Talent Pipeline in the Sales function.
Achieved business objectives in volume (16 Mio Euro), mix, average gross profitability and average net profitability through execution of regional strategies and account plans for the region India, Srilanka, Bangladesh and UAE. Own and manage the customer interface for all accounts from forecasting demand through collection of payments.
Key Result Areas
• General Management
o As a profit centre head, ensuring achievement of budgeted turnover, regularize cash flow and smooth functioning of Indian subsidiary as an independent profit centre.
o Focused approach to setup the business of Waterproofing, Decorative paints and Protective coating in project and institutional segment. Also, set up wood protection products business in retail market in Northern India.
o To revisit the business plan in times of recession and try implementing unplanned savings in order to achieve the bottom line.
• Strategic Planning and Business Development
o Develop & execute regional strategies, account plans by initiating and directing sales-related activities with appropriate customer personnel in order to achieve business objectives.
o Price negotiations and finalization of contracts with customers, handling complications linked to company involvement during execution and currency conversion rates.
o Maintain healthy pipeline of prospects and build brand focus in conjunction with operational requirements.
o Identify and develop new business prospects for incremental growth and maintain relationships with influencers to achieve repeat/referral business.
o Utilize the public information and personal network to develop marketing intelligence for generating leads
• Execution and accountabilities
o Responsible for building and maintaining customer accounts including work contracts, business continuity and price negotiations.
o Primary techno commercial interface with toll manufacturers of waterproofing and decorative paint products for maximizing profitability
o Techno commercial support to export markets in South East Asia and Middle East region.
Highlights:
First breakthrough order achieved in October, 08 of Rajeev Gandhi Sealink worh USD 2 Million.
Established wood care retail business in Northern India that proved out to be decisive contributor
o Managed accounts of L & T, Sobha Developers, Al Naboodah Laing, Emaar, Gammon Bilimoria etc.
o Achieved annual business turnover of AED 36 Million with a gross margin of 45% in 2007
o Planning, forecasting and budgeting the sales volume and subsequently preparing the business plan based on sales budget and other market factors.
o Taking complete responsibility of individual as well as team budget, follow up with clients to ensure best quality of product and service is maintained throughout the project implementation.
o Follow up customers for proper pricing and design special pricing for projects, if required.
o Select application agencies based on their strength, capability and past performance to achieve sales budget, DSO and gross margin.
o Keeping customer contact by regular visits, responding to enquiries, providing technical support for new products and suggesting suitable painting system helping customers to optimize their budget.
o Create new business opportunities by visiting potential customers frequently and giving them best services resulting in customer delight.
o Monitoring collection closely on customer's outstanding dues to reduce number of days outstanding.
• Responsible for setting up the business of silicone based water repellent products in India
• Achieved business turnover of INR 23 Crores in year 2004 and gross margin of 47%.
• Set up the distribution network by choosing right channel partners
• Handled key accounts of Asian Paints, Berger Paints, Sika Qualcrete, Fosroc, British Plaster Board etc. assuring repeat business with them.
• Responsible for handling and controlling sales and Market Execution activities in the area by implementing business strategies.
Establishing goals, short term and long term budgets, forecasts and developing plans for the achievement of these goals.
Continuously scan the markets for new business opportunities and formulate strategies, explore new avenues & markets.