Regional Sales Manager
Danfoss
Total des années d'expérience :22 years, 5 Mois
Aug ‘16 onwards: Regional Sales Driver - Turkey, Middle East & Africa
Oct ‘13 - Aug ‘16: Senior Manager - Global Marketing (Strategic Marketing)
Jun ‘11 - Sep ‘13: National Sales Manager - Electronic Controllers (Food Retail)
April 2007 - May ‘11: Key Account Manager - Global Accounts
Highlights
Led various business segment in Climate & Energy vertical and currently driving Sales, Gross Profit and other strategic objectives in Turkey, Middle East & Africa region with sales revenue more than 60 million USD through multiple channels
Generated additional business of $8 Million while driving strategy planning & execution to increase penetration and market share
Elevated gross sales by creating new business partners in the untapped markets of North Africa, Turkey, Iran and Pakistan ~ 200% growth
Leading and managing cross-cultural teams of 50 professionals from Sales, Business Development, Marketing, Technical Support and Customer Service functions
Successfully created and integrated marketing centre (global centre of excellence) with 12 resources within business segment
Led cross segment growth initiatives - contributed 14% of sales @35% YOY growth (One Window Solution)
A member of growth journey from $60M to $155M, profit improved by 6 points (Idea generation and key contributor)
Identified electronic controller vertical to increase market penetration by 200% and revenues by $1 million (Product positioning and campaign)
Conceptualized and developed Food Retail - cold chain, adding to 4% of India sales, growing at 50%
Developed channel management and execution partner management programs
Key contributor for channel benchmarking and growth in whitespaces, contributing to 5% of India sales, growing at 40%
Proposed ASEAN new business model - plan approved for 50% savings, awarded as the best leadership development project
Led implementation of opportunity management, CRM, e-business, net price development and performance management cockpit
Doubled the growth of key accounts while increasing SOW 10% YOY (4 years)
Generated additional business of $2 Million with cross and up selling
Demonstrated new product launches and marketing campaigns in food retail business while securing new accounts like Wal-Mart, Metro, Carrefour
First to create business model for DC operated compressor in Telecom industry in world and Solar driven vending machine for coke in India - won project worth $2.5M
Appreciated for reducing power consumption at Wal-Mart stores by 40%
Boosted the budgeted gross profit by overachieving the target by 125% of the set budget in the financial year 2011 & 2012
Secured multiple awards from customer - Best Supplier
Led strategic marketing for FHP compressors- achieved market leadership position in Channel sales
Monitored productivity and product positioning across systems & solutions
Developed go to market and entry strategy for Distribution market - additional 20% growth
Developed market communication plan and dealer engagement programs - boosted growth by 4%
Conducted market survey & new products launch - 4 Major surveys & 2 product launches
Implemented tools at channel partners for product category to facilitate smooth inventory planning; achieved 8% reduction in inventory
Developed lead generation system for the new business development - Mapped additional 150 small OEMs in tier 2 & 3 cities
Identified and activated alternate sales channels ~ 20 sub-dealers
Driven marketing communication ROI in campaigns. Led the Market Research, Customer Insight, Voice of Customer, Business Intelligence streams
Achieved $2 Million Business in Direct and Indirect sales channel
Product approval from key EPC consultants
Cross & Up selling at key accounts in industries like Refineries, Petro-chemicals, chemicals, power plants, nuclear plants segments
Developed 2 new pump OEMs through business development activities
Increased SOW at major accounts; 20% in 2 years
Converted 3 Major accounts from Competition (100% SOW)
Achieved growth of 30% during 2005
Sales and Service responsibilities for key accounts in North India
BE Mechanical