Sales & Business Development Manager
Citec Engineering India pvt ltd - A Cyient Company
مجموع سنوات الخبرة :20 years, 7 أشهر
- Implementing B2B sales strategy to offer range of Engineering services for industry equipment’s, machinery applications, product engineering and development.
- Market mapping and analytics of the USA, Europe and Asia markets through direct customer engagements
- Data mining, market research, cold calling, networking, presentation & co-ordination with client for sharing organization's competencies for collaborating & developing business.
- Striking and initiating conversations with relevant professionals of companies in order to generate sales-ready meetings and qualified opportunities.
- Organising & conducting virtual meetings, web conferences, interactive online presentations with prospective companies to build sales funnel.
- Verticals Managed- Material handling equipment's, Construction equipment's, Port equipment's (Cranes, Forklifts, Reach stackers, On/Off highway vehicles, etc), Port terminal design.
- Providing technical and product advice to customers to drive their project plans, improve efficiency & performance
- Preparation of proposals in all administrative, technical, and financial components and co-ordination with different domains
- Responsible for end to end revenue generation, fulfilment and delivery to clients
- Submit effective proposals to RFQ's received from Customer
Project Management :
- Collaborate with functional managers on project specific as well as strategic resource management
- Responsible for all initiation, planning, execution, monitoring & controlling and close out activities on projects assigned
- Manage the project to deliver scope successfully with right quality, within schedule and cost constraints
- Plan and manage communications with all internal as well as external stakeholders, drive internal/external project reviews
- Project documentation control and management
- Responsible for timely invoicing to customer and achieving project revenue objectives
- Monitor / track changes and follow relevant change management process
www.kerovit.com Kajaria Ceramics ltd, India’s largest wall & tile manufacturing company forayed into Sanitaryware & Faucets manufacturing
Highlights :
Head of Sales for Mumbai region
• Establishing Sales Objectives - increase volume of sales and Quality of Sales by emphasizing and ensuring day-to-day delivery of results. Identifying and correcting gaps in sales process
• Market mapping - Identifying new markets for business potential. Enhancing sales and market share in highly competitive market. To build up Price premium as as brand enhancement.
• Devising goto market plan strategy, driving and coordinating the pace of execution.
• Achieving Sales targets of new business and retention of existing business through effective management of a team of sales professionals and distributor network.
• Implementation of Sales Strategy that addresses sales coverage in the geography.
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, market indicators, and competitors
• To recruit, spire, develop, manage and grow distributor, dealer, retailer network. Designing strategic moves for focussed market growth.
• Creating and sustaining a dynamic environment that fosters development opportunities and motivates high performance amongst team members
www.roca.in Roca is a global brand and world leader in the definition of bathroom space.
Highlights:
• Head of Sales for Mumbai region
• Responsible for Sales Operations through Retail and Channel Management, Projects, Architects & Interior designers.
• Sales achievement through appointment and development of dealers, retailers, distributors. Product positioning, market corrections and restructuring, product placement, merchandising
• Interfacing with Builders, Developers, Architects and Designers. Ensuring competitive and winning proposals.
• Ensuring Push and Pull sales. Interpret short and long term strategies for growth and revenue generation.
Achievements :
• Appointment of the right dealers for Roca bathroom products and ensuring proper brand positioning and merchandising. Ensured a growth of 70% in sales over the period.
• Market corrections : Closures of non performing dealers and replacement by performing channel partners. New dealer appointments leading to growth in sales.
• Representation of brand in unrepresented areas.
• Substantial penetration in architect and interior designer fraternity, increased specifications and sales for the brand.
www.citec.com Citec Engineering India is a fully owned subsidiary of Citec Oy Ab providing Engineering, procurement and construction management services to Oil and Gas, Energy, Power, Process and Manufacturing Industries.
Highlights:
• Responsible for the sales of Engineering services (EPC- Engineering, Procurement & Construction management) to Oil and Gas, Energy, Power, Infrastructure companies etc.in India and International markets. Manage the sales processes of the company in the country to ensure sustained growth in the market and the fulfillment of sales goals and objectives
• Monitor, analyze, and understand market activities to continuously update the business on all region dynamics.
• Lead the development of sales opportunities and coordinate with the business lines sales support groups. Submit winning proposals, lead negotiations, maintain effective business relationships, develop / maintain necessary processes and procedures to ensure effectiveness of the sales focus.
• Assist in the development of the annual plan, specifically advice on realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force and sales promotion programmed plans.
Sr Regional Sales Manager, West - responsible for entire sales function of Watermart division for West region i.e states of Maharashtra, Gujarat, Madhya Pradesh, Chattisgarh, Goa.
Sales of water treatment products such as water softeners, sand filters and water purification systems through Ceramics dealers network
Development of the division in totality, setting up the Ceramic & Sanitary dealers network, developing strategies for Dealer/ Distributor appointment, Pricing, Product placement, ensuring product sell out.
Project management : Meeting Builders, Developers, Architects, Interiors designers for leads & sales generation
Exploring Business Development opportunities and making strategies to secure business growth thru increasing products sales, market expansion both in terms of geography and volume.Ensuring Planning and executing new initiatives and strategies for expanding products market and growth and enhancing distribution width and depth.
Budgeting and goals/targets setting along with full Regional P & L responsibility
Strengthening existing dealer and distribution network and its augmentation.
Suggesting pricing structure on the basis of market inputs, including analyzing market intelligence on competition, trade, customer expectations, product features, etc and making the strategy.
Strategizing and continuous working towards brand building.
Monitoring region-wise and product-wise sales, analyzing results and making strategies.
Building a competent, cost effective, efficient and result oriented working system.
Leading, Managing and Mentoring the sales team. Headed a team of 8 team members.
Functioned as Head of the business operations for Grohe Baulines bathroom fittings for Mumbai Region, with accountability for a gamut of functions entailing:
o Entire sales function, settingup entire sales channel for new product - GroheBaulines from scratch;new business set up and development,
o Appointing distributors, dealers for Mumbai region; devising strategies and policies for distribution, discount structures
o Taking measures for ensuring greater reach and penetration through expansion and increasing market share and revenues
o Leading initiatives for brand building and positioning
o Handling Premium Luxury range of Products and Economical range
o Product development, ROI, Liquidation of slow sku’s, Marketing and promotional functions,
o Driving promotional activities like Plumber & Contractor meets, Inventory management, MIS, Team management, Training and development of team, etc.
Highlights:
Pivotal in leading entire sales channel- appointment of new Distributors, new dealers, implementation of policies, strategies, pricing etc from scratch for new product line - GroheBaulines
Recognized for developing and managing Best Sales Channel for GroheBaulines at All India level
Awards/ Recognitions:
Recognized with Grohe Gold Performer Award 2010.
Acknowledged with Grohe Star of the month- June, 2010 Award for Best Retail performance.
Accredited for being the only one to achieve GroheBaulinessales targets for 2010, All India level
Accomplished a growth of 110% in sales in 2011 vis a vis 2010.
Highlights:
Led the channel sales for Johnson Tiles by coordinating with dealers and sub dealers
Carried out core activities like target setting & achievement, budget, Stock, schemes and promotions, competitor analysis, MIS, market research, brand promotion, team management, merchandising, Relationship Management, etc.
Deftly handled the average sales contribution per month worth of 1 crores.
Effectively overachieved the sales of 140% vis a vis the targets
Administered and developed over 100 dealers & 300 subdealers
Productively engaged in:
o Tapping and converting competitor dealers to our brand.
o Adding new sub dealers to our existing list, increased the overall market share and business.
o Upgrading second and third quality markets to premium quality
Title: Revamping the Distribution Channel of BMA Division.
Role: Executed the tasks of appointing new distributors and establishing new channel through retailers for selling Blank media & Accessories products
Synopsis: The project focused to revamp the distribution channel of BMA (Blank media and accessories) division that involved appointment of6 new competent distributors throughout Mumbai after proper research, scouting, screening and analysis forBMA products in a span of 3 months only
Led the engineering operations, machining processes and business development for workshop by interaction and co-ordination with various industries, order sourcing, procurement
Accountable for coordinating the entire order execution of the job planning and Scheduling activities,
Managed a team of 15, man and material management and key account management
Master of Business Administration (MBA) in Marketing from University of Pune, Full Time Batch 2002- 2004.
BE (Mechanical) from University of Pune, Batch 1993 -1998