Head International Business - South Asia, East & West Africa
Avery Dennison
Total des années d'expérience :19 years, 1 Mois
Company: Avery Dennison India Pvt Ltd (US Fortune 500 company)
Designation: Manager - Market Development (South Asia & E/W Africa)
Period: Jul ’12 - till date
Job Profile:
- Head of International Business - develop the markets of South Asia, East and West Africa. Lead the International Business (IB) for all product classes for ADI in assigned territory (across 3 verticals)
- Take the business from approx. 4.5 mil usd in 2012 to 20 mil by 2015 - achieved 13.6 mil in 2013
- Business leader for IB - accountable for market analysis, strategy development & deployment and building organizational capability. Identify, assess, develop & manage new programs & new business opportunities till successful commercialization.
- Value Selling: Target markets are mostly commoditized - derive premium, bring focus on the overall value added proposition.
- Engage End Users, understand their needs/requirements & coordinate efforts b/w ADI & customers teams to develop solutions. It is not about selling products but about tailoring a solution to best suit the requirement.
- Large / Key Account Management Develop & Nurture strong relations with CEOs / MDs of Key Accounts. Put in place Key Account Plans encompassing the strategy & business through established industry best practices (Miller Hieman)
- Taking a Lead in demonstrating how their business can improve / grow further
- Making business not about selling product, but providing a mutually beneficial solution
- Customer Relationship Management CRM - ownership & accountability of all aspects
- Identify & analyse the segmentation in different markets / countries - assess and tap the business potential
- Leading the Setting up of a new company for Avery in Africa - Commercial Lead
Highlights:
2013 Awarded the Sales Leader of the year
- Team awarded the Best Sales Team of the year
YTD Dec, 100% growth over prev year. 30% new customers added
- Business Growth & improved sustainability
- Initiated business in West Africa from Scratch - Geographical Expansion
- Ground work completed for setting up new company in Africa
2012 Delivered 150% of annual target from July to Dec
- Starting and Streamlining East Africa Business from scratch
- Established exports related procedures, protocols in organization with dedicated Exports Cell
Company: DSM Sinochem Pharmaceuticals - Gurgaon
Designation: Regional Sales Manager - Pakistan, Bangladesh, Nepal & North India
Period: Jan ’10 - Jul ‘12
Job Profile:
- Independently manage an annual business of USD 20 million & deliver agreed business results measured in terms of volume growth, contribution margin and days of sales outstanding through cross functional teams
- As Regional Sales Head Build DSM brand, Formulate regional business plan and Execute Region specific Marketing strategy in line with the company’s business targets
- Tap the various market segments, offer customized solutions for different segments
- Deal with Company heads, C level executives, provide inputs, help them forge strategy
- Engage various levels of communication in customer organization for multiple channels
- Build strategic plans for Key Accounts to deliver valued relations and enhanced business opportunities
- Be a thought leader and give shape to the market. Acquire new customers and weed out bad ones to improve business quality (over 30 new customers added in 2011)
- Implement Consultative Selling Approach to forge relations with senior management to secure business
- Develop Sales & Distribution networks
Highlights:
2012 Achieved 50% increase in business v/s 2011 YTD 30th June 2012
- Fuelled the sales growth of more profitable products (50% increase over 2010)
2011 Achieved Strategic Shift in business in territory
- Fuelled the sales growth of more profitable products (50% increase over 2010)
- Improved Business Sustainability: no. of customers for 80% sale doubled to 12 from < 6 in 2009
- Improved Business Security: 75% reduction of bad debts to less than $0.15 mil in 2011 from $ 0.6 mil
- received promotion based on performance in 2011
2010 - Successful takeover of business
- Launched 4 new products across AMEA markets and turned the business profitable in first year itself
Company: DSM Anti Infectives India - Gurgaon
Designation: Area Sales Manager - Africa
Period: May ’08 - Dec ‘09
Job Profile:
- Assist the Africa Regional Sales Head by independently managing East African Markets with an annual business value of USD 6.5 Million
- CRM for business across the Africa in more than 15 countries (personal travel to 5 countries in Africa)
- Tender Strategy: Analyze the variables involved in tender situations across Business Group
Highlights:
2009 - Formulated a Global Strategy for tender business for implementing across the entire BG
- New Product Development: helped develop a product which reduced production time and cost at customer end by 30% (premium pricing of around $5 per kg for the specific grade)
Company: DSM Anti Infectives India - Gurgaon
Designation: Project Engineer
Period: Jun ’03 - Jul ‘06
Job Profile:
- International projects - Worked in design till commissioning of Pharma bulk drug (Chemical) plants
- Assimilate Chemical Production process, design, install & commission. Three projects completed in 3 years
- 01 Green Field International Project worth 10 mil USD & 02 Capacity Enhancement projects
- Absorb manufacturing process in all aspects (right from RM receipt till final packaging and ship to WH)
- Detailed designing of process flows, plant, equipments, SoPs, WIs etc
- Project Planning, Scheduling and Monitoring and Designing of processes, systems, equipments
- Vendor Evaluation, Qualification, & Development
- Project Management - Accountability for budget, timeline, safety etc for assigned area
Highlights:
2005 Played a pivotal role as Process Engineer in an International Green Field Pharma project worth $ 10 mil
- Only engineer from the existing project team to be selected for the prestigious project
- did the complete basic engineering for the project (more engineers joined team for detailed engg later)
2003 - helped develop mechanical / engineering standards for the local organization
Master of Business Administration Major - Marketing Minor - Finance
Bachelor of Engineering Specialization: Chemical Engineering