Product, Business & Market Development
BASF INDIA LIMITED
Total years of experience :10 years, 3 Months
• Product, Business & Market Development • Channel Management
• Operation Management • Planning & Organizing
• Key Account Management • Business Process & Strategy
PROFESSIONAL EXPERIENCE
BASF INDIA LIMITED Oct 2007 - Sep 2014
Role: Senior Managerial (Manager/DGM - Automotive Fluids) Reporting: Business Director
Product Range: Automotive coolant & Brake Fluid Region: South Asia
● Managed complete operations of Automotive Fluids business as a Profit Centre worth 5 Million Euros
● Developed strategy & execution plan for OEM, retail and service network
● Ensured revenue and profitability as per strategic plan for each of OEM, OES and Retail market
● Handled OEMs across India like M&M, TATA, VW India, Daimler, AL, BMW etc
● Responsible for export business to ensure full utilization of production facility.
● Lead, improve, and manage the diverse SBU team, internal as well as external to ensure quality to delivery
● Initiatives for Brand building & customer value management
● Responsible for product development - modification of existing products & new launch
● Ensured marketing budget, in coordination with corp. comm. - campaigns, road shows, FM
● Enabled plant utilization, reducing idle cost to optimize production
● Prepared mid to long term plans, strategies specific to product or business model
● Coordinated with technical services, product management & manufacturing teams of OEM
● To build an entire organization structure/team as per long term business needs and strategy
Achievements
• Increased profitability of Automotive fluid business from -6.5% to 10%+ (EBIT) within 2 years
• Doubled the business of division within 3 years
• Increased OMP production ratio from 60%+ to 80%+ in this period
• Generated export business for anti-freeze coolant from APAC & other countries
• Launched Brand Glysantin® in India After-market - first such launch in Asia Pacific
• Launched Brand Glysantin® along with Shell India at its fuel outlets in India.
• Created pan India network of 20+ dealers for coolant & brake fluid OES/aftermarket sales
• Initiated service fill model for Automotive fluids at four major OEMs
• Development of new cost effective coolant with one of largest tractor manufacturer
Role: Techno-Commercial (Technical Sales Manager) Reporting: GM - South Asia
Product Range: Additives, Industrial packages, Metal working Region: India
• Managed major customers like IOCL, BPCL, Shell India, Gulf Oil, Fuchs, Kluber, TOTAL etc
• Developed Business & managed operational activities for Metal Working Fluids across India
• Implemented business action plan as per company strategy for Antioxidants and Industrial packages
• Techno-commercial presentations at National & International Forums
• Mapping of Customers and their Requirements to accordingly modify own offerings
• Develop strategic relations with all functions at customers
• Prepared Customer Specific Business Strategy and maintaining target profit margin
• Coordinated with technical teams of customers for product approval & business for Additives & packages
• Managing additives - industrial, fuel & refinery, metal working; & finished lubes
• Maintained and improved areas of strategic partnership at existing accounts
Achievements
• Initiated Metal Working Fluid business in South Asia, replicated the same success in Asia
• Developed 2+ million euros of new business & played a key role in development of 4 packages
• Got approval for antioxidants and packages at customers for various applications
• Secured business at Pertamina Indonesia for Metal Working Fluid package
• Member of the team that secured 100% business for fuel additives in India
Gates India Private Limited Feb 07 to Sep 07
Designation: OEM Manager - Sales Reporting: Vice President
Product Range: Assemblies (Hydraulic Hose & Coupling) Region: Delhi/India Territory
• Handled OEMs across India (viz. Telcon Hitachi, L&T Komatsu, IR, JCB, Vestas etc)
• Mapped customers as per their requirements for efficient service
• Prepared customer specific Business Strategy and maintained target profit margin
• Secured product approval in coordination with the customer engineering team
• To keep a check on competitor activities and strategies and plan accordingly
• Responsible for Sales and Collection in designated areas. Product Awareness, Sales Promotion
• Managed Techno-commercial negotiations with customers
• Extended local hospitality to customers to enhance business relationships
Achievements
• Initiated Telcon Hitachi business for hose assembly
• Developed and initiated business model for wind mill customers
ITW INDIA LIMITED July 04 to Jan 07
Designation: Sr. Sales Executive - Key Accounts Reporting: Regional Manager
Product Range: Rust Preventives, cutting Oils, MRO Chemicals, Region: Mumbai/Mumbai Region
NDT Equipments & Consumables.
• Responsible for all Operational activities in Mumbai region.
• Managed major Customers like Tata Steel Limited, Uttam Galva Steel, Viraj Forgings etc.
• Responsible for Sale and Collection in designated area
• Increased Product Awareness and Brand Promotion
• Keeping close vigil on Competitors activities about Prices, Discounts & promotional activities
• Appointed of Distributors in consultation with Head Sales - fixing periodic targets
• Recruited fresh engineers through dealers, and gave them required training
• Coordinated for Stock availability and Distribution with key accounts warehouse and distributor
Achievements
• Secured first ever approval from Godrej and Boyce for ITW make Rust Preventive Oil.
• Member of team receiving first ever approval from M&M for ITW make Rust Preventive Oil.
• Achieved growth of 148% in Sales of the total yearly target given in year 2004-2005.
• Awarded 'Early Bird Achiever' for consecutively 2 years
• Achieved 160% over targeted annual sale of 2006.
K.L.E.S College of Engineering & 2004 B.E Industrial Production Technology TRAININGS Undergone training courses like need satisfaction selling, value added selling, account management, manager as leader & implementing strategy into action, conflict management, perspective key concepts, time management, coaching POSITION OF RESPONSIBILITY