Head - Sales Commercial
Suhail Bahwan Group
Total des années d'expérience :21 years, 1 Mois
Autorent is one of the largest Rent-a-Car company in Oman with 3500 vehicles, having more than 600 corporate clients and in excess of 300 retail clients/month, with a spread all over Oman.
a. Innovative Designing of tariffs for vehicle rentals, which increased rental revenues by 23%.
b. De-fleeting the used cars through a novel bidding process to realise 40% increase in de-fleet revenue.
c. Mobilise efforts for generation of approx. 3000 rental invoices/month, resolve technical / accounting queries, reconciliation of invoice submission with the collection team/customers and generation of approx. 1000 traffic invoices/month.
d. Budget planning in conjunction with the Collections Team for timely payment to vendors including for fleet procurement, maintenance, transportation and other services.
e. Mentor team to maintain document repository of over 20000 Live documents in electronic & physical format.
f. Collaborate & communicate with various Departments within the organization for deliverables.
g. Preparation of Annual Business Plan
h. Train and activate team for increasing efficiency
About : Delta Sakura was a start-up in the EV (2Wheeler-Scooter) industry, a privately held company, involved in importing and assembling 2 wheelers for the Indian market.
a. Competition mapping & designing of pricing of the vehicles.
b. Network Development vide digital Marketing and pitching the business model for dealer / distributor roles.
c. Developing communication to pitch for fund raising with venture capitalist.
d. Appointment of team members for Sales, Service, Telecallers, feet-on-street for lead generation for sales and business development.
e. Planning of KPIs, KRAs for the team.
About: Dynatrade Auto Service is a part of the Saud Bahwan Group, and are the largest service and accident repair providers for multi brand vehicles in UAE, with a strong presence in Dubai, Abu Dhabi, Sharjah, Al Ain and Fujairah.
a. New Customer Acquisition in retail segment for vehicle service by increasing presence, activities, awareness campaigns, Special offers, tie-up on digital platforms. Increased the inflows of cars and LCVs by 18% to 780 veh/day from 620 veh/ day.
b. New customer acquisition in Corporate segment through cold calls, market intelligence, leads.
c. Tie-ups with 7 insurance companies for a preferred workshop status to send the vehicles for body repairs thereby increasing the bay productivity by approx. 25% with 30 veh/ day inflow.
d. Designed and launched 2 Annual Maintenance Contract products catering to long term and short term segment customers, which was entirely untapped, designed for increasing the inflows and contribute to the bottom-line with an opportunity of VAS
e. Headed and guided a team of 37 people by designing and delivering 4 trainings on ERM, Objection Handling, Funnel Management, Soft Skills & case studies.
About: Force Motors Ltd, formerly known as Bajaj Tempo, is one of the pioneers in the vehicle industry in India. They are leaders in their segments of commercial vehicle and had also ventured into the SUV segment.
a. Conceptualized the vertical of Key Accounts management and its objectives & budgetary requirement.
b. Lead and mentored 7 KAMs across the country for meeting the objectives of enhancing share of wallet, Service satisfaction, reduction in service downtime.
c. Personally develop rapport with top 30 key accounts.
d. As a Regional Manager for Sales in PVD - Preparing business plan for West & South, achieving targets, market share, BTL activities, competition mapping, network development and expansion. Launched the product Gurkha at various dealers with exhaustive sales mentoring & training.
Reporting to : Head PVD Sales
Reportees : 6 Dealer Account Managers
Key Responsibilities:
Achieving sales target for West group of dealers.
Responsible for achieving model-wise new car sales targets on monthly basis with targeted market share.
Discussion and monitoring of Business Plan, model wise, sales consultant-wise.
Plan and implement the required sales promotion activities (BTL) to generate targeted enquiries for achieving the sales target.
Implementing the marketing and brand support activities, suggestions for ATL support.
Market intelligence: - Keeping track of all the competition activities and report to next level.
Customer Management: - Dealer-Customer meets and speedy closure of the entire dealer related customer complaints.
Policy management & Implementation: - Ensuring the timely implementation of Company policies and guidelines from time to time
About: Mahindra Two Wheelers Ltd. was an ambitious part of the Mahindra Automotive with interest in serving the two wheeler customers (Domestic and export) in the scooters and motorcycle segment.
a. Heading the Institutional Sales, ideated for the first time in the country, the concept of selling a two wheeler on an Online platform viz Snapdeal.
b. Collaborating and liaising with various Governmental authorities to get approval of vehicles from CSD, DGS&D, State bodies, participation in government bidding process.
c. As a Regional Manager for Maharashtra & Goa, derieved the sales paln for the region, BTL plans, Go-To-Market strategy, devising schemes for quick absorption in the market, market share analysis, network expansion.
About: Jaypee Cements was the brand under the flagship of Jaiprakash Associates Ltd., a conglomerate with business interest in several fields. They were the 3rd largest cement manufacturer in the country with a dominant presence in the Central and North India.
a. Heading the Non-trade channel for Mumbai with 3 Dy.Area Managers.
b. Network establishment from scratch. Built a network of 42 dealers in a span of 3 months.
c. Drive sales initiatives to achieve desired targets.
d. Planning of logistics for delivery of cement to the destination at an optimum cost.
e. Planning the desired product mix for the market.
f. Review of credit policy and proposing required amendments.
g. Performance appraisals of the team members.
About: ICICI Prudential is the leader in life insurance products in the private sector. It has the largest presence in the market in terms of branches and human resources- off and on roll. It aces the service ratio in the Indian market. It also boasts of the largest spectrum of products.
a. Drive the retail business acquisition through the Advisors appointed by the team of 21 managers.
b. Recruitment and Training of the advisors / business associates (HNI /Non HNI Advisors), manage their expectations & ensure they meet the stipulated rules as laid by IRDA.
c. Motivating and mentoring the sales team comprising one VAP (Value added products) Manager, one CD(Channel development) Manager & 21 Unit/Sales Managers to generate revenue.
d. Ensuring operational back-end support and resolving all issues by liaising with Operations team.
e. Maintain MIS reports, Trackers on various parameters, activities, issuances, pendencies etc
Push the sales of VAP (Value added Products viz MF, GI, Forex, etc)through the team
About: Tata Motors is one of the largest business houses in India with business interests in several fields, with automobile being one of the most renowned presence. They have a dominant presence in the Commercial Vehicle industry and have made their presence felt in the domestic and international car industry.
a. Responsible for aggressive market of Bengluru and North Karnataka.
b. Planning for the SKU wise sales / availability of the vehicles, monitoring market share in the assigned territory.
c. Cold calling institutional buyers, presenting, negotiating for sales of Cars, SUV, UV, MUV.
d. Working capital management, financier meets, finance schemes for dealers, retail finance schemes for customers.
e. BTL activities, budget management, Lead generation, Enquiry to Retail monitoring, sales funnel.
About: Hero Moto Corp (erstwhile Hero Honda Motors Ltd.) is the largest manufacturer of two wheelers in the world. They have a very large network of dealers, SSP and sub dealer representation in every potential locality in the country. They have wide range of motorcycles and scooters to woo the Indian customers.
a. Channel management of 14 dealers of South Maharashtra and Goa in which a very high market share of 59% was maintained (national M/s was 49%) with aggressive activities like Loan & Exchange melas, floats, Spare part melas, Nukkad Activities.
b. Planning for the SKU wise sales / availability of the vehicles, monitoring market share in the assigned territory.
c. Cold calling institutional buyers, presenting, negotiating for sales of motorcycles and scooters.
d. Working capital management, financier meets, finance schemes for dealers, retail finance schemes for customers.
a. BTL activities, budget management, Lead generation, Enquiry to Retail monitoring, sales funnel.
About: Shell Lubricants is one of the largest manufacturer of the entire range of lubricants in the world - industrial and automotive. They have a strong brand recall and are known for its quality standards.
a. Exceeded the sales target of 700 KL for 2001 by 51 KL with increase in profitability by Rs.2/- per lit. than the targeted figure.
b. Won approvals of Krupp Industries and Walchandnagar Industries for their Sugar Machinery Division for whole range of lubricants, of Bajaj Auto Ltd., of K.G.Khosla Compressors, of Eicher Motors-Indore & of Greaves Cotton- Pune.
c. Had initiated trials of metal working fluids of which all were converted to regular buyers.
d. Bagged the initial order from Kinetic Engineering of 65 KL per year.
BE (Mechanical)