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Jatin Mahendru, Sales Manager

Jatin Mahendru

Sales Manager·Goodyear Tyre and Rubber Co.

India

Master's degree, Management Studies – Marketing

Work experience

Total years of experience: 16 years, 8 months

Sales Manager

January 2015 - Present

Goodyear Tyre and Rubber Co.

Mumbai, India

January 2015 - Present

Responsible of tire sales through Franchisee Car Dealership Network in West Region with Annual Business Turnover of INR 400 Million.
•Manage a Team of Assistant and Business Managers to accomplish short term and long term Business Goals.
•Working Closely with OEM Partners (Planning & Execution Teams). Work on New OEM Approvals and strategize overall Business Goals.
•Enhance the overall Sales in the region through a team of professional distributors and Implementing Route to Market Strategy to ensure Coverage and Throughput.
•Extensive experience in designing Market Oriented Promotional Programs to maximum Customer reach in alignment with OEM Partners.
•Enrich the Product Mix with offering new pattern and products backed by sales and marketing road maps for smooth shift with the customer base.
•Meticulously Plan the product availability well before 3 month to make sure the right product mix is available with channel partners and the organization.
•Delivering Training Programs to ensure the right CVP is presented to Car Dealerships and end customers to drive effective sales.

ACHIEVEMENTS SO FAR:
•Over all Growth of 44 % West Region YOY 2015, with Direct Account growth at 55 %
•Was Ranked Excellent Performer in Year 2015 in Car Dealership Channel.
•Successfully appoint new distributor in Vacant Areas. Market penetration has grown by 54 %.
•Overall market share of Goodyear stands at 58 % with few OEM’S at 75-80 % in West India.
•Played Pivotal role in new OEM Approvals in M&M, Audi and Fait.
•Increased Market share from 12% to 75 % In VW Network and Highest Volume in Toyota network.

Company industry:
Other Business Support Services
Job role:
Sales

Sales Manager

February 2014 - December 2014

MY OWN ECO ENERGY PVT LTD

India

February 2014 - December 2014

Maharashtra.
Confer with Management in defining Annual Business Plan for the sales function based on the defined corporate and marketing strategies and translate into Quarterly and Monthly Sales Target and Volume Goals for the brand.
•Complete cost and resource requirements, promotional budgets to achieve the required sales forecast and market share for the product.
•Plan, organize, implements sales programs for the organization and responsible for achieving overall sales objectives.
•Lead local sales associates in managing dealers, selecting, developing and monitoring performance of the Dealer network.
•Coordinate with channel and category managers for effective implementation promotion and advertisement function in the sales territories.
•Access competitive performance by analyzing data on market share performance and analyzing competitor movement in various regions.
•Appoint/Manage distributor/Dealers and Area Sales Executives and Distributor Sales Representatives across territories.

Company industry:
Electric Power Production & Transmission
Job role:
Sales

Channel Account Manager

May 2011 - February 2014

SHELL INDIA MARKETS PVT.LTD

India

May 2011 - February 2014

Account Management: Adding New Business through different segments to have better presence in Retail Business, Franchisee Business, along with T&F Segment generating new volumes and thus profitability.
•Channel Development: Appointing new Distributors for wider and deeper market penetration, coverage and reach, as per company Route to Market Strategy.
•Develop Market Intelligence by monitoring and reporting market trends and competition initiatives, strengths and weaknesses in alignment with the Regional Marketing Manager & develop and Manage BTL Activations.
•Providing Sales Support by visiting Distributors and key accounts and by coaching Sales force in specific skill sets ranging from Product CVP, Selling & Negotiation, Technical & Value selling.
•Implement Shell Distributor Value Proposition (DVP) to increase Mind Share to Shell from Distributors with prompt sales support, improve financial performance ratios, cross-sell, up-sell and new-sell activities.

ACHIEVEMNETS:
•Network Expansion: Appointment of new Channel Partners in vacant territories in Western Region giving additional Volume growth and Increased Brand Awareness and Penetration in Vacant Territory.

Company industry:
Oil & Gas
Job role:
Sales

Sales Architect

January 2010 - January 2011

SMS COUNTRY Pvt Ltd

India

January 2010 - January 2011

PROJECTS MANAGED AT SHELL LUBRICANTS:
1. REGIONAL PROJECTS: CUSTOMER RELATION MANAGEMENT Duration: 6 Months SYNOPSIS: Ensuring Planned Sales calls of all Account Managers (West region) are achieved and document the same every month demonstrating Sales Behaviors.
ACHIEVEMENTS:
•Achieved 100% sales adherence within the West region for consecutively during the project Tenure.
•Review and feedback provided to the documented calls so that future coaching can be provided to the Sales Team with right matrix in hand for further development, creating a review mechanism.
•Help the team to understand the process to Sales Team and CRM Application, being the focal point for the entire region.
2. REGIONAL PROJECT: INDEPENDENT WORKSHOP CHANNEL Duration: 9 Months
SYNOPISIS: Develop new business through focus segments on Transport & Fleet and Passenger Car Motor Oil (PCMO) Workshop Segment.
ACHIEVEMENTS:
•Mapped the potential of Transport and Fleet segment and Access Competition in the segment.
•Created the Sales Plan, Sales Strategy, Target Audience and Product Pricing, Execute the Sales Initiatives to focus and grow this segment in Mumbai.
•Align the Sales Manager and Sale Team and Distributor Focus in this segment and capture this segment aggressively in Annual Sales Plan.
•Opened 18 new PCMO Workshops in Pune, Surat, Baroda and Mumbai with 2 Year Contract Period in span of 3 months.

Company industry:
Sales Outsourcing
Job role:
Sales

INTERNSHIP

May 2009 - October 2009

TATA COMMUNICATIONS

India

May 2009 - October 2009

Mapping the new markets and appointment of new dealers for additional growth.
•Planning and executing BTL Activities for promotion of product and services.
•Over all Increase Market share of business and increase the Market Penetration in given Area.

Company industry:
Telecommunications
Job role:
Sales

Education

Oriental Institute of Management (Mumbai University

January 2010

January 2010

Master's degree, Management Studies – Marketing

in

Oriental Institute of Management (Mumbai University

January 2010

January 2010

Master's degree, Management Studies – Marketing

India

January 2008

January 2008

Bachelor's degree, Science & Commerce

United Arab Emirates

EDUCATIONAL CREDENTIALS

Skills

Major Accounts
Expert
Major Accounts
Expert
OEM
Expert
OEM
Expert
B2C marketing
Expert
B2C marketing
Expert
Team Management
Expert
Team Management
Expert
Sales Management
Expert
Sales Management
Expert
ACCOUNT MANAGEMENT
Beginner
ACCOUNT MANAGEMENT
Beginner
ADVERTISING
Intermediate
ADVERTISING
Intermediate
BUDGETING
Beginner
BUDGETING
Beginner
BUSINESS STRATEGY
Intermediate
BUSINESS STRATEGY
Intermediate
COM
Intermediate
COM
Intermediate
CUSTOMER RELATIONS
Intermediate
CUSTOMER RELATIONS
Intermediate
MARKETING
Expert
MARKETING
Expert
PROMOTIONAL MATERIALS
Expert
PROMOTIONAL MATERIALS
Expert
SALES
Expert
SALES
Expert
SMS
Intermediate
SMS
Intermediate
Major Accounts
Expert
Major Accounts
Expert
OEM
Expert
OEM
Expert
B2C marketing
Expert
B2C marketing
Expert
Team Management
Expert
Team Management
Expert
Sales Management
Expert
Sales Management
Expert

Languages

English
Expert
Hindi
Expert
Punjabi
Expert