جاتين ماندرو

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.

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.

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.

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.

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.