General Manager Sales And Marketing
Indigo India
Total years of experience :28 years, 9 Months
Head of Sales and Marketing of Construction and Building materials products in Retail and Small Project, Steel Fab Markets
Hired as Distribution Manager, but on joining assigned with Head of Sales for all Qatar Showrooms, Supply Logistics dept -along with developing a team of 40+ Multi Ethnic people
Achieved Overall 20% Manpower cost reduction and significant (about 42%) Incremental Daily Sales, YOY Sales, Better Customer Retention & New Customer additions especially for product like, Atlas Copco Construction equipment, Air Compressors, Gen sets, Italy Beta Hand Tools, SKF Greases, Italy Water Pumps, Fire & Safety Pumps/Devices, Motors Hiforce Hydraulic Eqpts etc,
Initiated & Set up Sales through for retail products in Qatar distribution network markets,
Identified & Corrected Technical & Commercial Gaps within the team members & organisation, with Constant inputs, Training, Motivational Techniques like Best Performer awards, Mid Year Increments, upward Career roles, Incentives etc
Established SOPs’for Retail Cash/Credit Sales, Receivable Management etc in Sales & Supply Logistics Department, with Sales Metrics like ATV, YOY growth, Av. Sales/Person, Conversion rate(SQL/MQL).Employee KPIs, Targets in Numbers from Driver to Salesmen
Identified the Top Businesses & Profitable key products - Rationalised & Pruned Inventory from the 15500+ Items, with lesser Shrinkages & reduced Non Moving Stocks
Reduced the Customer Supply Lead times to as low as 3-4 hours (48 hrs set earlier) for large Construction Equipments -AtlasCopco Road Rollers, Pavers, Generators, etc
All resulted in Optimum Inventory, Higher Average Sales/Customer, Apt Product Portfolio, Good Win Conversion Rate, overall Higher Gross margin of >20%, ideal Logistics support,
Improved Interdepartmental relations by collaborating with all other related departments, Created improved Workflow, Efficient Logistics functions resulting in a good year end rewards & Our Team became a Catalyst for the Organisation
Sales & Marketing- Electric Motors
Market study for Establishment of New Products in Industrial Electrical Motors Business In India
Successful Introduction of 3-4 types Industrial grade motors in Textile OHC segment customers and
repetitive orders and products finalised for the whole FY after 6 month field evaluation
Successful Pilot lot approval of CF Motors from German MNC in Germany & other lower KW
Electric motors approvals for their German Gear Boxes after a gestation period of 9 months
Won approvals and annual orders (First of its kind) for Larger CF Electric Motors for more critical
Steel Mills, Lower KW Gear Box motors, Annual Contract & regular supply for that FY achieved
Set Businesses for a whole Gamut of new segments(excluding Wind & Textile)Electric Motors
Pneumatic Products
Established a strong customer network in<3 years, with 200% growth(Good NOD<29 days)
Almost >75% team members got promoted & received 100% incentive in 2/3 years, turned out even some low performer, a contributor to the high performing sales team
New Customer additions include large account like TNPL Papers, Salem Steel, JSW, etc,
First to introduce Japanese Products in a German VOITH, Bileomatic Paper Machinery
Competitor strongholds broken -Packaging, Automation, Plastic markets & converted to our SMC
Significant sales of me-too products - Piping, Fittings, Hydraulic Cylinders, Ionizers, Driers etc
NPDs’ include Cost effective pneumatic machine panels- Lapformer, Drawframe, Combers for world no 3 Textile Co & other foreign imported machines in Textile mills, Garment Industry, Tajima Japan Embroidery Machines.
Business Development- Auto Service/ Garage Equipments
Revived OEM business at Auto Majors -Maruti, Hyundai, Toyata, Honda, RelianceCare etc
NPD - Nitrogen Inflators and Maruti Car Quick Service Trolley developed
Quick Lube change facility initiated with oil majors Indian Oil Corporation retail outlets
Utility- Engg Consultancy & Energy Saving Products
Addition of the Major customers, Auto OEMs’- Lucas TVS Brakes India, Ford Visteon,
Hotel Chains like Le Meridian (Star Wood Group), Residency group of Hotels, etc
Established 15+ sales team across all India retail &MetFab distribution network for 3M -IB
Conducted various Training Programmes across India for Metal Fab business
Successful NPD and NPI of 3M Masking tapes, Thin wheels etc & with repeat orders
Successfully appointment of >40 + New distributors in Industrial, Paints & Hardware Metfab, wood channels across India & created New Policies and systems for Sales
Designed new selling techniques, product promotional activities, even an earlier failed product into a successful venture for 3M & even after 10+ years is still alive in Markets
Srilanka, India -Glass, Fibre Glass, Abrasives, Indl Oils & Lubricants
Grew from Sr Product Engineer to Country Manager Srilanka handling all St Gobain
Products
Significant achievements at all levels-All India No2 in Sales Nos, Best Branch all India,
Branch presented to France auditors for its Systems, Sales, Financials
Promoted 5 times in 8 years to higher positions with significant Management appreciations
Established Saint Gobain’s business across various Markets with many NPIs’, Product
Improvisations, Channel &Team Development Activities, all with a Healthy Financials,
5 time Annual Sales budgets have been successfully achieved months before the FY and the
last FY obliterated in 9 months itself.
Decimated Competition in Large Accounts and established our range of products
Pidilite Industries (Parekh Mktg), Indian MNC
promotions in 5 years
NPDs’ include Indl Adhesives like Fevicol ANR, Fevikwik Instant Glues, Silicone sealants
Construction Chemicals like Pidiproof LW, Pidiseal, Tile Mate etc,
Established path breaking applications for Water pumps, Compressors, Auto Units. still
Customers using after >15years in place of MNCs’Brands of Loctite, Fosroc, Sika etc
Replaced Competition with consistent efforts and annihilated their strong holds, good to see
some of the products still being used in these markets