Sr. Divisional Manager – Defence, Institutional Sales & Key Accounts
M/S.TATA HITACHI CONSTRUCTION MACHINERY COMPANY PVT. LTD., NEW DELHI
Total years of experience :28 years, 10 Months
Job Responsibility :-
Deft in managing marketing, sales & business development of products to Defence customers. Managing the overall responsibility of Defence accounts from Design & Development to 3S functions (Sales, Service & Spares).
Offering customised equipment to Defence and allied forces for their perfect solutions. Devising strategies to adopt creative approach for the bulk requirement of Defence Forces.
Liaisoning at various levels of the defence forces like the DGBR office, Sena Bhawan, EME Dte, MAG, TG, ENC branch, ESP, CE, MGO branch, WE Dte, DGQA Dte, etc. to fulfil the mandatory MoD requirements for release of JSQR/GSQR, RFI / RFP, Technical & user trials, tender/bid management, CNC- Negotiations with Government etc. leading to Supply Order.
Outlining the strategies for successful participation in the tenders of MoD and MHA of their earthmoving equipment requirements, through meticulous groundwork with end customers.
Ensuring smooth & successful contract execution under Capital/Revenue purchase of Army, DGBR & allied forces
Managing execution and completion of Defence Contracts (including pre-inspection preparation, I-Notes clearances, Supply of equipment and accessories, JRI, acceptance of supplied goods and collection of payment, BG’s / PBG’s/ EMD’s refund.
Conducting seminars on product offerings / updates/ new products with Army, DGBR & allied forces.
Managing training to Defence Customers (User, EME, DGQA), BRO & allied forces.
Offering products on trial to Army, DGBR, Paramilitary forces on NCNC basis.
Successfully accomplished the signing of contract with BRO for spare Parts MOU.
Negotiating various contracts with MoD (ASC/AMC/overhauling/ Indian Army Discard Policy).
Achievements :-
Bagged 124 No.’s 7 ton HEX worth Rs 35 Cr. from Indian Army under Capital Procurement from MoD.
Generated 96 No.’s 20 Ton Hydraulic Excavators worth 60 cr. from Border Roads Organisation (BRO).
Generated 13 No.’s 7 ton HEX and 5 no.’s Backhoe Loaders worth Rs 6.12 Cr. from ITBP.
Parts Rate contract signed with BRO and generated revenue worth Rs 7.03 cr.
Job Responsibility :-
Business development of Tower Crane Pan India & with the goal of profitable revenue growth for the company .
Set up All India Sales & after Sales Network.
Handle sales promotion, lead generation activities, developed sales strategies and set targets for sales team.
Defined and analysed sales figures dealt with major customer accounts and ensured customer satisfaction by gathering customer feedback and market research.
Leveraged knowledge of direct marketing practices and mentored sales executives. Monitored team's performance and motivated them to reach targets.
Achievements :-
Played a stellar role in taking out company from Red and increase turnover from 25 cr. to 56 cr. with 30 % CAGR.
Bagged two single orders of 20 m/c’s & 13 m/c’s worth 14 crores & 8 Crores respectively.
Tower crane animation project for internal and external customers to understand Loading, unloading, assembling, mast addition, dismantling, erection & commissioning and decommissioning.
Visited Spain for high end tower crane Joint Venture.
Job Responsibility :-
Sales and Marketing of Crawler crane, Fixed tower crane and mobile crane
Launching of first time manufacturing of Crawler Crane in North Zone.
Liaising with financial institutions and OEM’s.
Accountable for sales team management, key account, proposals, forecast, contracts and market analysis.
Achievements :-
Successfully launched crawler crane in North Zone.
Company’s first crawler crane order taken from North.
Bagged two orders of 10 No.crawler crane m/c’s worth 22Cr. against well established brand-TATA TFC 28 with 30% premium.
Job Responsibility :-
Construction equipment Rental business development Marketing of Crawler & Mobile Cranes, Transit Mixers, Excavators, Wheel Loaders, Concrete Pumps, Compactors, Tower Crane, Backhoe Loaders, Asphalt Pavers, AWP.
Responsible for All India Key Accounts and Regional Head North Zone.
Oversaw budgeting, forecasting, manpower planning, motivation to sales team, market development, resolving customer issues and built long term relationships across the customer organisation.
Achievements :-
Bagged single Rental equipment fleet order with Rental revenue worth Rs 1.25Cr per month for 18 months.
Saved Rs 3.8 cr. annually on transportation of rental equipment from company to customer site by using Company’s trailers lying unused in the yard.
Pan India contract taken from big corporate houses for supplying Rental fleet for their Pan India construction sites and generated revenue worth Rs 18 cr.
Job Responsibility :-
Spearheaded as a Branch manager-NR (Punjab, Haryana, Himachal, J&K) and looked after Sales of Backhoe Loader, Bulldozers, Motor Graders, Hydraulic Excavators, Wheel Loaders, Compactors etc
Managed the sales, service and the spare parts team and ensured complete customer satisfaction.
Achieved sales volumes as per targeted price and collaborated with Financial institutions and OEM’s
Achievements :-
Successfully launched CAT Backhoe Loader with 10% premium against JCB and spread BHL in north India.
Generated Single order of 04 No.’s CAT Hydraulic Excavators worth Rs 2.24 cr.
Branch Manager Oct 2004 - Mar 2005
Manager Sales Support Aug 2003 - Sept. 2004
Product Support Engineer Jan 1992 - Dec 1994
Graduate Engineer Trainee Dec 1990 - Dec 1991
Joined in 1990 as Graduate Engineer Trainee and received various promotions due to hard work and sincerity.
As Branch manager oversaw sales of Pick n carry & Rough Terrain cranes, Loaders, Forklifts & Compactors .
Achievements :-
Recovered long standing credit given in the market and recovered Rs 84 lakh from 37 customers.
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