SENIOR GENERAL MANAGER - SALES & MARKETING
ELECON GROUP - (EMTICI ENGINEERING LTD.)
Total years of experience :27 years, 7 Months
Overall responsibility of sales and marketing of PBL Range of geared motors and gearboxes in Indian market for OEM and Projects business.
1. Lead twelve branches across the country for OEM and Projects business to attain a growth of 35% in order booking.
2. To ensure steady movement of ready goods and attain 35% year on year growth in sales.
3. To maintain profitability and ensure average discounting level in pricing.
4. To formulate strategy for entry into new application areas of Industry and acquire new target clients.
5. Guide the Design and Application Engineering team to develop new products to address emerging needs of the industry.
6. Monitor the activities of service department.
7. Present the management fortnightly with developments of Order Booking, Invoicing and collection, new product development.
8. Develop the branches into solution sellers rather than product sellers.
Responsible for Sales and marketing of Torque-hub range of planetary gearboxes, Custom gearboxes and Metro Rail transmission system in Indian market.
1. Develop the domestic market for Torque-hub and Custom gearboxes in construction equipment segment.
2. Spearhead the localization project for the relevant sizes and models suitable for Indian market.
3. Lead the development of design, application engineering and sales capability in India to meet the unique needs of the domestic market.
4. Acquire new global accounts.
5. Enable foray into untapped market segments like Excavators, Cranes and so on.
6. Spearhead the development of dedicated product-line for tracked machines in coordination with Hydraulic Motor manufacturers.
7. Revive old business with Railway segment.
8. Make foray into Metro Rail segment through major OEMs.
9. Oversee the development of the mechanical transmission system for Metro rail in coordination with Fairfield US and major OEMs like Alstom, Bombardier etc.
Overall responsibility of business development of entire range of products of Power Build Ltd. (An ELECON Group company primarily into gear motor)
1. Give formal shape to the development of Planetary Gearbox from design stage to product launch.
2. Spearhead the localization of shaft mounted helical range in coordination with RADICON UK.
3. Impart better market orientation to catalogues and other promotional tools.
4. Frame a more efficient pricing policy across various ranges of products.
5. Instill the spirit of technical selling into the sales team.
6. Spearhead the mission to establish Power Build brand as a solution provider.
7. Develop automation solution in synergy with existing range of mechanical products.
8. Organize collaboration with suitable partners from earth moving machinery segment.
9. Organize collaboration with suitable transit mixer gearbox manufacturer.
10. Guide the sales force through Key target accounts.
Overall responsibility of Sales and Marketing for Shanthi Gears Limited.
1. Achieve sales growth of 15%.
2. Maintain profit margin to existing level.
3. Restructure sales team across the country for higher effectiveness without adding new heads.
4. Improve response time to market needs.
5. Instill pro-activeness in sales organization.
6. Refine image into that of a solution provider.
7. Initiate forays into blue ocean market.
8. Devise strategies to stay afloat and make profit living in red ocean territory.
9. Spearhead systematic development of standardization in product management.
10. Develop reviewing system for Order Management / Enquiry Management / Sales / Collection in line with TI (Murugappa group) policies.
11. Develop Channel network for standard range of products.
Overall responsibility of Sales and Marketing of complete range of power transmission products of Bonfiglioli India Pvt Ltd.
1. Enable 25% growth in direct sales of Industrial Solutions products.
2. Making foray into industrial sectors so far uncultivated
3. Bringing paradigm shift in Sales Team’s outlook to handle value added project business.
4. Transform retail sales approach to techno-commercial value added marketing of industrial product.
5. Launching planetary gearbox range in a significant way in Indian Market.
6. Improve payment collection records.
7. Motivate and activate the dormant potential of the Channel Business.
8. Incorporate higher degree of passion and conviction in the sales machinery.
9. Bringing order in the logistic operation.
10. Spearheading the roll-out of more precise market oriented Sales Plan.
11. Reduction of inventory of Sales Business Unit without affecting lead time of fast moving items.
12. Driving a market oriented Budget and manufacturing plan for the coming fiscal.
13. Bring improvement in payment collection.
14. Bring a fresh air of dynamism to the organization.
Overall responsibility of Sales and Marketing of complete range of power transmission products of Bonfiglioli India Pvt Ltd.
1. Enable 25% growth in direct sales of Industrial Solutions products.
2. Making foray into industrial sectors so far uncultivated.
3. Bringing paradigm shift in Sales Team’s outlook to handle value added project business.
4. Transform retail sales approach to techno-commercial value added marketing of industrial product.
5. Launching planetary gearbox range in a significant way in Indian Market.
6. Improve payment collection records.
7. Motivate and activate the dormant potential of the Channel Business.
8. Incorporate higher degree of passion and conviction in the sales machinery.
9. Bringing order in the logistic operation.
10. Spearheading the roll-out of more precise market oriented Sales Plan.
11. Reduction of inventory of Sales Business Unit without affecting lead time of fast moving items.
12. Driving a market oriented Budget and manufacturing plan for the coming fiscal.
13. Bring improvement in payment collection.
14. Bring a fresh air of dynamism to the organization.
I was responsible for the business of Geared motor profit center of Siemens India. Geared motor range was acquired by Siemens India through the takeover of Flender AG worldwide.
2. Resourcefully launched geared motor range of product of Flender Germany (Before take over by Siemens) in Indian market.
3. Played a pivotal role in setting up Assembly Centre in India.
4. Successfully gained 7% market share within three years of product launch and aiming at 10% by the end of fourth year.
5. Established country-wide dealer network.
6. Exceeded the sales target set by the management by 20% while keeping strong focus on linearity in order-intake, invoicing and collection factor.
7. Discretely introduced new branch specific solutions for Pharmaceutical, Automobile and Material handling sector.
8. Formulated the most optimised techno commercial solution beyond the specific product being offered by coordinating with the users.
9. Generated promotional materials and actively participated in Exhibitions.
1. Setting up country-wide dealer network for promoting the product & carrying out extensive advertising campaign for the new brand visibility.
2. Monitoring the financial as well as legal matters related to the operation of a liaison office in India as per Companies Act as well as Foreign Exchange Regulations being the Authorized Signatory.
Accomplishments:
1. Resourcefully established the Liaison Office in India by coordinating with Italian Trade Commission as well as RBI.
2. Instrumentally introduced a completely new brand of Reduction Gearbox in Indian Engineering Industry (Steel sector, Plastic Machinery, Cement industries, Bottling Industry, Material Handling Equipments, Power plant etc).
3. Attended techno-commercial training in Modena plant of Rossi Motoriduttori Spa and participated actively in Hannover Fare.
4.Distinctively organised extensive advertising campaign through Industrial journals.
L&T was a licensee of Brevini Italy who is a legend in Planetary gearboxes.
I was responsible for development of Planetary gearbox market in western India.
After sales service was also my responsibility. I myself attended service calls in various cement and steel plants of India. I loved exploring the mystery that caused the failure of the machine.
It was a great learning phase in my career when I learned how to sell a very expensive product which is totally unfamiliar to the buyers. This learning is still driving my journey in corporate world. I had no team but I did all this by myself. However, following is a brief of what I did in this role -
1.Developing the market for Brevini’s planetary gearboxes in Western India.
2.Single headed responsibility for after-sales-service of Brevini’s planetary gearbox range supplied in Indian market.
3.Handling exports of components for Earth moving equipments (under carriage, vibratory compactor, salt harvesting machine, cylinder, piston etc) to the parent company Caterpillar Inc.
4.Carrying out export formalities related to invoicing to foreign countries.
5.Coordinating with several freight forwarders and clearing agents.