Territory Manager
Larsen & Toubro Ltd
Total des années d'expérience :13 years, 0 Mois
Key Result Areas:
Currently, driving the L&T Construction Equipment/Mining business in Kerala, overseeing sales, service, and parts operations for the Construction/Mining Equipment Business vertical.
• Direct Reporting Team Size: Leading a team of 11 direct reports and managing 20 off-role team members, including Sales, Service, Parts, and Commercial staff.
• Strategy Development: Developing and implementing tactical plans to achieve sales targets, with a focus on corrective measures and continuous improvement.
• Product Portfolio: Fully accountable for the sales of Komatsu excavators, Dozers, and graders, as well as L&T Wheeled Loaders and compactors in the assigned territory.
• Dealer Management: Leading Dealer Management activities, including performance evaluation, coaching, problem-solving, and support to drive business growth and enhance customer service.
• Budget Management: Managing the budget and ensuring optimal resource utilization, including P&L management.
• CRM Implementation: Driving the establishment and utilization of CRM software to streamline sales activities.
• Business Development: Identifying and developing new business opportunities within the trade sector, including distributors, wholesalers, retailers, and other relevant stakeholders
Notable Accomplishments:
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• Instrumental in re-establishing Komatsu as the preferred brand of 20T class excavator in Premium segment .
• Bagged multiple prestigious orders across the territory for 20T, 30T, 45T excavator class.
• Established L&T Mini compactor as a market leader with nearly 45% market share in Mini Segment and
30% in overall compactor segment.
Key Result Areas:
• Sales Management and Financial Achievement:
- Successfully managed an Annual Sales of over 256 Crore INR (30 Million USD) with an annual volume of over 1000 units.
- Implemented strategies to optimize cash flow and minimize overdue payments, effectively managing receivables.
• Market Analysis and Strategic Planning:
- Analyzed market trends, competitor activities, and customer needs to identify areas of growth.
- Formulated and executed effective sales strategies resulting in consistent revenue growth and market expansion.
• Product Portfolio Management:
- Drove sales operations for a diverse range of JCB products within the territory of Kerala.
• Trade Marketing and Promotion:
- Developed and executed comprehensive trade marketing plans, including promotional campaigns, trade shows, product launches, and sales incentives.
• Collaboration & Cross functional activities:
- Partnered with division and support teams to provide target product specifications and features for current and future product development.
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• Continuous Learning and Development:
- Stayed updated with industry trends, competitor activities, and trade regulations to proactively adapt strategies and capitalize on emerging opportunities.
Notable Accomplishments:
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• Proven track record of achieving and exceeding organizational objective of 2020 business in term of Kerala market share - 2020 Exit MS at 84 % on Backhoe, 22 % on Tracked Excavators, 24 % on Wheeled Loaders.
• Turned around Excavator business in Kerala taking JCB to top 2nd Position from 3rd.
• Improved the Mini excavator sales volume in assigned territory.
Key Result Areas:
• Sales Management : Handled the Sales, Marketing and Business Development of Material Handling Vertical of JCB for 3 States
• Competitor Analysis and Strategic Planning:
- Analyzed market trends, competitor activities, and customer needs to identify areas of growth.
• Product Portfolio Management:
- Spearheaded the establishment and growth of new markets for JCB Telehandlers, Skid steers, and
Superloaders in Telangana, Karnataka, and Andhra Pradesh.
• Product Development:
- Defined overall strategy, product roadmap, and technical/feature specifications for new products
(Telehandlers) based on long-term product vision and market trends.
• Concept Sales : Developed multiple new Applications for Telehandler Sales.
Notable Accomplishments:
• Managed the strategic Product mix for Telescopic Handlers, Skid Steer Loaders, Compact Wheeled Loaders including market development and sales.
• Proven track record of exploring and developing multiple new applications for JCB Telescopic Handlers.
management for registering the fastest growth PAN India in Telehandler sales for 2017, 2018 & 2019.
• Bagged largest ever single order of Super loader PAN India- 30 units
Key Result Areas & Accomplishments:
Brands : JCB, Atlas Copco, Dynapac, NiftyLift .
• Managed and nurtured a portfolio of 12 key accounts in the Kingdom of Bahrain, responsible for driving sales and fostering relationships with prestigious brands in the construction and material handling industry.
• Generated a minimum business volume of 4 - 4.5 Million Bahrain Dinar annually .
• Maintained the market leadership position in JCB Backhoe, Telehandler, skid steer and Atlas Copco concrete and compaction range
Key Result Areas & Accomplishments:
• Frontline sales and product marketing activities for the Toyota Range of Forklifts and Material Handling Equipment in the Kingdom of Bahrain.
• Generated a minimum Business Volume of 0.5 Million Bahrain Dinar annually.
• Cultivated and maintained strong relationships with key clients, dealers, and industry stakeholders, ensuring customer satisfaction and loyalty.
• Appreciated by management for Cross selling Toyota over world renowned brands such as Caterpillar, Jungheinrich and Mitsubishi at a premium and being the Market by consistently achieving the targets
Key Result Areas & Accomplishments:
• Proactively identified and pursued new business opportunities, expanding the customer base, and increasing market presence for Makita Power Tools, Mikasa Compactors, Jungheinrich Forklifts, Genie Aerial Platforms.
• Provide regular reports and updates on trade channel activities, sales performance, and market insights to senior management.
• Improved the market share for compactors from 10% to 14%
MBA in Operations Management & Marketing