Business Head
Bhatia Brothers
Total years of experience :19 years, 9 Months
o Responsible to fully optimize resources, market share and profit growth in all markets through the development, implementation and management of effective business strategies.
o Drive key initiatives to achieve contribution margin (CM) & market share.
o Manage effective and rational ordering patterns and reduce complexity & improve consistency.
o Conduct proper market visit to gain consumer insights, competitive information, and real-world data.
o Develop Team to their fullest potential on Sales & marketing.
o Manage Supplier/Vendor Relationships.
o Finance Management- Manage Receivables & Payables, Cost reduction.
o Gain Market Intelligence, competition strategies through market visits.
o Steward 50 mil (AED)/annum business through Dealers, Exporters, workshops & retailers
Jan’ 13 - Mar’ 16 Sales manager - OEM & Franchised dealers, South India.
Jun’ 11 - Dec’ 13 Area Sales manager - Channel management, TN & KTK.
o To provide requisite support, direction and guidance to the team members on achieving the business objectives viz., sales volumes, realization and margins.
o To facilitate in formulating business plans on New Business Acquisitions
o Execute the approved sales processes, as required for the LOB within the geographic area of responsibility including selling processes, Pipeline Management, demand forecasting and Sales Planning.
o Ascertain and address the technical / technological needs of the customers in consultation with Field Engineering Group with an objective towards better value realization
o Implement Marketing Programs as directed in the annual marketing and sales plan with proper emphasis on compliance with the established pricing architecture.
o Maintain and enhance service levels to customers through timely action on customer complaints and feedback in coordination with the respective functional group
o Ascertain information on market dynamics and appraise management to enable designing of appropriate sales strategies, tactics and business plans.
o Initiate required action on collection on Trade Accounts Receivables, overdue accounts and collection of statutory documents as applicable per statutory authorities.
o Foster the communication and cross-functional cooperation required to operate in a matrix organization.
o Training Business/Sales Managers in charges to become execution experts in Top Chain and Independent workshops.
o Maintain C level & Gen. Management level contact relationships at key Accounts & OEMs
o Manage Large Accounts (Toyota, Ford, Nissan and Isuzu) & proactively explore for new business opportunities.
Achievements
o CEO Award Winner(’2012 -’2014) - for acquiring highest new wins consecutively for three years
o Winner for acquiring largest single new business volume of 300 KL on values against competition.
o Flagship & Premium product sales increase two fold in three years 16 to 31 Kilo Liters.
o Earned commendations for sales leadership & people development.
o Successfully revised price & won new supply contracts with Toyota & Nissan for next 5 years.
Shell India markets Pvt. Ltd Aug 2006 till May 2011
Career progression:
Jan’ 10 - May’ 11 Area Sales manager B2B AL, South India
Sep 07 - Dec’ 09 Account Manager, Tamil Nadu.
Aug’ 06- Sep’ 07 Sales Executive, Coimbatore.
o Successfully managed direct sales channel.
o First & the foremost to design & deliver successful project on sales of premium Brands.
o Implementation of customer service operation for Southern States.
o Handled with tact the merger of Pennzoil into Shell fold without losing customers
o Handled vast cultural difference between two completely different organizations.
o Mapping & formulating strategy for Independent workshops & Direct Customers
o Instrumental in handling Service Fill Agreements with all OE’s in the region.
o Holds the distinction of managing OEM’s & Co-Branded Portfolio at a regional level.
o Significantly contributed in improving customer satisfaction by developing customer need-assessments and a suitable value proposition through high-impact sales presentations.
o Recovered the legacy debts to the tune of INR 2.7Cr from Direct accounts in south states.
o Successful in delivering cash profit & change product mix consistently.
o Practiced & Preached as an integral part of the business.
o Controlled Debts and better inventory management for profitable business growth.
o Identified, conceptualized and developed the sales strategy for premium products.
o Played a key role in developing OEM, FWS business for Shell in south.
o Identified, trained fellow team members & customer resources.
Achievements
o Award Winner of 90:90 New Business Drive in 2008.
o EVP award nominee for Up-sell project done in 2009.
o Awarded for best performing Up sell Sales team for 2010.
o Nominated for prestigious VP award for Up-sell category for 2010.
o Created the Customer value proposition tool.
o Successfully reconciled and collected the legacy debts from in southern states.
o Ensure zero customer loss during Transitions.
o Recovered about INR 1.6 Million (Debt pertaining to 2003) from a major account with mutual consent.
Sales Officer - Timex Corporation May 2005 till Jul 2006
o Managed Retail Showroom, Distributor, Direct Dealers, Merchandisers service& sales team.
o Played a key role in “Time Factory” concept showroom Implementation.
o Innovated sales opportunities at Modern outlets like Hyper Super malls, Jewelry & garment shops.
o Initiated & increased sales through direct sales to manufacturing companies around Trichy.
o Distinction of being awarded the regions highest collection in 2005.
o Significantly contributed in developing East TN from 2 dealers to 113 in one year.
o Also increased the retail Showroom sales to INR 7.2 Lakhs from INR 2.1L Lakhs per month.
o Expanded in rural markets like to reduce dependence on urban & wholesale market.
o Mapped customers based on locations, sales opportunity and supported them with right product mix.
Achievements
o Prospected & Commissioned 3 New showrooms under Time Factory Concept.
o Regained Trust & confidence for the brand among 175 Dealers.
o Increased sales from INR 1.3Mil to INR 3.9 Mil/Month.
o Up sell of Luxury Ranges to Increase UCP ( INR 700-/- to INR 1900 -/-)
RSales Officer -Nestle India Ltd, Tiruchy May 2004 Dec 2004
o Responsible to Sell Infant Nutrition Supplements in the give Geography.
o Manage Distributors, Re-distributors Doctors, Retailers, Merchandisers & Sales force.
o Forecast & co-ordinate with Regional DF executive.
o Conduct Product Presentations to VHNs & MHNs.
o Obtained major breakthrough for INR 8 Lakh/Month INF business from KMCH.
o Handled over 300 pediatricians& 680 retailers.
o Increased the territory turnover from INR 35 Lakhs to INR 42 Lakhs in 2004.
o Increase penetration of High Value Products of Nestle.
Achievements
o Developed Nestle Doctor Database
o Successfully increased sales of Premium Infant Products by two fold.
o Appointed 18 Re distributors & increase penetration in C class towns.
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