Chief Operating Officer
Daimler India Commercial Vehicles- SBU Autobahn Trucking Corporation
Total years of experience :27 years, 2 Months
- Revenue & Profit Growth in All areas of Business - Sales/Service/B&P/Lube/Accessories
- Ensuring Innovation and Change to deliver Best Practice Outcome
- Recommendation on People/Process/Systems & Hardware and align for business growth.
TVS & Sons India Head- Sales (Kerala)
(July 2013 to present) Reporting to SBU Head. Renault Operations
Promoted to DGM - Sales as of 2015 April
Key Deliverables:-
- Full P&L Responsibility for sales.
- Revamp the entire Sales operation, People, Process and systems, including Call center.
- Network Expansion Sales and Service
- Measure CSI & SSI for Sales & Service and comply JD Power standards.
Gulf Advantage Automotives LLC, Saudi Arabia - ( Mar 2011 - June 2013)
Gulf Advantage Automobiles LLC is a joint venture between Suhail Bahwan Automotive Group, Oman and Al Baazai Group, Saudi Arabia formed the exclusive dealer for Renault vehicles in the Kingdom. The Suhail Bahwan Automotive Group has over 35years of experience in the region and North Africa handling leading brands such as Rolls Royce, BMW, Mini Cooper, Infiniti, Nissan and Iveco.
DGM- New Car Retail Sales & Marketing (Reporting to the Country Head)
Key Deliverables
- Achieve budgeted sales volumes, vehicle order planning, and profit levels. Manage NRV levels and overall budget for Retail/Dealer business/Dealer development and revenue growth.
- Align with the business strategy and directly liaise with the Branch Management/ Rental and leasing companies to ensure that programs and controls are in place to achieve the calendars budgets.
- Established "Auto Rent" as a leading brand in KSA and increased Rental and leasing business through targeted offers for GAA owned Rental and Leasing Division and other major fleet operators.
- Ensure that incentive schemes are motivational and in line with group policy and budget and quarterly reviews executed to measure success.
- Develop / Maintain Strategic Pricing model to enable sales to achieve their volume and business objectives.
- Develop Tactical Marketing campaigns to ensure that the business objectives are achieved.
- Ensure that the target Saudi National mix is achieved and maintained.
- Manage motivate staff to ensure morale is high and objectives achieved.
- Ensure at all times product knowledge of sales team is excellent.
- Take relevant action as required to performance manage staff.
- Produced stretched yet realistic budgets for the Vehicle Operations to ensure continuous development and improvement of the business
- Recommend additional facilities with relevant cost/benefit analysis as and when required.
- Maintain optimum Display & Demonstrator stocks in order to achieve the budgets and targets set.
- Develop the Brand in the Kingdom of Saudi Arabia.
ALGHANIM INDUSTRIES, Kuwait (Jan 2007 - Dec 2011)
Alghanim Industries is the exclusive distributor for Cadillac, Chevrolet, Hummer, Opel, Saab, Foton and
Oshkosh trucks in Kuwait. A multinational company in outlook with operations in 40 countries, Alghanim Industries is a multibillion dollar conglomerate with more than 30 businesses involved in Advertising, Automotive, Consumer Credit, Insurance, FMGC, Project Engineering, Electronics, and Home Furnishing.
Marketing Manager (Reporting to Vice President)
Key Deliverables:
Operations
- Increased new car retail sales by over 10 % by effective utilization of CRM, showroom controls, restructuring teams and incentive payouts.
- Secured profitable growth in the Fleet business.
- Ensure that correct levels of the right caliber of staff in line with budget are recruited across defined areas of responsibility.
- Provided ongoing training, coaching and development support.
- Review actions as required to manage stock levels proactively.
- Strengthened Sales product mix to secure a healthy segment mix as a long term strategy.
- Initiated and completed Sales process revamp with GM difference module.
- Maximize efficiency between vehicle order and invoice to reduce the stock holding days to match the strategic/ tactical plan.
- Align order units to minimize the stock days based upon the volume figures defined by the Sales Planning Committee.
- Secured full usage of the Kerridge system for prospecting, Sales processes and sales follow up.
- Re-established market leadership for strategic models against major German, Japanese competitors by leading development of distinguished products, features and services.
- Generated the highest sales volume which was recognised with a Chairman's challenge
Other Responsibilities
- Ensured effective implementation of the advertising strategies, initiatives and campaigns.
- Managed a complex marketing function of the automotive division (new vehicle sales, service, parts, fleet, Car rentals, used cars, showroom and facilities across the country)
- Conducted comprehensive market studies, analyzed and developed competitive marketing plan to increase market share and to maximise profit.
- Developed sales promotion and merchandise strategies to ensure maximum market penetration.
- Developed and implemented systems to monitor competitive market position towards own product lines including pricing, product features, sales strategies, consumer relationships, sales force, appraise and recommend contingency action.
- Developed and coordinated advertising strategies including program themes, action plans and budget.
- Acquire news automotive business to increase revenue in the down turn.
- Delivered a self-supporting used car operation across selected locations in order to enhance Sales, the customer proposition and core Brand values.
SALEH ALHAMAD ALMANA COMPANY, Qatar (Nov 1996 - Dec2006)
The Al Mana Co. is one of the largest corporate establishments in Doha, Qatar with an array of activities. The company has diversified in the fields of Automobiles, heavy vehicles, electronics, food chain, fashion and construction. Over the last 4 decades, the Al Mana Co. has grown to reach a staff strength of 1750 people and sales turn over exceeding US $ 110 million.
Marketing Manager (Reporting to General Manager)
Key Deliverables:
Marketing Communication
• Instrumental in dealing with BTL advertisement, Media, Motor Show, Promotional Campaigns/ Events, Internet Marketing and Service marketing
Pricing Management
• In charge of New Model Pricing, VI and VA pricing, Current Model Pricing and Price Monitoring
Volume Management
• Involved in Business Plan, Volume Management, Sales Forecasting and Pipeline management.
Brand Identity
• Accountable for Visual Identity (Letterheads, stationary, envelops), Retail Visual Identity, Internal Brand training and Dealer Brand training.
Organization Marketing Management
• Executed Advertising, Sales Promotion campaigns and Events, Press releases - Media relations, Sales Support such as Supply of printed materials, Market surveys and competitor intelligence gathering, Motor Show coordination.
Planning
• Prepared Marketing Plan, Situation Analysis (Market Environment), TIV forecast and competitor Analysis, National Sales Company SWOT analysis.
• Determined the marketing objectives, Budget by activity and phased quarterly, Strategies for strategic models, Separate product plans, Customer Analysis by model, PR activity plan, and Learning and growth plan for staff.
Information Management
• Organized General Business Environment, Automotive Industry Analysis, Sales result Analysis, Price Information, Marketing Planning, Activities and Expenses, Key Performance Indicators, NSC and Market Profile and Vehicle Specification and CCC report (Common Cause Countermeasures)
Frontline Management
• Administrated CS management - Target Setting, Action Plan & Review and exercise PDCA cycle, Training, Staff Evaluation, CS surveys and Syndicated surveys.
Leading
• Influenced and motivated staff to contribute towards organizational goal and create surplus.
Systems and computers
• Selected as a core team member for the systems study, review and implementation of ERP package in Oracle platform. (Enterprise Resource Planning package)
Additional Assignments
- Lead the NSSW (Nissan Sales and Service Way) as HQ driver for Saleh Al Hamad Al Mana Company.
- Assigned as the National Sales Company Brand Manager.
- Assigned as the key person for the Retail Visual Identity Project.
- Created Brand Awareness and increased market share for the all new Infiniti Luxury sedan and the SUV.
- Implemented Infiniti Standards and inculcated the basic guidelines to the Staff.
- Communication window person for the Nissan 180 Phase and the Nissan Value Up phase.
BLUE STAR LIMITED, Cochin, India ( Jun 1995 - Sept 1996)
Joined M/s Blue star Ltd. one of the largest air-conditioning and refrigeration co. as Sales executive (based at Cochin India) in 1995 and promoted as Sr. Sales Executive in 1996.
Key Deliverables: (As Sr. Sales Executive (Reporting to Area Sales Manager))
- Achieved targeted sales for indigenous and imported equipment.
- Motivated and developed dealer network.
- In charge of man management, order planning and sales training.
- Ensure that expenses are in line with the budget.
- Prepared Cash/Sales forecast, feedback reports to the factory.
- Liaise with the principals and opening of L.C.
- Controlled outstandings/interest costs.
- Prepared operating reports and capital employed statements.
• Carried out a project entitled "MARKET SURVEY OF DECORATIVE PAINTS" with Berger paints, Cochin division, Kerala, India.