فيكاس Saxena

Executing a dual role in AIS:

Business Head for M/s AIS Distribution Services Ltd (From Dec'09 till Date) :Subsidiary of AIS representing the Automotive Aftermarket Business

Business Head for M/s AIS Adhesives Ltd (March'09 till Date): Subsidiary of AIS into Speciality Chemicals (Urethane & Silicone based Adhesives) business for Automotive & Architectural Applications


Major responsibilities as Business Head:
 Profit centre head responsible for the P&L, including achievement of budget and stretch Orders, Sales, EBITDA, Operational Cash Flow and Capital Expenditure
 Responsible for the overall leadership of the company’s day- to-day operation, aligning it with the business objectives and overall strategic direction of the company
 Review, establish and maintain an organizational structure and staffing to effectively accomplish the organization's goals and objectives
 Lead a team of Marketing, Sales, Service, Finance, Commercial and HR Managers
 Provide strategic support to the promoters on Business Plan Review/ implementation etc
 Conceptualizing, planning and implementing processes to drive business volume growth
 Operates the business in a manner that creates a high degree of customer satisfaction, a favorable community image and high employee morale
 Ensure appropriate business risk assessment and risk handling measures are in place and fully utilized to protect business interests
 Managing the banking relationships and ensuring statutory compliances

Notable Achievements

As Business Head - AIS Adhesives
⇔ Establishing alternate sourcing of raw material & BOM item from overseas suppliers with 30% cost savings in 2014
⇔ Successful launch of 2nd brand of Adhesive in 2014
⇔ Expansion of the plant capacity - Installation of the 2nd repackaging line in 2014
⇔ Enhancement of the plant capacity by 10% through value engineering in 2013
⇔ Successfully negotiation with the supplier (Global giant in Specialty Chemicals) for private labeling of adhesive under AIS brand during the FY 2013-14
⇔ Localization of the BOM item - 30% cost savings in FY 2013-14
⇔ Maintaining SOB of 90%+ with M/s Maruti Suzuki India Ltd since FY 2011-12
⇔ Won the business with M/s Ford India Ltd in FY 12-13 with 100% SOB - Maintained till date
⇔ Negotiated with Maruti Udyog the price increase of 9.8% in the FY 2012-13 & 5.3% in FY 13-14 onwards
⇔ Established alternate sourcing of raw material in FY 12-13 which reduced the COGS by 12.76%
⇔ Turnaround AIS Adhesives from an accumulated loss of Rs 27 Lacs in FY 2009-10 to a profit of Rs 63 Lacs in the FY 2010-11
As Business Head - AIS Distribution Services
⇔ Achieved a top line & PBDT CAGR growth of 14.7% and 23.5% for the period FY 2009-10 to FY 2012-13 through effective cost control measures
⇔ Reduction in working capital requirement for the business by achieving:
o Setting up the inventory model for AIM and reduced the inventory levels from 63 Days in FY 2009-10 to 30 Days in FY 2012-13
o Reduced the debtors days from 63 Days in FY 2009-10 to 47 Days in FY 2011-12
⇔ Reduced the payable days from 54 days in FY 2010-11 to 44 days in FY 2012-13
⇔ Reduced the secondary transportation losses by 50% in the FY 2011-12 to 0.9% against 1.8% to sales in the FY 2010-11
⇔ Instrumental in “Variable Pay Implementation” & “Migration of contractual workers on 3rd party payroll” in FY 2012-13 and setting up “Compensation Restructuring” in FY 2011-12
⇔ Implemented an exhaustive financial and sales & operational MIS
⇔ Instrumental in establishing up the shared services for Sales & Operations, Supply Chain Planning, Finance and Accounts and HR function during the period FY 2010-11 to 2012-13

Major responsibilities as HOD - Aftermarket
 Involve in devising effective strategies to support execution of the business plan and mid term planning process (which is a rolling plan for 5 years)
 Evaluating price sensitivity/elasticity for product & drafting pricing strategy for a specific time horizon
 Establishing the value proposition of the network (Map, deliver & perfecting) to maintain the position as market leaders
 Integrating regional inputs regarding market research, industry and competition analysis to develop, co-ordinate and implement advertising and sales promotion programs
 Handling data analysis & mining techniques for market decision support analysis & sales forecasting
 Developing the department’s skill matrix and periodic review for gap analysis and evaluating and providing the training needs to develop talent

Notable Achievements

As HOD Aftermarket AIS Auto
 Converted unsecured credit worth Rs 350 Lacs to secured credit in AIS Auto aftermarket during the FY 2007-08
 Instrumental in management restructuring of AIM in the FY 2007-08
 Recovered the long pending (since FY 2003-04) overdue of Rs 210 in FY 2006-07 and thereafter managed the distributor payment as per the credit terms
 Recovered disputed claim amount worth Rs 19.67 lacs from the distributor in FY 2005-06

HCL is a pioneer in the development, manufacturing & marketing of a wide Range of Asbestos Free Friction products developed for Automotive, Mass transport & Industrial applications like Brake Liners, Heavy Duty Drum Brake Linings, Clutch Facings, Disc Brake Pads, Moulded Roll Linings and Railway Brake Blocks.


 Analysis of the regional inputs regarding marketing research, industry and competitor activities
 Achieving sales & collection targets through close and regular monitoring of the dealer operations
 Forecasting individual business plans and leading the sales and marketing personnel
 Implementing and controlling effective pricing policy and discount structure
 Managing appointment & development of new dealers/distributors and providing them with Secondary market customers
 Developing dealer loyalty programs and marketing strategies to raise consumer sell through of product
 Managing all back office functions, including employee relations and routine accounting
 Planning weekly schedule and daily activities of the branch employees and coordinating efforts between customer’s needs and group personnel

The organization is one of the leading manufacturer of high performance lubricants and
allied products for Automotive, Industrial Application

↔ Analysis of the regional inputs regarding marketing research, industry and competitor activities
↔ Achieving sales & collection targets through close and regular monitoring of the dealer operations
↔ Forecasting individual business plans and leading the sales and marketing personnel
↔ Implementing and controlling effective pricing policy and discount structure
↔ Managing appointment & development of new dealers/distributors and providing them with Secondary market customers
↔ Developing dealer loyalty programs and marketing strategies to raise consumer sell through of product
↔ Managing all back office functions, including employee relations and routine accounting
↔ Planning weekly schedule and daily activities of the branch employees and coordinating efforts between customer's needs and group personnel

NSL was a multi-product company manufacturing precision engineering products such as: Cold Rolled Steel Strips & Cold Rolled Formed Sections servicing a variety of Vehicle manufacturers, Tier 1 suppliers and White goods manufacturers