فيكرام Chidgopkar

Providing Sales training, KAM training, Field Sales Coaching are the key offerings for the B2B industry.

Professional Campus Manager (Sales Trainer): Year 2012 - Current:
• Work as "Sales Trainer" to train a strong 300 sales team for entire Henkel India Ltd
• No. of sales people trained YTD: 500
• Field Coaching post class room training
• Study the business impact through training and present it to Management team
• Responsible for India and part of IMEA region
• Certified International Trainer Accreditation from "Sales Performance International" for "Professional Sales" Program
• Total 17 years of Experience - Sales and Technical training for Henkel India Ltd
• Responsible for implementation of Global Sales Training Program for India
• No. of Training Programs implemented as below,
a. Sales Training Programs: 10
b. Technical Training Programs: 50

• Currently 07 direct repartees with responsibility for hiring, training,
performance appraisals, compensation and benefits.
• As a key member of the Management Steering Committee, involved with making key policy decisions related to companies operation.
• Provided leadership in changing technical group's focus from not only
solving technical/applications problems but also to generate revenue. Over 13
years, launched and implemented several programs to generate service
revenue and assisted sales in generating revenue.
• Developed and grew annual service revenue by 20% min. \[FY2003 (Rs.1, 00,
00, 000), FY2007 (Rs.7, 00, 00, 000) and FY2010 YTD (Rs.29, 00, 00, 000)
• Instituted and developed a Technical Center as value added tool to ensure
faster closure of application issues, technology demonstration, and to simulate
customer applications for revenue generation.
• Developed and mentored senior customer support engineers as market experts and penetrated new markets such as Defense, Solar, Railways and Polymer
Composites resulting in 20% additional revenue per year over past five years.
• Worked with regional sales teams covering 100 field sales engineers and 130
distributors to support pre-sales and post sales support.
• Developed separate distribution channels strategies for OEMs and MROs
(Maintenance, Repair and Overhauling) to focus on improving efficiencies and to maintain 40% growth in each sector.
• Created "stage gate process" for localization of products in coordination with manufacturing, sales and marketing divisions.
• Developed a new program "On the Job Coaching" for technical service
engineers. This program is expanded to cover sales and key distributors.
• Developed strategies and procedures to meet customer requirements across wide range of industries.
• Trained service and application group to qualified sales leads and provided
pre-sales and post-sales support.


• Managed, tracked and solved over 350 new application projects over past 07
years and generated approximately Rs. 30 Crores.
• As a key member of steering committee implemented various cross
departments to implement cost cutting and revenue generating programs.
• Introduced new products and provided pre and post sales application and service support.
• As a technical manager responsible for product sign-off in India by bridging
gap between manufacturing and sales departments.
• Established product pricing, developed marketing strategies, forecasted
demand, set-up spares inventory, worked with OEMs, and managed day-to- day product activities.

Additional Portfolio from 2010-2012
Business Development Manager: Solar

• Develop and implemented strategies to penetrate new markets.
• Penetrated and establish strong relationships at major key OEMs.
• Manage all solar accounts throughout India with focus on converting to Henkel Adhesive
Technology with value addition.
• Provide market research, business forecast and competitive activities to product
management.
• Work with European and Asian counter parts to leverage local end-user (s) customer
relationships to foster and advance business with OEMs in India.
• Work with equipment vendor to develop a dispensing solution for customer application.

PREVIOUS WORK EXPERIENCE

2004-2012 National Technical Manager

National Technical Manager: 1997-2012 Henkel Adhésive Technologies India Pvt. Ltd, Pune, India
\[Henkel, a multinational company, is a leading supplier of proprietary high - performance
engineering adhesives, sealants and specialties products to the world's most advanced industries
including Electronics, Automotive, Aerospace, Solar, Biomedical and General Industry.\]

2002-2003 Technical Manager

1997-2002 Technical Services Engineer

• Responsible for managing technical and application support services for India.

1995-1997 Vermogen Engineering Pvt. Ltd Pune, India
Design Engineer

1993-1995 Satlon Equipment and Sumak Engineers Pune, India
Marketing and Sales Engineer

1990-1993 Shavo Norgren India Pvt. Ltd, Pune, India
Sales Engineer