plastemartjobs.com Email: jobs@plastemart.com, hr@plastemart.com Download Date: 2/6/2025 2:16:10 AM ________________________________________________________________________________________ RefNo: CA - 15753 Gender: Male Age: 55 Designation: Manager Highest Education Level: Graduate - Degree Current Gross Salary: 1030000 1030000 /Annum Expected Gross Salary: 1500000 1500000 /Annum Notice Period: 15 Days Education Details: B.E (Industrial & Production Engineering) from Manipal Institute of Technology, Manipal, Mangalore University, Karnataka State, in the year 1997? Skill Sets: Assignments in Sales & Marketing / Business Development / Channel Management / OEM Sales / Key account handling / Institutional Sales / Team Handling / Branch Handling / Pricing & Commercial with Good Business Acumen Work Experience: 25.6 Work Experience Details: Manager Since?Jan 2013 Company Profile: A?manufacturing a wide range of Pneumatic and Hydraulic products components and systems. Job Profile: Appointment of Dealer Network Assessment of current business in the range based on the criteria Ascertaining the level of deposits of current business and the mix of the deposits Maintain and increase deposits where required Dealer?s appointments on completion of agreements Relationship building with dealers & trade Stock Monitoring in terms of Machines and spares Commencement of business, regular, correspondence Key Account Handling / OEM Sales Presenting business proposals to prospective clients? Identifying and assessing a client?s critical needs Providing technical customer support as necessary Conducting regular Business Reviews with customers? Major customer handled Hyva, Voltas & Godrej etc? Achievements on Sales Targets & Strategizing on market penetrations. Fixing targets mutually between management and self, based on growth in the previous year?and ?the potential of the brand ?in the existing market in tune with all India growth Utilizing and analyzing previous records data, sales team is directed towards achieving targets Distribution of targets according to potential growth, saturation Drafting a plan on range wise sales, style wise penetration to be achieved by the entire year Implement schemes like rate contracts in spares ?to the advantage of the sales plan New product launches and their management Ensuring growth and increase in contribution of each style/range into the bottom line Market intelligence Visiting into the key projects and clients along with sales/service people for better relationship?and ?compliance handling on timely basis Finalizing the pricing and discounts for the quotations issued Product suggestion with respect to the applications for leads generated by the sales team Ensuring and implementing strategies for strong payment follow up and zero write off?s Inventory Control Ensuring FIFO at the dealer and branch point Packaging requirements ?from time to time in MRP / Production, any damages in packaging Maintaining stock health check at all dealer points as well as branch level Pricing and commercial Responsible for pricing & Rate Contract Management activities at Regional level with respect to Companies Domestic Pricing and ?Cost Management Business strategies Responsible for Documentation, Communication & Implementation of Pricing strategy , Policy, and Rate contract activities Developing tools for Competency development and value added selling with teams and product mangers Managing Pricing related Competitors Intelligence activities Ensuring appropriate pricing and rate contract activities to achieve maximum profit to the company Ensuing all deals are thoroughly costed and competitively prices to contribute the development of product pricing strategy Team Management, Performance Appraisal & Team Motivation Building , training & Retention of sales team Identifying areas, mapping of sales areas to sales potential according to the sales person Coordinating with HR for recruitment Short listing candidates, interviewing and appointments Fixing targets for the team based on zone targets, based on growth in last ?year and the potential? of the brand in the existing market in tune with all India growth Utilizing and analyzing previous ?records data, sales team is directed towards achieving targets Distribution of targets according to potential, growth, saturation, based on criteria for different?levels and individual potential for growth within the organization Team management / Team building Initializing new incentive schemes and methods to keep distributor staff motivated to achieve?targets Branch Handling? Collection of reports from team completed in full and in time. Coordination with Commercial team Primary & Secondary sales Reports week-wise Working closely with the line & functional staff in the different departments Day to day activities and updating reports to Director For facilitation of hiring decisions and salary, from the Sr. Executive HR Execution of marketing initiatives from the Marketing team Interaction with Commercial sales Team for rendering support to field staff through proper?communication and upkeep of their transactional details, as well as for sales commercial clarification?/ outstanding/ deposits levels etc. Hoarding agencies for feedback and suggestions on vintage points With dealers / clients for escalations by team on issues in sales, stock replenishments, payment?follow -ups and regular feedback Work with other functional heads to resolve quality or delivery issues or customer complaints? Area Manager? October 1998 -?December 2012 Company Profile: A manufacturer of?Files, HSS Cutting Tools, Carbide Tools, Hand Tools & Power Tools ?products. All are made from high quality materials and with modern manufacturing processes and conform to International Standards. Job Profile: Exposure in analyzing market trends to provide critical inputs & formulating selling & marketing strategies Gained experience in maintaining healthy relationships with clients & achieving high customer satisfaction An effective communicator with excellent relationship building & interpersonal skills. Strong analytical, problem solving & organizational abilities Key Account Handling Dealing with buyers, store managers? Identifying and assessing a client?s critical needs Identifying short and long term growth opportunities Presenting business proposals to prospective clients Attending meetings with clients Maintaining tight budget control over expenditure Forecasting and tracking key account metrics Keeping up to date with market trend and competitor activity Being a point of contact to priority customers and resolving any issues that they have Closely liaising with the marketing team about campaigns Collecting and communicating customer requirements to all necessary departments Providing technical customer support as necessary Conducting regular Business Reviews with customers and suppliers Responding to client communications or queries Networking with business partners and customers Monitoring the effectiveness of any marketing campaigns Major account handled Tata Motors, M&M, Bajaj Auto ,Volvo Wagon, Thermax & Jindal Industries etc. OEM Sales Analyze and identify opportunities to secure new businesses from OEM customer base and optimize profit and increase revenues.? Administer entire sales process identify target customers, push sales and complete sale process to manage OEM Sales Manage pricing, deal pricing and other sales proposal activities and provide support? Participate in innovative projects to enhance sales proposal process Involve in direct customer negations in association with sales directors Collaborate with engineering team to identify customer requirements for translating them into product specifications Major account like Ordnance Factories, HAL & Bharat Forge Ltd. etc. Channel Management Appoint new distributors in unrepresented markets for wider penetration Target setting for the Distributors & monitoring their achievements from time to time Ensuring adequate dealers for market coverage Develop and sustain the existing network and effectively manage the channel Monitor distributor performance on regular basis& ensure optimum sales/business Reconciliation of Dealer accounts with Company accounts Business Strategy and Sales Management Responsible for Business & Marketing Plans for the various product lines of the Company in the assigned territory Achieving Business Targets in terms of Sales Volume, Value and Operating Profit? Analyze market opportunities & provide inputs on new products, which can be successfully leveraged across the Distribution channel Budgeting and forecasting for all product lines Designing Special Deals, i.e. Annual incentives/Performance Based Bonus to dealers in the Network Tracking Competitor activities in the market & providing feedback to the Management Leveraging Brand Equity to capture market share Coordinate with cross-functional departments for managing Sales promotions Product ?Promotion and Brand Building Ensure maximum brand visibility by utilizing various Sales & Advertising promotions Organizing Sales promotion activities like Dealer/Sub-dealer meets, Road shows, Institutional conferences & Seminars for business generation Conducting trials in Industries for getting product approvals Conducting Product demonstrations/presentation to new potential users & maintain relations with existing users Key Achievements Played an important role in successfully launching a select range of premium quality ?tools in the assigned market Developed a strong dealer base for launching a range of new products for the identified market segments Areas of Expertise? Sales & Marketing? Implementing competent business strategies to market a wide range of products and achieve pre-set sales and profit targets Promoting sales under competitive market situations thereby obtaining maximum market share for the company?s products Business Development? Formulating strategies & reaching out to the unexplored market segments / customer groups for business expansion in those regions Exploring new business opportunities in various segments along with concerned branches in the states? Channel Management? Identifying and appointing stockists, dealers; establishing strategic alliances / tie-ups with financially strong and reliable channel partners, resulting in deeper market penetration and reach Implementing corporate guidelines at dealerships to maximize sales and accomplish revenue and collection targets; upgrading existing dealer infrastructure Finalizing new dealership areas where ever unrepresented and organizing review meeting for assessing performance of dealer Pricing and Techno commercials Ensure correct Pricing is agreed with all customers for overall business Co ordinate Pricing Implementation and ensure zero pricing errors through rigorous processes and audits Responsible for making sure strict control over sales and marketing expenses to achieve budgeted objectives Evaluate A & P expenses and evaluate returns made on these expenditures and to monitor A & P payments ?vs ?Budget Responsible for Monthly Results analysis Responsible for implementing processes followed in domestic business for effective business reporting and monitoring Financial information analysis and will drive insights to deliver results Responsible for Techno commercial proposal with Annual Rate Contracts Relationship Management? Developing new clients by comparative study of market variable such as cost etc., and providing them with superior service Conducting extensive market research to analyze and assess market potential, tracking competitor activities for providing valuable inputs to fine-tune selling & marketing strategies? Identifying key/institutional accounts and strategically secure profitable business Future Goals: A result oriented and committed professional with 16 years ( Engineering and Automation Industry) with aspirations to find a stimulating and challenging position which builds on my university skills and knowledge, as well as professional experience. I am an ambitious individual who wants to learn and develop under the guidance of those who are at the top of their field and then use those skills to become an expert myself. ________________________________________________________________________________________