Ref. No. : CA - 14302 - (Marketing Sales Service - Plastics Products – with 33.3 years in Plastic Industry)

Education

Dual Specialization Diploma in Business & Marketing Management - BITS

Bachelor of Arts

Higher Diploma in Information & System

Diploma in Computer Science- BITS

Skill Sets

Professional Strength & Skills: 
Lead Generation. Strategic Planning. Negotiation Skills. Sales & Marketing.
Client Relationship Management. Ability to communicate and relate well with others from a variety of backgrounds and levels  Overseas Marketing Experience. Well travelled Overseas on business development.


Core Competencies:
Sales & Distribution
Product Launches
Client Relations Management & Customer Service
Business Development
Market Intelligence
Sales Promotion
Sales Planning & Product Marketing
Project Marketing
Vendor  Development & Management
Retail Marketing
Key Accounts Management
International Marketing & Export Business Development (Building Materials)

Work Experience

Marketing Manager
From Sept 2013 To March 2014
Company Profile: Manufacturer of Industrial plastic Packaging product
Job Profile:
Marketing of Industrial plastic Packaging products to Petrochemicals, Food Industry, Chemical Industry, Paint Industry, Lube Oil Industry, Construction & Water Treatment Chemical Industries, Adhesives & Latex Industries to manufacturing companies in Saudi Arabia, Bahrain, Oman, Kuwait, Qatar etc.
Exploring client requirement and specifications, obtaining approval for production and conducting price negotiations to firm up orders.
Analysing market/sales programs, business planning, forecasting and analysing for assessment of revenue potential. Interacting with Purchase Managers, Production Managers and Procurement Managers/Engineers.
Monitoring production schedule; dispatch status & Quality control issues etc.
Product Handled:
Industrial Packaging Products like: HDPE Drums, IBC (HDPE Bulk Container), Jerry Cans etc.

Head - Sales & Marketing
From Aug 2009 To July 2013
Company Profile: manufacturing of PPR piping Systems
Job Profile: 
Heading Sales & Marketing Department for Retail / Projects /Export Business Development: Planning effectively for achieving monthly targets, provide revenue projections, set targets for team and  Export clients. Monitoring sales target achievement on daily basis, conduct periodic review meetings with team members Export & Retail Sales.

Export Business Development:
Export Business in GCC countries (UAE, Saudi Arabia, Qatar). Planning Branding & Advertising of Product. Pursuing Global business interest by interacting with media planners/event managers / PR agencies for promotion & advt., keeping track of major publicity events planned locally and in GCC Countries.
Scheduling and making arrangements to attend international building materials exhibition (local & overseas). 
Business development –analyzing new possibilities of business growth and expansion. 
Identifying prospective clients to generate Oil & Gas / Civil / MEP / Electrical Projects business in Sultanate Of Oman. 
Developing relationships with key decision-makers in target organizations for business development in pre-sales & post sales negotiation stages. 
Developing, negotiating and entering into business associations with world class principals to cater to customer requirements in the region. 
Implementing effective strategies for increasing width and depth of market penetration. 
Monitor growth areas and advise management on diversification plans, devise and execute them for sustained growth by allocating / apportioning appropriate resources Planning Quarterly targets for export business. Providing Technical Support to the Distributors. 
Formulating business plans & targets area-wise in KSA, UAE & QATAR. Advance planning to meet targets i.e. plan special / features / initiatives / Scheme / Promotion  Regular advt.
planning for export business and brand awareness support. 
Mailing compaign to Construction companies/PMC’s and Artichects on behalf of Distributors to Maintain brand visibility & business potentail. 
Regular interaction with Sales team of Distributors for market feedback to analyze market demand and competitors activity. Supervision of Export Documentation, Logistics & Transportation as per GCC Export, Guidelines etc.
Business contracts with the export clients, Credit Control & Payment follow-up. Cost working for export orders, Raising export Sales orders & co-ordinating with Production Department for their production schedule for expected export orders for maintaing the inventory up to date. 

Project Business Development:
Marketing of PPR-C Pipes Pipes & Fittings Products to Contractors, EPC, Engineering Companies,Construction Companies, Large Residential Projects & Oil & Gas industries Approval of Products with Project Consultants / MEP Consultants / Contractors./ Engineering Companies. Responsible for generating project/business opportunities by constant customer contact to meet Company’s business plans and growth strategies.
Constantly soliciting customer suggestions & feedback for projects proposal and execution phases of the projects. Developing solid, long-term relationships with prospects (MEP, Purchase Managers, Quality Inspection departments, Site Engineer, Consultants, Owner’s reps, architects, interior Designers etc).

Retail Sales Development:
Initiating regular interactions with key business partners; accompany team members to critical client meetings to sustain /increase revenue from existing accounts and building network of newer clients.
Appointing Retailers (Building Material Shops) in Oman. (160 Retail Counters in Oman). Pricing & Discount schemes for Retailers in Oman. Monitoring daily orders of Retailers, Disptaches & Targets for Retailers. 
Monitoring competitor’s activities & new product launches. Imparting Product & Process training to college students (Omani Nationals).
Responsible for generating project/business opportunities by constant customer contact to meet company’s business plans and growth strategies.
Driving the sales process from inquiry, discussion coordinating with other departments to Successful closing of the Deals Annual Business Plans & Marketing Budgeting. Responsible for profitability & maximum utilization of Plant. Creating a healthy pipeline, Day to day sales, team management, monitoring periodic progress in sales, pipeline management and forecasting, and timely and accurately reporting to management.
New Product Development: As a part of product development team, generating new ideas to develop new products, collecting samples of competitors or product popular in the market for development and provide necessary feed back to R&D.
Evaluating the possibility of commercialising new products in the market. 
Monitoring Customer loyalty & satisfaction & brand awareness & visibility.

Additional Responsibilities
Handling Production & Purchase Department / HR Department & General administration of Factory / Quality Management System process ISO 9001 : 2008. from DAS CERTIFICATIONS - UKAS Handling HR Department &  Quality Management System process ISO 9001 : 2008. from DAS CERTIFICATIONS – UKAS.
Product Handled: PPR-C Pipes & Fittings, PVC & UPVC Pipes for Hot & Cold Water Plumbing Systems.

AGM – Mktg / Business Developments
From 2002 To June 2009
Company Name: Peak power Energy Systems Pvt. Ltd.
Job Profile:
Entrusted with effectively handling the operations of the Solar Water Heating systems, UPS / Inverters On-line Systems & Elevators / FLOWGUARD - CPVC / UPVC/ PVC Pipes & Fittings. 
Actively involved in the development & marketing of Solar/ PV/ Water Heating Systems, Batteries, UPS, Coordinated with the Project Consultants / MEP Consultants / Contractors./ Engineering Companies / Architects Corporate, Construction Companies, Consultants for project approval, Institutes & Soho segment for marketing of the product. 
Co-coordinating with suppliers & vendors for materials procurement, systems integration & tech issues.
Entrusted with marketing of plumbing systems to Builders in Maharashtra & Goa. Actively involved in closing of major accounts (Builders).
Arranging plumbers training programme at the builders’ site. Handling technical issues in projects.
Preparation of marketing plans, competitive product activities, Administration. Developing and managing the Company’s entire marketing budget, cost cutting & expenses.
Reviewing financial statements, sales reports, purchase reports and keeping a track of the same. 
Forecasting annual, quarterly and monthly revenue streams. Developing specific plans to ensure revenue growth in all company’s products. 
Planning, developing and implement sales and channel development strategy for organisation Monitoring the client problems and queries and providing them the best solution. Organize daily sales and operations which will be helpful in making general assessments. 
Periodical performance evaluation of Sales / Technical team and encouraging them to do better in their duty functions.
Utilizing the available manpower to maximum for company’s growth.
Product Handled: Solar Water / Lighting Systems, UPS, Inverters - On-line Systems, Elevators, Flow Guard-CPVC.PVC,UPVC Pipes 

Country Manager
From 2000 To 2002 
Company Name: Vsoft Services
Job Profile:
Handled products like APS-Multilingual Software, Customized Software for Inst., Govt. & Semi-Govt. Sectors. 
Actively involved in appointing Distributors and Dealers in major locations in country for increasing the Product Presence and training the Channel Partners.
Arranged promo activities and playing important roles in improvement of existing products and new product development.
Interacted actively with R&D Director for future Product Planning. 
Achievements: 
Instrumental in netting valued customers like RBI, UTI, NABARD, Indian Railway, Bajaj Auto, Tata Press, Reliance, and Indian Army. Won the top “Sales Manager” award consecutively for 2 years. 
Product Handled: APS-Multilingual Software, Customized Indian Language Software for Govt.Inst

Sales
From 1996 To 2000
Company Name: Cirrus Electronic Systems Ltd.
Job Profile:
Product Handled: Shree-lipi Multilingual Software, Arthlekha (ERP)-Mulitlingual Accounting Software, Election Software, QuarKmudra, Cirrus Mail, PC, Ethernet Cards, Routers. Team Size: 36 Sales Executives. 1 National Sales Manager, 4 Area Sales Manager, 6 Regional Manager, Annual Turnover: 25 Crores.
Functional Responsibilities:
Channel Sales – Distribution Network – Corporate Sales – Project Marketing – Training – Sales Promotions – Media Planning – Product Launching – National Marketing Planning. 

DESIGNATION HELD - Product Manager
Developed the market for sales of Packages Softwares solutions by appointing  extensive network of building materials dealers / distributors on all India basis. Headed & Guided the Branch Managers, Regional Managers, Area Sales Managers, and Distributors/Dealers Team of Sales executives (location-Wise) to meet the company's annual objectives. Played a vital role as key resellers all over India, Channel Network Management, imparting training to Dealers and Direct sales team management. Assigned responsibility of quarterly sales projections of respective products, Product launching, mailing campaigning and negotiations with major Accounts.
Selected for appointment as Master Reseller to be associated with “Lanbit” for Broadband Routers & with E-Lock U.S.A for their Internet Security Solutions (Digital Certificates). Responsible for preparing Product Brochure, Construct and constitute Market Strategy and training to the Regional Managers for the new tie-up with USA based Multinational Company “Quark Inc.”. 

DESIGNATION HELD - BUSINESS DEVELOPMENT: 
Planning & implementation of marketing strategies for identifying new business opportunities Launching of new software products, arranging road-shows. Supervision & monitoring the day to day marketing activities of Jaipur team of dealers Interacting and negotiating with senior officers of Govt. Departments Actively involved in organizing Resellers meets, Mailing & Advt. Campaigning, Schemes for dealers and end users. 

DESIGNATION HELD - BRANCH MANAGER:
Assigned responsibility of opening of the new branch office at Jaipur (Rajasthan) and to establish the network of dealers and distributors all over Rajasthan, trained the dealers and their staff in the software. Negotiating with Govt. Departments like Agriculture Dept, DOIT (Department of Information & Technology) the sole authority on Computers for Rajasthan Govt., Secretariat &, Nagar Nigam. 

Achievements:
Successful in starting the branch operations right from scratch, developing and establishing the network of Dealers / Distributors/ Resellers at Rajasthan single-handed Applauded by the management for formulating the marketing policies and creating the company goodwill in market.

Executive - Marketing & Client Servicing
From 1994 To 1996
Company Name: Conway Printers Ltd.
Job Profile:
Responsible for Design/Printing of Calendars, Corporate Brochures & Annual Reports. Actively involved in marketing the print products to corporate like Bajaj Auto, Telco, Sandvik Asia, Thermax, Kirloskar group of companies, Kalyani group of companies, Alfa Laval and Venkateshawar Hatcheries. Entrusted with the Job study, planning and working out the competitive estimates, organized Brainstorm session on design concept, quality control the brand value of company Planned of schedule of printing and dispatch of material in given specific time bound manner. 

Product Handled: Design/Printing of Calendars, Corporate Brochures, & Annual Reports etc. Conway Printers Ltd., a Mumbai based printing & publishing house. The company specializes in designing & Printing of Corporate calendars, Product Literatures, Corporate Brochures, Posters, Annual reports.

PACKAGES DEVELOPED DURING COURSE
PROJECT TITLE:
INVENTORY CONTROL SYSTEM, Apple Industries Ltd.
Period:  May 1993 – Jun 1993, Team size: 4
Platform: PC-AT-486, Operating System: Dos, Software’s used: Dbase-IV
Project Description:
The software handles items received, items sold, balance and placing order to suppliers when the stock falls below pre set values. It also keeps a tag on the quality of items received and pending items. Responsible for the System Study, System Design, Flowcharts, Goods Receipt / issue programs, Stock controlling  programs, and Back-up programs 

PROJECT - TRAINING
Project Trainee
From Jan 1992 To Dec 1992
Company Name: International Computers Indian
Manufacturers
Company Profile: is a leading information technology industry in India. Its headquarters are in India and has branches in India and abroad. ICIM manufacturers PC, Line Printers, Xerox machines etc. The International Software Division (ISD) of ICIM is a profit making center and mainly deals with offshore software projects. The countries inn which the project have been executed are U.K. USA, Middle East countries etc. International Computers Limited (ICL), U.K. which manufacturers series 1900, 2900 mainframes as well as DRS-6000 machines is a parent company of ICIM and thus most of the projects are subcontracted to ICIM India. British Gas North Thames is one of the customer of ICL, and are using ICL mainframes to for keeping track of their daily transactions with its customers BGNT wanted to shift from 1900 mainframes to 2900 mainframes as the new machines of ICL is more sophisticated and faster in computation, the operating system on 1900 which is a DIRECT MACHINE ENVIRONMENT (DME) and that on 2900 series are VIRTUAL MACHINE ENVIRONMENT (VME) are different and hence BGNT decided to carry out  the DME to VME system conversion. The process included process like, Source conversion, Data conversion, Unit & Link Testing. My contribution was to data conversion program for checking the validity of the supplied data from BGNT. Checking the input and outputs of various programs as per the standards laid down by the company. Allocation of resources framing the time limit for each process by the use of “Project Managers Workbench” tools in Ms-Windows. Reported to M.D.
Job Profile:

Computer Personnel
From Mar 1993 To Aug 1993
Company Name: Krupp Industries India Ltd.
Company Profile: manufacturers sugar mill machinery to help heat exchangers, crystallizer evaporation, vacuum pans and other boiling house machinery required by sugar mills to produce sugar. Over 350 mills and various sugar cane crushing units have been set up the company all over world. As the company was preparing for ISO and ASME certificates, our department (Quality Control) played a important role in maintaining, supervising, the quality of various equipment required for setting up of total sugar mill plant.
Job Profile:
to prepare and maintain various procedures involved in executing different projects. Computerization of the technical data and their report generation, training of EDP staff in different types of software’s used for this purpose. Co-coordinating with Sr. Managers involved in quality control operations and overall activities of their department. Reported to Deputy GM-Quality Control. 

Awards/ Recognitions: 
Imparted training on Plumbing Pipes & Fittings Products technical & applications to Omani College (Sultanate of Oman) Post Graduate students in year 2010, 2011, 2012.
Closed major projects of Sohar Port, Bank Muscat Corporate Building, Muscat New International Airport for their Hot and Cold water Plumbing requirement. Bagged the top “Sales Manager” award consecutively for 2 years (2000 & 2002) for increasing product presence at national level for APS Software and also for appointing Dist. /Dealers for our entire range of products. Won “Best Branch performance award” (Jaipur-Rajasthan) in year 1996 (Cirrus ) Triple Promotion. Selected to impart training to Fresh trainee sales executives on Channel Sales & Distribution for all branches in India (Cirrus). Selected for the participation in cycling expedition from Pune to Goa and back on National Integration Mission sponsored by Govt. of Maharashtra  in year 1986. Won Gold Medal in “Power Lifting” Bodybuilding sport event under 70Kg. Weight Category in year 1998.

I would like to introduce myself as “Rakesh Kumar Dhar” having 20+ years of experience in Marketing & Business Development at national & international level. My job responsibilities are developing Project Business Development, Export Market in GCC Countries. My other responsibilities are training to Sales Staff & handling General Administration of Factory. I am familiar with all aspects of business management. Adept at sales planning; promotions, channel sales, product launching & forecasting. Proven ability & skills to lead sales team effectively. Excellent communicator and strong project management & process management skills. I have extensive working experience of the following Industries:

Industry:
Print / Publishing:

Products: 
Calendars, Corporate Brochures, Annual Reports  

Work Experience:
2 yrs

Information Technology   

Software - Multilingual Software’s, Election Software & Accounting Packages & LAN Cards.                       

8 yrs

Engineering / Manufacturing (Industrial Plastic Packaging Products / Building Materials

CPVC/UPVC/PVC/PPR Pipes & Fittings, HDPE Drums, HDPE Containers etc. / Electrical & Electronic Products (UPS, Inverters), Lead Batteries, Solar Water Heating, Elevators                

12 Yrs.

My Responsibilities included business prospecting, (Distribution) Channel -Vendor Development & Vendor Training, lead generation, mapping client requirements, proposal making and achieving targeted revenues through project marketing, identifying new markets, market segmentation by geographically and business wise, carving out newer opportunities, growing the existing customers base and generating business through Project marketing. Managing Key Accounts for constant generation of revenues; creating new accounts & increasing end-user base. Responsible for after sales support team. My other work areas were Project Marketing, Channel development, Channel Partner Product Training, Channel stock schemes, Projection of Quarterly / Yearly budgets and managing of direct sales team and overall Distribution Network Development etc., involved in new product tie-ups.

On Sales Team front - Guiding and motivating sales team formulating sales promotional strategies to promote Company’s products, planning & organizing and implementation of Road-Shows / Seminars participation in major IT events understanding channel partner needs and building healthy relationships across channel partners, Management & Non-Management Cadre. I have also been involved in Product Launches, arranging road shows, Participating in major IT & Engineering events like - IT Asia, Comdex – Delhi, Infra Oman, Imtex-Oman, BIG Show-Oman, BIG-5 – World Trade Center -Dubai, Saudi Build-2010,2013 (UAE),  to name a few. During these years I have developed the ability to switch over from one product to another product impeccably.

PROFILE:
Proactive and multi-skilled professional offers over 20 years of progressive corporate experience in the field of Sales & Marketing, International Marketing, Retail Sales & Distribution, and Business Development & Management with proven ability to lead sales team effectively. 
Business Development exposure in wide range of Industries like Printing-Publishing, Construction, Software-Hardware, Electrical-Electronics and Engineering Goods. Strong liaison with Indian and Foreign Clients, Bureaucrats at the National / International level for operational issues Self-starter with proven expertise to set up sales operations, establish company brand coupled with excellent track record of driving business operations to profitability in start up, turn around and high growth situations. Anticipating & capitalizing on market trends, identifying profit potential, creating value, & positioning the company’s products & services to maximize market share. High caliber in creating, developing & executing innovative business development plans & strategies together with designing, consolidating & improving organizational processes. Familiar with all aspects of business management Ability to gel with different characteristics of customers work culture etc. Confident in dealing with senior people in organization and learning from them. Solutions oriented approach with excellent relationship skills, successfully and consistently delivering the responsibilities of revenue generation, market share and customer satisfaction. Excellent communicator with strong project management and process management skills, having analytical mind with creative tendencies.

WORKSHOP / TRAINING: Professional Training Attended
“Product - Range & Reach” by Mercuri Goldmann, USA, 1999 
“Vendor Development” conducted by Mercuri Goldmann, USA, 1998

Presentation/ Paper published:
Role of Dbase - IV in Database Management. – APTECH.
Trends of Information Technology in Indian Industry.: APTECH Wrote numerous articles on "Strategies for efficient Distribution of Products through Channel/After Sales Support" in Leading Business Magazine.

Product Launches: Successfully launched software products at national level as a “Product Manager” in Cirrus and launched Shreelipr4.0, Ankur, QuarkXpress Mudra Multilingual Package in Delhi, Rajasthan (Jaipur), Bangalore, Hyderabad, Pune. 2. Developed and launched first of its Kind “UV” Protected PPR Piping system for Prestigious “Muscat Golf Course Project” In Muscat, Sultanate of Oman.

Expertise: 
Building business based on companys core competence and inherent need of market. Emphasis on dynamic sales model of direct customer, agent based and trading companies. 
New product and new market development. Budgeting, Business planning (monthly and annual) and forecasting related to sales operations. Developing relationships with key decision-makers in target organisations and establishing tie-ups for business development. Close watch on market trends & information. Team management.

Qualities :
Good communication skill.
Convincing power.
Strong commitments.
Ability of leadership.
Positive attitude.
Transparent.
Loyal.

Future Goals

a. To reach the highest corporate office by learning, planning & implementing policies for better results and update my knowledge which shall take me to the next level of career and increase my prospects for better growth for designation & financial wise.

b. To reach the top-most management position by hard work & utilizing own skills and company’s strength.

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