Ref. No. : CA - 15753 - (Sales and Services - Others – with 25.6 years in Plastic Industry)

Education

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

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.

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