Jul 2021 – Mar 2022 · 8 mos

• # Responsible for revenue & margin, sales process, customer & channel management, strategy and team management for Telangana Area office.
• Products: All 4 verticals of M&HCV Business (7.5T-55T GVW Trucks & Buses, ~600 product variants)
• Area: Telangana
• Annual Revenue: Rs.1500Cr
• Team: 93 (4 direct, 9 indirect, 80 dotted)
• # Achieve sales targets of volumes, revenues, market share, and delivery management, to improve the top line
• # Manage entire sales funnel system with reviews and interventions for lead generation, deal progress, order placement, and delivery
• # Train sales team in product knowledge, and sales pitching based on customer type. Motivate the reporting team with timely inputs, direction and exposure for growth
• # Help dealer partner achieve sales targets by activity planning, business reviews, and intervention for improvement, network development
• # Proactively create and maintain a strong customer relationship with end to end support, including guided purchase through TCO and solution based sales, finance assistance, and post sales service to maximize customer satisfaction
• # Direct engagement with key account clients having annual revenue potential of >Rs. 15 Cr, or >100 fleet size, or competition loyal customers for conversion
• # Engagement with external stakeholders like, financiers, load body manufacturers, influencers, drivers, and mechanics, for timely support to customers for sales and service
• # Develop market intelligence for competitor products, pricing trends, promotions and customers to formulate and implement effective business plans with regional, zonal, product vertical and business heads
• # Execute field marketing activities to increase adoption and depth by creating product awareness and value over competitor products
• # Product variant wise demand forecasting, sell out planning and vehicle indenting for production planning
• # Share customer and driver feedback with product development for improvement and innovation

May 2017 – Jul 2021 · 4 yrs 2 mos

• # Responsible for sales and marketing of the assigned product vertical including end to end sales funnel management, acquiring market intelligence to feed the business strategy and managing key customer accounts directly. Also responsible for managing 3 dealerships (with parallel set up), and training and motivating the team members in product knowledge and sales strategy.
• Products: 1 vertical of M&HCV Business (Long Haulage Trucks 18-55T GVW)
• Area: South Karnataka (18 districts)
• Annual Revenue: Rs. 500Cr
• Team Size: 27 (2 direct, 25 dotted)
• # Improved market share from 42% to 58% over a period of 3+ years in this role

May 2016 – Apr 2017 · 11 mos

• # This program is for creating a pipeline for future leadership of the organization and fast track growths for the selected employees. 20 employees were selected based on rigorous tests and interviews from among >5000 employees in the organization.
• # As a part of it, I underwent the General Management Program certification course at XLRI, Jamshedpur.
• # As a part of it, I also did a 1 year project of market and customer research for new product development. I was responsible for gathering market intelligence for modular commercial vehicles and pain-points in existing products from customers, dealer partners, body manufacturers, service mechanics and drivers in the South and East zones of India. This was fed as requirements into the product design and development, and launched in 2020 under the commercial name of AVTR range of products.

Apr 2014 – Apr 2016 · 2 yrs

• # Responsible for sales and marketing of the assigned product vertical including end to end sales funnel management.
• Products: 1 vertical of ICV Bus - Commercial Vehicles for Passengers
• Area: Karnataka
• Annual Revenue: Rs. 150Cr
• Team Size: 8 (8 dotted)
• Channels: 4 Dealerships
• # Improved market share from 8% to 26% over a period of 3+ years in this role

Nov 2012 – Mar 2014 · 1 yr 4 mos

• # Responsible for maintenance before delivery to dealer from plant and vehicle stock yard maintenance
• # Implemented a Pre-Delivery Inspection (PDI) system for both incoming and outgoing vehicles (at RSO) and reduced the defect per vehicle (DPV) reported by the dealer from 4.5 to 0.47 and debit note expenses by ~Rs. 50L. Due to the successful improvements demonstrated by this process, it was applied to 6 more RSOs in the North Zone.

Jul 2012 – Nov 2012 · 4 mos

• # Responsible for manufacture of panel line in bus body building production shop
• # Implemented a template-based spot welding method for stretch paneling which brought uniformity to the parts produced and reduced the time taken for the welding process by 32% (~30 min to ~20min)
• # Designed specialized trolleys to carry delicate / damage prone material like bus windows, wind-shield on the shop floor. This reduced the scrappage of those items by 15%.

Jul 2011 – Jun 2012 · 11 mos

• # Received training in operations, product development, sourcing and sales & marketing in 7 establishments of Ashok Leyland.
• # Implemented 5 progressive quality gates on the production line in Pantnagar thereby reducing defects passed to the next stage by 90%
• # Project – Cabin Improvements for new U-truck Cabin; benchmarking with equivalent cabins of competitors, understand road and driver conditions and requirements, – travelled 5000km in trucks over 30 days – Study was nominated for Chairman’s Award
• # Received the Best Outgoing GET 2012 Award