Apr 2023 – Apr 2025 · 2 yrs · Gurugram, Haryana, India · On-site

• Performing competition benchmarking in case of EPSAC products to enhance the market visibility
• Reviewing sales team performance and provide support to ringfence the existing customers to ensure reduction in orders lost
• Implementing plans to enhance the turnkey projects business, provide support to sales and project team to ensure on time project execution and commissioning
• Reviewing dealer business, identifying and appointing prospective dealers in potential/weak areas to increase the market reach
• Reviewing Go to Market process for both Direct and Channel sales and performing CAPD to enhance sales
• Performing the orders lost analysis for dealers and direct sales team
• Reviewing“Orders lost analysis” and planning corrective actions to minimize the number of orders lost
• Providing guidance to the sales team in solving escalated issues
• Responsible for assessment and development of sales team capability
• Ensuring continuous skills training and development of team members through regular training
• Supporting and motivating sales team in achieving sales and revenue target
• Managing the Accounts Receivables (AR), inventory and ensure that the Finished Goods (FG) inventory is minimum
• Improving price realization by minimizing sales costs and other expense

Aug 2021 – Sep 2022 · 1 yr 1 mo · On-site

• Researching and identifying new emerging enterprises, including new markets, growth areas, trends, customers, partnerships, solutions and services, or new ways of reaching upcoming markets
• Responsible to acquire Targeted customers by building a thorough understanding of key customer needs and requirements
• Expanding the relationships with existing customers by continuously proposing solutions that meet their objectives
• Developing and sustaining solid relationships with key clients
• Thinking strategically, seeing the bigger picture and setting aims and objectives in order to develop and improve the business
• Drawing up client contracts, depending on the size of company, negotiating all contracts with prospective clients
• Carrying out sales forecasts and analysis and presenting the findings to senior management for smooth functioning of internal systems
• Collaborating with the BD/BiD/ Pricing/SCM team to provide the products and services and ensuring delivery to customers in a timely manner and collaborating with all the internal stakeholders to drive the sales cycle
• Resolving any issues faced by customers and managing complaints to maintain trust.
• Negotiating all contracts with prospective clients.
• Playing an integral part in generating new sales that will turn into long-lasting relationships
• Supporting and training members of the team who all are handling key client
• Responsible to drive and achieve the assigned targets Focus on Sales and Profit by influencing the product mix with key customers
• PAN India customer identification for frame agreements and taking responsibility to enhance profitable business relationship from emerging enterprises
• Close working with region team lead and members to achieve goals

Apr 2021 – Aug 2021 · 4 mos · On-site

• Identifying, recruiting and on-boarding new channel partners within assigned territory.
• Managing sales activities of partners to generate revenue.
• Coordinating with partners to create and executing business plans to meet sales goals.
• Analysing market trends and accordingly developing sales plans to increase brand awareness.
• Evaluating partner sales performance and recommending improvements.
• Educating partners about product portfolio and complimentary services offered.
• Addressing partner related issues, sales conflicts and pricing issues in a timely manner.
• Managing sales pipeline, forecasting monthly sales and identifying new business opportunities.
• Developing positive working relationship with partners to build business.
• Staying current with latest developments in marketplace and competitor activities.
• Communicating up-to-date information about new products and enhancements to partners.
• Developing process improvements to optimize partner management activities.
• Working with partners to develop sale proposals, quotations, and pricings.
• Delivering customer presentations and attending sales meetings and partner conferences.
• Assisting in partner marketing activities such as tradeshows, campaigns and other promotional activities.

Aug 2018 – Mar 2021 · 2 yrs 7 mos · On-site

• Working out the Channel business plan and business model and arriving at the Sales figures.
• Designing and implementing competent strategies for exploring potential new business avenues, developing existing business and meeting pre-determined sales targets.
• Tracking competition & mapping their organization, resources, go to market approach & preparing offence and defense plan.
• Planning and achieving defined increase in market share year on year and setting up internal measures to track and monitor.
• Ensuring constant contact & value addition to distributors, partners and SME customers.
• Tapping unexplored markets, new and existing channels, new applications, periodic market research, and Making channel promotion plan in order to achieve business growth.
• Formulating the Channel appointment and engagement plan for the current FY & onward.
• Evolving the Channel partner criteria in consultation with Regional Manager. Benchmarking the Channel criteria with comparable / best in the industry.
• Deciding the criteria for evaluation / review of Channel partner as a process with corrective action plan framework.
• Working out detailed measurable action plans in consultation with Regional Manager, territory-wise and prepare the time table for execution.
• Working out programs for Channel partner Sales executives.
• Helping the Channel partner proprietors, their Sales personnel and the Channel team for successful implementation of various plans.
• Maintaining contact with partners for a healthy working relationship, while making the respective Sales partner sales person accountable for the results.
• Designing various Product training programs to the Channel Partners in liaison with HO Product Team.
• Interacting with the Channel partner’s team and training them on Channel schemes and programs.

Jun 2015 – Aug 2018 · 3 yrs 2 mos · Gurgaon, India · On-site

• Implementing Sales systems & processes. Ensuring capturing of secondary sales through Wings/Tally and use secondary data to analyse & grow business
• Developing Distributor sales team capability
• Distributor Communication – AOP Agreements; Balance Score cards, Distributor Meets, etc.
• Leading MCO; Fleet initiatives execution – Drive & facilitate the MCO & Fleet teams achieving targets
• Leading the platforms development in Zones – Bike Xpert, etc
• Facilitating sales growth in identified weak territories in the Zone; etc.
• Conceptualising, driving & executing marketing initiatives in the respective Zones
• Creating & driving trade, influencer & consumer acquisition & retention programs.
• Effectively utilising of Zonal marketing budget & HO allocated category specific budgets to meet Volume & Market Share targets
• Working with Segment managers to effectively implement HO driven initiatives; Customising region wise, & executing HO driven marketing programs
• Driving & institutionalising on-street campaigns like nukkad meets, consumer meets, market days, etc as per agreed calendar
• On-street & in-shop branding
• Reviewing & Measuring effectiveness of all Zonal marketing activities.
• Conducting major Channel Partners/ Retailers meet on regular basis; Travelling to on- site inspections and project managing events.
• Being responsible for all project budgets from start to finish.
• Planning event from start to finish according to requirements, target audience and objectives.
• Liasoning with event management companies/ vendors.

Aug 2014 – Apr 2015 · 8 mos · New Delhi Area, India · On-site

• Implementation of various process related to CV Spares at Distributorships
• Achievement of financial goals, as set by the management
• Facilitating demand generating activities like giving schemes, Customer meets etc.
• Stock Planning of Spare Parts - Monitor and maintain concurrence between sales, spare parts inventory and order generation for channel partners (distributors)
• Monitoring timely availability of finances and monitor and limit channel finance over dues.
• Timely Complaint handling (resolving payment issues, claim settlements etc.) for channel partners and customers.
• Market intelligence – Collection and analysis of Competitor data.
• Exploring new avenues to boost growth of sales of Spares
• Training/ educating End customers – Mechanics, Fleet Operator associations and channel partners about genuine spare Parts
• Supply management and follow up with Parts Head Quaters
• Ensuring Channel Partners use Tata Genuine Parts in their workshops
• Regular audit of stocks and warranty claims w.r.t. Tata Genuine Parts
• Communication with dealer principals and other concerned on a regular basis w.r.t. implementation of processes and improvement plan.

Oct 2010 – Jul 2014 · 3 yrs 9 mos · Allahabad · On-site

• Covering East-Uttar Pradesh state, having a set of 3 Distributors; with a team of 2 Sales Officers.
• Accountable to achieve area's primary, secondary, brand wise, value, volume & distribution, launch targets & stretch targets.
• Maintaining relationship with various Two-wheeler Business partners and important clients such as Bajaj, HMIL, Hero Honda, TVS, Yamaha, and Mahindra & OE – Suzuki.
• Tracking competition activities and reporting the same to Regional Retail Manager & National Retail Manager along with official reports, data & facts required by Regional office & HO.
• Supervising the Sales Promotion & Merchandising activations in the Territory.
• Incorporating new plans & getting the execution done to increase the vehicle traffic.
• Finding trouble & opportunity areas and proposing projects, proposals possible solutions and implementing that after evaluation.
• Designing different models to improve and increase the business.
• Auditing of the service level.
• Canvassing the ethical and organization recommended methods of operations.
• Planning, designing and Budgeting the Activations and incentives for the field staff.
• Handling the retail sales & business development marketing initiatives of Castrol and BP brands for Uttar Pradesh with the help of sales team and Distributor network.
• Responsible for planning of trade inputs, regional indoor and outdoor Sales promotion activities, implementation and analysis for market dominance and competition counter initiatives to achieve long term brand plans objectives for the state.
• Responsible for exploring and tapping of new business avenues, New Channels of Distribution & Non-Franchise Account Developments.
• Effective relationship with key Business partners and important clients like Bajaj, Suzuki, Essar, M&M, Escorts.
• Responsible for regular market research and pre & post events analysis to draw meaningful consumer insights for corporate marketing team to help them plan the brand communication.

Oct 2009 – Mar 2010 · 5 mos · Delhi · On-site

• Managing three critical business verticals of TNT viz, Semicons & Electronics, Automotive & Industries.
• Complete mapping of key Global accounts with details of over all supply chain.
• Managing end to end logistics for clients on PAN India as well as on International level UFLEX, JCB, Maruti, Roulunds Braking, FIAT GROUP, HCL, AMTEK AUTO, Federal Mogul, Escort Agri Machinery, ZTE etc.
• Managing the business through business associates on a regional level (North).
• Negotiating, renewing and finalizing agreements with various corporate by effective feasibility study and market research.
• Establish key performance metrics and benchmarks relating to the service levels, forecasting; measure actual performance against goals on regular basis and present results to senior management
• Handling complete logistic gamut in terms of forward logistics, reverse logistics, spare part distribution, finished goods management and inventory control.