Dec 2025 – Present · 5 mos

Jan 2020 – Jan 2026 · 6 yrs

• Responsible for growing the Shell Automotive Lubricants business in India contributing to P&L, Marketing, Sales & RTM strategy and implementation through own and cross functional team. Value chain specialist with a central role in growing business and margins in saturated as well as vacant geographies through channel development, capability building and effective trade & influener marketing strategies.
• Results :
• Grew enrolled influencer base by 4X, active influencer base by 3X resulting into a business growth of 3X under trade programs including a 1.5X improvement in unit margins by upgrading portfolio mix and SOR through Shell Select Club & Royal Club retailer loyalty programs and Shell Advantage & Rewards (ShARe) program for mechanics. Implemented industry first grounds up value chain digital linkage to effectively generate prompts on stock outs based on offtakes across 50k mechanics and 10k retailers. Enhanced capability and productivity of 700+ channel team by developing & implementing an effective training and incentive program - Shell Rising Stars. Grew focused product distribution by 6X and premium products availability to 2X stores. Implemented various measures to arrest promotion money leakages including direct benefit transfers and effective KYC mgmt. Won many local, regional and global awards for mechanic community outreach and engagement - Sapne Honge Apne

Jan 2016 – Dec 2019 · 3 yrs 11 mos

• Led the Technology Leadership initiative and developed a strong technical team to deliver the
• strategy of Indirect & OEM lubricant businesses.
• Key Responsibilities
• Grow topline, premium market share and support sector leadership strategy.
• Lead a team of Regional Technical Managers supporting B2B, B2C & OEM channels
• Building technical and value selling capabilities of direct & distributor staff.
• Build brand through technology leadership initiatives.
• Results:
• Delivered OEM approval and developed claims for BS VI and Fuel Economy with major Auto OEMs to unlock >10 mln ltrs of business.
• Co-led the product cost optimization project to achieve target cost reduction for Industrial Lubes
• viz. Hydraulic oil, turbine oil and heat transfer oil. Led several capability projects such as 2X DSR throughput, TKC, Digital Learning Content, Pipeline Manager design (prospecting tool), and conceptualised and implemented capability initiaties such as Eklavya & Elevate to develop technical services delivery capability for distributors. Developed selling stories backed by differentiated and bolder claims for the entire automotive lubricant portfolio and launced PIB SARAL and Application 1 pagers for Industrial grades. Contribution to technology forums, media interactions, external PR (media trained). Conceptualized and developed claims around an innovative sustainability initiative - "Green Connect" linking energy efficient lubricants to carbon sequestration by trees.

Jan 2012 – Dec 2015 · 3 yrs 11 mos

• Key Responsibilities: Gain Product approval from Commercial Vehicles, Passenger Cars, and Motorcycle OEM's. Coordinating & Conducting Field trials & Endurance trials for specified OEMs. Analyse field trial data and develop marketable product claims. Contribute to strategy to sell maximum premium products. Build technical competency of sales staff.
• Results:
• Approvals: Gained key approvals at Suzuki, Hyundai, Volvo Eicher, Bharat Benz & Tata
• Motors through key Technology Leadership projects - annualbusiness impact 1.5 mln ltrs. Developed and implemented STEP –Shell Technical Education Program, the first CVP driven training program for automotive sales team. Trained entire Automotive Indirect DSR team to help value selling & objection handling which resulted in significant improvement in CSI. Conceptualized and implemented the 6-Min-6-Benefits initiative targeted at auto OEM workshops resulting into 3X premium growth from <5% to >15% over a period of 4 years.

Jan 2009 – Dec 2011 · 2 yrs 11 mos

• Key Responsibilities
• Launch, Implement, Manage and Generate Revenue out of Lubricant Services
• Also manage other services including internal and external training, onsite analysis of Lubricants, Engine Inspections etc.
• Lead a team of Service deployment Manager and VideoCheck Engineers
• Technical Document Authoring as per global guidelines.
• Achievements
• Launched, Deployed & Commercialized key services portfolio in India. Led the digitalization of
• LubeAnalyst, Launched LubeMatch, promoted VideoCheck for OEM aftersales, Integrated
• services in GSAP, developed Services Pricing Framework & Integrated Product+Service offers
• to gain significant new business. Transformed the Technical Helpdesk to deliver strong
• customer experience through product advice and complaint resolution. Gained incremental business of >5 mln ltrs through deploying differentiated Services CVP

Jun 2006 – Dec 2008 · 2 yrs 6 mos

• Delivered significant business growth (3X) through new business development, distributor mgmt. &
• portfolio sell in consumables and capital goods across sectors.