Resume - Industrial Marketing & Sales; Mining; Explosives; Business Strategy; CRM; BPR

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Resume #40079

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WORK HISTORY
Vice President (Marketing & Sales), Bharat Explosives Ltd., New Delhi Since Sept. 2004
Reporting to the Managing Director. Responsible for marketing and sales of explosives and other products like fuel additives, defense high energy chemicals, etc., for domestic as well as export markets. Presently engaged in a major restructuring of the business and the organisation; new product development; market deveolopment and new business initiatives.

GM Marketing, Hblnife Power Systems Ltd., Hyderabad. Jul 2002 - Aug 2004
Reporting to the Chairman-cum-Managing Director. The job responsibility includes formulating Marketing Strategy, framing Marketing Plans, overall Product Portfolio Management, Pricing Policy and bottom-line for entire business. In addition, the role covers Marketing Intelligence System, Recruitment & Compensation Policy, Appraisal systems and Training & Skills Enhancement for the Sales & Marketing team.

GM Marketing, Solar Explosives Ltd., Nagpur. 2000 - 2002
Reporting to the Managing Director. Responsible for Explosives and Accessories Business - domestic as well as exports. Accountable for Marketing Strategy, Marketing Planning and bottom-line for entire business. Also responsible for new business/product development.
Within an year, doubled volumes and gained entry into "Bulk Explosives" at both Coal India Limited as well as Singareni Collieries Company Limited, which was considered impossible by the industry.

GM (Business Development) Premier Explosives Ltd., Hyderabad. 1998 - 2000
Reporting to the Managing Director. Responsible for Explosives Business - domestic as well as exports. Accountability for overall Marketing Strategy, Marketing Planning and bottom-line for entire business. Also responsible for new businesses including foreign tie-ups & joint ventures.
Achieved growth of volumes/turnover and profits @ 50% per annum and rationalization of market/customer base to reduce dependence on monopoly customer.

Marketing Manager 1994 - 1998
Explosives Business, Ici India Limited, Head Office, Calcutta
Reported to General Manager who reported to the Chief Executive. Job responsibility included Product Portfolio Analysis, Marketing Audit & Planning, Product-Mix Profitability Analysis & Planning, New- Product Development & Launch, Market Development, Market Research, Promotion & Advertising, MIS, Market/Sales Forecast, Tenders & Contracts, Complaints Handling and in addition to all this, independent charge of Exports.
Instrumental in disseminating the 'marketing' approach throughout the organization. Helped balance the product-mix and improve profitability by 10%. Steered the launch and commercialization of 3 major new product lines. Doubled the margin from exports and gained first-time entry to Europe.

Regional Sales Manager 1991 - 1994
Southern Region, Explosives Business, Ici India Limited
Based at Madras, reported to National Sales Manager who reported to the General Manager. Responsible for the four southern states constituting 25% of total turnover. Sales effected through team of Sales Managers, Sales Supervisors, Sales Engineers and network of Consignment Agents & Dealers. Functioned as Profit Centre head.
Increased turnover and profits by 50% over 2 years and sustained growth at 10% p.a. till 1994. Achieved this by improving business-mix and product-mix; innovative commercial schemes; motivation of Sales Staff and Agent/Dealers; regaining lost accounts; improving efficiencies, logistics & systems.

The customer profile ranged from institutional buyers like Singareni Collieries Co. Ltd., NMDC, ONGC, ACC, India Cements, BGML, HGML, L&T, NALCO, HZL etc. to retailing through Dealers to small quarry operators.

Sales Manager - Ranchi, Bihar 1989 - 1991
Area Manager - Dhanbad, Bihar 1986 - 1989
Explosives Business, Ici India Limited
These territories account for 50% of volumes/turnover for the Eastern Region. Reported to the Regional Sales Manager, Eastern India, who reported to the National Sales Manager.
Major achievements at Dhanbad were managing the drastic shift in usage from underground mines to opencast mining. This involved a major shift in technology/culture, customer service needs and competition dynamics, calling for realignment of Distribution Channel, Sales Force Focus, Training & Development. Also entailed development & launch of New Products and Market Development for competitive positioning. Was a paradigm shift from position of virtual monopoly to stiff competition.
Major achievement at Ranchi was consolidating ICI's position of leader in the opencast mining segment. Then managing a momentous shift in technology from Packaged to "Bulk Explosives". These are manufactured "at-site" and pumped directly into the blast holes. This involved total change in focus and culture with "down-the-hole" complete service to customers. It also meant establishing & operating "on-site" manufacturing facilities along with the delivery units including managing Raw Materials Sourcing, Maintenance & Repair, Personnel Supervision & Administration.

Section Manager, Technical Services 1984 - 1986
Technical Services Officer 1982 - 1984
Explosives Business, Ici India Limited, H.O., Calcutta
This function covered Field Demonstrations to improve performance and/or solve specific usage problems of customers; New Product Development and Launch; Trials & Demonstrations; Field Investigation of Complaints; centralised complaints handling; conducting Training Programmes for customers and in-house; Market Research; Industry Surveys; Market Forecast; publishing Technical Papers; Brochures & Bulletins; Competition Monitoring; international liaison with ICI world-wide group; New Product Design & Development; Technology Upgradation and liaison with Statutory/Govt. authorities like DGMS/CCE/CMRI/IBM etc.

Asst. Mine Manager 1978 - 1982
Hindustan Copper Limited, Malanjkhand Copper Project, M.P.
This was a unique experience since it involved setting up a new project right from scratch. Included preparation of Detailed Project report in association with foreign consultants; Procurement & Erection of Machinery; Recruitment of Personnel; establishing Systems & Procedures; Training of Manpower etc. and taking the project from conception to rated capacity in a record time of just three years. With regular working of full-fledged mine the job responsibility was independent charge of full production shift, controlling a team of Mining Engineers, Foremen, Supervisors, Operators & Technicians, Helpers & Labour.

EDUCATIONAL BACKGROUND
- BTech. (Hons), I.I.T. Kharagpur - 1, 1978
- Senior Cambridge (I.S.C.) - 6points, 1972
- Completed various in-house and external courses/programmes viz.
- Business Course (ICI Asia Pacific)
- Key Marketing Skills
- Finance for Non-Finance Managers
- Marketing for Competitive Advantage
- New Product Development
- Marketing for Enhancing Shareholder Value

HOBBIES & INTERESTS
Reading Science and Philosophy with emphasis on Origin of Universe and Origin of Life; Cricket - captained I.I.T. Kharagpur; Music - enjoy the entire range from Classical to Pop; Computers - learning new packages and developments; Self-learning & development - marketing, management & leadership skills, TQM, BPR, Benchmarking, Information Technology etc.

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