Resume - Management Graduate with Bachelors in mining engineering, excellent knowledge of...

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Resume #73564

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OBJECTIVE
To contribute to the best of my ability in increasing organization's profitability by leveraging the skill sets developed through education, assignments and training.

Brief Overview
„« Industrial Sales management(Key Account & Channel Sales)
„« Managing industrial sales activities for achieving business goals (Margin and Sales Goal).
„« Gross Margin management to ensure profitability.
„« Product Pricing & MRP calculations for OEM and MRO segment products.
„« Identifying potential in Textile, Power, Oil and Gas, Food and Beverages industries, OEMs for the placement of products.
„« Reviewing & interpreting competition after in-depth analysis of market information.
„« Coordinating & organizing sales promotion to create market brand visibility, based on market research. Forecasting monthly / annual sales targets and executing them in a given time frame.
„« Responsible for dealer development, contributing in their sales, service and business development.
„« Organizing seminars and trainings (India and Abroad).
„« Recruitment and training of new engineers and dealer engineers and assigning them the targets for the year.
„« Responsible for identifying new application areas & giving new product development ideas to the marketing team.

Work Experience

Company ¡V Dow Corning India
Dow Corning is a multinational corporation ($5 billion) headquartered in Midland, Michigan, USA. Dow Corning specializes in silicon and silicone-based technology, offering more than 7,000 products and services. Dow Corning is equally owned by The Dow Chemical Company and Corning, Inc., (formerly Corning Glass Works).
Products developed over the years include silicone sealants (SILASTIC), adhesives, silicone mold-making rubbers, lubricants (MOLYKOTE), release agents for cookware, sound-absorbing silicone, leather treatment, skin care lotion, pre-ceramic polymers for high temperature applications, and silicone waxes.
Designation: Sales Manager-OEM & MRO (North & East India) (Jan 2007-Till Date)
Location: Delhi.
Area of Operation: Delhi, Punjab, Haryana, UP, Uttaranchal, Rajasthan, HP, Bihar, Jharkhand, West Bengal, Orissa & MP.

Job Profile:
* Business development: Presentation & demonstration of MOLYKOTE LUBRICANTS AND SILASTIC SEALANTS to prospective customers. Play a key role in the negotiation of new contracts and renegotiation of prices in existing accounts. Identify opportunities at existing accounts for expanding product range.
* Looking after 14 distributors located across entire North, Central & Eastern India, assigning targets to them, training the Dealer Sales Force
* Improving gross margins and reducing out standings and initiate appropriate action.
* Forecasting for the various stock and non-stock products.
* Recruitment of new channels as per business demands.
* Key customers: BHEL, NTPC, GAIL, GE Motors, Honeywell, Escorts Faridabad, IOC-Panipat, National Fertilizers, JCT Phagwara, Asahi Glass, NAHAR Group, Vardhmann Group, Nestle, Dabur, HLL, Cadbury, Refineries, Sugar Mills, Paper mills etc.
* Coordination between company's logistics, inventory, supply chain, customer service, dealer network and end customer. Arranging for the samples, conducting trials, payment collections.
* Take action to identify and prevent problems related to products, processes dealer Territory encroachment. Recommend and initiate solutions through designated channels and follow up to verify the implementation and effectiveness of corrective and preventive actions.
* Target Industries: Power sector (NTPCs), BHELs, Textiles, Oil and Gas Sector, Food and Beverages, Cold Storages, Glass manufacturers, other OEMs.
* Coordinating with OEMS for seeking recommendations of Molykote lubes for their machines, to attain synergy at the application end of the customer.
* Constantly look for value creation opportunities at customer end and ensure adequate number of such opportunities being pursued at any given time in the territory.
* Constant focus on solution sales against product sales.

MARKETING:
* Making strategies for Sales Promotion.
* Organizing camps and seminars at various locations for increasing brand awareness(Molykote Lubricants & Silastic Sealants)
* Competition study and formulate strategies to counter them.
* Planning DSR incentive schemes for keeping them motivated.
* Product development: Deciding key parameters in new product launch and understanding and overcoming various phases involved in product launching.
* Competition study, competition products study and plan new products for launch.
* To ensure total profitability in sales.
* Exploring new areas for product launch and setting up distribution for same.

Company ¡V 3M India Limited (3M INC)
3M is a $20 Billion, diversified technology company with a worldwide presence (200 Countries) in the following markets: consumer and office; display and graphics; electro and communications; health care; industrial; safety, security and protection services; and transportation. 3M is a global enterprise characterized by substantial inter-company cooperation in research, manufacturing and marketing of products.
Designation: Area Sales Manager ¡V Delhi, UP, Uttaranchal (Nov 2005-Dec 2006)
Location: Delhi

Job Profile:
SALES/Distribution Management
Channel & Industrial Sales Management (Pursuing 10X growth plan of the company)
* Business development: Presentation & demonstration of abrasive products (for metal cutting & finishing, automotive market, wood finishing, stainless steel fabrication) to prospective customers. Play a key role in the negotiation of new contracts and renegotiation of prices in existing accounts. Identify opportunities at existing accounts for expanding product range.
* Looking after 6 distributors in Delhi and U.P region. Assigning targets to them, training the Dealer Sales Force & Independent Sales Representatives.
* Improving gross margins and reducing out standings and initiate appropriate action in Delhi and NCR.
* Quarterly and annual Forecasting for the Delhi and U.P region.
* Responsible for channel sales. Target allocation, training to dealer's sales force, recruitment of new dealer monitoring visit plans effectiveness of dealer's force
* Key accounts LML, Mag¡VPie, DLW Varanasi, Tata Motors- Lucknow, BHEL-Hardwar/Jhanshi, Mahindra and Mahindra (Hardwar), Kirby (Hardwar), Tata Motors-Rudrapur, Mahindra & Mahindra ¡V Rudrapur.
* Coordination between company's logistics, inventory, supply chain, customer service, dealer network and end customer. Arranging for the samples, conducting trial, payment collection.
* Take action to identify and prevent problems related to products, processes dealer Territory encroachment. Recommend and initiate solutions through designated channels and follow up to verify the implementation and effectiveness of corrective and preventive actions.
* Targeting all type of metal industry (Automotive, Gear manufacturer, Railway Equipment manufacturer, Transmission Industry, Stainless Steel Fabrication, wood working, metal sheet cutting and polishing etc.)
* Coordinating with Hand Tool manufacturers/Suppliers (Dynabrade, Milwauke, Bosch etc) companies so as to attain synergy at the application end of the customer.
* Constantly look for value creation opportunities at customer end and ensure adequate number of such opportunities being pursued at any given time in the territory.

MARKETING:
* Making strategies for Sales Promotion.
* Organizing camps and seminars at various locations for increasing brand awareness
* Planning DSR incentive schemes for keeping them motivated.
* Planning Distributor trade schemes for increasing immediate out flow.
* Product development: Deciding key parameters in new product launch and understanding and overcoming various phases involved in product launching.
* Competition study, competition products study and plan new products for launch.
* To ensure total profitability in sales.
* Exploring new areas for product launch and setting up distribution for same.

Achievements:
* Increased the direct customer sales in assigned region by 100%.
* Made many key accounts apart from the existing ones.
* Consistently achieved monthly targets.
* Organized three seminars.
* Got Sales Award of Appreciation from MD

Company ¡V Blaser Swisslube India Pvt. Limited (Blaser Swisslube INC)
Blaser Swisslube India Pvt. Limited, founded in 1935 is a part of Blaser Swisslube INC Switzerland. The company is worldwide leader in high performance metal working fluids (Neat oils and Emulsions- Coolants).

Designation: Sales & Service Engineer (May 2003-Oct 2005)
Location: Delhi, NCR and UP.

Job Profile:
SALES
Channel & Industrial Sales Management
* Business development: Development & presentation of proposals for Emulsions (Water Miscible cutting oils) and Neat Oils) to prospective customers. Play a key role in the negotiation of new contracts and renegotiation of prices in existing accounts. Identify opportunities at existing accounts for expanding product range and improving gross margins and reducing out standings and initiate appropriate action in Delhi and NCR.
* Responsible for direct customer and channel sales (The area includes preparation & submission of Quotations, deciding delivery schedule and the collection of payments)
* Key accounts Yamaha Motors, Subros Ltd, Tecumseh India, JCB India, Sriram Pistons, Honda Power, L G Electronics, Denso India, Escorts India, Gabriel India, Delphi India, Sterling Tools etc.
* Take action to identify and prevent problems related to products, processes. Recommend and initiate solutions through designated channels and follow up to verify the implementation and effectiveness of corrective and preventive actions.
* Coordinating with the machine manufacturers (Makino, LMW, ACE, Micromatic, Haas etc) companies so as to attain synergy at the application end of the customer.

SERVICE
* Suggesting application specific emulsion/neat oil to the customers, thus improving upon their Tool life, Productivity and Efficiency.
* Studying the machining/turning/grinding/hobbing application and suggest them the better product.
* Loading the machines as per the process, providing the training to the operators, maintaining concentration and consumption charts for key accounts.
* Customer Complaint handling.
Achievements:
* Increased the direct customer sales in assigned region by 50%.

Knowledge of Computers: Extensive knowledge of SAP and ERP and other windows applications.

Professional Qualification
MBA ¡V Marketing and Operations (2001-2003) Grade- A - (63.3%)
National Institute of Management - Kolkata.

B.E (Mining)
Govt. Engineering College - Bilaspur (1996-2000)
First class (72.8%)

Academic Qualification
Class XII-CBSE (Science 1994-95) first class (66.7%)

Class X ¡V CBSE (1992-1993) first class. (60%)

Personal Profile
Date of Birth 24th Oct 1977
Marital Status Married

Capabilities:
* Highly motivated and team player.
* Time and task oriented.
* Team building and leadership.

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