Manager Sales

SHAMMI MALIK, ENGINEER & MBA

*****.******@*****.*** LINKEDIN -

SHAMMI MALIK

MOBILE: +91-882-***-**** NOIDA, UTTAR PRADESH, INDIA

BUSINESS DEVELOPMENT & MARKETING CHANNEL MANAGEMENT PRODUCT MANAGEMENT BRAND

MANAGEMENT

EXECUTIVE SUMMARY:

• Result-driven and hands-on Strategic Business Management Executive with 26 years of expertise in coordinating targeted

business strategy and operational excellence for the Lubricants SBU of India’s largest commercial enterprise

• Proven expertise leading high-level, scalable complex business units with focus on driving increased profits, reducing costs while

improving operational efficiency; contributing to billion dollar revenue stream

• Strategist, big thinker and tenacious change management turn-around leader with strength in infusing better communication,

collaboration, execution, and organizational cohesiveness/policies for long term improved P&L

• Innate ability to solve complex problems; passion for improved strategic synergies resulting in a smoother process and efficiencies

for long term legacy planning, vision and growth

• Proven business and science acumen coupled with a natural entrepreneurial spirit; passionate technologist

PRINCIPAL AREAS OF EXPERTISE:

• • •

Strategic Planning Business Development Operations Management

• • •

Profit Center Operations SBU Operations Profit Optimization

• • •

Feasibility Studies MIS Revenue Growth

• • •

Market Research Key Client Management Client Relationships

SELECTED CAREER ACCOMPLISHMENTS AT INDIANOIL:

CHANNEL MANAGEMENT/ KEY ACCOUNT MANAGEMENT:

• Developed and managed a network of Channel Partners across assigned territories for deeper market penetration & reach

• Ensure ready availability of the product at all times by tracking distribution networks

• Developing relationships with key decision makers in corporate clients for business development

• Manage all BTL branding activities throughout an assigned territory

BUSINESS DEVELOPMENT:

• Successfully secured business from existing and new accounts, achieving profitability and measurable gains in sales growth

• Analyze marketing trends and track competitor activities, gaining insight into product enhancement strategies and fine-tuning

sales & marketing strategies

PRODUCT MANAGEMENT & DEVELOPMENT:

• Facilitate effective pricing decisions based on parameters like cost, competitor prices, target markets, positioning, market

monitoring and profitability

• Secured approvals from major OEMs for new developments

• Support sales with technical expertise, including product feedback, Presale inspections, Product demos, comparison of competing

products, and technical discussions

TEAM MANAGEMENT:

• Lead, mentor and manage the performance of the team to ensure efficiency in business operations, as well as achievement of

individual & group targets

PROFESSIONAL EXPERIENCE:

INDIAN OIL CORPORATION LIMITED - MARKETING DIVISION 1988

-PRESENT

SECTOR: OIL & GAS (REVENUE $76.5B) NOIDA, INDIA

STATE RETAIL SALES MANAGER - LUBRICANTS (2011 - PRESENT)

• As State Retail Sales Manager for Lubricants, delivered consistent gains in revenue in the B2C market, cultivating strong contacts

with prospective clients

• Achieved all sales and performance targets through the development of focused business plans to capitalize on business

opportunities, improve distribution infrastructure, and develop improved human resources capabilities

• Engaged in extensive market research and analysis of competitor activity and performance to gain insight, achieve industry

advantage, and expand market share

• Contributed to the successful planning and launch of new products, leading the production of marketing collateral and strategies

to build brand awareness and recognition

• Led demand forecasting to maintain strict control over inventory and ensure the ready supply of materials

SENIOR MANAGER / MANAGER - LUBRICANTS (2006 - 2011)

• Pioneered the company’s entry into the aerospace market, partnering with the Aviation Group to sell lubricants to aviation

companies for use in aircraft engines

• Contributed to the development of strategy as a member of a core team

• Fostered an environment of professional motivation, development, and encouragement to build a high performing team of

professionals dedicated to the overall success of the company

• Managed the MIS function for the Lubricants department, addressing VIP references, parliamentary questions, and RTI

• Engaged in monthly presentations for the Executive Director to provide insight into the performance of the Lubes department

• Ensured strict compliance with all audit observations

KEY ACCOUNT MANAGER (2004 - 2006)

• Delivered consistent gains in revenue in the B2B market, cultivating strong contacts with prospective clients while strengthening

existing account relationships across the Defense, Railways, Power, Fertilizer, Sugar, Chemical, and Engineering verticals

• In 2005 and 2006, achieved a new company record for the sale of lubricants in the assigned territory

DEPUTY MANAGER - TECHNICAL SERVICES (2000 - 2004)

• Served as a trusted advisor and subject matter expert, presenting the paper Use of Synthetic Gear Oils in Combing Machines of

Textile Industry at three major industry conferences

• Participated in a wide array of high-profile enterprise projects, including the Change Project during business process re-

engineering of the Lubes Group, which resulted in the launch of a separate business unit in 2000

• Lead the provision of technical services to key accounts, resolving issues involving lubes and fuels while also leading technical

seminars to share knowledge

• Carried out lubricating oil condition monitoring for large volume systems, with the goal of identifying opportunities to produce

cost savings for key client accounts

PREVIOUS ROLES HELD AT INDIAN OIL (1988 – 2000)

ASSISTANT MANAGER - TECHNICAL SERVICES (1996 TO 2000)

SALES ENGINEER - LUBES & FUELS (1992 TO 1996)

SYSTEMS & COORDINATION OFFICER (1990 TO 1992)

MECHANICAL ENGINEER (1989 TO 1990)

ENGINEER TRAINEE (1988 TO 1989)

EDUCATION:

• AMITY UNIVERSITY, NOIDA, INDIA 2011

Master of Business Administration - Major in Marketing/ Minor in International Business

• INDIAN INSTITUTE OF MANAGEMENT - AHMEDABAD 2011

2nd Tier of Three Tier Program - Senior Management Professionals

• UNIVERSITY OF KASHMIR, SRINAGAR, INDIA 1987

Bachelor of Engineering - Degree in Mechanical Engineering

PROFESSIONAL TRAINING AND DEVELOPMENT:

• 2nd Tier of 3TP for Senior Management Professionals – IIM, Ahmedabad

• Lubricants and Tribological Aspects – Lubrizol, USA

• Automotive Engines – IIT, Chennai

• Steel Plant Lubrication – Tata Steel, Jamshedpur

• Power Plant Familiarization – NTPC, Ramagundam

• Earth Moving Equipment – BEML, KGF and Mysore

• Railway Engine & Rolling Stock Lubrication – IRIMEE, Jamalpur

INTERESTS:

• Whitewater rafting, rappelling, cliff jumping, languages, reading, traveling

Contact this candidate