Sales Manager
Resume:
Sridhar Katti
Flat No ***, **/* Model House Street Basavangudi, Bangalore -560004 Karnataka State INDIA
PHONE -903-***-****
************@*****.***
************@**********.***
Objective
To lead a progressive & challenging Organisation.
Summary of qualifications
1988 – 1992 Gulbarga University Gulbarga, Karnataka
Bachelor of Engineering
Major – Automobile Engineering
1995-96 DISMM from NIS a divn of NIIT
Skill Sets
Business Development
New Initiative Expert
Sales Planning, Sales Process & Forecasting
New Market Development
Product planning, positioning, costing & pricing
Channel & Retail Finance Management
Govt & Institutional Management
Innovative Marketing strategies
CSI & SSI Management
New Product Launch & strategies
Key Customer Management
Rural Marketing
Professional experience
7th March 2014 – Tata Marcopolo Motors Ltd Head Sales & Marketing – Buses
Managing the Domestic Market of the Entire range of Fully Built Buses of TMML
TMML – Tata Motors MarcoPolo is a joint venture between Tata Motors Limited & Marcopolo Ltd Brazil who are amongst the largest Bus Body Manufactures in the world.
Product positioning, costing & pricing to ensure healthy returns to the Organisation by innovative value additions
Innovative Product solutions to beat the competition & improve realization.
Converting the traditional MCVB market by upgrading to superior performance driven Product solutions
Heading the New Business initiative to Convert the chassis Market to Fully Built Business for enhancing the Revenue to TML dealers across the country
Creating an additional Service revenue to the Dealers from Bus Body Repair with minimum investment in infra & Tools by tapping the unorganized sector of Local Body repair to an organized activity.
Understanding in-depth segment wise product positioning & developing an appropriate Product & pricing.
Developing the customization options to offer to the Market to enhance opportunity for TML
Innovative Marketing strategy for Brand Enhancement through the concept safety, health, Hygiene & Compassion through Bus as the spoke person which was highly appreciated by school management, Media & children
Additional profit of 2 cr per year generated through direct Body orders grabbing the Business from local unorganized sector.
Used a low cost social media platform to promote the Brand & products to generate business for the company
New Segments tapped from various states to create new products & revenue for the company to reduce the effect of low & high business cycles
April 2010 – Till 6th March 2014 Tata Motors Ltd Regional Sales & Marketing Manager – Buses, Vans, Govt & Institutional sales - South
Managing the entire range of Buses Vans Business & govt and Institutional Business for entire south Region comprising of 4states having the highest TIV in the Country ( 40% of National TIV )
Segment wise focused positioning of Vans which is an emerging application in India
Managing a team of 12 Area Managers & 14 TSMs of TML
Key Marketing strategies for the Business to outsmart competition to gain market share.
Formulating Dealer & Customer Scheme with minimum outflow of the organization & Maximum Returns month on month
Sales Planning & Forecasting
Segment Focused strategies to enhance revenue & Market Share
Managing the Entire State Transport Undertaking Business which is done through, trials, proto approval, tendering, price
Negotiation & delivery process.
Managing the Other Govt Business for the entire range of TML CVBU for south Through various modes of Quote/Tender/Rate
Contract system.
Managing the collection of Outstanding from STUs & Other Govt Agencies who buy on Credit from us.
April 2009 – Tata Motors Ltd Area Manager – All CVBU Range. Hyderabad
Rated as the best Area Manager in south with only A rating amongst 10 Area Managers in south.
Achieving company objective of Dominant Market Leadership in every area of Commercial vehicle Business.
Reducing the cyclical effect of CV Business on Channel partners by focusing on SCV to HCV Business.
Driving the largest team in south of 11 sales people & other support functions.
April 2006 till April 2009 – Tata Motors Ltd Business Manager – All CVBU Range.
Moved to Hyderabad as Business Manager in AP1- Hyderabad & earlier Business Manager North Karnataka Hubli.
Managing 2 dealerships with volume more than 900 crores annually.
Managing the entire commercial vehicle – Goods from 0.5 tons to 50 tons & Passenger from : 4 seater to 66 seater.
Driving a team of 8 sales persons to achieve & exceed the targets.
Strategize the marketing initiative to drive various lines of businesses to counter different competitors’, right from 3 wheelers to multinationals like Volvo, Mann & local players like AL & Eichers.
March 2003 – April 2006 Tata Motors Limited Hubli
Assistant Manager ( CVBU )
Managed M&HCV & SCV business in Entire North Karnataka Territory covering 60% of state territory. ( 4 Volume dealers doing a business of 50 crores every month )
Made Inroads into to Hardcore Leyland Markets Like Bidar, Gulbarga, Bijapur, and Gadag & Haveri.
Shown a growth of 150% in Sales for the first half over Last year first Half.
Coordinating with Financiers for Funding to Customers.
Driving The Dealer Sales Managers for Demos, Loan Melas & Customer Meets.
Got the highest incentive for 04-05 for target Vs achievement.
Sales Process Management (Identifying the Potential Customers, Targeting the right customers & closing the deal).
Market Intelligence Activity.
Specially chosen by the company for the new product launch to create a new segment.
Managed a team of 5 Sales Managers & 35 Sales Executives for Sales & Marketing Activities in North Karnataka & Increased the business from 0 to 200 Units every month.
Expanded the network from 9 dealer branches to 27 in two months in all potential Talukas/Tehsils & gave a strategic advantage to company.
Carried out pre-sales & post sales activities at all Tehsils & potential places (Like customer meets, Mechanic meets, Financier meets etc)
Creating a Segment for the new product & pitting it against volume selling Sub one-ton goods transportation & rural transport segment.
In charge of Marketing & pre launch preparation of new Small Commercial Vehicle (S C V) for 12 districts of North Karnataka & 3 districts of South Karnataka.
Market potential assessment by extensive coverage of every Taluka & village.
Competition network assessment & TML network & dealer manpower requirement planning & implementation time bound.
Strategy planning & implementation for volume & market share for the new S C V.
Coordinating & formulating attractive finance schemes with local financiers, NBFCs, Nationalized banks & Grameena banks for S C V customers.
Driving the dealer team for target achievement.
Coordinating with service department for customer service requirements.
Manpower Training and Development
Increased the share of business by Key Account customers by ensuring significant improvements in Customer Satisfaction Index (CSI).
Synthesized company’s interests of increasing market share and volume growth and dealer’s interest of higher bottom line by increase
Training on Application based selling.
Key Achievements
Volume increase by 52% in M&HCV & 0 to 200 Units in SCV
Market Share Improvement by 60% to 78% in M&HCV & from 0 to 30 % in SCV
Application based selling – market Share increase in mining sector by 40%
Network expansion from 9 to 27 in two months
Highest sales of new Product in the Country of Starbus Ultra contributing to 5% gain in MS
Positioning of Vans in new segments resulting in gain in MS
1st Jan 1999- 4th March 2003 Apollo Tyres Ltd.
District Incharge Belgaum & Gulbarga
Incharge of 10 revenue districts of north karnataka
Motivating & channelising a team of 3 Marketing, 2 commercial & 1 technical executives to achieve company goals & excel in personal performance.
Shown a growth in revenue of avg. 18% over every year.
Motivated the sales executive to increase the network & the network doubled from 15 dealers to 40 dealers.
Focussed on rural markets & appointed dealers in all taluka places.
Conducted consumer campaigns every month and new product launches.
Devised a self-generating consumer scheme to promote low market share products with no cost to the company.
1995-1999 Ceat Ltd. Goa & Gulbarga
Senior Territory Sales Officer
Appointed two C&Fs increasing the company base & business opportunities.
Increased the sales from average 20 lacs per month to average 50 lacs per month.
Awarded a shield for highest % of achievement vs target in truck tyre sales.
Received appreciation letter for increasing the visibility of company by glow signboards at every dealer counter.
1995-1995 Universal Petrochemicals Ltd. Bombay
Marketing Executive
Worked as Project Coordinator.
Involved in pre launch testing of Automotive Lubricants of Aral with big fleets.
Coordinated testing of Aral industrial oils at major industries like Bharat Gears & Ramon & Demm.
Appointed distributors & dealers for automotive lubricants.
1994-1995 Sai services Ltd. Bombay
Marketing Executive
Expanded spare-parts sale by 100%
Effective Inventory control without loss of sales.
Increased the retailer base from 50 to 100.
1993-1994 Standard batteries Ltd. Bombay
Missionary Sales Representative
Made Inroads in to local Battery market by organizing exchange melas & increased sales by 20 %.
Appointed new dealer in non-represented markets.
Appointed exclusive Shoppe.
Organizing Promotional Campaigns & Customer Service Campaigns.
Professional Training
Selling Skills by Mercuri International
CRM – Data analysis through Siebel
Pursuit of Marketing Excellence – MDI Gudgaon
Overall business perspective – IIM Bangalore
Enhancing Individual competence & Influencing skills – Institute of catalyzing
Excellence
Education
1988 – 1992 Gulbarga University Gulbarga, Karnataka
Bachelor of Engineering
Major – Automobile Engineering
1988 N V College Gulbarga, Karnataka
Pre-University (Higher Secondary)
DELF L1 – French Level 1 Certified by the Govt of France – From Alliance Francaise Hyderabad
Solar Power Basics – Stienbeis Centre for Technology Transfer - Hyderabad
Interests and activities
Traveling and reading
References
1.Shiv Patnaik- Head Engineering & Commercial Buses –All India – Tata Marcopolo Motors Ltd Dharwad - Ph +91-886*******
2.R Shankar – Managing Director TVS Logistics – Chennai –Ph +91-988*******
3.M V Subramanyam – All India Head Marketing – Apollo Tyres Ltd GURGAON - Ph +91-965*******
Contact this candidate