Sales Manager
Resume:
Sudhanshu Shiromani
Vice President-Channel Head International Tractors Limited-Sonalika MBA -
Marketing B.TECH
Academic Qualification
MBA – Marketing
From Nagaland University
Secured First Class with Distinction
B.Tech
From Allahabad University
Secured First Class
Published Paper in International Engineering
Conference on 5th of Dec. 1990 in Bangkok, Thailand. Professional Synopsis
Senior Management Professional with over 26 years of strong, executive leadership across reputed organizations & industry sectors, mainly automotive.
Experience in FMCG, Motorcycles, Scooters, Mopeds, 3 wheelers, Small Commercial Vehicle(SCV), Light Commercial Vehicle(LCV) and also Medium and Heavy Commercial Vehicle(M&HCV)
Extensive experience of working in complex, challenging environments with proven ability to efficaciously represent the brand across all stake holders. Strong business acumen with cutting edge skills, driving business through
strategizing, planning, augmenting & streamlining sales initiatives to achieve desired results.
Highly motivated, proactive and result-oriented professional with strong people
management skills, complimented by excellent leadership & communication skills. Proficiency Forte includes Executive Leadership, P&L Management, Strategic
Planning, Sales & Business Development, Marketing & Brand Management, Product Planning, Sales Planning & Inventory Control; Production Planning based on 3 months rolling plan, Supply chain Management and maintaining quality standards through product feedback.
Core Competencies
Sales and marketing
Handled sales and marketing operations Pan India through large no of dealers’ network.
Managing dealers P & L by maintaining right product mix through enquiry tracking and fund rotation.
Active involvement in ATL & BTL activities for brand and product promotion Market Analysis
Conducting competitor analysis by keeping a close view on market trends.
Executing procedures for carrying out analysis of process & products.
Reviewing & interpreting the competition to fine-tune market strategies. Dealers Channel Management
Identifying and networking as per market potential with dealers resulting into deeper market penetration and reach.
Monitoring outlet sales, implementing effective strategies to maximize sales and accomplishment of revenues and targets.
Plan all India network strategy based on product range and market share objectives Product Launch
Experience in product launch – 2 wheelers, 3 wheelers, M&HCV, LCV & SCV & Colour TVs
Ensuring maximum brand visibility and market share. Service & Spare Parts Operations
Handling overall service and Parts operations to ensure post warranty and pre-warranty ratio.
Devising plans for improvement in service Revenue and total customer satisfaction.
Streamlining service operations by developing systems for enhancing efficiency. Product Development
Experience in various product developments like 2 wheelers, 3 wheelers, SCV, LCV &M&HCV starting from market survey to inception.
Planning, budgeting and forecasting 5 years product wise plan.
Product & Price positioning visa-vis competition Quality Assurance IT & Manpower
Coordination with R&D and production for maintaining quality standards as per dealers and market demand,
Development of Dealer Management System (DMS) for better control on retail, effort, finance, inventory management and analysis of health of a dealer.
o
Sudhanshu Shiromani
Vice President-Channel Head International Tractors Limited-Sonalika MBA - Marketing B.TECH
Work Experience
International Tractors Limited - Sonalika V.P. – Channel (Head) Location – Delhi Mar’14 – till date Steering the most important & crucial portfolio of Channel and Strategy for ITL, which has been facing relentless challenges, being the fastest growing tractor brand to have entered the rapidly evolving tractor market of India. Reporting to: Director ( S & M )
Direct & Indirect Reporters: 40
Roles & Responsibilities:
Channel Management
o State wise clustering and planning.
o Increasing reach-Target Vs Achievement-Dealer appointment. o Channel development Manager Productivity monitoring. o Dealer process orientation score>80.
o Monitoring no. of successful dealers after 6 months of LOA. o Monthly monitoring of dealers > 10% or State market share whichever is high. o B2B dealers tracking (< 10% Market Share).
o Degrowth dealer monitoring having Market Share < 10% o Light house dealers – Quarterly monitoring of scores. Strategy
o Enquiries funnel tracking – for the month and next month. o Conversion tracking at tehsil level by doing ATL& BTL activity o Internal and External branding
o Van Campaign Management
o Skill training business area and Soft Skills
Key Achievements
Appointed 240 dealers pan India in a span of 11 months.
Implemented EMS at field level.
Brought 80 dealers back to business.
Nissan Motors India Pvt. Ltd. (HAI) Head Dealer Development Location – Mumbai Jun ’13 – Mar ’14 Roles and Responsibilities: Reporting to: Chairman Direct & Indirect Reporters: 45
o To evaluate, analyze, monitor and upkeep the existing network at the primary & secondary level with the required capabilities by ensuring the right systems, processes, manpower and infrastructure to achieve the productivity o Regular monitoring of the productivity and MS on the dealership level o Execution of assessment systems to rate the overall periodic evaluation and gap analysis on the dealership level o Implementation of Dealer Management Systems, Processes and new initiatives to upkeep the dealer network. Network appointment and expansion Service reach Custodian of the brand Performance management and appraisal Data analysis and forecast on network expansion. Termination
Evaluation of Degrowth dealers and formulation of strategy. o Focusing on Working capital, Manpower competency mapping and infrastructure of existing dealers to meet international standards. Key Achievements
Appointed 45 dealers pan India from LOI to LOA.
Issued 65 LOI.
Sudhanshu Shiromani
Vice President-Channel Head International Tractors Limited-Sonalika MBA - Marketing B.TECH
Jan ‘10 – May ‘13
Roles & responsibilities:
o Develop Brand Management & Marketing Communications strategy over the Product Life Cycle for each Force model.
o Develop & implement short-term & long-term marketing plans in-line with the brand strategy, to support primary distribution channels, so as to deliver company’s brand value propositions and drive top-line & bottom line business results
o Managing key Marketing sub-functions like ATL+BTL Planning, Brand Building, Dealer Tactical budgets & activities, Media Planning & Buying, standardization of merchandising & displays across all distribution channels as well as PR.
o Plan & execute Product Launches, Media Events, and Dealer Events & PR activities. o Develop & implement monthly Consumer & Dealer Incentive Schemes to drive pan-India Retail & Wholesale momentum.
o Handling Sales, Service & Spares of Commercial Vehicles for Force Motors. o Evaluating market potential, customer demand and using it for strategic planning in order to ensure profitability across various product categories by meeting volume and market share objectives. o Tie up with dealers for annual targets to be achieved on monthly basis across all product variants. Identifying weak dealers and potential market with a time bound plan for meeting market share & volume objectives. o Regular co-ordination with production for timely availability of models as per dealers demand. o Coordinating with R&D for timely development of vehicle as per market demand. o Enhancing customer satisfaction index through various surveys. o Coordinating with logistics for timely dispatches to various destinations. o Appointment of dealers for establishing the desired distribution channel. o Product pricing strategy to meet competition...
o Monitoring enquiry/retail of Top20 & Next 60 Dealers on regular basis. o Identifying customers as per segment product wise & focusing on the right segment for desired volume & market share.
o Monitoring dealer’s inventory and depot stocks.
o Tie up with various financers for different financing options to Customers. Major focus on Key accounts customers
Key Achievements
Reached market share of 56% in traveller.
Established Trump – 40 with average volume of 1500 vehicles/month.
Maintained leadership in trax vehicle.
Implemented EMS at field level.
Brought 80 dealers back to business.
Direct & Indirect Reporters: 45
Force Motors Ltd. Pune Sr. General Manager (Head of Sales & Marketing, Service and Spares) Location – Pune Jan’10 to May’13 Reporting to: President Sales &M.D.
Direct & Indirect Reporters: 45
Isuzu Trucks General Manager Location – Dubai- Had to leave as mother passed away Nov ‘08 – Jan’10 Reporting to: President Sales &M.D.
Direct & Indirect Reporters: 45
Roles and Responsibilities :
o Heading Sales, Service and Spares and Exports operations of LCV & M & HCV for entire Middle East market. o Educating dealers on ROI & VOC to customers.
o Developing pricing strategy to counter competition. o Financial planning and projection for 3 years.
o Participation in International trade fair at Turkey and Tripoli. o Handling Oil and Gas companies, mining customers and also big construction companies for heavy commercial vehicles ranging from 10 tons to 65 tons. o Coordinating with body fabricators in Turkey, Italy and Cairo for various applications in line with requirement and customer demands o Maintaining post warranty and pre warranty ratio. Total focus on customer satisfaction through workshop up gradation, customer oriented schemes based on per day per bay benchmarking.
o Manpower appointment, Training and developing the entire team for better productivity o Allocating publicity budget for entire year for creating brand pull in market place. o Inventory control.
Key Achievements
Bagged 500 trucks order from coke.
Implemented sales process across dealership.
Market share grew by 20 % in one year.
Successful launch of 2 tonner in Libyan market.
Appointed five new dealers in Libya.
Piaggio Vehicles Pvt. Ltd. General Manager ( Sales & Marketing, Service and Spares) Location – Delhi May ’05 – Nov’08 Reporting to: Director(S & M)
Direct and Indirect Reporters: 25
Roles and Responsibilities:
o Implemented ‘Sales Process’ across all the dealerships. o Adopted a value based selling strategy for Retail, pitching strengths & USP’s of Piaggio Technology. o Evolved “Fleet Solutions” strategy with focus on relationship building, leading to continued long term business. o Assisted strong diversification into Special Purpose Vehicle stream (Ambulances, Wreckers etc.) thus winning over prestigious clients. o Create Market sentiment and optimize business of Commercial Vehicles and enhance brand visibility. o Benchmark, evaluate and transmit Best-in-Class sales practices through close intelligence systems. o
o Optimization and budgeting of the sales costs and profitability. o Track Competition, Product, Prices, Policies and consolidation for the benefit of the company. Regulate and control vehicle downtime and maximize vehicle uptime through strong after-sales support. Sudhanshu Shiromani
Vice President-Channel Head International Tractors Limited-Sonalika MBA - Marketing B.TECH
Key Achievements
Maintained leadership position in Cargo segment across North India.
Gained Volume in UP from 40 numbers in Cargo to 100 numbers.
Gained Market Share in West Bengal from 10% to 35%
Gained Market Share in North East from 55% to 65%
Post Warranty Ratio in the region went up from 50% to 65%. Tata Motors Ltd. – Commercial Vehicle Division Regional Manager - LCV and M&HCV Location – Delhi/Mumbai Regional Manager- LCV &M&HCV from April 2000 – March 2004 based in Delhi reporting to RM-CVD ALL INDIA-HEAD- Small commercial vehicle-TATA ACE from April 2004 – April 2005 based at Mumbai reporting to V.P-CVD Roles and Responsibilities for LCV and M&HCV:
July ’01 – May ‘05
Reporting to: GM (S & M)
Direct and Indirect Reporters: 30
o Handling Sales and Marketing, Service and Spares of LCV & M&HCV through 50 dealers of Northern India. o Developing market strategies in order to counter competition like Ashok Leyland, Eicher, and Volvo. o Appointment of new dealer in weak and potential market across north India. o Monitoring stocks/inventory at various stockyards. o Designing schemes based on market requirements and company objectives for meeting volumes and market shares objectives. o Up gradation of dealer manpower by giving them timely training. o
o Monitoring customer coverage per unit target on daily basis. o Pricing strategy based on customer demand and competition. Organizing product launch.
Focus on Key account customers
Key Achievements
Grew business LCV by 20%.and M&HCV by 45%
Provided value-added services to clients like 24 x 7 Mobile services.
Market Share grew from 40% to 60% in 1613
Established 909 against Eicher.
Market share growth from 50% to 62%.
Successfully launched Tata Ace across Southern states. BPL LIMITED-An FMCG Company Reigonal Product Head ( Colour TV & Appliances) Location – Jamshedpur/Kolkata April ’98-July ‘01 Reporting to: GM (S & M)
Direct and Indirect Reporters: 30
Job Responsibilities :-
o Forecasting the Sales of color Televisions & Appliances in the states of Bihar, West Bengal & Orissa. o Improved Sales through proactive marketing & streamlining the supply chain for EEBG. o Rationalizations of credit limits across dealers & distributors. o Implementation of KANBAN system.
o Responsible for training and development of Manpower o Handling approximately 200+ dealers
o
o Stopped dependency on distributors by billing minimum 5 washing machines directly to dealers. Increased acceptability of Fuzzy Logic washing machines in Bihar,Jharkhand & Orissa. Focus on sales and brand promotion thru BTL activities Key Achievements
Establishment of exclusive BPL showrooms as per Norms.
Retaining a market share of 28% in black & white Television business in the spite of increasing demand of colour Television. Sudhanshu Shiromani
Vice President-Channel Head International Tractors Limited-Sonalika MBA - Marketing B.TECH
Won Best sales Man award in the year 1997
Retained leadership position in Washing machines, Microwave ovens & vacuum Cleaner in Bihar & Jharkhand Job Responsibilities: -
Nov ‘94 – Mar ‘98
o Handling sales,service and spares in UP thru25 dealers. o Appointment of dealers and Sub-dealers across the state. o Manpower appointment and handling at dealership level. o Maintaining a proper inventory of spares for smooth execution of Service operations in the state.
Key Achievements - Converted all 25 showrooms to LML World. Job Responsibilities: -
May ‘88 – Nov ‘94
o Handling sales,service and spares of North Bihar dealers. o Active participation in ATL &BTL activities..
Key Achievements - Best salesman award for maintaining 65% market share in Rajdoot. Personal Details
Date of Birth / Nationality 24 February, 1964 / Indian Computer Proficiency
MS Windows, MS Office, Adobe Photoshop
Residential Address
136, Ras Vihar Apartment, 99 I.P. Extensions, Patparganj Delhi- 110092
Contact Number 987-***-**** /987-***-****
Family Details Married and blessed with 1 daughter and 2 sons. Daughter is in 2nd year MBBS, AIIMS Delhi and son is in B.TECH 1st year in BITS-PILANI. Wife is a Chemical Engineer from -Mumbai .Father- Dr.Girish Nandan Former Principal from Regional Engineering College-
Durgapur-West Bengal and Mother was an associate professor in the same college.
Email Address
************@**********.***
Languages Known English, Hindi &Bangla
Notice Period 1 month
`LML Limited – Area Manager Location – Delhi
ESCORTS Limited – Sr. Area Sales Officer
Location – Patna
Personal and Social Achievements
An active Debater. Participated in various socio-economic Debates, winning accolades
An avid quizzer. Organized and anchored various Quiz programs as a Quiz Master.
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