Manoj Pandey

~Contact: 098******** ~E-Mail: acuymh@r.postjobfree.com

Senior Professional

~Sales, Marketing & Business Development~

Industry Preference: Industrial Chemicals/ Speciality Chemical, Starch, Polymer, Industrial Consumable (B2B)

Location Preference: None

PROFILE SUMMARY

A dynamic, Proactive and Result oriented professional ant team leader with over 20 years of extensive experience in Industrial sales and marketing

~Sales & Marketing ~Business Development ~Product Strategic Planning

~Key Account Management ~Market Research ~Channel & Team Management

~Budgeting & Cost Control ~Leadership and Mentor ~Regional Administration

~Techno Commercial Skill ~Seminars, Presentation ~Government Contracts

Proficient in developing and deploying quarterly and annual sales and collection plans, programs and policies for company Sales Managers; backing all cross-company sales objectives such as budget preparation, forecasting of sales targets, and so on

Extensive experience in segments like Chemicals (Industrial and Specialty), Maize Starch and its derivatives, Adhesive, Food, Nutraceuticals, Pharma, Commodity, Distributors/channel Network

Skilled in supervising sales and marketing manpower as well as the hiring and training of personnel; tracking performance of company’s sales unit; designed successful sales techniques/strategies/tactics using customer and market feedback

Pivotal in improving customer engagement with the product through focused market research and using the resultant analysis to devise the future product roadmap

Expertise in organising work sessions with R&D & top level management to drive consensus, allocate resources and define timeframes for product development / enhancement

Recognized for consistent success in developing systems and procedures to streamline operations, decrease costs, and improve productivity and bottom line

Articulate and effective presenter and an astute negotiator; creating synergy and rapport with persons of all levels & background

Achievement oriented professional with excellent people management skills and an ability to manage change with ease

PERSONALITY TRAITS

ORGANISATIONAL EXPERIENCE

SELECTED ACCOMPLISHMENTS

Developed business 300%(Revenue) and 200%(Volume) in my product range in Anil

Developed business in Corporates like Eicher Motors, ITC, Novartis, Force Motor, BHEL, Dabur, ACC, Grasim, Lupin, Alembic, Sandoz, Merck, Arvind Ltd, Raymond etc.

Developed MP market and boosted sales revenue by 500 % within 3 years in industrial adhesive by deploying aggressive and focused sales strategies, building strategic partnerships, and developing and maintaining strong distributor network

Successfully replaced a low value technical product (Adhesive) in high value end product (Heavy Vehicle) and for this achievement got Appreciation certificate from MD of Pidilite.

Increased market share in different products, i.e. 22% to 51% in Calcium Gluconate, 32% to 46% in Phosphoric Acid, 4% to 13% in Citric Acid, 13% to 19% in PVC Additives etc by building a brand, providing excellent service and close interaction with customers and distributors

Established a By Product as main product and increased its price by 600%

April’08-present with Anil Limited, Ahmedabad as Country Head (Dy. Gen Mgr), Sales

A 75+ yrs mature company, Pioneer and one of the largest and most trusted name in Maize Starch and its derivatives, having a strong presence in Food, Pharma, Paper, Textiles segments and in Open (Commodity) market

Key Result Areas:

Accountable for Pan India Business Development & Sales for Pharma, Food, Textile, Paper & Open (Dealers) segments by leading sales team, also handling some key accounts directly.

Leading sales team, preparing MIS, sales analysis, customer visits, forecasting, planning and implementation, technical support, payment recoveries, new partner identification and existing channel management & budgeting

Entrusted with the responsibility of monitoring detailed market mapping / intelligence and identify suitable opportunities aligned; new products, new markets, innovation & optimization of resources present by trends in industry segments, regulatory, technology and competitive framework

Formulating and executing sales and marketing plans; managing key accounts, alliances, channel partners, sales and distribution

Resolving customer queries in the shortest possible time frame; involved in preparation of product matrix, price quotations, terms of sale, delivery dates

Preparing product-market strategies for market penetration and implementing the same to achieve targeted growth & market share, pricing strategy, providing guidelines and minimum price lists to the sales team along with the value added services

Ensuring timely resolution of technical issues of third party customers during development as well as commercial supplies

Leading on all new product development, working closely with R&D department and managing a pipeline of new product ideas and planning the course of PLC for the same

Preparation of annual budget and achieving budgeted targets with respect to volumes, contribution and working capital

Identifying competitive advantage/ disadvantages, carrying out SWOT Analysis, Company Profiling, Value Chain Analysis

Analysing internal business processes & external business environment, carrying out identification of critical areas in the business

Recognising and networking with potential Channel Partners, involved in expansion and strengthen of network, driving & motivating team and channel partners; developing dealer / distribution network to promote sales & achieve high levels of customer satisfaction.

Accountable for ISO audit requirements for Sales & Marketing and one of the internal auditor for ISO.

Coordination for plant audit by customers to approve our manufacturing facility as per their requirements.

Highlights:

Handling sales of value 300 cr and volume 90000 mt per annum.

Increased sale by 300% and net realization by 64% in selected products.

Increased net realization by 37% by replacing sale of Basic products in to Value Added Products.

Reduced credit days from 37 days to 24 days in my segment.

Convert Payment term of entire By Product division in to advance from Credit.

Utilized 100% Production Capacity throughout the year (Our products are seasonal).

Convinced the Management to increase the capacity of Value Added Products by developing new customers.

Generate extra revenue (Approx 12 cr) by out sourcing the material after assessing the market potential.

Convert sales ratio in Open Market (Traders) Vs Corporate / End User customers from 50:50 to 20:80 to ensure better realization and stable business.

Sep’07-April08 with Century Ply-boards I Ltd as Manager Sales

Key Result Areas:

Accountable to lead the team for Business Development of Adhesive division in western India, facilitating business planning for setting up marketing channels and generated sales through it.

Conceptualizing & implementing the sales promotional activities as a part of brand building and market development efforts

Tracked competitors’ activities and provided valuable inputs to the team for fine-tuning sales & marketing strategies

Aug’03-Sep’07 with Pidilite Ind. Ltd. Mumbai as Dy. Area Sales Manager

At Ahmedabad in Institutional Sales Division (For Industrial Adhesives).

Key Result Areas:

Same as current KRA

Highlights

Received appreciation certificate from Managing Director of Pidilite for the breakthrough in Eicher Motors

Achieved 100% Target with cumm. Growth of 51 %

Turned around the territory from - ve growth (-21%) to +ve growth (+42%) in one year in MP.

Successfully penetrated and drive low value technical products in high value end products (Replaced adhesive in Eicher Vehicles)

PREVIOUS EXPERIENCE

Nov’00-July’03 with Sigma Chemicals, Indore as Sr. Marketing Executive

The group engaged in marketing of PVC Resin and their all Additives, Polystyrene, Master batches, Solvents and other Industrial & Specialty chemicals.

Mar’97-Sep’00 with Remik Trading Corp Ahmedabad, as Area Coordinator

Placed at Indore office in Industrial Chemicals Division. One of the leading marketing organization in Industrial Chemicals having pan India network.

Highlights

Promoted in only one & half year from Sales Co-coordinator to Area Co-coordinator.

Created record for the biggest order (worth Rs. 25 Lacs) for M.P. from M/s.ACC Ltd. Katni

Increased the business of Phosphoric Acid by 100%

July’95-Feb’97 with Beta Group of Industries, Indore as Project Engineer

ACADEMIC DETAILS

1995 B.E. (Chemicals) from Govt Engg College (Vikram University) Ujjain MP

Diploma in Chemical Engineering from Shree Ram Poly, BTE Mumbai

1985 B.Sc.I (Physics, Chemistry, Maths)

EXTRA QUALIFICATION

Diploma in Personality Development from Leicester College of English & Personality Development, Indore.

Done Landmark Forum and Participated in Seminar Series on INTEGRITY.

PERSONAL DETAILS

Date of Birth: 1st July 1968

Languages Known: English, Hindi, Gujarati

Permanent Address: 4, Suvidha Flats, 5, Haridas Colony, Nr Income Tax Circle, Ahmedabad 380014

Manoj Pandey

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