Sales Product Development

NILESH KUMAR

: 096******** : ***.******@*****.***

: https:/ / www.linkedin.com/ in/ nilesh-kumar-b31112b?trk=nav_responsive_tab_profile

~ SENIOR MANAGERIAL LEVEL POSITIONS ~

Scaling new heights of success with hard work & dedication in Sales & Marketing functions PROFI LE SNAPSHOT

A dynamic professional with over 19 years of experience in:

~Strategic Planning ~Sales & Marketing ~Business Development

~New Product Development & Launches ~Key Account Management ~P&L Accountability

~Channel Management ~Business Process Optimization ~Market / Competitor Analysis

~Project Management ~Vendor Management ~Team Management

• Gained exposure in driving sales & marketing initiatives aligned with business goals and industry standards with verifiable year-after-year success in achieving profitable business growth objectives across Automobile, Engineering, Steel, Cement, Power, Chemical, Mining, Food & Beverages & Infrastructure industry

• Established startup operations from scratch in OKS Specialty Lubricants (I) Pvt. Ltd & Acheson – India Operations

• Proficient in planning & leading product development initiatives as per market expectations and ever evolving quality standards with the aim of achieving targeted commercial goals for product group; enhancing brand image by offering solutions as brand’s differentiators & value proposi tions thereby establishing & nurturing strong rapport as business partners with key clients

• Expertise in steering business planning & performance management of channel partners, including development and execution of joint sales plans, local area marketing, pipeline management and hosting constructive meetings

• Skilled in performing monthly sales forecasting and competitive analysis to determine accurate performance levels and need for growth into current and additional vertical markets / categories

• Excellent communication & interpersonal skills with strong analytical, team building, problem solving and organizational skills

• Team handling and managing interactions with cross cultural team from US, Europe & Asia Pacific WORK EXPERI ENCE

Since Aug’08 PPG Asian Paints Pvt. Ltd., Mumbai as KAM (Across global Auto OEM) / Manager – CT Business Key Result Areas:

• Spearheading new product development & entire project planning including coordination for supply chain, product pr icing

& launches in industrial application

• Integrating and channelizing sales, marketing, SCM, customer service and technical development & service teams towards the common goal of customer satisfaction & improved margin

• Devising strategies for Indian operations while interacting with Global Account Heads for respect ive accounts

• Managing Commercial Transpor t business at PAN India with P&L responsibility

• Identifying & networking with industry opinion makers, presenting value offering and influencing them to create a favorable product positioning

• Establishing financially strong and reliable channel partners for deeper market penetration; providing training & direction to channel partners for achieving set target

• Collaborat ing with Product Development Team and PMG & SCM to successfully develop and launch new products

• Representing company & presenting its vision and products to customers like Auto OEM’s, Channels, End-user Bodies, Trade Shows and Associations

Accomplishments:

• Serving as Leader for Passenger Car Segment with a portfolio of Global Car manufacturing companies VW, Ford, GM & Fiat; contributing revenue of 805 MN INR in 2012

• Introduced new products in the Indian market thereby generating additional revenue of 400 MN INR since 2010-11

• Successfully planned & implemented the CPP project (Cost Per Process), a new concept then in the Indian market, at Volkswagen plant & is generating 75 MN INR revenue per year

• Increased GP wi thin a span of 3 quar ters in FY2010 by introducing new products in 2012-13 (An MGPP initiative) thereby improving the P&L

• Spearheaded sales for Refinish Business (After market-B2C) of South as Zonal-Manager during Q4 of 2013 Mar’07 – Aug’08 Acheson – India Operations (Akzo Nobel Enterprise), Navi Mumbai as Assistant Manager

(Specialty Coatings – PAN India)

Key Result Areas:

• Devised go to market strategies of products for various core industries like Auto & Auto Anci llaries, Heavy Engineering & Oi l Industry and successfully launched the focused product lines

• Nurtured strong rapport with key clients for business excellence and facilitating growth & business agility

• Conducted business valuations & industry analysis aided with strong understanding of sales forecasting & valuation techniques Accomplishments:

• Played a key role in setting up business for Specialty Coatings in India; worked with a cross-cultural team of professionals from Europe, China and Japan

• Successfully setup country wide distribution network & launched new products through successful trials at key strategic customers and gained breakthroughs within 6 months Apr’03 – Mar’07 Total Fina ELF India Ltd., Ahmedabad / Mumbai / Jamshedpur / Noida Growth Path:

Apr’03 – Mar’06 Area Executive

Apr’06 – Mar’07 Sr . Area Executive

Key Result Area:

• Worked as frontline Sales In-charge for Maharashtra, Gujarat, Jharkhand & NCR Region Accomplishments:

• Increased sales for Maharashtra by over 20% Plus CAGR dur ing FY 2003 - 2005

• Played a key role in establishing distribution in Gujarat state with 18% above plan for the year 2005

• Successfully launched new product lines in Maharashtra & Gujarat thereby generated additional revenue of 3.5MN INR annually

• Established:

o Distribution network and gained introduction at strategic accounts in Jharkhand, West Bengal & Orissa o products in Oils & Grease categories at Mines, Cements and Steel Plants

• Worked with clients like Tata Steel, Tata Motors, Tata Tubes, SAIL, Lafarge and various other key customers in steel, cement & mining Industry

PREV I OUS EXPERI ENCE

Oct’96 – Mar’03 OKS Specialty Lubricants (I) Pvt. Ltd., Ahmedabad / Mumbai Managed Sales & Service for solution providing OKS & BECHEM Make specialty lubricants including Avantin & Fimitol range of Metal Working products in the western region including Maharashtra, Gujarat, Rajasthan, Goa and Madhya Pradesh

Clients Handled: NTPC’s, ONGC, HAL, Power Plants, Steel Plants, Metal Forming & Engineering Industry & so on Growth Path:

Oct’96 – Mar’00 Application Engineer

Apr’00– Mar’03 Sr . Application Engineer

Accomplishments:

• Successfully established business in new verticals like Paper, Steel, Cement, Plastic & Chemicals

• Established new businesses for metal forming/ drawing lubricants in western region from scratch for Fimitol & Avantin range of Products of Carl Bechem, Germany

• Recognized for achieving highest sales growth for 2 consecutive years in 2001 and 2002 EDUCAT I ON

2014 Post Graduate Executive Management Program from S.P. Jain Institute of Management & Research, Mumbai (AMBA – Accredited & among country’s Top 5 B–Schools) 1996 B.E. (Mechanical Engineering) from Orissa Engineering College, Bhubaneswar, Utkal University T RAI N I NGS

• Attended training programs on Value & Concept Selling, LAMP & Leadership by renowned consultancy like Mercuri- Goldmann, Rennaisance, Miller Heimann and I IM Kolkata PERSONAL DETAI LS

Date of Birth : 12th May 1974

Languages Known : English, Hindi, Bengali, Oriya, Marathi & Gujarat i Address : Flat # 704, Neelkanth Palms, Nr. Tatvagyan Vidyapeeth, Tulsidham Road, off G.B. Road, Thane West, Maharashtra

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