Sales Digital Marketing
Resume:
SRINIVASAN G K
Business Development Expert
** ***** ** ********** ** Multiple Functions
Management, Program Management
Executive Profile
Worked with MNC’s and Leading Companies
Leyland Deere, Doosan (Bobcat), Delphi Steering Systems, TAFE Steering Systems.
Experienced on diverse products such as Earth Moving Wheel Loader and Skid Steer Loader), Agriculture
& Off-Road Applications), Heating Ventilation & Air Conditioning System (HVAC) for Commercial and Residential applications, Transport Refrigeration Products Worked in Multiple Functions….
Marketing Experience:
Event Management – executed large events such as Excon, Acrex, etc.
Managed Branding – built CI Manual, at regional office & dealer outlets Product branding, Brochure Design, Merchandize & Diary,
Executed Product Launch, Dealer Meet, Customer & Influencers Meet FM Campaign, Digital Marketing, etc. for
Executed CSAT & DSAT Surveys followed with review and improvement action plan in coordination with Sales & Serv
Sales Experience:
As extended responsibility had lead Sales team for Thermo King Products for India & SAARC Market (Transport Refrigeration System for Trucks & Air Conditioning for Bus) - size was $8M. S
over Previous Year
Handled different profiles of customers
Tata, Daimler, Isuzu, etc.), End Customers
Segment Based Customers) and unorganized Customer Segment
(Individual Customers)
Established Market Coverage System (
which includes setting Found, Bid, Win targets for sales based on market potential.
Worked on Programs for acquiring new
programs.
Sales Analysis and Lost Order Analysis
Pricing Management: Managed product and system level Pricing for both customized solutions and standard products. Managed Pricing approval requests.
SRINIVASAN G K
Business Development Expert
Years of experience in Multiple Functions – Marketing & Sales, Product Management, Program Management & Engineering
Executive Profile
Companies such as Ingersoll Rand Climate Solutions,
, Delphi Steering Systems, TAFE and RANE TRW
Earth Moving Equipments (Backhoe Loader,
Agriculture Tractors, Steering Systems (On-Road
Road Applications), Heating Ventilation & Air Conditioning System (HVAC) for Transport Refrigeration Products.
executed large events such as Excon, Acrex, etc.
built CI Manual, at regional office & dealer outlets, Product branding, Brochure Design, Merchandize & Diary, etc. Executed Product Launch, Dealer Meet, Customer & Influencers Meets, Campaign, Digital Marketing, etc. for Brand and Product Promotions. Executed CSAT & DSAT Surveys followed with review and improvement with Sales & Service.
s extended responsibility had lead Sales team for Thermo King Products for India & SAARC Market (Transport Refrigeration System for Trucks & Air was $8M. Successfully grow business by >20%
Handled different profiles of customers – OEM Customers (Ashok Leyland, Tata, Daimler, Isuzu, etc.), End Customers both in organized (Fleet Owners, Segment Based Customers) and unorganized Customer Segment rket Coverage System (MCS) for Pipe Line Management, which includes setting Found, Bid, Win targets for sales based on market Worked on Programs for acquiring new customers and customer retention Sales Analysis and Lost Order Analysis for corrective action plans. Managed product and system level Pricing for both
customized solutions and standard products. Managed Pricing approval Key Impact Areas:
Product Management
Marketing &
Management
Branding
Value
Market & Competitor Analysis
Program Management
& NPD Process
Application Engineering
Team Building & Leadership
Soft Skills:
Innovation
Training & Presentation
Structured & Organized
Approach
Analytical
Teamwork
Communication
Key Impact Areas:
Product Management
Marketing & Event
Management
Branding
Value Modeling
Market & Competitor Analysis
Program Management – NPO
& NPD Process
Application Engineering
Team Building & Leadership
Soft Skills:
Innovation
Training & Presentation
Structured & Organized
Approach
Analytical
Teamwork
Communication
***********@*****.***
Chennai
Product Management & Program Management:
Built Product Strategy and managed Product Portfolio for Earth Moving Equipments, HVAC Products (Residential & Commercial Unitary Segment) and Transport Refrigeration Products.
Captured Customer needs through Market Mapping, Customer Clinics & built Business case for NPO Opportunities. Developed and launched many new products for India & SAARC Markets (Two Gen of Split AC, VRF, Ducted Split AC, AHU, Backhoe Loader, Attachments for SSL & BHL).
Executed Go-To-Market Strategies (GTM) which includes Segment & Customer Profiling, Product Positioning & Pricing Strategy, Internal & External Communications, Promotional Plans, Marketing Collaterals, Product Training, etc.
Worked on Product Certifications to meet Govt. regulatory requirements
(like BEE, BIS, ARAI, etc).
Engineering Experience:
Design and development of Earth Moving Equipment - Backhoe Loader, Special Purpose Attachments for Skid Steer Loaders.
Application of Hydrostatic Steering System for Off-Road vehicles such as Tractors, Fork Lifts, Backhoe Loader, etc.
Developed Implement Hydraulic System for Agriculture Tractors for agriculture attachments like Tillers, MB Plough, etc.
Developed Front End and Backhoe Hydraulic Attachment & 4WD System for Tractors.
Experienced in Application Engg.: Mapped customer applications and provided customized solutions with specialized attachments / specialized products. At Bobcat developed special attachment for Electric Pole Installation, Concrete Block Handling, Cement Kiln Brick Clearing, Slag clearing in Steel mills, etc. & in Ingersoll Rand have developed customized Air Handling Units (AHU).
Sourcing Experience:
Done Supplier Evaluation for Product and Component Sourcing (HVAC Products, Air Handling Unit, etc.)
Pricing and Negotiations with Suppliers. Productivity Action plans and tracking
Worked with Quality team for OSA (On Site Supplier Audit) followed with improvement action plan and closure with suppliers.
Business Planning:
Worked on AOP & LRP (3Y) Planning in interaction with Cross functional teams – included budget & manpower planning.
Worked on New Market & New Segment growth plans. IT Skills:
MS Office
Education & Credentials:
B.E (Mechanical Engineering) – SRM
Engineering Collage, Chennai,
affiliated to Madras University – Year
of Passing: 1993.
Personal Details:
Date of Birth: 14 August 1971
Languages Known: English, Hindi,
Tamil,
Address: B301, AKS Sun Stone,
Aishwarya Nagar 1st Main, Keel
Ayyanambakkam, Chennai, Tamil
Nadu, India.
Pin Code – 600095.
September 2019 Onwards
Freelance Consulting
Highlights:
Consultancy for Product Marketing & Brand Management
Consultancy for Market Study / Market Insights covering Customer Needs, Buying Patterns, Market Segmentation, Competition Mapping, etc.
Consultancy for building Market Strategy and Business Case for new market and new product offerings.
Consultancy for building Sales Tools, Lead Generation, etc. August 2013 - August 2019
Ingersoll Rand Climate Solutions Pvt. Ltd., Chennai Designation: Head – Marketing & Product Management Highlights:
Building Business Case, Development and launch of various Commercial HVAC products:
o AHU for India market – developed in India with competitive pricing strategy – revenue growth plan from 1.5 M$ to 6 M$ in 4 years o Ducted Split & VRF HVAC Products – revenue up to 4 M$ in first two years.
o Complete Residential HVAC product line up - Hi-Wall, Cassettes & Concealed products including product certification – revenue growth from 3 M$ to 6 M$ within 2 years.
Developed and launched various Transport HVAC & Refrigeration products: o Launch of HVAC unit for Bus from 8 mtr to 32 mtr – Revenue up to 3 M$.
o Telematic System for Reefer Truck Application with best in class features that were first to market - propelling 15% increase in sales of Reefer units and Customer retention.
o Margin improvement for Reefer Truck through Value selling tools and cost reduction initiatives – enabled improvement in margin by 6 Points.
Marketing & Branding:
o Lead the planning and execution of Trade Events – Acrex (4 Events) o Executed multiple Dealer Meets and Customer Connect Events – for HVAC & Transport Reefer Products.
o Branding at various dealer outlets and offices – at more than 100 dealer outlets branding was done with varying complexity.
Business Planning:
o Built AOP & LRP Plan for 4 consecutive years.
o Budget Planning for Marketing, Sales and Service – did for over 4 years.
Sales:
o Established MCS System.
o Thermo King Sales – as extended responsibility – achieved 20% YOY growth – rev 8M$.
Professional Experience
May 2010 - August 2013
Ashok Leyland John Deere Construction Equipment Company Pvt. Ltd., Chennai Designation: Assistant Vice President – Marketing
Highlights:
Built Product Strategy, Product Requirement Document, Product validation & Performance Testing, followed with Launch of 435 Backhoe Loader - New Product Initiative – sales reached up to 100 units per month in first year of launch. This also included:
o Mapping Application & Duty Cycle for BHL – based on customer segmentation, split of applications & their duty cycle on annual usage, details of each application with operating conditions. o Developing effective & differentiated Sales Tools such as - Flip Charts, Sales Reference Guides, Value Dialogue Posters, Product & application videos, Value models, etc.
o Product Training Sessions for Sales & Dealer Team – on site and class room based program.
o Drive focused Promotional plans through Channel partners & field team – eg., Road Shows, Dirt Demos, Operator Meets, Customer Meets, Financier Meets, Trade Shows, etc.
o Product Launch and marketing communication for 435 BHL model. o Executed Excon Trade Show – special mention is on Product Video in 2D & 3D formats.
February 2010 - April 2010
Caterpillar India Pvt. Ltd., Chennai
Designation: Chief Engineer – BCP Group
Highlights:
New Product Development
Current Product – Sustenance Engineering
Validation & Test Function
January 2005 – January 2010
Doosan International India Pvt. Ltd., Chennai / Ingersoll Rand India Pvt. Ltd., Bangalore Designation: Manager – Marketing – Bobcat (Dec 2007-Jan 2010) / Manager Engineering – Utility Group (Jan 2005 – Nov 2007)
Highlights:
Aggressive campaign through customer demos, Road Shows, Dealer Training and identification of new applications listed below, helped the sales grow by 150% in a span of 2 years.
o Added over four new applications & new attachments – concrete block handling, Cement kiln cleaning, Electric Pole Handler, Slag handler for Steel Mills.
o Conducted multiple Road Shows, Dirt & Application Demos, Customer and Dealer Trainings.
Designed & Developed a 5T Backhoe Loader with Hydrostatic Transmission and Hydraulic System to support Multiple Attachments like Grader / Dozer / Sweeper / Compactor / Grapples / Combination Bucket / Augur / Rock Breaker, etc
April 2004 – January 2005
Delphi Automotive Systems Pvt. Ltd., Bangalore
Designation: Asst. Manager – Product
Highlights:
Develop Proposals on Steering System for Passenger Cars & review with OEM’s.
Build system prototypes & submit for validation & testing by customer.
Project Management for Various Steering Project. Development through Delphi Project Development Process and see through for Implementation. September 1999 – March 2004
Tractors and Farm Equipment Limited, Chennai
Designation: Member – R&D
Highlights:
Hydrostatic Steering System - Application Engineering for Various Tractor Models ranging from 25 Hp to 75 HP.
Developed a Low Cost Power Steering system concept for domestic market – a new innovative solution, which was 50-60% cheaper than Hydrostatic Steering System.
Adapted 4WD System on 45 & 75 HP Tractors.
Developed front end loader attachment for 45 & 75 HP tractor September 1994 – August 1999
Rane TRW Steering Systems Ltd., Trichy / Chennai
Designation: Asst. Superintendent – Product Engineering Highlights:
Application Engineering of Hydrostatic Steering System for Various OEM Tractor models – Mahindra, Tafe, Escorts, SAME, VST, Eicher, etc. – this helped in adding a new revenue stream.
April 1994 – August 1994
Proteck Circuit & Systems Pvt. Ltd., Chennai
Designation: Design Engineer – Product Engineering Highlights:
Designed automatic dispensing machine for Printing Industry.
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