Key Skills

Profile Summary

New Channel Establishment & Management

Marketing & Business Development

Key Account Management

Business Strategy & Execution

Strategic Management

P & L Management

Vendor Management

Brand Management & Promotion

Team Building & Leadership

With over 22+ years of experience in Channel sales and business development operations with global giants like ShellIndia Markets Pvt. Ltd India, Motul Lubricants, Superb RetailLivguard Batteries(LETPL)&OaykayTools.

Pioneer in directing the functions related to distribution system, dealer network, business operations, analytics, digital marketing, customer engagement, project management & strategic functions

Experience in acquiring, converting, retaining & managing channel partners, product positioning, key account management, market trends/ analysis & maintaining long term relationships

Skilled in driving positive Return On Investment (ROI) by establishing appropriate selling model, customer metrics and a compelling incentive compensation plan

Instituted dealer growth models to set dealer and network performance targets; utilizing best practices to grow the business across its various sectors

Developed and implemented the strategy for the company’s Retail business in India; developed relationship with major Distributors Across India and managing revenue-generating projects

An effective leader with excellent communication, negotiation and relationship building skills

Career Timeline

2019 –till Date

2016 - 2019

2012 -2016

2010-2012

2009-2010

1998-2009

Soft Skills

Education

PGD in Management from MSRIM, Bangalore in 1996.

Bachelor of Science fromSambalpur University,Rourkela

Work Experience

Oaykay Forgings Pvt Ltdas National Sales Manager

2019-Till date

Sales Targets

Fixation of Annual Domestic Channel Sales Target with a aggressive growth strategy

Fixation of Key City Expansion Plans and New dealer Targets to ensure OAYKAY's presence PanIndia.

Startegy planning and implementation

Opex management

Fixation of Secondary Sales Target city wise.

Fixation of Institutional & OEM registrations and Sales targets.

Team Management :

Constant monitoring and motivation of Domestic Sales team to achieve targeted results.

Implementing Company MIS at all levels and constant review and corrective actions of any shortfalls

Handling of conflict management of Team members and focus towards the Goal.

Product Portfolio and Service enhancement :

Monitoring of Customer complaints both for Product and Service and effective Corrective &Actions Non

Recurrance

Review of Product category Sales to achieve growth in every range of Products.

Focus and Non Moving Items Sales and review

Constant review of the Market to develop New Products to build up the Oaykay range.

Analysis of Competition pricing, product range and market activities on a ongoing basis and develop Co.

Strategies and actions to effectively counter the same.

Constant comparison and updation of Quality of product range inline with our vision of being the best in every category of product range

Branding Initiatives :

Formulation of National Sales policy and Review

Preparing Annual Budget for Branding and Dealer Initiatives to ensure Leader ship position for OAYKAY

Marketing Strategy formulation, Implementation and Review

Formulation of Dealer Schemes or Subdealer Scheme and review

HR Activities :

Ensure adequate staffing of Domestic Sales Team alongwith HR deptt

Performance review of Domestic Team at regular intervals.

Developing and implementing training modules for the Sales team and Dealer network.

Highlights:

Growth in excess of 100% for the Yr 2019-20

Able to sustain lastyr volumes inspite of corona Times.

Estabilished 20 channel Patrners in a short span of time.

Width of distribution increased to 700 Retail Outlets within a very short span of time.

Reach by availability, affordability & advocacy

Livguard Batteries

2016-2019

Regional Manager - South

Key Result Areas:

Spearheaded the entire activities like strategic planning,ManpowerPlanning,Distributor Appointment Highstreetsset up & B2CI & B2CD product & brand strategies.

Strategic Negotiations-HPCL, Sonalika Tractors, Sales & distribution, Channel sales, Route to market, New initiatives, Cost reduction and Training & development

Functioned Head-Channel Sales & trade marketing for Southern India.

Brought in 43 Channel Partners in South India.

Top10 Distributors growth in Top Teir 1 markets of Vijaywada,Hyderabad,Chennai,Thanjuvar,Karimnagar,Guntur by more than 700%.

Secondary Channel expansion from 230 counters to 1193 counters.

Productivity of TSI stands at 63%. Tgt achievement by 9/16 Team Members.

Planned, organized and directed the organization’s business development and sales activities, working capital management .

Led the sales forecast, inventory and production planning.

Beaten the last year targets of 2017 growth in excess of 250% in the region.

Religiousley Followed the 100 days Rule.

Avg Rotation of stocks was 21 days.

Highlights:-

Building Business from Scratch.

Estabilished 37 channel Patrners in a short span of time.

Width of distribution increased to 1193 Retail Outlets within a very short span of time.

Reach by availability, affordability & advocacy

Acategory Counters contributing to 28% Business,followed by 41% from B class.

73% Portal entry by Distrbutors.

85% TSI reporting by Mobile portal.

Superb Retail, New Delhi

Nov’12-Feb 2016

E2E Ecommerce Operations Manager

Key Result Areas:

Spearheading then entire functions of digital business operations, analytics, digital marketing, customer engagement, project management, strategic thinking and team building

Establishing effective relationships with customers, vendors and suppliers

Delegating work to the team members, allocating targets on productivity and quality, monitoring team performance through timely feedbacks, thereby, ensuring overall team productivity and quality

Highlights:

Developed channel marketing strategies and managed programs to highlight the strengths of each account; increased profit levels of mature dealers to over 10Crs. for the company.

Administered the company’s go-to-market strategy for exceptional results via channel management; maintained over 157% gross profit levels to the company over the 2 year period

Previous Experience

Motul Lubricants as Regional Manager - North

Sep’10-Nov’12

Key Result Areas:

Spearheaded the entire activities like strategic planning, Highstreets& B2B, product & brand strategies, strategic Negotiations-Royal Enfield, KTM, Mercedes Benz, Bajaj Auto, sales & distribution, channel sales, route to market, new initiatives, cost reduction and training & development

Functioned Head-Channel Sales & trade marketing for Northern India

Planned, organized and directed the organization’s business development and sales activities, working capital management & OPEX i.e. debtors & inventories

Led the sales forecast, inventory and production planning

Highlights:

Built the 3600 KL business from scratch

Registered a sales growth of 120% in 2012 and secondary sales growth from 220 KL per month

Achieved distribution channel growth across Northern Region-43 and retailer base growth to 2000 from 600

Got the Bajaj Auto Account thereby generating 800 KL Business Pan India

Built the business from Scratch to 300 KL/Month in the high-street business

Established the entire network of distributors in the Northern Region brought in 43 new distributors who were generating 300 KL Business/Month

Established the Mercedes Benz, KTM & Bajaj Auto-3W business including Impal, Network thereby generating 800 KL business annually

Contributed to Brand Management activities, this helped in Motul becoming the first choice of Bajaj Auto customers.,similarly the higher end bikes of KTM/Suzuki or Royal Enfield it is the First Choice

Reach by availability, affordability & advocacy

Shell India Markets (P) Ltd.

Oct’98- Sep’10

Growth Path:

Oct 08- Sep’10Account Manager –Punjab & Haryana

Jan’04- Oct’08 Sr. Sales Executive

Oct’98-Dec’03Sales Executive

Key Result Areas:

Spearheaded the delivery of the sales plan-volume, proceeds, growth & credit with team size of 16 members and a business turnover of 65 Crores

Supervised entire activities like recruitment & coaching my team of sales & marketing

Managed & implemented the marketing mix elements in the region

Provided inputs on sales & distribution, channel management & process and ensured the implementation of the HSSE & SGBP were in place.

Special appreciation for launching “Best sales focused” BTL activity.

Recognized for “Global Best Practice” for developing trade offers to increase the width & depth of Distribution.

Part of 2012 strategy marketing team to build the Trade marketing plan for India.

Highlights:

Managed the B2CD business deaing with Mercedes,BMW,Maruti,M&M,Ford and various OEM therby generating 95cr of business..

Turned around performance by achieving 130% growth

Achieved the highest sale of 1560 KL for the last 10 Yrs.

Given the award for the sale of 5 LTS pack of Rim X. in South East Asia

Brought in and groomed Jagannath Sons for 100 KL distributor which was one of the Biggest Distributor for Northern Region

Built the secondary network from 197 -1186

Contributed in Orissa being the only state in the country which had the highest number of Shell exclusive outlets across NH-5

Exposed to Eastern, Northern & Southern India during career

Roles and responsibilities include retail automotive channel, field marketing and team management for Shell Lubricants

Implement the Regional marketing initiatives (ATL/BTL) for the distributor, Direct Fleet & OEM channel in Punjab, Haryana and Orissa.

Devising the Business & marketing plan for Northernregion with quarterly reviews to achieve sustainable growth.

VendorManagement - Organized local vendors for easier execution of various innovative marketing plans and giveaways.

Design the sales & promotion plan, local propositions to the market, track competitor initiatives to enhance the Distribution model in the Region.

Manage BDF, identify investment opportunities where in Brand building / Recognition can work in line with Sales Target plan for the Region.

Sales Executive

Shell India Markets Pvt Ltd

Oct’98-Dec 03

Sr. Account Manager,Orissa, India

Key Result Areas:

Channel Management - Managed a team of 14 distributor sales representatives, 3 marketing implementers and 4 channel partners, along with coordination of advertising, promotions and training new employees.

Hands on experience in B2C – Indirect & Direct channels ways of working. Reporting to the Regional Manager with weekly and monthly reports in time.

Forecasting the sale for the month SKUwise, planning the tertiary in the market and designing the marketing plan to achieve the overall objective

Additional responsibilities

Key role in building customized CVPs for Retailers and consumers. Strong implementation of local marketing plans. Work on building strong brand advocacy.

Identified as a coach & leader in my peer group; developed effective sales technique and major distribution aspects like inventory, penetration, and scheme settlement to market .

Key Achievements:

Qualified as a Top 3 Sales Executive for 3 years .

Developed a territory with strong fundamentals which has grown YOY since 1998

Grown the territory to Current market share of 17% and therby becoming the Preffered Brand.

Address: Flat no -302,Brundavanam,Near-Suha Apartments,ManikondaHyderabad.

Languages Known : English, Hindi, Oriya, Punjabi, Kannada&Bengali

Date of Birth :On request.

ANSHUMAN ROUT

Excellence in channel partner sales management, channel & vendor management,consumer products,HR, New Business development, with focus on accomplishing organisational goals and objectives

Strategic Planning Sales & Marketing Business Development

adl2xr@r.postjobfree.com +916*********

Motul Lubricants as Regional Manager North

Shell India Markets as Sr. Account Manager to Key Account Manager -East

LivguardBatteries as Regional Manager South

Superb Retail as E2E Ecommerce Operations Manager

Shell India Markets as KeyAccount Manager – Punjab &Haryana

National Sales Manager Oaykay Forgings

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