Shreekumar Das

Mobile: 992******* ~ E-mail: adrwav@r.postjobfree.com

SENIOR MANAGEMENT PROFESSIONAL

Strategy Planning ~ Sales & Marketing ~ Business Operations ~ Team Management ~ Sales Consulting Synopsis

An astute and result oriented professional with over 26 years of multi-faceted experience in business excellence, sales and business development, with profit accountability, out of which 21 years in Sales roles.

Currently working with TMEIC India as the India Sales Head – UPS BU.

Demonstrated proficiency in spearheading the sales operations with keen focus on critical short-term/ long-term business goals.

Result oriented decisive leader, consistently achieving targets viz revenue growth / profitability targets through both Direct Sales and Indirect Sales (Channels and Alliances).

An Energetic, Out-Of-The-Box thinker with skills in market segmentation, targeted account selling, devising scalable strategies, executing strategies, positioning / differentiating services / products; thus, escalating sales turnovers in highly competitive, continuously evolving market environments.

Repeated success in diverse roles and markets (Domestic and International) with the demonstrated capability of learning quickly on the job.

Persuasive communicator with exceptional management skills, with the ability to build relationships across the hierarchies.

Ethical, mature judgment, tactful and discreet.

Proficiency Forte Career Highlights

Team Management

Sales & Business Development

Strategic Planning and Execution

New Initiatives / Start Ups

Value Added Selling

Market Segmentation / Prospect

Assessment / Competitor Evaluation

Differentiation

Key Account Management

Channel Sales / Alliances

Techno-Commercial Operations

Business Plans / Models

Feasibility Study / Evaluation

Financial Management / Budgeting / ROI

Accountability

Executive Leadership

Acquired expertise in driving business growth in a wide range of Industry Segments across

International and Domestic Markets through both

Direct and Channel Sales

Conducted Opportunity/ Situational Analysis by

keeping abreast of market trends and competitor

moves…across assignments

Formulating and executing go-to-market business

strategies built around Market Segmentation,

Prospect Assessment, Competitor Evaluation,

Differentiation and Value-Added Selling

Have augmented business operations, including

setting up of distribution networks, branding,

recruiting etc

Have led the identification and launch of New

Products / Solutions / Services that have been the first in its category

Built dynamic Sales Teams

Mentored performers and forged a unified and

highly motivated team.

Confident, diligent and ability to take on challenging roles

Professional Experience

TMEIC Industrial Systems Since Sept ‘19

India Head Sales – UPS BU

TMEIC, is 50% - 50% JV between two Japanese majors, Toshiba & Mitsubishi -Electric parent companies. With expert knowledge of energy conversion and rich legacy of parent companies in the field of power electronics, TMEIC strength is in Design, Engineering, Manufacturing, Supply, Installation, Commissioning and Servicing brings immense value for our customers globally. 50+ years of manufacturing experience and pioneering in cutting-edge inverter and converter technology. First to introduce the highest efficiency in the world with double conversion efficiency > 98%. Provides the highest reliability in the UPS Systems in its service life resulting in Lower Cost of Ownership for Mission Critical Loads.

Significant highlights include: -

When I got this role, the UPS BU was achievement was < 25% in the 6 months 122 M v/s 482 M. Sales productivity was extremely low < 50%. There were even sales resources that had won a single order in two years. The entire focus was on Industry and Automotive, both sectors were in contraction then.

Have worked with extreme diligence and with urgency to improve sales productivity, have changed the culture within the business unit to a performance-based culture.

Have contributed to change the strategic direction with a view to quickly change the business unit focus from the sectors that we used to historically target, to those that were expected to grow like Data Centre, Packaging, Food, Pharma etc. This decision of increased focus on Data Centers have proved to be particularly beneficial especially post the Covid -19 impact of supply chains globally and the Digital policies being pushed by the Indian Govt.

In a little over 2 years had added logos like RIL JIO, Nxtra and improved business market share with STT. Breakthrough other logos like Biocon, Jindal, Craftsman, GE Aviation, Sandvik, Wipro Kawasaki, HP, ITC, Cummins, Bajaj Auto, Showa (through SMCC EPC), JTPKP, Unicharm, Aurangabad Electricals, Glatt Systems, MINDA, Warroc Eng. etc.

Initiated and actively participating in large opportunity engagements with Adani Ent., Yotta, Princeton DG, L&T ECC, Sterling & Wilson, CapitaLand etc.

Despite loosing couple of months in both 20B and 21A, met targets of both these periods. Sales Productivity drastically improved ( > 93% ).

When the then BU head’s unfortunate demise happened in the Covid-19 first wave, I was given that additional responsibilities for a period of 8 months, which I have delivered with aplomb, till the new BU head joined in Jan

‘21.

Worked with management to create 5-year plans Mid Year Planning ( MRP ) for the business.

Responsible for P&L for UPS business, am responsible for Order Booking, Sales and Contribution Margins.

TMEIC had not launched any new products post the W250 Series monolithic launched 3-4 years and extremely reluctant to launch modular UPS, which is the customer preference today. Have worked extremely hard with the Japanese leadership to get their in-principal approval on our Modular UPS range the design work on the 40KW module begun, which available for selling in 2022.

Responsible for the entire gamut of sales activities from identifying target accounts stage to getting approvals stage to tendering to order booking, billing till payment collections etc. Oracle Corporation India Since Oct ’12 to Aug ‘19

Regional Sales Manager – Analytics & Big Data -West Oracle Corporation is an American global technology corporation, headquartered in Redwood City, California. Oracle specializes in developing and marketing database software and technology, Engineered Systems Middle-tier software, Enterprise Resource Planning software, Customer Relationship Management Software, Supply Chain Management and Analytics.

Oracle has been listed by Gartner in its Magic Quadrant for Analytics, as a leader. Significant highlights include: -

In the 7 years that I have handled this portfolio, have added ‘Logos’ like SBI, ICICI Bank (multiple POs), SBI GIC, Crisil, HDFC, Bank Of India, UTI AMC, Toyo Engineering, Tech Mahindra, KPIT, Thermax, TCS, NSE.

SBI – Early Warning System (EWS) Big Data Use Case – Despite SBI being a huge IBM installed base, have identified this opportunity at the bank. Have led the team that engaged with the bank at the DMD Stressed Asset Mgmt.’s team level for structuring and positioning the EWS solution. First Oracle BI PO from bank and first EWS deal in the country and big first big data reference case.

ICICI Bank – MUREX Daily Transaction Reporting Deal (DTR) – Despite ICICI Bank being considered a huge SAP BO and SAS VA reference, I have identified this opportunity at the bank, to position Oracle BI. Instrumental in Oracle getting the first breakthrough Oracle BI PO from the bank.

Toyo Engineering – The first stand-alone pure cloud BI deal in the country. It was presented as a success story at the Oracle Open World, India in 2017.

SBI GIC – Despite being an Oracle BI installed base, we were facing stiff challenge of poor end user experience owing to bad implementation by the SI. It had been decided at the board level to try out SAS. Positioned Oracle Endeca as a Claims’ Analytics and got the first such deal in Insurance in India.

HDFC Bank – ULA – The Oracle BI ULA was under threat of not being renewed due to low User Acceptance. Within 4 months of my getting into this role, have ensured that User Acceptance in the bank has significantly gone up and the BI got included in the ULA renewal. Received the Million $ award from Oracle headquarters.

Crisil - When I was asked to engage in this opportunity, a decision seemed to have been taken by Crisil to procure from our competitor, MicroStrategy. I have engaged with Business and Technology Teams over an extremely elaborate POC and overcame each of their objections, which then resulted in this deal.

Bank Of India – Though BOI is an existing SAP BO customer, engaged with the bank and ensured that Oracle BI met and exceeded their requirements from a reporting tool. This resulted in BOI becoming an installed base for Oracle BI.

Ixsight Technologies Since July’10 to Aug ‘12

Country Head - Sales

Ixsight is one of the leading providers of Data Quality Management and Master Data Management Solutions to an ever-growing number of large and respected clients in the Banking-Financial Services-Insurance (BFSI), Telecom and Retail verticals through a combination of Software Product Licensing, Software-As-A-Service (SaaS), Managed Services, Consulting Services, Audit Services etc. Ixsight has been listed by Gartner in its Magic Quadrant Survey for Data Quality, for the last 4 years in a row…the only Indian Company to be listed so.

Significant highlights include: -

Member of Ixsight’s executive management team, responsible for managing Ixsight’s sales and solution consulting team for new business acquisition, retention and increasing wallet share at existing customers. Help in defining the company’s strategy to become a leader in its business of Data Quality Management.

For the fiscal 2010, since joining, in a period of 8 Months, have doubled revenues, which were otherwise stagnant over the previous two fiscals. Individually, added marquee clients like Axis Bank, IndusInd Bank, Ratnakar Bank, Schneider Electric to the list of Ixsight’s customers. The Axis Bank contract is the largest ever for Ixsight and was singularly more than Ixsight’s revenues the previous two fiscals.

For the fiscal 2011, through new strategic initiatives, have grown the ‘Sales Weighted Funnel’ by over ‘three’ times on a YOY basis and achieved revenue targets. Have added marquee clients like Shriram Transport Finance, Lakshmi Vilas Bank, Bharti AXA LI and Alliance Partners like Equifax, Oracle, IBM, Nelito.

Managing a team of customer-facing professionals which includes hiring, induction, performance management and designing programs to ensure faster ramp-up of new hires to ensure good ‘hire-to-cash ratio’.

Set up processes for scaling up sales operations and market penetration.

Set up processes to improve Prospect Qualification based on customer’s situational analysis, business opportunities, challenges etc. to ensure better ‘shoe-fit’ for Ixsight and maximize competitive differentiation, with a view, to maximize the ‘Orders to Prospect’ Ratio.

Quickly building relationships with senior management (CIO, CTO, CEO, CXO etc.) at prospects, to position Ixsight better viz. global MNCs, both Indian and Overseas, with a view to realize superior revenues for Ixsight and / or maximize wallet share.

Position Data Quality, as a pre-requisite for profitable growth, to stakeholders across hierarchies, which involves both Concept Selling and tremendous amount of Value-based-Selling. Diebold India Jun’08-July’10

Regional Sales Manager

Diebold is a leading Technology Company and a Global Leader in the ‘Card based Self-Service Solutions and Services’ industry.

Diebold is primarily focused on the Banking sector offering Self-Service products like the ATMs, Cash Dispensers, Cash Recyclers etc, Software Products for CRM at ATM, Remote Monitoring/ Management of Assets/ Sites, Customized Software Solutions / Applications etc.

Significant highlights include: -

Despite an extremely difficult business environment, have grown revenues to Rs.120Cr ($25M), a growth of 30% YOY. Out of this, Rs.51Cr ($10.8M) is from new marquee customers like ICICI Bank, Fidelity National, Axis Bank’s Managed Services, HDFC Bank’s Managed Services etc.

Awarded the Masters’ Circle 2009, which is a Diebold USA, HQ level recognition of the top sales professionals globally.

At an India entity level, received the ‘Platinum Award Superstar 2009’ for Excellent Sales Performance.

Have consistently increased “Wallet Share” at key accounts on a YOY basis.

Identified New Product / Service opportunities and converted them into revenue streams in a relatively short period of time.

Conceptualizing and implementing successful strategies for individual accounts, based on a detailed SWOT.

Quickly building relationships across hierarchies, particularly with SVP, CTO, CXO level personnel. SoftDEL Systems Dec’06-Jun’08

Head - Sales

SoftDEL, is a Product Engineering Services Company (PES), in the IT Enabled Services Segment (ITES). SoftDEL’s core-competencies lie in the verticals of Manufacturing, Medical and Test & Measurement. SoftDEL caters to the Product (Software/ Hardware / Embedded) Life-Cycle Services Market, its business model of engagement with its clients essentially being off-shore/ on-shore services either on Time-n-Material or Fixed Price basis or longer term dedicated Off-shore Development Centers(ODC), to its design centers in India. Significant highlights include: -

More than doubled the revenues to $7M in 18months, with some break-through Product Engineering Fixed Price Contracts and ODCs.

The Opportunities’ Funnel Quadrupled in the same period.

Formulated Strategic Initiatives and Decision Making in coordination with critical stakeholders in various support departments.

Based on a detailed ‘SWOT’ analysis of SoftDEL and the environment it operates in, both External to SoftDEL and Internal, have chalked out the detailed ‘Go to Market’ strategy. Initiated the concept of ‘Target Account Selling’.

Mentored the entire Sales Team in the nuances of Sales / Relationship Building and in particular, Overcoming Customer Objections.

Traveled in the target markets of USA, for first-hand interactions / negotiations / relationship building with Customers, Prospects, and Alliance Partners.

GE Fanuc Systems Nov’00-Dec’06

National Manager – New Business

Career Path.

National Manager – New Business Nov’04 – Dec’06

Sales Manager Nov’00 – Oct’04

Instrumental in identifying, qualifying and pursuing business opportunities through market surveys and mapping as per targeted plans.

Conducted Business Strategy Planning and Analysis for assessment of revenue potential and opportunities so as to tap new business sources to achieve planned targets.

Converted more than 100 New Accounts across the Country in 3 years. Received a “Management Award” for the above effort.

Collective Annual Yield in excess of INR 850 Lakhs.

Grew the Channel network organically and inorganically. Influenced major competitor SI/ Channel Partners to switch to GE Fanuc.

Previous Assignments

Apr’98 – May’00 Larsen & Toubro Limited Sales / Site Service Engineer

Aug’95 – Apr’98 Nelco (Industrial Systems Group) Project Engineer Training

- Risk Management – Bureau Veritas – Present Role

- Training Six Sigma Green Belt (internal GE Training Program).

- Value Added Selling - Mr. Soli Doctor.

- Key Account Management - Mercuri Goldmann.

- Assertive Behavior.

- Transactional Analysis.

Education

Post Graduate Program in Management (PGCBM)

XLRI, Jamshedpur in 2008 (Secured CQPI of 6.31)

B.E (Industrial Electronics)

Pune University Bharati Vidyapeeth, Pune in 1995

Personal Vitae

Date of Birth : 16th October 1973

Address : 303, Madhuban Co-op Housing Society, Plot No.25, Sector 6, Airoli, Navi Mumbai – 400 708

Contact this candidate