VIJAY SUNDAR KAMBLE

SALES & MARKETING / RETAIL OUTLET NETWORK / OIL TERMINAL MANAGEMENT FLEET SALES NETWORK

Seasoned professional, with experience of over three decades and proven record of accomplishments in the fields of Sales & Marketing, Terminal Operations and development of Retail outlet network for one of major Oil & Gas companies in India.

PROFILE SUMMARY

Seasoned professional with experience of over three decades, working with one of the Fortune 500 companies of India Oil & Gas Sector, Bharat Petroleum Corporation Ltd. (BPCL) since 11 May 1988.

Three decades of experience with BPCL, have worked in various departments in different capacities and developed my expertise in the fields of Sales and Marketing, Excellent Customer Service, managing Retail outlet network of the company and Terminal Operations.

Involved in negotiating various lease deeds, dealership agreements, revivals of Retail Outlets, Renewals of statutory licenses etc. with various Government agencies and Customers / Dealers of BPCL.

Retail Sales officer for Mumbai Territory and Fleet Sales officer for Mumbai, Thane, Raigad and Nasik Districts of Western Region. Achieved Sales of 180,000 KL/ year from the retail channel. Achieved sales growth of over 7% year-on-year

Managed highest selling Company owned retail outlets. Achieved average sales of 32,000 KL/year from a single outlet (with grown rate of 10% year-on-year)

Territory Coordinator at Manmad and ensured growth of Companies Retail Network by way of scrutinizing applications for new dealerships, monitoring and analyzing sales data for effective implementation of corporate policies, Sales & Stock accounting for Company owned Retail Outlets etc.

Managed major Oil Depots and Installations of BPCL located at Tiruchirapalli Depot, (Tamil Nadu), Manmad Installation (Nasik, Maharashtra), Warangal Depot (Hyderabad – Andhra Pradesh), Sewree Installation (Mumbai) in the field of Terminal Operations. Presently working at Pune, Loni Terminal as a Sr. Manager, Operations.

CORE COMPETENCIES & POSITIONS HANDLED

Some of the roles & responsibilities handled during my career of over 31 years with BPCL in various departments at different locations across the country:

In the field of Sales & Marketing

As Territory Coordinator Manmad Territory:

Enrolled new dealers (receipt of applications for dealership, scrutiny of received applications, arranging interviews for shortlisted candidates, sending Letter of intend to selected candidates, signing of DPSL (dispensing petroleum and selling license) agreement with new selected dealers) etc.

Monitoring sales data of Industry (for growth & Market share)

Compiling sales reports for territory and Industry.

Coordinate with Legal Dept. for the Legal matters related to Dealership

Coordinate with the Retail Outlet Dealers to implement company policies, business plan, sales related activities, dealership affairs etc.

Responsible for COCO/OSTS sales/accounting and all other related activities.

As a Dy. Manager Sales of South Mumbai Sales areas:

Look and feel, service standards at the Retail Outlet in Mumbai city

Was responsible for smooth functioning of the RO (all the facilities are up to date, no break down, no dry outs, high service standards are maintained). DSM training for product knowledge (on premium fuel – Speed/ HI speed and customer service standards). Obtaining required licenses and attending customer queries.

Planned Motivational schemes for the DSMs to boost the moral to achieve required result.

Trained DSMs on Fire Fighting.

Ensured HSSE(Health Safety Security and Environment) standards are followed

Liasoning with Government authorities (District supply officer, State Level coordinator, Road traffic controller, Police, Muncipal authorities, weights and measures authorities, Industry team, revenue department & dealers network etc.

Co-ordination with supply location for proper supplies to have availability of the product at the Retail Outlet.

Ensure NIL open items/dues from the dealers to the Corporation.

Achieve highest growth among the competitors by way of close monitoring of sales at the RO, Monitoring Other Oil Marketing Companies activities, Plan for the Sales promotional activities and achieve the targets given by the Corporation.

Stock/sales monitoring of each RO on daily basis to ensure availability of the product at the RO.

Regular monitoring of the developments/activities in the vicinity of the Retail Outlet to capitalize/Explore business opportunity.

Implementation/Certification of Pure for Sure initiative of the Corporation.

Responsible for Lube sales thru Retail Outlet network.

Sampling/Inspections of the Retail Outlets for insuring quality/Quantity/facilities are of the required standards.

Monitor/Coordinate ARB (Allied Retail Business) Activities at the Retail Outlet.

Ensure smooth running of In & Out Stores (On select Outlets), which is one of the initiative of the Corporation.

Ensuring smooth functioning/sales of CNG/LPG facilities at the Retail Outlet.

Ensuring Q&Q (Quality and Quantity) checks are carried out daily.

To explore possibilities of expanding new business initiatives through Retail Outlet.

Ensured smooth functioning of the Fleet card Swiping terminals to maximize Petro Card/Fleet card transactions.

Frequent joint visits along with Dealer to the Large Fleet Owners for tie up to fuel at the specific dealer outlet.

As Fleet Sales Manager, (Fleet Card is one of the key initiative of BPCL):

Fleet card was introduced by the BPCL (first in the oil industry) for tapping sales volume of big fleet (vehicle) owners, to have volume tie up of these customers and they become loyal customers and continue fuelling with the BPCL only. In addition, fleet customers were able to do cash less transaction thru this card.

Responsible for Mumbai, Raigad, Thane and Nasik sales area, was responsible to coordinate with 8000 existing Fleet customers. Enrolling new customers on to fleet program by personal visits, monitoring fleet customers sales data, (RO wise, category wise) there are categories like – Platinum, gold, Silver and Blue, depending upon customer’s fuel consumption in a month, categories are decided.

Monthly fuel consumption of fleet customers in my sales area (Mumbai) was Rs. 200 crore/month (US $ 32 Million / month) i.e. 36% of the sales area.

I was responsible for Making cards for new customers, explaining how to use the card, coordination with call center (Help Line), Retail Outlets (all India), fleet Managers of other area (all India),

Responsible for monitoring customer funds, transferring fund on customer cards using online bank transfers etc.

Retaining existing customers and enrolling new customers and expand business.

As Manager OSTS/ COCO at BP Padgha/ BP Kandivali/ BP Expressway - Pune:

Worked as a Manager at BP Padgha, which is one of the highest selling OSTS in Western Region.

Smooth functioning of the facilities such as MPDs, Air Compressor, Electrical Systems, Automation, EDC machines, CCTV etc. at Retail outlet.

Sales accounting, cash accounting, availability of product, adequate staff availability.

Nozzle stamping by Weights & Measure dept. for correct deliveries.

Ensuring Good Housekeeping.

Timely renewal of Factory Permit license, paying land rentals, land fees to revenue dept., payment of electricity bills in time.

Enrollment of new customers, customer surveys, handling of customer grievances etc.

Monthly sales analysis of Industry sales data in the trading area, which helps to improve/plan sales activities to achieve targets.

In Terminal Operations

Managed major Oil Depot/Installations of BPCL at Tiruchirapalli Depot, (Tamil Nadu), Manmad (Nasik, Maharashtra), Warangal Depot (Andhra Pradesh), Sewree Installation (Mumbai), Loni (Pune) Terminal.

Tank farm management, loss – gain analysis for all the operations such as Receipts by Pipeline / Rail Wagons, Storage & Dispatches through Tank trucks for various products such as MS, HSD, SKO, FO, LDO, Naptha etc.

Stock monitoring and generation of various reports & records such as Stock card, DSLR, TSLR, daily dispatch reports etc.

Control Room operation for one of the fully Automated Petroleum Terminal at BPCL Manmad as Shift Incharge.

Blending of Speed and High speed premium products of BPCL.

Handling/Mixing of Ethanol (5%) in to MS

Ensuring implementation of QC guidelines for all day-to-day operations.

Checking of SKO flash point before releasing the product in to the market.

Planned delivery program, Optimum utilization of available tank Lorries to ensure that NIL Dry outs at Retail Outlet.

To ensure to register & execute all the indents from our dealers.

Fleet management of about 125 nos. of tank Lorries to meet supply requirements to the about 120 nos. Retail Outlets.

Receipt, Storage & dispatches of various grades of Lubricants.

Coordinating with various Government departments. i.e. Revenue, Collector, Weights & Measure, Muncipal authorities, Explosive dept., Traffic police authorities, Railways, etc.

To Liaise with OMCs (Other Oil Marketing Companies), Railways, other BPCL locations for placement & execution of indents.

To ensure implementation of HSSE policy of the Organization, by way of Safety Talks, Fire drills etc.

INDUSTRY RELATED COURSES & TRAINING

Advanced Operations Course, BPCL Sewree, Mumbai.

Product knowledge course

SAP End user for SD, MM, PM, PS, for over 19 years.

Communication Skills

Skill Soft : 21 online courses on various Management topics & Case studies

I was also a faculty for various trainings for young officers on Operations & Sales.

MAJOR ACHIEVEMENTS

Highlights of major achievements during my career with BPCL:

1.Implementation award-winning Pure For Sure (PFS) campaign of BPCL by way of educating the dealers regarding PFS (Pure For Sure) guidelines. To ensure that all the Tank Lorries are fitted with new Two Abloy lock system & supplies to PFS RO is made only with Abloy locks.

2.Managed 52 Retail Outlets (comprising of 2 sales areas) alone.

3.Commissioned several retail outlets

4.Team-member for pre commissioning of Tank lorry filling activities at one of the biggest Pipeline Terminal of BPCL at Manmad in 1998 and for commissioning of the tank wagon loading facilities in March 1998.

5.Handled Lubricant depot at Hyderabad

6.Extinguished fire at Sewree Installation operating 50 kg DCP fire extinguisher. Recognized by BPCL for the proactiveness.

7.Achieved Fleet sales with highest conversion ratio 36%, thus ensuring recurring customers to sustain higher sales volumes.

8.Implemented Electro Magnetic Locking System in the month of February 2020 for Tank Lorries carrying fuel to the Retail Outlets to avoid Malpractice.

WORK EXPERIENCE

Since 11th May 2018 – Present: Bharat Petroleum Corporation Ltd. (BPCL), India

Growth Path:

Sept.2019 – till date Head Operations, Loni DU, Pune

April 2018 – 2019 Sr. Manager OSTS, BP Expressway, Pune

April 2017 – 2018 Sr. Manager COCO Kandivali

April 2013 – 2017 Manager OSTS – BP Padgha, Thane Dist.

April 2011 – 2013 Dy. Manager Fleet Sales, Mumbai

April 2010 – 2011 Dy. Manager Sales, South Mumbai

April 2005 – 2010 Sr. Officer, Sewree Installation, Mumbai

April 2003 – 2005 Territory Coordinator, Manmad Territory

April 2002 – 2003 Sr. Operations officer, Manmad Installation

April 1998 – 2002 Operations officer, Manmad Installation

April 1997 – 1998 Operations officer, Warangal Depot, Hyderabad

Feb 1994 – 1997 Operations officer Trichy Depot

Feb. 1988 – 1994 Assistant - Terminal Operations

PERSONAL DETAILS

Nationality : Indian

Date of Birth : 01-June-1964

Experience : 31 years

Home Country : India

Marital Status : Married

Present Location : Mumbai - India

Availability : Notice period of one month

Present Employer : Bharat Petroleum Corporation Ltd

EDUCATIONAL QUALIFICATIONS

Examination Name, University / Board

Year of Passing

MBA- Marketing - Janardhan Rai University, Udaipur, Rajasthan

2008

B. Com - Shivaji University, Kolhapur

1985

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