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YOGESH PUNDLIKRAO LAMBAT

***, ******* ****, **-*, New Town, Kolkata-700156, West Bengal, India adw87w@r.postjobfree.com; +91-964******* / 845******* LinkedIn Profile: https://www.linkedin.com/in/yogesh-lambat-27b7b827/ Career Objective

Strategic Leadership People Development Team Empowerment Value Chain Management Execution Excellence Entrepreneurial Skills Profit Centre Management Seeking Organizational Leadership role demanding High Performance Team building, improving system efficiency and developing a rewarding workplace for enabling business sustainability & profitability through effective Management Techniques backed up by Sales & Marketing initiatives (Enterprise 1st & Customer 1st). Profile Summary

19 years’ of professional experience in People Development & driving Business Growth Initiatives in different Industrial sectors involving domain in Sales & Marketing, Team Management, Coaching & Mentoring enabling a strong performance culture and building an eco-system for a rewarding workplace environment.

Presently leading Organisational Change in the capacity of Group COO and Vice President Sales & Marketing.

Execution Excellence in implementing New Sales & Marketing campaigns through Diverse Regional Teams based on ROI Models with acknowledgements from senior management on the innovative business strategy.

Successfully led diverse teams, delivering growth through Structured Sales Management Processes & Competency Development with the help of customized coaching models (Certified Professional Sales Coach & Value Selling Trainer for India).

Achieved proficiency level in developing & maintaining Distribution Network through Consultative Approach focussing on long-term Business Plans, Manpower Grid, Working Capital Management & ROI Growth Levers

(Certified D.I.C.E. 2.0 Business Consultant, D.I.C.E.: Delivering Indirect Channel Excellence).

Empowered Cross-Functional Teams using supportive leadership; acknowledged at National Level for coaching, leading & mentoring, driving retention and profitability.

Enabling Change Management Initiatives and Continuous Improvement Projects in Sales, Safety & People Skills. Core Competencies

Sales Pipeline Management Value Selling Channel Management P & L Management People Development Team Building Key Account Management Marketing Activations Professional Sales Coaching Project Management Pricing Management OEM Management Stakeholder Management Digital Marketing Commercial Mindset Execution Excellence Accomplishments

Aggressive Growth Achievement in the Profit Centre through COP in a highly competitive market through EVA.

(COP: Cost Optimisation Projects, EVA: Economic Value Addition)

Strategic International Tie-Ups, Production Capacity Enhancement with significant impact on unit economics including an upside with de-carbonization initiatives, Active Investment in Skill Developments for sustainability.

Portfolio diversification with addition of Digital Initiatives in Asset Lifecycle Management Systems.

Awarded with the highest performance evaluation of ROS (Redefines Organizational Standards) in July 2020.

(Performance Rating Scale: 1. Needs Improvement 2. Meets Expectations 3. Significantly Exceeds Expectations 4. Redefines Organizational Standards) Express Entry Profile Number: E003187073; IELTS Score: CLB 9, Job Seeker Validation Code: 0216 Page 2 of 4

Awarded with the Emerging Leaders Program 3.0 successful completion by Gulf Oil International in July 2019.

Awarded with the Best Presentation on Next Generation Lubricants by Indian Plastics Institute in Mar. 2019.

Recipient of Performance Share Plan (PSP) Award in Feb 2017 for the exceptional Business Performance.

Bagged “NOESIS Hall of Fame – Lubes Competency Improvement Program” in 2015.

Recognized as:

o “H.S.S.E. Winner” in 2013 (Health, Safety, Security & Environment) o “SPANCOP Contest” Winner in 2011 (Sales Pipeline Management Award)

Adjudged as:

o Mentor for Development of Executive Talent in Lubes Grad Program in 2018, 2016 & 2013. o “Value Selling Trainer for India” in 2018, 2013 & 2012.

Acknowledged for:

o Indirect Channel Global Highlights - 2012 for Innovative Marketing Strategy. o Generation of Demonstrated Value Record (DVR) & Testimonial on Premium Grade Engine Oil - 2011

Aggressive Growth Implementer with improved margins (Value Selling Approach). Certifications

Professional Sales Coaching – Coaching & Mentoring

Stakeholder Management – Collaboration & Stakeholder Mapping

Competency Assessment – Team Evaluation based on capability framework

Value Selling – Understanding Key Value Levers & Demonstrating Benefits to Customers (Train The Trainer)

Sales Mastery & Need Satisfaction Selling

D.I.C.E. (Delivering Indirect Channel Excellence) – Channel Management – Business Consultant Work Experience

Heading the overall operations of the Group including Sales, Marketing, HR, Production, PPC, Finance, Accounts, Digital, Strategic Sourcing, New tie-ups, acquisitions and Capex for NBI – New Business Initiatives.

Leading the Organization Transformation amidst the challenges of working capital management, volatility of the Steel Industry, driving the change during the uncertain times & fostering post pandemic revival process.

Leading the Growth Ecosystem Building process with the support of 6 Senior Management, 22 Middle Management and 155 Officers, Supervisors and Plant Team Members with the help of Promoters & Directors.

Enablement of the Training & Coaching Culture to mobilize new recruitments faster for Business delivery. Also, acting as a Custodian for imbibing the Safety Culture with clear deliverables on HSSE.

Responsible for improvements in Top Line, EBIDTA, PAT, Current Ratio, Cost Optimization (CPMT), Strategic Sourcing and Employee Throughput by activating the Enablers and channelizing the Resources.

Around 48% increase in Top Line and over 60% improvement in Bottom Line in the 1st year of operation with consistent & sustainable growth movement in the 2nd year in-line with the CMA data. (2 Yr. CAGR: 43 %). Dec. 2017 – Feb. 2021: Gulf Oil Lubricants India Limited as Head – Industrial Distributor Business (Mumbai)

Promoted as Head of Industrial Distributor Business in Apr - 2019 with complete P&L accountabilities.

Managed all India Business through regional teams of sales managers and business development specialists.

Responsibilities included appointment of new distributors and developing organizations for long term sustainable industrial lubricants business, through Manpower Competency development initiatives and Specialties growth.

Accountability of driving B2B Marketing initiatives & Sales Process Excellence for improved realization in the capacity of DGM-Market Excellence from Dec. 2017 to Mar. 2019. Led the Industrial Business through Direct & Distribution Channel.

Developed Techno-marketing material, digital campaigns & customized activations.

Member of the Executive Council (EC) for formulating Business Policies and Reporting to VP – Industrial Business. Mar. 2021 – till date: Group COO and VP Sales & Marketing, Walzen Strips P. Ltd. (Kolkata) Page 3 of 4

Jun’17 – Dec’17 with Uflex Ltd. as Assistant General Manager – Sales, Base Location: Mumbai

Led a Team of Senior Sales Managers & Service Managers in the New Business Initiatives Division of Uflex Ltd, an Indian Multinational in the field of Innovative Packaging Solutions (Turnover: USD 1 Billion).

Prime responsibilities included: driving Sales & Service Teams through Motivation, Mentoring & Coaching to deliver Business Objectives, ensuring Collaboration between cross functional teams.

Profit Center accountabilities for the Region controlling Cost Elements to ensure a healthy EBITDA.

Manpower Recruitment, PMS, Pipeline Management, nurturing Diversity & Inclusiveness for improved results. Jan’15 – Apr’17 with Shell India as Business Development Manager (North & East India), Base Location: Delhi

Led the North & Eastern Region Business Development Initiatives through priority OEMs & 16 distribution channels, focusing on improvement of Hit Rates through Quality Sales Pipeline Management and Manpower Competency Development.

Developed Technical Intimacy with B2B OEMs, steering new product approvals and leveraged Technology Leadership to improve End User Loyalty for Shell & OEMs through Brand Visibility Campaigns.

Lead Coach to Sales Managers & Distributor Teams on Soft Skills & Technical aspects of Lubricants to improve interactions with OEMs for New Lead Generations & growth in Pipeline Strength.

Formulated individual Account Strategies (OEM Account Plans) with the help of DOEM Managers, analyzing / solving customer issues and presenting meaningful recommendations / solutions.

Enhancing the visibility through promotion and networking, in collaboration with Marketing, Channel Excellence Team and Finance Colleagues working on ROI Model Activation Calendar.

Delivered growth through a diverse pan India team focusing mainly on premium products to improve realizations.

Achieved 43% YoY growth in 2015 along with initiatives in Manpower Recruitment, Onboarding, Reviews (MILO & WILO), Performance discussions & Competency Development initiatives for sustainable business. Delivered 18% growth in 2016 and introduced a new formal structure for OEM business development (5 Steps Approach – Project Origin).

Jan’11 - Dec’14 with Shell India as Area Sales Manager, Base Location: Pune, Maharashtra

Responsible as Area Sales Manager (Distributor Business); led a team of B2B channels with mini corporate structures adopting a Consultative Approach (D.I.C.E. - Delivering Indirect Channel Excellence).

Led Capability Assessment (CA) & 3 Year Business Planning (BP) of the channels in view of KPIs & long term vision of the Company; managed a series of changes in distributor organization for strategic alignment with Shell.

Rendered consultation to the Distributor Owners on Working Capital Management, ROI Improvement, Manpower Recruitment & Onboarding, Training and Coaching.

Worked on the improvement of Sector CVPs (WORKS 360) and Value Selling Initiatives.

Delivered growth through a Team of Sales Managers, Sales Support & Technical Support.

Achieved revenue growth at a CAGR of 26.79% and margin growth at CAGR of 45.96% through Value Selling Approach.

Jan’09 - Dec’10 with Shell India as Channel Manager (Madhya Pradesh), Base Location: Indore

Led the recruitment of a new mega channel for Madhya Pradesh involving RTM (Route to Market) actions for the existing channel.

Managed a team of 6 Distributor Sales Representatives & 2 Distributor Sales Managers; delivered YoY growth of 44% involving improvement in product mix and growth in new markets. May’07 - Dec’08 with Shell India as Sales Engineer (Mumbai Territory), Base Location: Mumbai

Managed Key Accounts & Distributors in Mumbai enabling revival of the lost accounts with effective Pricing strategy & use of Value Added Services.

Managed portfolio of Metal Working Fluids (MWF) for Key Accounts like Mahindra & Mahindra.

Key Account Management to increase the share of wallet (SoW) through X-sell approach. Oct’04 - Apr’07 with Walzen Strips Pvt. Ltd. as BDM (India & SEA), Base Location: Kolkata, West Bengal

Managed Key Accounts like NALCO & JSW Steel.

Led overseas customers like Essar Indonesia, PT Alumindo (Surabaya) and Gunung Garuda Steel. 10 years: Shell India - Direct Sales, Channel Sales, OEM Business Development (Regional, National) Page 4 of 4

Implemented 80-20 principle for identifying key accounts and distribution accounts.

Appointed:

o Distributor at Jakarta for High Tensile Steel Strapping & CRCA Strips o Mega Distributor in Mumbai for high tensile steel strapping

Successfully initiated Process of Operation Contracts (OC) for complete packaging solutions at Key Accounts. Aug’03 - Sep’04 with ITW Signode India Ltd. as Field Engineer, Base Locations: Bengaluru & Kolkata

Exposure to Industrial Selling and Development of Complete Packaging Solutions using the Product Portfolio.

Stabilized a New Packaging Applications at West Coast Paper Mill (Cause Benefit Analysis).

Managed Distribution Channel comprising 3 distributors in the Eastern Region (based in Kolkata). Additional Responsibilities & Continuous Improvement Projects managed during the work tenure: Executive Council Member (2018, 2019):

Formulating Manpower and Marketing Policies for long term profitable and sustainable business.

Supporting B2B Sector strategies for Direct & Distributor Business including new product development projects. Sales 1st Council Member (2016):

Worked as Council Member for driving “Sales 1st Behavior” through All India B2Bi Team (it included sales basics such as Call Planning (POPSA), Call Documentation, Sales Pipeline Management (SPANCOP/CPT) and Distributor Business Plans using Sales CRM: Salesforce1.

HSSE Lead for B2B (2013 & 2016):

Acted as HSSE Focal Point (2016) for the region and drove HSSE culture & compliance.

Led 2013 HSSE Safety Day Themes for All India B2B Team through various mind share activities and safety day call along with Country Head.

Member for Grad Program (2013 & 2016):

Worked as a member of Graduate Recruitment Program; acted as Mentor for candidates from IIM & IIFT.

Steered key projects; provided guidance & carried out assessments of the Grads on CAR criteria to be able to consider for Placement Offers in Shell (CAR: Capacity, Achievement & Relationship). OEM Project Lead (2015 & 2016):

Worked on “Project Origin” to boost company’s image as “Preferred Lubricants Partner”.

Executed the project in collaboration with colleagues across various functions. Value Selling Workshop (VSW Train the Trainer – 2012 & 2013):

Nominated as TTT (Train the Trainer) Lead for India; launched in 2012 in Dubai for Asia-pacific region to drive premium product growth.

Rolled-out VSW for Shell Channel Managers (All India) and acted as core team member for cascading the same to Distributor Teams with Marketing, Technical & ICE (Indirect Channel Excellence). Manpower Competency Development (2010, 2011, 2012, 2015 & 2016)

Worked as Shell LubeCoach Lead for distributor sales force development in India.

Delivered Sector CVP Workshops (WORKS 360).

Developed the soft skills & technical skills of teams for improving Hit Rate & ROI. Education

Year Qualification College / Institute Grade / %

2009-2011 P.G.D.B.A. Marketing Symbiosis Centre For Distance Learning (SCDL), Pune A+ 1999-2003 B.E. Mechanical Visvesvaraya National Institute of Technology, Nagpur 71.33% 1998-1999 H.S.S.C Shivaji Science College, Nagpur 91.33% 1996-1997 S.S.C. Somalwar High School, Nagpur 84.26%

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