Experienced Business Development & Sales Leader

SUBODH RAJE

www.linkedin.com/in/subodhraje-sales-marketing/

PROFILE SUMMARY

A diligent and resourceful Global Sales Leader with over 25 years of impeccable experience in Business Strategy & Execution, Profit Centre Operations and Market Analysis & Penetration in the Lighting & Electrical Industry. Prowess in Sales Management, Business Development and Solution Design. A cross functional proven leader in providing direction to teams, planning, managing, and overseeing Quality Assessment, Stakeholder Management and Client Relationship Management. Adept at providing solutions for projects in the field of lighting, lighting controls, Solar LED lighting, wiring devices and low current (CCTV, public address and access control). Constantly leveraging diverse methodologies to bring about a reduction in costs, optimization of resources, and enhancement of quality and revenue generation. A persevering and deft professional with a passion for creating impact and enriching the success of the company.

WORK EXPERIENCE

A Reputed Electrical Organization, Mumbai 2019 - present

Head Sales - West & South

Key Achievements

Successfully acquired and handled major Key Accounts like CIDCO, L&T- ECC Group, JSW Group, Shapoorji & Pallonji Group, Mumbai Port Trust, AP SEEDCO, APHSCL, Kotak Bank, Capacite.

Achieved 25% of overall growth in the sales of the company.

Conceptualized and established the Tender & Estimation department.

Introduced Smart & Connected Outdoor Lighting products, New Concept Commercial Lighting products for Automobile Showrooms & Offices.

Responsibilities

Defined the approach for the overall sale of new business and account retention and developed a comprehensive sales and distribution strategy to maximize sales opportunities.

Established sales targets and marketing activities designed to boost business and revenue generation in cooperation with senior management, board members, and regional managers.

Restructured business strategies based on market intelligence about competition & other trend based on marketing research, client analysis, & client classification.

Assessed marketing team activities pertaining to registering company products in vendor list of main clients, consultants, contractors and developers for securing new contracts from diverse market segments.

Directed the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth as well as influenced senior stakeholders within customers' organizations and premier buyers in the industry.

Administered strategic projects and participate in contract negotiations, maintaining accounts receivables and financial cash flow for the purpose of accomplishing budget and collection goals with clients and other stakeholders.

Implemented projects in accordance with schedules and SLAs following contract negotiations, pricing and contracting with clients.

Delivered qualitative presentations to generate awareness among existing clients and prospects about organizational products and services for the purpose of enhancing business generation.

KEY SKILLS

Global Sales & Marketing

Startup Operations Management

P&L Management

Continual Process Improvement

Risk Management

Business Strategic Initiatives

Project & Program Management

Key Account Management

Technology Consultancy

Revenue Generation

Market Analysis & Penetration

Vendor Management

Tender & Contract Negotiation

Communication Skills

EDUCATION

MBA (Marketing & Quantitative Techniques), Shivaji University - India, 1990, Ranked 1st in university

B.Tech - Electronics & Communication, SV University, India, 1987

TRAINING

PG Diploma in Computer Applications, Datamatics, 1987

Enhancing Leadership Capabilities, IIM Ahmedabad, 2006

Balanced Score Card Forum, Dubai, 2007

Wipro Leaders Programme, 1997

Building for Future, Mercuri India, 1997

WORKSHOPS

Annual Budgeting Workshops

Key account Management Workshop

Presentation and Negotiation Skills Workshop

LANGUAGES

English

Hindi

Marathi

French

Vin Semiconductors, Mumbai 2017 - 2019

Vice President - Sales

Key Achievements

Signed major contracts with Key accounts like L & T Group, CIDCO, BEST, IOCL, Reliance, Adani Realty, SBI, MCGM, My Home Group, Bhartiya City Developers, Tata Motors, APTDC.

Developed & directed team to achieve leadership position in niche segment of Façade Lighting Solutions ranging from Design to Installation & Commissioning bagging prestigious Façade Lighting contracts in Key Government accounts like Railways, Tourism Development Corporations & Municipal Corporations.

Achieved 30% of overall growth in the sales of the company.

Responsibilities

Managed and led a team of sales, design, tendering, and business development professionals across India.

Initiated and developed relationships with key prospects to identify and meet prospects’ business needs as well as oversaw and implemented full sales cycle, including market research, needs analysis, pitch, closing, renewal, and upsell.

Aligned the sales organization’s objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.

Responsible for analysis and implementation of effective and efficient administrative policies and procedures for the Association, including those for membership and finance.

Oversaw the pricing of the products, working capital management and customer acquisition and retention.

HPL Electric Ltd (Mumbai, India) 2016 - 2017

General Manager - Global Sales & Marketing

Key Achievements

Successfully introduced HPL brand in the Middle East Region & parts of Africa.

Accelerated the brand presence & market penetration through channel of “Agent Companies” in both Projects & Retail segments of business.

Instrumental in implementing strategic initiatives like “Cross Selling for increasing Brand presence in a Cost-Effective manner”, “Dedicated Sales teams of Agents for HPL portfolio “, “Fast turnaround times for technical support including customization by streamlining internal processes and people “

Responsibilities

Established & set up Lighting, Wiring Accessories and Domestic Wires Business Operations outside the Sub Continent of India.

Oversaw the global marketing function including activities such as corporate communications (internal and external), branding, content creation, events, lead generation, partner marketing and sponsorships.

Defined specific goals for the marketing organization and measured the commercial and brand impact of marketing initiatives using well-defined metrics and KPIs.

Bagged new business deals by coordinating requirements, negotiating contracts, & integrating contract requirements with business operations.

Pitched fresh ideas for improvement and execute them effectively and promoted business using links to gain new contracts.

Crompton Greaves Consumer Electricals Ltd., Mumbai 2016 - 2016

General Manager

Key Achievements

Signed major contracts with Ahmedabad Municipal Corporation, Rajkot Municipal Corporation, KEC International for Infrastructure Lighting Business.

Achieved growth of 30% over previous year.

Responsibilities

Streamlined Working Capital Management and demand generation & business development activities

Developed and managed strategies, working closely with cross-functional teams to create new, creative programs to boost sales and marketing of the lighting division.

Established and strengthened internal and external relationships that will lead to increased lead generation and market share.

Administered the day-to-day operations, services, clients, sales and technical teams, business transition and transactions.

Al Hassan Electricals, Muscat, Oman 2014 - 2015

Senior Manager – Lighting Division

Key Achievements

Initiated & launched Al Hassan brand of Luminaires in Oman

Developed strategic and operational sales plans to improve gross margin by 20%.

Expanded customer base by 30% through maintaining effective relationships, improving depth in key accounts, acquiring strategic Infrastructure segment accounts & improving presence in Lighting Controls segment.

Effectively restructured the business unit for long term sustenance & balanced growth by creating Marketing arm for value added activities like design /energy audit services, solution selling & Experience Centre.

Responsibilities

Partnered with Sales and Marketing department to refine lead qualification process, analyze and report on campaign performance with reporting and dashboards.

Owned the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management.

Refined customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes.

Bajaj Electricals Ltd. - Luminaire Business, Mumbai 2013 - 2014

DGM - Business Development

Played a key role in achieving market dominance in Pharma & Modern transportation segments.

Spearheaded the new initiative of business development function across the country to achieve balanced growth by initiating & developing presence in untapped business sectors for the organization.

Administered, coached & mentored a team of professional managers in each of 4 operating regions of luminaires business unit.

Ensured the execution of the GTM strategy and boosted the product portfolio for the untapped business sectors.

Instrumental in initiating & increasing the Brand presence in emerging sectors of economy for the organization as well as presence in specifiers segment.

Pierlite India Ltd, Mumbai 2010 – 2013

National Sales Manager (Indoor Lighting)

Key Achievements

Accomplished growth of approximately 45% in the first two years by initiating steps like mapping & extensive coverage of Pharma, BFS sectors & its related specifiers, corporate groups & focusing on architects undertaking turnkey projects.

Successfully increased brand equity by 25% with specifiers segment

Signed major contracts with Toyo Engineering, Fabtech for Export Pharma Clients, Serum Institute, Adani Group, Torrent Group, TCS, Nirlon IT Park, Lupin, ESIC, CDKD Hospital. Yes Bank & BNP Paribas

Responsibilities

Developed and implemented effective sales strategies, leading nationwide sales team members to achieve sales targets.

Established productive and professional relationships with key personnel in assigned customer accounts.

Negotiated and closed deals and agreements with large customers.

Pierlite Middle East FZC Sharjah, UAE 2008 - 2010

General Manager

Key Achievements

Achieved growth of more than 35% over previous years

Efficiently developed & launched initiative of “Utilization of Schneider Electric Distribution channel " for effective reach across Middle East & parts of Africa

Spearheaded Commercial & Industrial segments through acquisition of strategic accounts like Dubai Airport, Dubai Metro, Dubai Marina Mall & Hotel Apartments, Emirates Smelter, Al Dar headquarters, Al Raha Beach Resort and Dubai Duty Free Expansion.

Responsibilities

Directed a team of Professional Managers, Sales, Design & Support Teams to establish the company operations in Middle East & Africa.

Performed research and identified new potential customers and new market opportunities, providing timely and effective solutions aligned with clients’ needs.

PREVIOUS EXPERIENCES

Mustafa Sultan Electronics Co. LLC, (Business Unit Lighting); Muscat, Oman, General Manager, 2005 – 2008

Hagemeyer India Ltd., Mumbai, Regional Manager (West), 2001 – 2005

Havells Dorman Smith Ltd., Mumbai, Sales Manager, 2000 – 2001

Wipro Consumer Care & Lighting Group; Mumbai, Zonal Manager, 1992 – 2000

Philips India Ltd., Pune Sales Officer, 1991 – 1992

REFERENCES

Available on Request

PERSONAL DETAILS

Date of Birth: 02 February 1964

Passport Details: L 8088450 valid till 2024

Address: H-12, Dattaguru Society, Deonar, Mumbai – 400 088

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