Abhishek Dwivedi
Deputy General Manager @TataMotorsLtd | B Tech in Engineering
Allahabad
Summary
To play the role of TML's Key Account Manager for ILMCV Commercial vehicle for UP-East dealers and thereby to ensure dealership network expansion, profitability, working capital, infrastructure, manpower, processes & performance related to LOB.
18+ years of experience in automotive sales, strategic marketing, Product planning, Product life cycle management, Channel management, Key Account management and Manufacturing. Leadership role played in India and GCC in automobile. Played pivotal role in successful MS reversal of Trucks and Buses business through strategic and analytic led tactical interventions both in product and go to market strategy. Expertise in profit center operations, strategic planning, business development and channel management. Significant experience across all facets of business development, strategic management & leadership, project management and executing sales.
Overview
19
19
years of professional experience
4
4
years of post-secondary education
3
3
Languages
Work History
Deputy General Manager
TATA Motors Ltd. Commercial Vehicles Business Unit
Lucknow
11.2021 - Current
- To play the role of TML's Key Account Manager for Medium,Intermediate and Light Commercial vehicle for dealers and thereby to ensure dealership network expansion, profitability, working capital, infrastructure, manpower, processes & performance related to LOB.
- Provide integration and leadership to Sales and Service team to achieve 'Total ownership of customer (buyer)' and area performance.
- Developed and executed annual business plans, resulting in consistent revenue growth.
- Managed multiple projects simultaneously while maintaining focus on meeting key milestones.
- Participated in planning process to achieve corporate objectives.
- Fostered and promoted cooperative and harmonious working climate conducive to maximum employee morale, productivity, and effectiveness.
- Drive sustainable Profit and topline growth for ILMCV Trucks line of Business, by achieving targeted volumes and market Shares – keeping the value of realization intact, within share of Business.
- Growing the Rural part of business thru additional GURU Channel for outgrowing volumes and profitability of stakeholders.
- Drive Market Share enhancement by achieving composite metrics on market Share on identified subsegment and on overall Product Line business of SCV,LCV, MCV and ICV Trucks
- Adherence to Go To Market Excellence (GTME) process, to attain better lead generation, improving sales pitch, better lead conversion and improving realization
- Creating a Digital Mindset and Channels Digital Discoverability – creating deeper understanding of Digital Media Landscapes, opportunities and Trends
Regional Sales Manager
Western Auto LLC
10.2019 - 10.2021
- Company Overview: Western Auto Co Ltd, Kingdom of Saudi Arabia taking care of Ashok Leyland Commercial Vehicles (Trucks & Buses),Shangrao Coaches and CMC Small Commercial Vehicles.
- Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
- Managed team of regional sales representatives and consistently achieved high sales targets.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Direct the actual Distribution or movement of a product or Service to the customer
- Coordinate sales distribution by establishing sales territories, Long and Short-term Goals and associated training programs
- Analyze sales statistics gathered by DMS/SAP to determine sales potential and inventory requirements and monitor the preferences of customer to make the entity profitable
- Profit and Loss accounting
- Develop a Strategic Plan to advance the company’s mission and objectives to promote revenue, profitability and growth of the brand in the region
- Sales/Service/Parts and marketing
- Channel Development
- Corporate and Government Sales
- Product Feedbacks, Development and Launches
- Building up new Infrastructure as per the VI norms of the brand
- Formulating, maintaining, Training and ensuring productivity of the team
- Western Auto Co
- Ltd, Kingdom of Saudi Arabia
Sales Manager
Y.K.Almoayyed & Sons
01.2015 - 09.2019
- Responsible for new Corporate, Retail business and current business retention
- Set up for Planning of annual Budgets and its compliances – monthly review
- Delegating and motivating staff with assigned tasks and upon performances
- Manage Vehicle leasing, all sort of Car rental sales activity for the Brand in region, frequency Weekly
- Set and Review Performance targets for Representatives and locations, frequency Monthly
- Create a Business plan, Annual and 6 monthly, in agreement with the General Manager and CEO
- Develop and Create new Fleet Business including Government sector tenders
- Meet Profit Target and ensure sustainable growth
- Work and co ordinate with other departments to ensure quality service required by customers are delivered eg After Sales, Parts, Credit etc
- Maintain an awareness of local market competition condition and industry trends – MIR
- Offer the sales team coaching, counseling, advice, support, motivation or information they need in order to help them meet their sales objectives
- Plan, Organize, Direct and control sales staff to meet their objective
- At the beginning of each month, counseling with sales team to establish a realistic sales objective for the month and the activity plan with the Marketing team
- Achieve forecasted Sales by following written plan of action
- Monitor sales team daily performance and compare it with that months objective
- Understand departmental financial data and review Financial data with CEO, that effects the profit center
- Monitor branches sales
- Analyze Sales reports Volumes, Profit per unit and sales range
- Create Strategies to increase sales using market researches provided by marketing team
- Analyzing Price history and sales result to formulate and implement strategy to obtain revenue goal
- Doing Price positioning as and when required
- Following the monthly VEHICLE ORDER PLAN based upon the retail trend, Segment wise market Analysis and sales forecast
- Liaise with Principal for Annual Contract renewal, Budget Targets, New Product placement, Marketing Calendar
- Weekly interaction with Principals managers for the sales review, marketing and the forecast
Territory Sales Manager
TATA MOTORS LIMITED-CVBU Unit
08.2011 - 08.2014
- Sales Planning: Discuss and chalk out monthly sales plan to ensure adequate inventory levels at dealerships and achieve off take sales targets of the company
- Product Promotion: BTL activities to achieve targets in retails by designing and ensuring execution of activities thus influence retail sales figures
- Also helping the Corporate business enhancement
- Dealer Network Development: Plan Strategically a distribution channel which will meet Business & Customer expectations with regards to customer touch points pertaining to pre-sales, delivery and AS
- Liaise and Tie ups with the Financers and other Authorities required in customer journey
- Proper Rotation of Funds: Monitor billing of Commercial Vehicle product portfolio off take sales being made to dealer; Manage and control funds; Follow-up with banks and other financiers to ensure finance availability to dealers as well as the customers to address volume and market share targets
- Key Account Management: Single window Interface for region dealing the major operators of Commercial Vehicle fleet
- Ensuring Customer Engagement to improve the CSI score and business retention
- Develop and manage a Key account Portal to track the availability and proper maintenance of the vehicle
- Structured interaction with the KAs, analyze potential and expansion in territory
- Execute promotional campaigns like Trainings programs for Drivers, Mechanics and Customer meets
- Liaise between Customer and Key Account Customer assistance center (CAC) for prompt resolutions of concerns
- Competition Analysis: Study competition activities and their markets; Try to identify locations where potential customers could be targeted; Spread our people in field to capture market information and track competition; Monitor daily market study and follow various economic trends; to achieve proper forecasting and better retails
- Exceed Programme Dealer People Management: Be responsible for EXCEED Programme implementation in the dealership
- Discuss current manpower numbers and new requirements with dealer and DSMs; Monitor recruitment process under EXCEED program and hand hold the dealers in order to ensure adequate numbers and quality of manpower
- After sales (Spares, Service etc.): Interact and coordinate with CSMs and workshops for any kind of service related issues (for e.g.
- Spare parts availability); Monitor proper hand holding of dealers, ensure that CSMs visit dealerships regularly and spend maximum time there to allow proper customer interface, Occasionally interact with customers, take their feedback and address their grievances to ensure complete service to customer
- Recognized as the Top Sales Manager for PICKUP Volumes, Based on YOY regional contribution growth of NORTH
- Recognized as the SHOOTING STAR of the Quarter and Felicitated by Executive Director Tata Motors CV Mr
- Ravindra Pisharody, Regional Sales Manager Mr
- Abhishek Awasthi and Regional Manager Mr
- Rajesh Kaul
- Part of DREAM AND WIN IT contest qualification team and was rewarded family Incentive tour to Hong Kong and Macau
- Recognized by RM- RCFI as the Highest Penetration in FNI in Northern India
- Got Promotion in the Appraisal cycle FY 13-14, with Exceptional Grade
Area Sales Officer (Business Development)
Mahindra2Wheelers Limited
04.2010 - 07.2011
- Company Overview: Mahindra & Mahindra straddle the entire spectrum of automobiles with its entry into the two-wheeler segment
- Governing the entire gamut of activities entailing sales operations, service operations, key account management, man management, sales promotions etc in Western UP and Uttaranchal
- Is a part of the new growing set up of the Organization and successfully established new competitive roles in the market
- Developed with skill of retaining dealer management and local contacts
- Growth path- Escalated sales by 40% by providing various value-added services including prompt client servicing, exchange, finance schemes, sales points
- Renovated showrooms to the level of Mahindra Norms
- Formulation of the Sales Plan & Target Setting for Channel Partners
- Product Wise Tracking and MIS – Identifying key areas of Development
- Responsible for New Tie Ups and Target Achievements with Leading Financiers
- Co-ordination with Marketing Communication for Events and Product Launches
- Competition Tracking
- (Numbers and Operations)
- Operational Support to Field Officers – (Materialistic Support)
- Key Role in Launching of Various Incentive Schemes – Customer Based
- Sole Liason between the Sales HeadQuarters and the Field Officers
- Corporate Sales – Front End Operations
- Project Handling
- Mahindra & Mahindra straddle the entire spectrum of automobiles with its entry into the two-wheeler segment
Sr. Sales Executive
Suhail Bahwan Automobiles LLC
10.2006 - 02.2010
- A Professional with over 4.5 years of progressive experience in selling the new Nissan automobiles and World Class Pre-owned Vehicles
- With Proper Utilization of resources, strategic planning, P&L management, team management etc with an excellent track record
- Was working with Suhail Bahwan Automobile LLC Oman as Sr
- Sales Executive
- A proactive professional and planner with expertise in general management, strategic planning, sale
- Was a part of the new growing set up of the Organization and successfully established new competitive roles in the market for Nissan and Infinity brand of Cars, also handling EXPORTS of Pre Owned Cars in CIS and African Countries
- An Out-of-the-Box Thinker with a proven track Sales Figure, Received Sales Awards for the two Consecutive years down the line record, establishing networks for the Business
- An effective communicator of the Local Lingua i.e
- Arabic, which leads to understand the Market and sale and built-in an excellent relationship & interpersonal skill
Graduate Trainee
Automart India ltd
New Delhi
11.2005 - 09.2006
Education
B.Tech - Ag. Engg.
Allahabad Agricultural Institute & Deemed University
Allahabad 06.2001 - 05.2005
Skills
Formulation of the Sales Plan & Target Setting for Channel Partners
Product Wise Tracking and MIS – Identifying key areas of Development
Responsible for New Tie Ups and Target Achievements with Leading Financiers
Co-ordination with Marketing Communication for Events and Product Launches
Competition Tracking (Numbers and Operations)
Operational Support to Field Officers – (Materialistic Support)
Key Role in Launching of Various Incentive Schemes – Customer Based
Project Handling
Visionstatement
To demonstrate the art of leading an organization with great and sustained results heading the entire operations involving business.
Itcredentials
- Basic MS Office
- SAP
- Autoline
- ERPs
- Internet
Personal Information
- Passport Number: F5841336
- Driving License: Valid GCC driving license
Timeline
Deputy General Manager
TATA Motors Ltd. Commercial Vehicles Business Unit
11.2021 - Current
Regional Sales Manager
Western Auto LLC
10.2019 - 10.2021
Sales Manager
Y.K.Almoayyed & Sons
01.2015 - 09.2019
Territory Sales Manager
TATA MOTORS LIMITED-CVBU Unit
08.2011 - 08.2014
Area Sales Officer (Business Development)
Mahindra2Wheelers Limited
04.2010 - 07.2011
Sr. Sales Executive
Suhail Bahwan Automobiles LLC
10.2006 - 02.2010
Graduate Trainee
Automart India ltd
11.2005 - 09.2006
B.Tech - Ag. Engg.
Allahabad Agricultural Institute & Deemed University
06.2001 - 05.2005
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