ABHISHEK RATH
Business Growth | Key Accounts, Sales Automation & Analytics | Building Materials Sector
Mumbai,MH
Summary
Dynamic marketing professional with 17 years of extensive experience in sales and marketing, business development, account management, dealer management, and customer relationship management. Proven track record in cultivating and managing relationships with key stakeholders to drive business growth and increase revenue. Expertise in conducting thorough market research to identify potential clients and emerging market opportunities, facilitating the development of effective sales strategies. Recognized for strategic planning and execution of sales initiatives that consistently meet or exceed targets, complemented by strong communication, problem-solving, and analytical skills.
Overview
18
18
years of professional experience
5
5
Certifications
1
1
Language
10
10
years of post-secondary education
Work History
National Key Account Manager
Pidilite Industries Limited
08.2018 - Current
- Drive One Pidilite National Key account business for Pan India and contribute to month over month growth.
- Implementation of account plans to achieve financial goals with strong focus on new business development along with the range selling targets.
- Define account specific pricing, negotiate contracts and implementation of commercial policy.
- Strengthen Pidilite relationship and position with new & existing accounts i.e. Architect, Consultant & Turnkey Contractors.
- Monitor and review the team’s performance through salesforce CRM on Monthly and quarterly basis to ensure performance aligned to goals and motivating them to reach targets.
- Perform research and identify new potential customers and new market opportunities
- Provide timely and effective solutions aligned with client needs.
- Execute major initiatives and key initiative in addition to HO driven initiatives.
- Providing market feedback on product, competition &market operating pricing to management.
- Manage relationship across stakeholders – both internal and external.
- Aug'18-Mar'20 Fevicol Division
- Apr'20-Jun'23 One Pidilite
- Jun'23 – Till Date One Pidilite
- Zonal Project Manager, South
- Zonal Key Account Manager, South
- National Key Account Manager
Sr. Manager, Sales & Marketing
HNI Office India Limited
12.2017 - 07.2018
- Responsible for relationship management with major clients, accounts, influencers and consumers to ensure sustainable and long-term profitable business.
- Strategize front end initiatives and work with cross functional teams
- Monitor market Intelligence within the industry in terms of market development, new projects, competitive activity, new customers etc
- Actively and successfully manage the sales process: lead generation; credentials pitch; asking questions; solution pitch; negotiation; close;
- Prepare reports and presentations to monitor daily, weekly, monthly and quarterly performance of the sales force.
- Effectively implement and monitor dealer strategy and process
Sr. Manager, Sales & Marketing
Century Plyboards India Limited
09.2008 - 11.2017
- Responsible for relationship management with major clients, accounts, influencers and consumers to ensure sustainable and long-term profitable business
- Defining key accounts for the region on base of deal specification and ensuring effective management of such accounts
- Conducting research on industry verticals, upcoming projects and promotional activities to identify for market intelligence reports
- Coordinating with organizations like CII-IGBC& IIID. (Actively participated in IIID event and also Green Building Congress .
- Managing the business of key accounts and ensuring continuous revenue generation for repetitive sales
- Planning and implementing strategies for optimization of distribution network, improved investment levels of trade partners as well as formulation and implementation of working norms in consultation with the Sales Head
- Highlights:
- Developed strategic and operational sales plans which resulted in achievement of budgeted revenue target.
- Identified key accounts and established successful plans to manage them .
- Researched for new market potentials through research into industry verticals, upcoming projects & promotional activities and generated additional revenue.
- Collaborated with internal and external stakeholders to acquire technical and customer information to enable effective pitching for new business accounts .(IIID & IGBC )
- Reviewed and monitored target achievement vis-à-vis set targets and took corrective action ensured achievement of target .
Assistant Manager, Sales
H&R Johnson India Limited
04.2007 - 09.2008
- Responsible for Channel sales of Vitrified and Porcelain Tiles business in Nashik region.
- Worked on Retail Network, Real Estate Projects and Government Project for generating sales business
- Identified and appointed dealers in untapped areas and developed a network of sub-dealers.
- Developed cordial business relationship with architects, builders and contractors
- Planned and implemented sales promotional activities involving contractors’ meet, architects’ meet, dealers’ meet, masons’ meet and sub-dealers’ meet
Education
MS Marketing -
ICFAI School of Marketing Studies
04.2005 - 03.2007
B.Com. -
B.J.B. College
04.2001 - 03.2004
12th -
D.A.V. School
04.1999 - 03.2001
10th -
Stewart School
04.1998 - 03.1999
MBA - PGDM (O)
Management Development Institute
Gurgaon 08.2023 - Current
Skills
Applications: MS-Word, Excel & PowerPoint, SPSS & SAS
undefinedCertification
Certification on Enterprise Design Thinking (IBM – Co creator badge), Aug'20.
Awards
Received 5thPrize in U-14 Boys Chess Championship, Bhubaneswar conducted by Orissa State Chess Association in 1998, Got Certificate of Merit by Puri District Chess Association for Orissa State Sub-junior Boys (U-15) Chess Championship, Puri in 1999
SENIOR LEVEL ASSIGNMENTS
- Sales &Business Development/ Key Account Management
- Industry Preference: Building & Construction Material
- Location Preference: Mumbai
CORE COMPETENCIES
- Sales & Business Development
- Dealer Management
- Market Analysis
- Customer Relationship Management
- Team Management
- Liaison & Coordination
- Formulating business strategies and ensuring strategic utilization & deployment of available resources to achieve organizational objectives
- Working on the business development strategies to achieve target revenue for the company
- Managing the dealers and customers; pitching to enhance the dealer base and increase sales from existing partners
- Implementing strategies to strengthen existing business relations and build new acquaintances
- Conducting market analysis on company products and sharing feedback with upper management to formulate improved sales & marketing strategies as well as product quality
- Reporting the revenue and clientele progress to upper management on periodic basis.
Accomplishments
- Designed and implemented SFDC architecture for One Pidilite (One PIL): Created a scalable system design to streamline site management, sales processes, and stakeholder coverage, ensuring smooth integration with business operations.
- Developed Power BI dashboards for OP: Built interactive, insight-driven dashboards that enabled real-time performance tracking, improved decision-making, and enhanced visibility of key business metrics across teams.
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Odiya
Bilingual or Proficient (C2)
Interests
Strategy Case Studies & Business Management
Market Trends in Construction & Building Materials
Global Current Affairs & Policy Trends
Timeline
MBA - PGDM (O)
Management Development Institute
08.2023 - Current
National Key Account Manager
Pidilite Industries Limited
08.2018 - Current
Sr. Manager, Sales & Marketing
HNI Office India Limited
12.2017 - 07.2018
Sr. Manager, Sales & Marketing
Century Plyboards India Limited
09.2008 - 11.2017
Assistant Manager, Sales
H&R Johnson India Limited
04.2007 - 09.2008
MS Marketing -
ICFAI School of Marketing Studies
04.2005 - 03.2007
B.Com. -
B.J.B. College
04.2001 - 03.2004
12th -
D.A.V. School
04.1999 - 03.2001
10th -
Stewart School
04.1998 - 03.1999
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