ARUN KUMAR SANGITRAO
Zonal business head
West Zone
Summary
Twenty-one years of experience in sales & marketing, achieved break through market share and P&L objectives. Currently associated with HeroMotoCorp Ltd as Business Head - Western India. Spearheaded various cross functional teams towards successful delivery of business KPIs. Acknowledged as a strategy leader for applying data analytics, understanding consumer needs, combined with a path breaking ideation approach. Conceptualized and launched new products and existing brand extensions - Hero Xtec Series, TVS Stryker 125, Apache Matte edition. Navigated the team & business partners through the internal & external roadblocks, to achieve the targeted objectives.
Overview
13
13
years of professional experience
6
6
Languages
Work History
Business Head - Western India
Hero MotoCorp Ltd
11.2022 - Current
- Handling a business of 1500Cr INR, with a team size of 143 and distribution partners of 201.
- Drive and achieve business objectives of the Zone - sales, after sales and customer satisfaction index.
- Achieve breakthrough market share performance in Scooters and Premium motorcycles.
- Develop and manage channel partners to enhance market penetration & enrich customer experience.
- Build and develop strong and effective team for achieving business plan for the zone.
- Ensure smooth functioning of the zone, collaborating with the entire ecosystem.
- Conceptualize and execute GTM plan for all new models.
- Identify and appoint new distribution partners in line with the channel policy.
- Identify new ways of improving revenue- engine oil, merchandise, Value added service etc.
National Head - Sales Strategy
Hero MotoCorp
04.2021 - 10.2022
- Leading a team of 5 product leads, 5 zonal leads and 4 planning managers.
- Develop the strategic framework for the country at model and market level.
- Identify white spaces and grey spaces across segments and geographies.
- Lay out a short term and medium term plan of growth in revenue, EBIDTA and market share.
- Develop sales promotion and channel productivity strategy.
- Execute pricing strategy for all new models & variants.
- Design projects and new sales programs for growth in revenue.
- Inter departmental interface for long terms business plans.
- Integrate with new product development team for product planning - Product life cycle plan.
- Co create communication and marketing plan for all key brands at key geographies.
- Business forecasting with an estimation of the impact of the internal and external demand levers.
Zonal Business Head - West
Hero MotoCorp
05.2016 - 01.2019
- Market share revival in the metro markets of the zone (Mumbai, Pune, Goa, Ahmedabad).
- Scaled up the parts & accessories business to INR 1000 Crores with 25% YOY growth.
- Established Key brands like Destini, Super Splendor with a 2X volume gain.
GM - IB
TVS Motors
04.2012 - 04.2016
- Head the Business for 2W & 3W for TVS Motors in South ASIA; team Size 11.
- Achieved all time high revenue and gross profit, for South Asia during the year 17-18.
- The gross profit improved from USD 18 MN to USD 47 MN within 2 years.
- Gained 7% market share in two wheelers and 8% in 3 wheelers.
- Attained market leadership in Bangladesh in the premium bikes category.
- Launched new models (Stryker 125, Apache RTR 160 matte etc.) Which contributed to 41% of the business growth.
- Started the 3W business with new distributing partners in Bangladesh and Nepal.
- Achieved breakthrough performance within 1 year.
- Developed product and distribution strategy for electric 3 wheelers in Sri Lanka.
Zonal Sales Head
06.2012 - 04.2012
Education
M.B.A - Marketing
IISWBM
KolkataB.Sc. - undefined
OUAT
BhubaneswarSkills
Strategic business planning
Build high performance team
Harness new business opportunities
Management of change & chaos
Scale up existing business
Design marketing & GTM plans (ATL, BTL, Digital & Rural)
Manage diverse internal and external stakeholders
Expansion to new countries for export
Strategic Ability
Innovation
Conflict & Crisis Management
Commercial Acumen
Customer centricity
Resolved
Persuasive
Drive and Persistence
Key Competencies
Resolved, Resolved, Resolved, Resolved, Resolved, Resolved, Resolved
Significant Accomplishments
Zonal Business Head - West, Market share revival in the metro markets of the zone (Mumbai, Pune, Goa, Ahmedabad), Scaled up the parts & accessories business to INR 1000 Crores with 25% YOY growth., Established Key brands like Destini, Super Splendor with a 2X volume gain., National Head - Sales Strategy, Successful development and launch of the 'Xtec' across top brands Contributing to 23% of the total sales., Conceptualized new programs - XCLAN, XTRACKS, IDBH, Mileage Ka Hero., Launched and established the New Brand 'Xpulse' with the innovative use of digital means of lead generation., Conceptualized and executed the strong GTM of the XTEC series of Hero 2wheelers., Partnered with Flipkart for the online retailing of Hero 2wheelers - Industry First., GM - IB, Achieved all time high revenue and gross profit, for South Asia during the year 17-18., Gained 7% market share in two wheelers and 8% in 3 wheelers., Launched new models (Stryker 125, Apache RTR 160 matte etc.) which contributed to 41% of the business growth.
Trainings Undergone
- Digital marketing: online certification program by Udemy
- Sales force management: executive program at ISB
- Leadership, selling and coaching skills by Mercuri Goldman
- Bullet proof training by Crestcom
- TQC tools on Problem solving: QC story, CEDAC
Personal Information
Date of Birth: 07/10/78
Proficiency Forte
- Strategic business planning
- Build high performance team
- Harness new business opportunities
- Management of change & chaos
- Scale up existing business
- Design marketing & GTM plans (ATL, BTL, Digital & Rural)
- Manage diverse internal and external stakeholders
- Expansion to new countries for export
Timeline
Business Head - Western India
Hero MotoCorp Ltd
11.2022 - Current
National Head - Sales Strategy
Hero MotoCorp
04.2021 - 10.2022
Zonal Business Head - West
Hero MotoCorp
05.2016 - 01.2019
Zonal Sales Head
06.2012 - 04.2012
GM - IB
TVS Motors
04.2012 - 04.2016
M.B.A - Marketing
IISWBM
B.Sc. - undefined
OUAT