Arvind Melarcode Anand

The Core Function of the India Market Business Management Function is to Deliver on our commitments, both financial and market share. The team accomplishes this by being empowered to act quickly and decisively. We function as a Force Multiplier by directing the focus of HP and Partner Sales, maximizing our Supply Chain assets, directing resources and investments, and Solving “thousands” of complex problems that are associated with running a billion dollar enterprise by creating an environment of Transparency and Support

Responsibilities include:

a. Business Management

• Setting Business Strategies and Priorities
• Building Quarterly Game Plans for the Business Teams
• Detailing of financial Plans (Demand Trends, GM by product line and segment mix)
• Investment Decisions
• Market Sizing and Share Analytics
• Flash Management
• Mix Management
• Rebate Management
• Contra Tracking and Accruals

b. Pricing Management

• PFVs
• Cost Trends
• Smart Buy Pricing

c. Business Planning

• Own Long Term and Short Term Forecasting
• Freight Management
• Portfolio Mix Execution

d. Channel Planning

e. Business Development and Channel Partner Enablement

f. Reporting and Business Analytics

• Manage the $500 Mn Notebook Business for India

• Accountable for results of notebook category (Market Share and P&L), supply chain in terms of strategy, cost / cost savings, direction and people management

• Align performance metrics on revenue, margin and market share with the region (APJ) and global teams

• Manage a team of high performing and seasoned business managers who support the planning and category management activities

• Responsible for hiring, setting and monitoring of annual performance plans, coaching, and career development of the team. Plan, direct and monitor operational and tactical activities of staff in line with the strategic goals

• Work closely with country leadership team, develop & own strategic direction, annual/quarterly marketing plans & create key business metrics

• Manage alliances and work on strategic development activities. Provide guidance for changes in alignment with business tactics and strategy.

• Engage with vendors and customers on large deals (>$10 Million)

• Responsible for product positioning, competitive strategy for various segments

• Large Deal Engagement with customers & sales team on product & pricing

Achievements

• President’s Club for 2016 and 2019
• Team Members were awarded in President’s Club in 2017 and 2018 Best Management of premium range at APJ level-2016, 2018 India Business Leadership award for 2016, 2017 Leadership in the commercial segment for 6 quarters in a row (total 13 Qtrs leadership)
• Achieved 30% YoY growth in a flat market with a YoY 60% increase in profitability Set up Edu Labs for HP

• Responsible for Product Life Cycle management
• Manage the various series of products and decide on country launches
• Work closely with the marketing team to evangelize the product
• Media Spends management
• Manage a group of product specialists to evangelize the product with the sales team
• Work on competition kill plays
• Be a subject matter expert and engage with large customers and channel partners
• Manage the demand forecasting planning for the product

Achievements

• Rationalized the number of SKUs by 40% with an increase in revenue by 30%
• Helped build the Brand of the Probook Range of products ; Probook is the largest selling commercial notebook brand in India
• Helped plan revamp of notebook manufacturing in India
• Highest ever numbers on Premium Series

• Manage the Notebook Business for South Asia for the Enterprise, Education and Government Segments

• Responsible for ThinkPad revenue, margin & market share

• Work closely with country leadership team, develop & own strategic direction, annual/quarterly marketing plans & create key business metrics

• Develop Marketing programs, campaigns, strong ThinkPad messaging for customers through presentations, seminars, events

• Evangelize ThinkPad through a strong focus on Sales Enablement

• Responsible for product positioning, competitive strategy for various segments

• Large Deal Engagement with customers & sales team on product & pricing

• Act as subject matter expert on ThinkPads for the sales team and customers

• Product life cycle management including Product Launch Planning, Business Planning, demand & supply, marketing & messaging

• Work with product development group & effectively communicate customer feedback & market requirements for future products

• Drive in country initiatives and program development with key industry partners

Achievements

• Achieved Market Leadership for FY 2011 in the Enterprise Space with an overall share of 26%

• Achieved Leadership in Enterprise, Public and Education Space with 27.5% overall share for Q1 2011

• 2% YoY growth in Market share from 2010 to 2011

• Margin improvement of 3 points overall from 2010 to 2011

• Ensure revenues as per the sales plan for both business notebook and the desktop range of products for the Maharashtra Team

• Increase market share of Lenovo in the Large Enterprise Space by acquiring competition accounts

• Ensure increased mindshare of Lenovo in competition accounts through continuous engagement with the end customer

• Engage with extended teams (brand, pricing, marketing, pre-sales etc.) in responding to RFPs (Request for Proposals), product transition plans, and resource planning

• Manage Weekly forecasts and opportunity management for the Maharashtra Team

• Map customer needs and provide viable solutions to ensure lower total cost of ownership

• Ensure timely completion of deliverables and optimum after sales support

• Interact with industry stalwarts/key accounts and generate market information to identify market needs and proactively forecast business patterns

• Ensure the smooth rollover of an acquisition customer from competition to a thoroughly satisfied retention customer of lenovo

• Coordinate all of the major activity within the assigned account - including playing a secondary role in certain accounts managed by telesales colleagues

Achievements

• Added at least 2 target competition accounts to the lenovo customer base every quarter for 2 years

• Ensured increased penetration in the IT/ITES segment, cooperative banks and education segment in Maharashtra specially

• Got recognition in 5 out of 8 quarters for outstanding sales performance

• Designing the Right Solution for the Client to optimize the Return on investment

• Coordinating with the engineering, procurement and operations team to ensure project completion in line with the Client’s expectations

• Effectively incorporating feedback from the Client

• Increasing Honeywell’s Visibility in Strategic Accounts by ensuring repeat business

• Managing Rollout of the promotional activities including Seminars, Training, Road Shows etc. for the Strategic Accounts