Avinash Mishra
Sales Manager
Hyderabad
Summary
To drive Profitable Growth for the Organizations by leveraging deep market understanding and strategic thinking.
17 Years of Relevant Experience in Business Development, Managing sales teams and sales processes. Core Strength – Designing and Implementing Data Driven Sales Strategies. Currently handling largest region, largest team and largest dealer base in my current organization.
Overview
21
21
years of professional experience
2006
2006
years of post-secondary education
Work History
Regional Sales Manager
Shaw Contract
10.2021 - Current
- Growing Shaw Contract Market Share in the southern states of Karnataka, Telangana & AP, Tamil Nadu and Kerela
- Recruiting, Coaching and Managing a team of Account Managers to help them achieve business goals and objectives
- Appointing and leveraging the strengths of Regional Channel Partners / Dealers to achieve the business goals and objectives while supporting them to succeed in their respective region
- Meeting Revenue and Profitability targets for the Southern Region
- Working closely with the leadership to break into new accounts
- Working closely with the Global Accounts team to increase our share of wallet into those accounts locally
- Market Intelligence, Competition Analysis and Sales Strategy
- Grew the South Market for Shaw from $3.42 million in Dec 2021 to $6.04 million in Dec 2024 with a CAGR of 20.9%
- Drove and achieved Global highest sale ($0.6 million in a single year) of our newly launched Luxury Vinyl Tile (LVT) – Nordic, in the south market and got recognition globally for 2 of my 4 reporting team members
- Broke into long held competition accounts like – Xilinx, AMD, Philips, PepsiCo and Qualcomm with first order with them of minimum $0.3 million
- Increased Share of Wallets in our accounts like Deloitte, Accenture, Cigna, PWC and Bosch from less than 35% to more than 60%
- Designed Sales Management tool – 'GAP Analysis' to track performance of each Region and each Account Manager wrt the quarterly and annual targets with more objective assessment of our month-on-month projection
- With growing cross-regional project opportunities where stake holders and decision makers are spread across geographies, I drove consensus among the representatives of the region to arrive at rules of engagements and a fair split of the sales credit and sales incentives and formalized it
Sales Manager
Richi Interiors
04.2016 - 08.2021
- Company Overview: Handling Herman Miller Portfolio
- Growing Herman Miller Market Share in the state
- Meeting billing revenue targets, profitability targets and collection targets for the AP region
- Understand customer’s requirements, architects’ design intent and propose the right solution
- Business Bookings and Successful Project Deliveries (Scope, Schedule and Cost)
- Market Intelligence (Trends, Opportunities and Competition)
- Digital Media Marketing to increase visibility and brand recognition for Richi Interiors
- Handling Herman Miller Portfolio
- Booked and delivered on $51 million of business in last 5 years
- Major accounts include - Amazon, Salesforce, Microsoft, Apple, Wells Fargo, Open Text, GAP Inc., F5 Networks, ICE, TEC, NCR & GSK
- New Business Development of Non-Global and new accounts – ICE, GAP Inc., F5 Networks, NCR, GSK, ZenQ, Amararaja and Gayatri Group, all of them have given repeat business and contributed 25% to overall revenue
- Handled Amazon as a PAN India account, which was a departure from Herman Miller Policy of regional dealers and representatives
Regional Market Manager
Steelcase
09.2013 - 03.2016
- Growing Steelcase Market Share in the state
- Meeting billing revenue targets, profitability targets and collection targets for the AP region
- Adding new customers, PMCs, Architects and Design Houses to our portfolio
- Understand customer’s requirements, architects’s design intent and propose the right solution
- Business Bookings and Successful Project Deliveries (Scope, Schedule and Cost)
- Market Intelligence (Trends, Opportunities and Competition)
- Booking $7 million of new business (Novartis, DEShaw, Google, Open Text, Dr
- Reddy’s Laboratories, Pegasystems, Hetero Labs, and Indus Towers) in a completely new industry with no prior contacts / relationships
- Successful Delivery and Project Execution on $3.5 million of pre-booked business (UHG, Deloitte and Amararaja) in the first year of joining
- Devised New Design solutions for Pegasystems fetching Steelcase $1 million of order and led to standardization of this solution for future projects
- Designed and executed Post occupancy user survey for United Health Group
Head - Business Development
NextFirst Engineering Technologies Pvt. Ltd.
04.2010 - 08.2013
- Meeting company’s topline targets at a pre-planned bottom-line target at the time of order booking
- Developing Sales Process and running sales function through it
- Building sales team to deliver to the business booking targets
- Training and Development of sales and marketing team
- Increase visibility in the market
- Diversification of the deliveries of the company into Energy and FMCG verticals to de-risk order book and protect margins
- Addition of 7 New Customers – SKF, BorgWarner, Denso, Sona Group, ITC, Hind-Hivac Solar and Rexam with a combined order book of INR 70 million and a combined potential of INR 120 millions in 2013-14
- Forging Partnership with Rohwedder AG in Germany for Technology and Market Sharing
- Handling GE and ITC as key accounts and getting new orders of INR 28 million
- Successfully delivered on Test Rig development Projects for GE and Vision System Assisted High Speed Counting Project for multi-location deployment for ITC
- Drove social media campaigns and Exhibitions to increase visibility in the market
Senior Associate–Business Development
NextFirst Engineering Technologies Pvt. Ltd.
08.2007 - 03.2010
- Leading a team of Proposal Writers
- Meeting Sales Targets
- Requirement gathering and analysis & writing requirement specification document
- Conceptualization of solution to meet customer requirement
- Prepared and Launched formal Business and Technical Requirement Gathering Template
- Prepared and Launched formal Requirement Specification Document as a hand-over document from Business Development Team to Project Teams for the orders booked
- Prepared and Launched formal Techno-Commercial Proposal Templates
- Prepared and Launched formal Costing Templates for Proposals
Junior Field Engineer
Schlumberger Pvt. Ltd.
03.2007 - 04.2007
- I was a trainee in the company, learning about various tools and operations used in logging an oil well
Teaching Assistant
Birla Institute of Technology and Sciences - Pilani
08.2004 - 12.2006
- Teaching the following under-graduate courses – Workshop Practice, Engineering Graphics, Transport Phenomenon, Power Machines and Fluid Mechanics, Measurement Techniques and Advances in Material Science
- I was also the in-charge of Material science Laboratory
Asst. Manager – Business Development (Technical)
Neotecra India Pvt. Ltd.
11.2003 - 08.2004
- Frontline marketing of BPM software products of the company that provides complete business solution to small and medium scale enterprises
Education
ME - Mechanical Engineering
BITS-Pilani
Pilani, Rajasthan12-2006
Skills
New Business Development
Account Management
Channel Sales
Customized Solution Selling
Go to Market Strategy
Setting-up Business Development Processes
Recruiting and Leading Pre-sales and Sales Teams
Negotiations and Deal Closures
Business Requirement Analysis
Technical Requirement Analysis
Techno-Commercial Proposals
Timeline
Regional Sales Manager
Shaw Contract
10.2021 - Current
Sales Manager
Richi Interiors
04.2016 - 08.2021
Regional Market Manager
Steelcase
09.2013 - 03.2016
Head - Business Development
NextFirst Engineering Technologies Pvt. Ltd.
04.2010 - 08.2013
Senior Associate–Business Development
NextFirst Engineering Technologies Pvt. Ltd.
08.2007 - 03.2010
Junior Field Engineer
Schlumberger Pvt. Ltd.
03.2007 - 04.2007
Teaching Assistant
Birla Institute of Technology and Sciences - Pilani
08.2004 - 12.2006
Asst. Manager – Business Development (Technical)
Neotecra India Pvt. Ltd.
11.2003 - 08.2004
ME - Mechanical Engineering
BITS-Pilani