AYAN GOSWAMI
Kolkata
Summary
Regional Head-Appliance (East) leads appliance sales across East India, combining modern trade, distributor management, and channel development to grow premium and small-appliance business. Builds and coaches a 17 people of field team of State Heads, Area Managers, and Territory Managers while tightening execution through 360-degree feedback, KPI reviews, and partner training. Expands market reach through architects, interior designers, franchisees, and a network of 8 distributors; 50 direct dealers and more than 200 sub dealers , while keeping service escalations on track.
Overview
3
3
Languages
17
17
years of professional experience
Work History
Regional Head-Appliance (East)
Hafele India Private Limited
01.2024 - Current
- Oversaw the regional Modern Trade business operations for Appliances, including Premium, Essentia, and Small Appliances.
- Spearheaded the development and management of a team of State Heads, Area Managers, and Territory Managers, comprising 6 on-roll and 16 off-roll resources.
- Managed a network of 8 distributors and 55 direct dealers, alongside sub-dealer networks across East India, while also overseeing franchisee operations.
- Cultivated relationships with architects and interior designers to enhance influence on Hafele's luxury range.
- Managed network of 8 distributors and 55 direct dealers, overseeing sub-dealer networks and franchisee operations across East India.
- Directed a team of trainers to identify and fulfil training requirements for team members and partners, focusing on the learning and development of assigned channel partners.
- Directed team of trainers to assess and address training needs for team members and partners, emphasizing learning and development of assigned channel partners.
- Championed people development initiatives, managing career progression through 360-degree feedback and KPI management.
Sales Manager (Generalist)
Kohler India Corporation India Pvt. Ltd.
09.2019 - 12.2023
- Orchestrated zonal sales efforts, managing 28 active direct dealers across West Bengal to achieve revenue and growth targets.
- Formulated area business plans, aligning with regional sales strategies to drive growth.
- Expanded dealer network and nurtured relationships with dealers and influencers to enhance market penetration.
- Served as the single point of contact (SPOC) for all key accounts and platinum channel partners.
- Managed Key Account Management (KAM) business across West Bengal, focusing on project execution.
- Generated orders and submitted quotations, consistently meeting sales targets.
Deputy Manager
Godrej and Boyce Mfg. Co. Ltd.
12.2013 - 09.2019
- Enhanced sales policies and practices by defining sales processes that improved inquiry generation and facilitated channel and B2B sales.
- Enhanced sales policies and practices, defining sales processes through inquiry generation and facilitating sales via channel and B2B avenues.
- Executed plans to achieve monthly, quarterly, and annual sales targets.
- Identified and networked with prospective clients, generating repeat business from existing accounts and contributing to overall profitability and sales growth.
- Forged alliances and tie-ups with financially sound and reliable dealers and distributors, significantly broadening market penetration and reach.
- Established business goals, short-term and long-term budgets, and developed comprehensive business plans for their achievement.
- Led, trained, and monitored team performance to ensure operational efficiency while meeting individual and group targets.
- Managed sales and marketing operations, implementing promotional activities that increased brand awareness and expanded market presence.
- Devised strategies for project sales generation and supervised Project Sales In-charges (PSIs), providing support for service campaigns to drive sales.
- Oversaw daily updates of Daily Reporting Sheets (DRS), Daily Sales Reports, MIS, and other systems and processes.
Sales Engineer (Eastern Region)
Treo Engineering Pvt. Ltd.
12.2012 - 12.2013
- Nurtured and maintained relationships with key personnel at leading automotive OEMs including Maruti Suzuki, Hyundai, Tata Motors, and Mahindra Automotive.
- Conducted market research to identify applications for equipment manufactured and serviced by Treo, enhancing product alignment with client needs.
- Compiled databases of potential customers, delivering tailored quotations and detailed product information to support sales efforts.
- Managed long-term client relationships by accurately interpreting their needs concerning quality, price, and delivery schedules.
- Compiled comprehensive databases of potential customers, providing detailed product information and tailored quotations.
- Cultivated long-term client relationships by interpreting needs around quality, price, and delivery, ensuring client satisfaction and loyalty.
- Engaged in discussions regarding contract details with CEOs and MDs of client companies to ensure alignment and client satisfaction.
- Collaborated with team members to ensure adherence to contract requirements and order terms.
- Undertook market research to identify and develop applications for equipment manufactured, traded, supplied, installed, and serviced by Treo.
- Directed the marketing and servicing of automatic car washing systems throughout Eastern India.
Sales Engineer
Power One Microsystems Pvt. Ltd.
06.2012 - 12.2012
- Oversaw business operations for online Uninterruptible Power Supply (UPS) systems in Kolkata and West Bengal market.
- Facilitated vendor enlistment for Power One Microsystems with TATA CONSULTANT ENGINEERS (TCE).
- Negotiated and fulfilled orders for Indian Institute of Technology (IIT) Kharagpur.
Operational Executive- Trainee
Indian Oil Petronas Pvt. Ltd.
10.2009 - 05.2010
- Oversaw flow control of liquid propane and butane during LPG production to ensure operational efficiency.
- Coordinated off-roll manpower for LPG bottling and consignment shipments to streamline processes.
- Developed comprehensive understanding of operational procedures and safety protocols.
- Assisted in optimizing supply chain processes to enhance efficiency.
- Collaborated with cross-functional teams to implement project strategies.
Education
PGDM/MBA - Marketing, Logistics & Supply Chain Management
I.E.M.
Kolkata05-2012
B.Tech. - Instrumentation Control Engineering
Academy of Technology
Kolkata, India04-2009
Skills
Channel sales strategy
Key account management
Distributor management
Dealer network development
Revenue target planning
Regional business planning
Modern trade operations
Trade marketing
Territory management
MS Office
P&L management
Annual operating plan
Timeline
Regional Head-Appliance (East)
Hafele India Private Limited
01.2024 - Current
Sales Manager (Generalist)
Kohler India Corporation India Pvt. Ltd.
09.2019 - 12.2023
Deputy Manager
Godrej and Boyce Mfg. Co. Ltd.
12.2013 - 09.2019
Sales Engineer (Eastern Region)
Treo Engineering Pvt. Ltd.
12.2012 - 12.2013
Sales Engineer
Power One Microsystems Pvt. Ltd.
06.2012 - 12.2012
Operational Executive- Trainee
Indian Oil Petronas Pvt. Ltd.
10.2009 - 05.2010
B.Tech. - Instrumentation Control Engineering
Academy of Technology
PGDM/MBA - Marketing, Logistics & Supply Chain Management
I.E.M.