Debojyoti Hati

B.E. (Civil Engineering) and MBA in Marketing with 12 years of experience in Business Development, Key Account Management, Channel management and Sales Management. Working with Pidilite Industries Limited as Zonal Head (South) and solely responsible for P&L for South India operation . Excellent relationship management, analytical, objection handling and negotiation skills.

Awarded Performer of the Year Eastern Region 2015 due to record number of new account creation with a significant amount of gross margin increment.

Awarded Best Key Account Player (National) for financial year 2018-19. Performed as best region in both Fy 21, FY 22 in both B2B and mid size business segment. 3 Fold Sales growth in couple of years with 22% Gross Margin improvement in FY 2015- FY2017.

Providing a constant growth of 158% in top line and 9% in bottom line for FY 20, FY 21 and FY 22 providing steady growth in pandemic years. Taking business 4 fold increment from 16 cr to 62 Cr in a span of 3 years amid Covid 2019-2022. Driving growth of 34% and 9% gross margin in FY 23 . Key member of Pidilite leadership team for brainstorming and managing various strategic initiative projects, digital transformation.

Creating a sustainable & profitable business environment for the organization and growing with it by building a highly motivated and effective team of professionals.

• Pidilite Industries Limited, Zonal Sales Manager (South Zone), March 2022 - Till Date, Managing construction chemical business of decorative floor coating, industrial flooring, tile adhesive, HVAC adhesive, Sealant, waterproofing other CC product across the South India (Andhra, Telangana, Karnataka, Tami Nadu, Kerala and the UT’s)., Strategizing new business segments, setting up gap geographies, influencer management, supply chain, new technological partnership., Business transformation and change management for 2 subsidiaries from both process and people., Business digitization in lead management, applicator project management, channel management dashboard, reward and key account CRM., Managing all national key accounts HO based in South for the organization., Delivered a top line growth of 37% with 9 % GM improvement in FY 22-23.
• Pidilite Industries Limited, Regional Manager (South-II), March 2019 - March 2022, Managing the entire PLUB and NPPL team (both contracting and Product business) with P&L for a business size of 60 CR., Managing waterproofing, flooring, tile adhesive, HVAC adhesive, Sealant, other CC product across the geography., Strategizing new business segments, insights for new product development and channelizing new business opportunities., Hiring, development and strategic deployments of the sales forces and management trainees., Managing a team size of 20 along (5 administrative, 3 dotted, 12 functional)- sales, field marketing, technical service, specification.
• Pidilite Industries Limited, Key Account Manager, March 2017 - March 2019, Managing Key Accounts business development, Sales Management, field marketing, product Specification for Industries and Infrastructure segment for the entire Eastern zone, Bhutan and Bangladesh., Identifying business potential and appointment of distribution channel and application partner for further growth of the area and tapping new market segment., Presentation of concept and solution and specifying smart solution through customer value creation., Create business size to 21 cr from scratch and 15% DCNR improvement through driving profitable product basket.
• CHRYSO India Private Limited (Saint Gobin), Cluster Sales Manager, September 14 - March 17, Created multi Fold growth in Sales revenue in a short span of time. (5 cr to 22.5 Cr in 2 years)., Facilitating approval process from several government bodies, architects, consultants., 18 % gross Margin improvement by pricing strategies and product mix, record number of new accounts between 2015 and 2017., Handling the end to end Business development & Marketing of West Bengal, Bihar, Jharkhand and Chhattisgarh., Researched customer need/requirement and helped R&D team for successfully develop new successful products., Successfully mentored a team size of 6 with a mix of different age groups for meeting organisational goals as well as preparing them for their next role. Promoted to Cluster Sales manager from sales engineer within 1 year.
• Maknan Consultancy Private Limited, Kolkata, Assistant Engineer, Feb'11 - May'12, Functioned in engineering projects as a part of Design Team for clients like SAIL (Steel Authority of India Limited) and Seatwins(Myanmar)., Business Development for services like engineering modules and worked closely with steel manufactures like SAIL, Tata Steel, ArcelorMittal etc.
• McNally Bharat Engineering Co. Ltd., Assam, Graduate Trainee, Dec'09 - Jan'11, Accountable for project mobilization process, Quality control and internal capacity planning from grass route level., Solely accounted for Civil Quality Engineering part of Ash Handling Plant worth INR 80 Cr. With a team size of 9., Coordinated with 35 sub vendors and equipment manufacturers for timely delivery of the project.
• Aditya Birla Minacs, Bangalore & Kolkata, Summer Internship, Apr'13 - Jun'13, Consultation on process efficiency in Nesting Phase (achieved 6.5% improvement in 30 days)., Ensured internal branding improvement.

1. Design Led Strategy : Design thinking for business strategy and entrepreneurship from University of Sydney in 2020

2. Competitive Strategy from Ludwig-Maximilians-Universität München (LMU), Germany in 2014