Debopom Debroy
Gurgaon
Summary
Results-driven Sales and Supply Chain Manager with over 12 years of experience in selling enterprise software solutions and streamlining Supply chain. Expert in building multi-year value roadmaps and fostering long-term client engagement. Skilled in managing indirect partner channels, increasing partner efficiency, and acquiring new logos. Proven leadership in executing targeted campaigns and enhancing pipeline and sales performance. Highly experienced in leading cross-functional teams, managing supply chain operations, launching operations in new geographies, and implementing process improvements to optimize business operations. Demonstrated success in driving revenue growth, improving customer satisfaction, and enhancing operational efficiency.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Partner Sales Manager (DELMIA Brand)
Dassault Systèmes
01.2024 - Current
- Achieved 140% of annual sales targets, driving revenue growth from €2.2M to €3.6M within a year by exploring new opportunities in the existing install base, expanding market reach through targeted marketing campaigns, and increasing brand visibility in collaboration with partner resellers.
- Developed and implemented multi-year strategic engagement frameworks for securing opportunities with top-tier customers and strengthening relationship with their C-suits, resulting in creation of a €8.4M sales pipeline, the highest in the history of my sales patch.
- Crafted tailored business proposals that aligned with the customer’s long-term vision, while satisfying their short-term immediate needs, resulting in driving sustainable value and long-term engagement, with some initiatives establishing five-year continuous business roadmaps.
- Collaborated with cross-functional teams, including Global R&D, Services, Finance, Legal, Pricing, and Pre-sales, to conduct competitive analysis, highlight Dassault Systèmes' unique value propositions, identify growth opportunities, and develop strategies, that influenced strategic decisions and outperformed competitors.
- Managed the full deal cycle, including post-deal execution and governance, ensuring successful implementation across complex, multi-domain projects, which maximized client satisfaction and led to business scope extensions, with some deals expanding to three times their original size.
- Led high-stakes negotiations as a key escalation point, driving process improvements that resulted in scalable, sustainable deal structures
- Represented Dassault Systèmes at key industry conferences and forums, fostering strong industry relationships and expanding brand visibility by promoting innovative solutions, resulting in enhanced market awareness and engagement opportunities.
- Enhanced partner efficiency through the design and delivery of over 10 training programs in a year, resulting in improved sales performance and increased partner satisfaction
Sales & Operations Planning Program Manager
Elastic Run
05.2021 - 01.2024
- Established and led the Sales and Operations Planning (S&OP) department for a newly launched B2B FMCG Rural Distribution project, by developing and implementing productive working relationships with project sponsors, customers, and key systems users, with a strong focus on achieving metrics and managing consensus
- Collaborated with the internal Data Science and Tech teams to develop and implement a new demand planning algorithm using machine learning called 'Anumaan', resulting in a significant improvement in forecast accuracy from 67% to 88% within four months for over 1.6 lakh SKUs
- Devised a risk management strategy by incorporating procurement fill rate probability and a rolling 3-month S&OP plan, which enabled Elastic Run to synchronize its requirements with over 100 external partner brands' production and ordering schedule, resulting in a proactive response to supply chain disruptions, leading to a fill rate of more than 95%
- Coordinated monthly S&OP meetings with Pricing, Procurement, Category and Sales team to finalise the monthly targets and provide actionable insights to executive leadership regarding requirements of special marketing or promotional drive to achieve the set targets, resulting in increased Topline and Bottomline
- Developed and executed strategies to drive profitability by optimizing the SKU mix, onboarding local high-margin brands, streamlining transfer frequency from the Central Fulfillment Center (CFC) to delivery warehouses, conducting market research and actively contributing to the successful launch of private label products, resulting in a significant margin increase from 3.5% to 8% within just 8 months
- Utilized a dynamic approach to adjust sales targets and SKU procurement priorities mid-month by comparing forecasted versus actual sales velocity and improved real time communication and collaboration between sales, procurement and finance teams, resulting in managing working capital within 10% of the tolerance limit while adhering to Topline and Bottomline targets
- Achieved a 10% reduction in inventory carrying costs by optimizing inventory levels across multiple product lines through identifying slow-moving and low-margin inventory while ensuring high availability for high-selling value and high-margin SKUs
- Successfully supported the setup of new operations across four states with warehouse planning and two states with fulfilment centre planning, by conducting market research on essential SKUs, obtaining business agreements, developing comprehensive project plans, and tracking progress against deliverables across all business functions
Deputy Manager, Supply Chain Management
Maruti Suzuki India Ltd.
08.2012 - 03.2020
- Led the procurement of machinery items, automotive parts, and raw materials across six different countries (China, South Korea, Thailand, Taiwan, Japan, and India) from over 45 vendors, with a combined annual turnover of approximately INR 500 Crores
- Successfully managed the launch of 11 new models, ensuring that all materials and components were delivered on time and in the required quantities
- Spearheaded long term localization project for stamping dies procurement, with an implementation horizon of 5 years, to achieve localization from 8% in 2014 to 100% in 2019, saving development cost of INR 10 Cr per model
- Ensured average 1% YOY Cost Reduction, at least for 3 years after a new model introduction, using Lean methodologies by concentrating on 3Ms (Man-Machine-Material), saving INR 1 Cr per year
- Budgeted direct and indirect cost for Sheet metal parts requirements, using Zero based Costing, Benchmarking, Hedging etc
- Within 5% accuracy (Average budget per model is approx
- INR 60 Cr), resulting in better optimisation of cash flows
- Developed and implemented a transportation management system that improved on-time delivery by 20% and reduced transportation costs by 12%
- Partnered with business and product owners across the organization to develop alternate sources and restructure share of business for 2 critical vendors, Improving productivity by 29% and eliminating quality & quantity defaults
- Expedited the formation and process stabilisation of 2 Joint ventures between foreign and domestic suppliers, to start manufacturing of new tech parts in India at 30% lower cost than overseas suppliers
- Developed and implemented a supplier performance management program that improved supplier performance by 15% and reduced supply chain disruptions
- Managed supply disruptions due to unforeseen events like Fire incidents, labour unrest and natural calamities
Education
MBA - General Management
Indian Institute of Management
04.2021
B.Tech - Mechanical Engineering
National Institute of Technology
05.2012
Skills
- Leadership and Team Management
- Enterprise Software Solution Selling
- Partner Management
- Planning Budgeting & Forecasting
- Analytics and Data Visualization
- Direct and Indirect Sourcing & Procurement Management
- Supply Chain Management
- Customer Engagement
- Channel Strategy
- Competitor Analysis
Certification
- Business Storytelling for Sales (Unbox Experience)
- Lean Manufacturing Excellence Professional (BMGI)
- Lean Six Sigma Green Belt (ICGB) (KPMG)
Awards
- Appreciation Award from EO, Supply Chain - for Coordinating ISO 9001 and 14001 re-certification audits
- Companywide Quality Circle competition - Runners up
- MD Appreciation Award - For Co-authoring 'Standardized Guidelines for Sheet Metal Die Maintenance'
Timeline
Partner Sales Manager (DELMIA Brand)
Dassault Systèmes
01.2024 - Current
Sales & Operations Planning Program Manager
Elastic Run
05.2021 - 01.2024
Deputy Manager, Supply Chain Management
Maruti Suzuki India Ltd.
08.2012 - 03.2020
B.Tech - Mechanical Engineering
National Institute of Technology
- Business Storytelling for Sales (Unbox Experience)
- Lean Manufacturing Excellence Professional (BMGI)
- Lean Six Sigma Green Belt (ICGB) (KPMG)
MBA - General Management
Indian Institute of Management
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