Deep Malhotra
Business Head
Mumbai,Maharashtra
Summary
Experienced in setting, monitoring and managing strategic and tactical business plans focused on enabling sustained growth, improving operations and maximizing profits. Big-picture thinker with a good eye for overhauling processes and program operations. Versatile Business Head with exceptional business sense and in-depth understanding of Lubricants operations, best practices and strategies. Offering 20+ years of progressive experience in Lubricant Industry.
Overview
29
29
years of professional experience
Work History
General Manager - Lubricants Retail Sales
GS CALTEX INDIA PVT. LTD.
Mumbai
07.2019 - Current
- Head and handle P&L of Lubricants Retail Sales in India.
- Entrusted with responsibility to transform Retail Sales business and create a growth centric organization.
- Create & execute medium-term and long-term strategy for enhancing the market share of GS Caltex in India.
- Collaborate with Support Functions i.e., Marketing, Finance, HR to review and restructure business policies.
- Drive capability enhancement of team to deliver results in line with long term strategy.
General Manager RTM & Frontline Capability (B2C)
SHELL INDIA MARKETS PVT. LTD.
Mumbai
01.2019 - 06.2019
- Lead RTM Strategy for Key OEMs
- Distribution & Channel strategy and implementation for select OEM business
- Lead Capability enhancement for Frontline - Area Managers, Sales Officers, Distributors & their teams
- Lead Induction Program for New Professionals (Experienced Hires & Management Trainees)
General Manager Sales (West) - B2C Indirect Business
SHELL INDIA MARKETS PVT. LTD.
08.2014 - 12.2018
- Lead a team of 10 Direct Reports and 21 Indirect reports & reporting into VP B2C Sales
- Manage 32 distributors across states of Maharashtra, Goa, Gujarat & M.P
- Network sustainability, integrity & health
- Volume & Revenue delivery and Credit management for the Region based on country strategy
- Managing revenue of Approx
- 350 Crores with YoY growth of 13%
- Strategic Reporting of Regional Channel Manager for alignment and recruitment of new Distributors in vacant geographies
- Analyze existing channel hygiene and make timely interventions for sustainability & growth
- Drive Coverage, Penetration & Throughput
- Strategic Reporting of Regional Marketing Manager for implementation of Central, Regional and Local marketing initiatives and business growth which includes product & market activations, retailer loyalty, mechanic activations & various dealer meets
- Understand competition strategy and develop counter strategy
- Coaching & Development of team for business and their professional growth, competence development for future roles and project management
- Align with Finance on Credit management to Channel and Supply Chain for product forecasting and product delivery as per Delivery Promise
- Engage and align with OEM team on business delivery for OEM products in FWS through Channel
- Drive Strategic National Initiatives based on country strategy such as MCO growth project, Market share growth project for strategic geographies.
National Sales Coach, B2C & OEM
SHELL INDIA MARKETS PVT. LTD.
01.2014 - 07.2014
- Responsible for Coaching of Sales teams on professional ways of handling customers and Value Selling
- Lead India B2C Sales team to Sales 1st Flagship
- Work closely with OEM & B2CD team in establishing the After-Market business post OEM approvals
- Interface between Marketing & Sales on Retailer Loyalty Program.
National Sales Manager B2C Direct Business
SHELL INDIA MARKETS PVT. LTD.
01.2013 - 12.2013
- Responsible for business delivery in B2CD line of business
- Manage 3 RSMs & 12 AMs
- Managing a total Sales Revenue of 200 Crores
- Strategic alignment with OEM team to implement OEM strategy in After Market and provide business growth
- Align with Marketing, Finance & Credit for business growth.
Regional Sales Manager, B2CD - West & East
SHELL INDIA MARKETS PVT. LTD.
08.2011 - 12.2012
- Manage business through a team of 5 Key Account Managers in West & East Regions.
Business Development Manager - OEM
SHELL INDIA MARKETS PVT. LTD.
08.2010 - 07.2011
- Responsible for E2E business deliver from Suzuki, Hyundai & Greaves OEMs in India
- Prime responsibilities included managing factory supplies, After Market approvals, interface between Shell & OEM R&D, Interface between Local & Global GKA team
- Align with B2CD, B2CI & marketing on business delivery of the specified OEMs.
Area Sales Manager, B2CD - West
SHELL INDIA MARKETS PVT. LTD.
04.2008 - 07.2010
- Responsible for business delivery for West Region through a team of 4 Account Managers.
Key Account Manager UP & Uttarakhand
SHELL INDIA MARKETS PVT. LTD.
01.2005 - 03.2008
Sr. Sales Executive, East U.P.
SHELL INDIA MARKETS PVT. LTD.
11.2002 - 12.2004
Sales Executive, MP & Chattisgarh
SHELL INDIA MARKETS PVT. LTD.
12.2001 - 10.2002
Assistant Engineer - Sales & Service
LARSEN & TOUBRO LTD
10.1995 - 11.2001
- Liaised with oil companies (IOCL, BPCL, HPCL & IBP) for promotions of L&T dispensing machines
- Manage Service Contractors for providing AMCs and warranty services
- Training of field staff
- Provided after sales support to oil companies for fuel dispensing machines, managed sales of spares, debt collections & achieved desired targets.
Sales Engineer
AUTO SERVICE EQUIPMENT (DISTRIBUTORS OF ELGI EQUIPMENTS LTD)
02.1995 - 10.1995
- Handled Kanpur branch for sales & service of air compressors to industries and service station equipments to automobile dealerships, petrol pumps & service stations
- Increased sales from Rs 5L per month to Rs 15 L per month within 8 months of operation.
Education
Executive Program in Strategy & Leadership - Strategy & Leadership
Indian Institute of Management
Indore05.2022
Diploma in Engineering - Mechanical Engineering
Government Polytechnic
Bareilly06.1991
Skills
- Sales Strategies
- Business Leadership
- Leadership and team building
- Strategic Planning
- Change Management
- Interdepartmental Collaboration
- Sales processes
- Goals and performance
Training Programs
- Leader of Teams
- Increasing Sales Effectiveness (Sales Mastery)
- Total Quality Management
- Effective Presentation & Communication skills
- Finance for Non- Finance Managers
- Mastering Negotiation Techniques
- Frontline Leadership in Shell
- Indirect Channel Excellence
- Professional Selling Skills & Winning Account Strategies
Timeline
General Manager - Lubricants Retail Sales
GS CALTEX INDIA PVT. LTD.
07.2019 - Current
General Manager RTM & Frontline Capability (B2C)
SHELL INDIA MARKETS PVT. LTD.
01.2019 - 06.2019
General Manager Sales (West) - B2C Indirect Business
SHELL INDIA MARKETS PVT. LTD.
08.2014 - 12.2018
National Sales Coach, B2C & OEM
SHELL INDIA MARKETS PVT. LTD.
01.2014 - 07.2014
National Sales Manager B2C Direct Business
SHELL INDIA MARKETS PVT. LTD.
01.2013 - 12.2013
Regional Sales Manager, B2CD - West & East
SHELL INDIA MARKETS PVT. LTD.
08.2011 - 12.2012
Business Development Manager - OEM
SHELL INDIA MARKETS PVT. LTD.
08.2010 - 07.2011
Area Sales Manager, B2CD - West
SHELL INDIA MARKETS PVT. LTD.
04.2008 - 07.2010
Key Account Manager UP & Uttarakhand
SHELL INDIA MARKETS PVT. LTD.
01.2005 - 03.2008
Sr. Sales Executive, East U.P.
SHELL INDIA MARKETS PVT. LTD.
11.2002 - 12.2004
Sales Executive, MP & Chattisgarh
SHELL INDIA MARKETS PVT. LTD.
12.2001 - 10.2002
Assistant Engineer - Sales & Service
LARSEN & TOUBRO LTD
10.1995 - 11.2001
Sales Engineer
AUTO SERVICE EQUIPMENT (DISTRIBUTORS OF ELGI EQUIPMENTS LTD)
02.1995 - 10.1995
Executive Program in Strategy & Leadership - Strategy & Leadership
Indian Institute of Management
Diploma in Engineering - Mechanical Engineering
Government Polytechnic