DILIP GAUTAM
Chennai,TN
Summary
High-performing, results-focused Professional with a dynamic career of nearly 20 years in Business Development, Key Account Management, Channel & Distribution, Projects, and Customer Relationship Management. Proven record of achieving / exceeding targets, opening new and profitable product/services markets and setting up business operations (Project as well as channel sales models for key accounts). Stakeholder Engagement Specialist: planned and executed client retention strategy around sustained revenue retention, through apt product pricing; maximized sales by designing proactive campaigns, developing existing accounts, generating new business, and customizing sales strategies to address client-specific needs. Expertise in launching new products, thereby, increasing the product portfolio and effectuating sales promotion as a part of brand building & market development effort with focus on top & bottom-line targets. Grew North India business to ₹100 Cr/month from scratch at HMPL — this deserves to be bold or boxed as a key achievement. Developed and implemented new sales strategies like Extraction, Extension and Display Module to maximize sales and retention of commercial accounts; grew sales by over 18% (2018-19) and 13% (2019-20). Built high performing teams that excel in delivering business value with high morale & low attrition; leading, training & monitoring performance of team for maintaining operational excellence.
Overview
20
20
years of professional experience
Work History
GM Sales and Marketing
SKM Steels Ltd
07.2025 - Current
- Led cross-functional teams to implement strategic initiatives driving operational efficiency.
- Developed and executed comprehensive business plans aligning with organizational goals.
- Analyzed market trends to identify growth opportunities and optimize product offerings.
- Fostered stakeholder relationships, enhancing collaboration and communication across departments.
Sales Head (GM Sales)
Cemell Projects Pvt Ltd, Jaipur
01.2025 - Current
- Leading sales and business development operations in MEP, EPC, and PEB sectors.
- Developing strategic initiatives to drive revenue growth and market expansion.
- Cultivated and maintained strategic partnerships with architects, MEP consultants, EPC firms, and contractors.
- Building and nurturing relationships with key clients to secure large-scale projects.
- Enhancing operational efficiency through effective collaboration with internal teams.
- Identifying emerging business opportunities to maintain competitive market positioning.
GM Sales and Business Development
Ben and Gaws, Delhi
08.2024 - 09.2024
- Executed market entry strategies for new regions, optimizing product positioning and pricing.
- Led and mentored the sales team, achieving monthly targets consistently.
- Streamlined collaboration between sales, operations, and supply chain teams for enhanced efficiency.
- Built long-term relationships with key decision-makers to secure high-value projects.
- Identified and capitalized on emerging opportunities to drive market expansion.
GM Sales and Business Development
OFB Tech Pvt Ltd, Gurugram
12.2023 - 04.2024
- Developed and executed sales strategies for steel products across North India, achieving significant market share growth.
- Optimized procurement processes and secured reliable supply for key accounts.
- Led a team of sales professionals to meet performance goals through training, reviews, and performance monitoring.
- Facilitated loan approvals for SMEs and corporations, maintaining high repayment rates.
GM Sales and Business Development
Zetwerk, Faridabad
12.2022 - 11.2023
- Spearheaded business development strategies, leading to significant revenue and market share growth.
- Managed divisional P&L, achieving improved profitability through cost optimization and revenue enhancements.
- Developed and implemented competitive sales strategies to penetrate new markets.
- Cultivated partnerships with key technology and business entities, expanding business operations.
AGM - Steel Sales
Hella Infra Market Pvt Ltd, Faridabad
10.2020 - 11.2022
- Formulating & implementing sales strategies for maximizing profitability & revenue generation, realizing organizational goals, executing plans to reach out unexplored market segments & customer groups for business expansion.
- Formulating top / bottom-line and P&L objectives, sales targets, and market share objectives.
- Liaising with top management for evolving strategic vision, driving change, infusing new ideas and taking business performance and productivity to the next level.
- Developing and executing innovative sourcing policies and procedures.
- Sourcing of material from various channels according to requirement of key accounts and developing new sources for uninterrupted supplies.
- Led the full sales cycle from initial unqualified lead to proposal, competitive analysis, evaluation & support issues, price negotiation and deal closure.
- Accomplished collaboration with key OEMs, built effective partnerships devoted to capitalising on emerging and sustainable sales opportunities.
Business Excellence Manager
Prism Johnson Ltd., Jaipur
06.2018 - 10.2020
- Driving marketing initiatives across the region to enhance brand recall including project level marketing communication.
- Evaluating and suggesting products and services solutions in line with client needs and specifications; presenting comprehensive sales proposals.
- Conducting detailed sales and market intelligence activities through systematic and objective analysis of relevant information, relating to target markets, competitor, and economic environments.
- Streamlining sales operations support functions including market research, technical marketing, sales engineering and contracts management for enabling quicker decision-making.
- Sourcing architects and govt. approvals for product specification.
- Liaising with the dealers to achieve the set targets, along with identifying and developing reliable dealers / distributors for increasing market visibility.
- Establishing and administering new hire and ongoing sales training programs at dealer’s end in the areas of prospecting, presentation, organization, negotiation, and consultative selling for customer retention & securing repeat business.
- Hosting weekly review meeting with team on sales, order intake & collection; delivering performance updates, quarterly business reviews and planned meetings with stakeholders.
- Imparting continuous on-the-job training to workforce for enhancing their productivity & operational efficiencies through knowledge enhancement / skill building.
- Hiring, mentoring, training & monitoring the performance of team members to ensure efficiency in process operations and meeting of individual & group targets.
Customer Accounts Manager
Electrosteel Steels Ltd., Kolkata
08.2014 - 05.2018
- Led project & retail sales, marketing & branding efforts; managed the techno-commercial functions including analysis, review, and negotiations with prospective clients.
- Trained distributors, representatives, and customers on product applications, including joint sales calls to establish and develop healthy relationships.
- Identified business drivers for architecting product & service offerings as per customer requirements.
- Established effective short/long-term budgets and corporate strategies for achieving top & bottom-line targets.
- Ascertained opportunities to increase profits and create value by challenging existing processes, encouraging innovation, and driving necessary changes.
- Collaborated with Central Excise, Sales Tax and other government departments to seek various registrations and periodic submission of reports & return filings.
- Showcased dynamic leadership style to motivate and empower a team for ensuring successful launch of new products.
Key Account Manager
Essar Steel India Ltd., Jaipur
03.2007 - 08.2014
- Appointed new dealers and managed sales through existing dealer network in the territory.
- Managed finance flow in the channel, established retail cycle of dealers, ensured retail finance availability and steered retail targets of the dealerships.
- Explored new markets, spearheaded sales operations and established distribution networks for improving turnovers.
- Analysed latest market trends, tracked competition and provided insights for fine tuning sales & marketing strategies.
- Utilised client’s feedback & personal network for generating leads for solutions / services.
- Drove team of Executives and monitored their performance for ensuring attainment of assigned targets.
- Prepared & submitted MIS report, ensured timely audits and recorded market feedback.
- Acted as an interface between CRM users & management to ensure greater customer satisfaction and between CRM users and Technical Team to revise new changes.
- Facilitated daily reports on sales, opportunity lost / won to the Business Head and reviewed the tasks of user of CRM in West Region.
Officer Business Development
XPS (Transport Corporation of India), Cochin
07.2006 - 03.2007
- Managed client relationships and business development initiatives to drive revenue growth.
- Supported logistics and supply chain processes, ensuring customer satisfaction.
Marketing Executive
Car System India, Udaipur, Jodhpur and Ahmedabad
06.2005 - 07.2006
- Promoted automotive products, increasing market presence and customer engagement.
- Conducted market research to identify trends and new business opportunities.
Education
MBA - Sales Marketing & Finance
University of Rajasthan
Jaipur08-2005
B.Com. -
Commerce College, University of Rajasthan
Jaipur08-2002
Skills
- Sales & Business Development
- Strategic Business Planning
- Market Expansion and Penetration
- Channel / Distribution Management
- Go-to-market Strategy
- Supply chain optimization
- Process Improvement
- Branding & Product Promotions
- Team Building & Leadership
Languages Known
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Timeline
GM Sales and Marketing
SKM Steels Ltd
07.2025 - Current
Sales Head (GM Sales)
Cemell Projects Pvt Ltd, Jaipur
01.2025 - Current
GM Sales and Business Development
Ben and Gaws, Delhi
08.2024 - 09.2024
GM Sales and Business Development
OFB Tech Pvt Ltd, Gurugram
12.2023 - 04.2024
GM Sales and Business Development
Zetwerk, Faridabad
12.2022 - 11.2023
AGM - Steel Sales
Hella Infra Market Pvt Ltd, Faridabad
10.2020 - 11.2022
Business Excellence Manager
Prism Johnson Ltd., Jaipur
06.2018 - 10.2020
Customer Accounts Manager
Electrosteel Steels Ltd., Kolkata
08.2014 - 05.2018
Key Account Manager
Essar Steel India Ltd., Jaipur
03.2007 - 08.2014
Officer Business Development
XPS (Transport Corporation of India), Cochin
07.2006 - 03.2007
Marketing Executive
Car System India, Udaipur, Jodhpur and Ahmedabad
06.2005 - 07.2006
MBA - Sales Marketing & Finance
University of Rajasthan
B.Com. -
Commerce College, University of Rajasthan