Gulshan Kumar Manocha
Vice President Sales And Marketing
Gurugram
Summary
A results-oriented professional with a proven track record of enhancing market positions and driving growth. Experienced in Automotive Aftermarket, Sales and Service Support, Distribution Channel Management, Electric Mobility, and business process digitization. Skilled in collaborating with Tier 1 suppliers and vehicle manufacturers, with a strong background in startup environments.
Sales and marketing professional with proven track record in crafting and executing impactful strategies that drive growth and enhance brand positioning. Known for fostering collaborative environments and adapting to dynamic market conditions. Expert in customer relationship management and market analysis.
Overview
29
29
years of professional experience
1
1
Certification
4
4
Languages
Work History
Vice President of Sales and Marketing
Delux Bearings (FERSA India )
Gurugram / Mumbai
11.2024 - Current
- Drive revenue, profitability, and market share targets for Aftermarket, Export, and institutional channels for India and SAARC.
- Increase sales from 90 Cr to 200 Cr in four years.
- Responsible for P&L management for aftermarket.
- Lead pricing strategy, discount structures, and commercial policies to balance growth and margins.
- Develop and execute integrated marketing strategies covering brand building, demand generation, and customer engagement.
- Launch and develop the business for the Fersa brand in the India region.
- Launch a new product as per market requirements.
- Network expansion to improve presence in new markets.
- Develop, coach, and retain a diverse, performing team, and set clear, measurable objectives.
- Collaborate with plants and the Engineering team for portfolio gaps and India-specific product launches.
- Managing a team of 78 members comprising Sales, Marketing, Warehouse, Logistics, Finance, and CRM administration.
Head of Parts Sales and Marketing for India and SAARC Region
CNH Industrial India, Gurugram - Case Construction Equipment Division
Gurugram / Noida
03.2021 - 11.2024
- Develop and execute the Aftermarket Business strategy for India and the SAARC region, focusing on growth, and market expansion.
- Drive business growth, and improve market share from existing, new products, and services. Analyze failures, and implement corrective actions.
- Design, implement growth strategies, and manage implementation through commercial policies and local initiatives for business growth and profitability.
- Manage Aftermarket P&L, including forecasting, budgeting, logistics, and inventory management.
- Enhance operational efficiency, including forecasting, budgeting, and inventory management, for improved profitability and higher customer satisfaction.
- Foster and maintain strong relationships with key account customers, channel partners, and internal stakeholders.
- Provide mentorship, coaching, and ongoing training to the sales team to boost their skills and productivity.
- Introduced the Economy range for parts to reach a wider customer base and provide better services.
- Achieved a 100% increase in Aftermarket Business in a 3.5-year period. Sales grew from 72 Cr to 140 Cr.
Head of Special Projects, Product Marketing and Technical Services
Hella India Lighting Limited, Gurgaon
Gurugram
09.2019 - 11.2020
- Introduced a new range of Hella-branded products, including brake pads, coolant, and lighting solutions for two-wheelers, significantly boosting sales.
- Digitalized business processes to enhance scheme settlement efficiency, and ensure greater transparency.
- Launched the Hella Quick Car Service Concept to support independent car garages, and drive growth in the Hella Aftermarket business.
- Achieved 30% growth within one year, with the business expanding to over 100 crore.
- Initiated and developed an e-commerce business in collaboration with various automotive startups.
General Manager Sales and Business Development
Greaves Cotton Limited, Gurgaon
Gurugram
06.2017 - 09.2019
- Spearheaded the establishment of a new business vertical as a diversification and de-risking strategy (Greaves Care and Greaves Retail).
- Successfully appointed 150 new Sales, Service, & Spares (3S) outlets for the Aftermarket and Electric Mobility business.
- Achieved an annual business of approximately INR 150 crores within two years.
- Successfully acquired Ele, a prominent e-rickshaw manufacturer.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
Country Manager (India & SAARC Region) - Workshop Business and Network Expansion
Bosch Limited, Bengaluru and New Delhi
New Delhi / Bangalore
06.1998 - 05.2017
- Led strategic growth of a ₹650 Crore business portfolio, driving revenue through innovative service expansion encompassing 3,000 service outlets
- Expanded the service network from 800 to 2,800 workshops, significantly increasing market presence and customer reach
- Formulated and implemented business strategies and policies for improving retail sales through garages and enrolled ~125,000 garages on digital platform
- Launched customer retention initiatives on commercial vehicle segment by launching “Ustado Ka Ustad” program involving 40,000 garages
- Conceptualized car garage retention program and launched “CARBON” a car garage program, involving over 15,000 independent car workshops pan India
- Worked on business transformation plan and introduced multi-brand service concepts in India and appointed 1,000 new workshop partners
- Initiated the “Truck with Bosch” program for key account customers, focusing on specialized service offerings
- Launched Bosch Car Service, Bosch Car Service Lite, Express Car Service, and Express Bike Service in India
- Digitalized the workshop business and processes and launched “ Bosch Service Portal” and Service Mobile App and dealer management system
- Implemented digitally monitored “Buyback” and “No Question Asked Warranty” programs to combat spurious and local parts.
- Established a Company Owned and Company Operated (CoCo) Bosch Car Service in Bengaluru, enhancing brand presence and service capabilities.
- Established satellite training centers to meet training needs cost-effectively and improve service quality.
- Implemented process improvements, streamlining workflows and increasing team productivity.
Sales and Service Engineer
Lucas Indian Service Limited (TVS Group), Kanpur, Uttar Pradesh
Kanpur
05.1997 - 05.1998
- Sales & service support for Uttar Pradesh & Uttrakhand region in North India
- Support Key Account Team for OE business with Tata Motors, Lucknow plant
Education
Post Graduate Program in General Management (PGPGM) - Business Management
SPJIMR
Mumbai, India 04.2001 -
Senior Executive Leadership Program (SELP) - Business Administration And Management
Harvard Business School
Boston, MA, USA 04.2001 -
Executive Management Program in Sales & Marketing - Sales And Marketing
IIM
Lucknow, India 04.2001 -
MBA - Marketing Management
St. Joseph's Institute of Management
Bengaluru, India 04.2001 -
B. Tech - Mechanical Engineering
KSOU (Karnataka State Open University)
Mysuru, India02.2014
Diploma - Automobile Engineering
Govt Polytechnic
Ambala, India04.1993
Skills
- Microsoft Office
- Teamwork
- Leadership Skills
- Adaptability
- Key Account Management
- New Business Development
- Data Driven decision making
Certification
Lean Six Sigma Green Belt, KPMG, Gurgaon, December 2019
Timeline
Vice President of Sales and Marketing
Delux Bearings (FERSA India )
11.2024 - Current
Head of Parts Sales and Marketing for India and SAARC Region
CNH Industrial India, Gurugram - Case Construction Equipment Division
03.2021 - 11.2024
Head of Special Projects, Product Marketing and Technical Services
Hella India Lighting Limited, Gurgaon
09.2019 - 11.2020
General Manager Sales and Business Development
Greaves Cotton Limited, Gurgaon
06.2017 - 09.2019
Post Graduate Program in General Management (PGPGM) - Business Management
SPJIMR
04.2001 -
Senior Executive Leadership Program (SELP) - Business Administration And Management
Harvard Business School
04.2001 -
Executive Management Program in Sales & Marketing - Sales And Marketing
IIM
04.2001 -
MBA - Marketing Management
St. Joseph's Institute of Management
04.2001 -
Country Manager (India & SAARC Region) - Workshop Business and Network Expansion
Bosch Limited, Bengaluru and New Delhi
06.1998 - 05.2017
Sales and Service Engineer
Lucas Indian Service Limited (TVS Group), Kanpur, Uttar Pradesh
05.1997 - 05.1998
B. Tech - Mechanical Engineering
KSOU (Karnataka State Open University)
Diploma - Automobile Engineering
Govt Polytechnic
Section name
- Current CTC - 75 Lacs
- Notice Period - 2 months