Hrishikesh Pawar

Based out of the Secunderabad head office.

Responsible for two categories - Water Soluble Fertilizers and Micronutrients, PAN India.

Approx portfolio turnover of 250+ Cr.

Cumulative portfolio strength: 47 products. 27 WSF grades, 11 Micronutrient products.

Managing overall sales volume, net realized value, and contribution for WSF fertigation and micronutrients categories.

• Managing pricing strategy and scheme development for the mentioned portfolios.
• Tracking competition for product range developments, pricing calls, and market insights.
• Devising placement, sale, and marketing-related plans and strategies.
• Based on market trends and insights, identifying scope for category expansion, market development, and penetration.

Cross-functional collaboration with:

• Frontline sales team - Ensuring all necessary support to business and achievement of targets.
• Finance department for pricing, scheme, and marketing initiatives related negotiations and approvals.
• Commercial team for planning procurement of raw materials and packing materials, as per business needs and projections.
• Plant and Logistics team, for communication of production plans and ensuring timely supply of products to key markets.
• Branding and communication team for planning ATL & BTL campaigns, devising market and product-specific outreach initiatives.
• Other functions for ensuring business requirements are met and the smooth running of the business.

Planning exercises:

• Active participation in business plan and long-term strategy exercises, anchoring sales volume planning, and projection activities.
• Anchoring quarterly pricing exercise for entire business unit (4 portfolios, 70+ products) for PAN India.

Highlights:

• Successfully launched 3 products in 2 years, consisting of 2 liquid micronutrients and 2 WSF fertigation grades.
• Proven track records of driving business, ideating, initiating, and executing market and geography-specific development campaigns.

H1 of FY 25.

• 100%+ Achievement in both WSF and Micronutrients with 15%+ Growth over the previous year in volumes.
• 90%+ achievement in both WSF and micronutrients with 15%+ growth over the previous year in net realized value.

Based out of Pune, I was responsible for sales coordination and business development activities for specialty nutrients and organic nutrient products.

• Seamless coordination with 6 Zonal Managers, 32 Territory Managers across 30 territories spread across Vidarbha and Marathwada regions of Maharashtra.
• Ensuring achievement of sales and collection targets of Specialty Nutrients and Organic fertilizers.
• Coordination with HO Logistics team, Regional logistics manager, and warehousing officers for ensuring availability of product at field level and seamless movement of material by road as well as rail.
• Collaborating with the Agronomy team for campaigns aimed at product introduction, market penetration, and liquidation.
• Planned and executed region-specific business development initiatives based on crop condition and climatic conditions of the season.
• Constant interaction with channel partners, end customers, and farmers, ensuring product communication and training.
• Extensively worked with the fertilizer team in Maharashtra, assisting in specialty nutrients and organic fertilizer business.

Achievements:

• Proven track record of driving sales of specialty nutrients and organic fertilizers business in the state of Maharashtra, handling 3,000 MT of specialty nutrients (SND) volume and 11,000 MT of organic fertilizers volume.
• Achieved highest ever volume of Organic fertilizers in state (15,000 + mt), highest ever sales volume in a single month (3,500 + MT, May 2021).
• Achieved 100% budget in Specialty Nutrients with 8% growth, and 154% budget with 88% growth in Organic fertilizers category in FYU 21-22.
• Successfully maintained length of credit 30 days below company average. Achieved highest ever volume for the 3rd and 4th Quarter in Maharashtra in FY 21-22.
• Awarded as Best Business coordinator for 3 consecutive quarters, serving as the youngest coordinator across all operating geographies of the company.

As a management trainee, I worked on 2 projects across 2 sub-business units.

1. Organic fertilizers.

Project- Portfolio Analysis of Global and Indian Players and Suggesting Future Expansion (Organic Fert).

• Analyzed the organic fertilizer market across its various product categories.
• Assessed the product range, farmer acceptance, Govt policies, overall demand, and competition in the segment.
• Analyzed Coromandel's standing compared to the industry across various parameters, from the farmer as well as the dealer's point of view.
• The study involved extensive literature review, dialogue with experts from corporate and academia.

2. Institutional Business Department.

Project - Mapping of FPOs and Polyhouses and Identifying Opportunities for Collaboration.

• Engaged in extensive primary on-field survey.
• Primary research, including 97 progressive farmers engaged in protected cultivation.
• Assisted in launching the Flowering special fertigation grade in Floriculture MIDC at Talegaon Dabhade in Pune.
• The project included interaction with officials and members of bodies, namely. NIPHT,NHB, Department of Agriculture - Maharashtra, Progressive flower cultivators' groups.
• Identified and initiated dialogue with nodal agencies, viz. Syngenta Foundation, MAHA FPO Federation, Maha FPC.
• Exploring opportunity in FPO and Polyhouse collaboration, initiated business with over 78 FPOs, recommending 15 for direct business.
  
• Gained knowledge of company policies, protocols and processes.
• Developed problem-solving abilities through hands-on experience with real-life business scenarios.

Post the projects, I was entrusted with the responsibility of sales coordination and business development for specialty fertilizers and organic fertilizers in Maharashtra.

As a management intern, I completed an internship project with Coromandel International Limited.

Project Title -

Product Profile Analysis of Competition in Specialty Nutrients Business, Identifying GAP in Coromandel Portfolio. Consumer Feedback Analysis of Ultrasol Range.

• Analyzed the specialty nutrient market across its various product categories.
• Assessed the market trend, farmer perception, overall demand, and competition in segment.
  Analyzed Coromandel's standing compared to the industry across various parameters, from the farmer as well as the dealer's point of view.
• The study involved extensive primary research, including a survey of over 300 farmers and 150 dealers in the state of Maharashtra, and also literature review, dialogue with representatives from corporate and academia.
• This comprehensive industry report also included focus markets, competition analysis, and SWOT.
• Shared portfolio-wise recommendations based on market intelligence gathered.
• Awarded a score of 97 out of 100 by the mentor for the detailed study conducted and the report submitted during the course of the internship.