KAUSHIK SHARMAH
Technical Manager- East | Strategic Business Leader
Kolkata
Summary
Results-oriented sales leader with 12+ years of experience in accelerating sales growth for multinational corporations such as Hilti India and Häfele. Skilled in technical specification development, strategic account management, and business expansion across various markets. Notable for integrating engineering standards into specifications, leading to substantial business impact. Successfully navigated complex projects with multiple stakeholders, maintaining a perfect team retention record.
Overview
1
1
Language
12
12
years of professional experience
Work History
Technical Manager – East (Regional Leadership Role)
HILTI INDIA PVT LTD
10.2023 - Current
- Regional P&L Leadership: Delivering high-impact sales outcomes through technical superiority across 11 Eastern states, consistently exceeding regional revenue targets and market penetration goals.
- High-Performance Culture: Developed a resilient, high-performing team by role-modeling core values. Achieved 100% team retention through deep involvement in career mapping and professional development.
- Situational Leadership: Applying coaching fundamentals and adaptive leadership styles to bring the best out of diverse teams, ensuring all members exceed sales and behaviour goals.
- Strategic Planning: Defining clear short-term and mid-term business plans for specifiable products, making the team accountable for results through transparent communication and decisive leadership.
Specification Consultant
HILTI INDIA PVT LTD
01.2021 - 09.2023
- Flagship Project (Guwahati Airport): Personally oversaw the end-to-end "Specification-to-Sales" cycle for the Guwahati Airport project. Orchestrated seamless coordination between Adani, AECOM, SPCL, and NUDES to ensure technical compliance and brand dominance.
- Government Sector Engineering: Established technical and design-based solutions within high-barrier government bodies including PWD, CPWD, NFR (North Frontier Railway), and the Vartak-BSF Project.
- Brand Ecosystem Building: Strategically incorporated European Code-based syllabus into Engineering Colleges. This initiative educated upcoming engineers on modern standards while establishing Hilti as the premier industry brand at the foundational level.
- Cross-Functional Collaboration: Partnered with Engineering Competence Centres and Product Management team to advice solution based business (Software/Services) into top-tier regional projects.
Regional Key Account Manager / Technical Account Manager
HILTI INDIA PVT LTD
10.2016 - 12.2020
- Sector Turnaround: Engineered a massive turnaround of the Anchoring business in the Glazing Sector, achieving multifold growth through technical value engineering and specification-led selling.
- Exponential Account Growth: Developed and scaled business by 4-fold for major regional and national accounts, including Sobha Group, Embassy Group, Alufit, and Uniglaze.
- Management Consultations: Initiated high-level management meetings with C-suite decision-makers to align common goals and maintain premium price integrity through "fair pricing" logic.
Territory Lead
HÄFELE INDIA PVT LTD
06.2014 - 09.2016
- Market Expansion: Spearheaded brand entry into remote and challenging geographical locations, achieving a 3x increase in pipeline and standardising service delivery processes.
- Territory Management: Managed end-to-end territory sales and service, ensuring high customer satisfaction and brand loyalty in untapped markets.
Education
MBA - Marketing & Operations
04.2014
B.E. - Instrumentation & Control Engineering
06.2011
Skills
Tools: CRM Expert (Salesforce/SAP), Technical Design Software, MS Office Suite, Project Management
Languages: Fluent in English and Hindi (Professional Proficiency)
Interests
Language: English, Hindi, Assamese, Computer Skills: Proficient in Microsoft Office Suite, Salesforce, SAP BYD, Interests: Cricket Cycling Traveling
Accomplishments
- Leadership Excellence: Maintained 100% Team Retention while managing a high-pressure, 11-state territory.
- Revenue Growth: Drove a 4x business increase within the Glazing and Key Account sectors (Sobha/Embassy).
- Flagship Success: Successfully led the complex multi-stakeholder matrix for the Guwahati International Airport.
- Industry Legacy: Influenced the future engineering workforce by successfully integrating European engineering codes into college academic curriculums.
- Major Wins: Secured landmark project approvals with Vartak-BSF(Assam-Arunachal Pradesh) and Manyata Tech Park (Bangalore).
LEADERSHIP PHILOSOPHY
- Transparency: Creating trust by explaining the "why" behind strategic decisions and celebrating shared successes.
- Accountability: Driving results by holding self and team accountable for high-quality preparation and execution.
- Inclusivity: Building powerful teams through a diverse mix of tenure, generation, and gender.
Timeline
Technical Manager – East (Regional Leadership Role) - HILTI INDIA PVT LTD
10.2023 - Current
Specification Consultant - HILTI INDIA PVT LTD
01.2021 - 09.2023
Regional Key Account Manager / Technical Account Manager - HILTI INDIA PVT LTD
10.2016 - 12.2020
Territory Lead - HÄFELE INDIA PVT LTD
06.2014 - 09.2016
JIML - MBA, Marketing & Operations
SRM University - B.E., Instrumentation & Control Engineering