Spiritual Progression
Manu Kamal
Director - Direct Sales
Mumbai
Summary
Strategic-thinking individual with over 20 years experience in turning low-performing teams into top revenue producers. Offering engaging and pleasant personality with expertise improving customer relationships & overseeing every facet of sales process coupled with strong project management and decision-making skills. Focusing to exceed expectations through diverse stakeholders, deployment of standard processes within teams and dynamic strategy refinement. Innovative and driven with strong technical know-how, natural leadership talent and analytical problem-solving expertise and steering organization's vision and mission. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
23
23
years of professional experience
5
5
years of post-secondary education
Work History
Director - Direct Sales
Videojet Technologies - A Danaher Opco (Fortune 500 Company)
Mumbai
01.2020 - Current
- Handling core responsibility of delivering Sales / P&L KPI CVDs for function through deployment of organizational strategies & ensuring achievement of revenue goals
- Analyze business needs while soliciting customer feedback for process improvements and ensuring change management through PSP & Kaizen approach
- Deployment of Standard Work across teams and geos to bring growth alignment within function. Create Daily / Visual management boards for the key CVDs & ensure deployment and sustainment
- Conduct monthly townhall for the function and appraise larger team progress so far and priority areas for future
- Ensure deployment & re-training of Salesforce within sales teams to have clear visibility of prospective funnel and ensure it's conversion through regular reviews / interaction sessions
- Monitoring coordinated workflows to optimize headcounts & resources within business function and ensure needed sales productivity
- To act on marketplace trends to create solutions and accordingly refine business strategies.
- To leverage professional networks and industry knowledge to strengthen client relationships and gain influence through this cohort
- Actively engaged with organizational global leadership and Danaher board to guide operational strategy (Strat) over 3 year horizon
- Established departmental performance goals and provide feedback to associates & direct reports through Performance & Leadership anchors utilizing monthly appraisal sessions.
- Proactively driving Diversity & Inclusion for the function and part of global D&I Steering Committee
- To analyze business needs while soliciting customer feedback for process improvements and ensuring change management through PSP & Kaizen approach
- Evaluated company documentation to verify alignment with regulatory requirements.
National Head - OEM Sales
Videojet Technologies - A Danaher Opco (Fortune 500 Company)
Mumbai
07.2015 - 12.2019
- Increased sales by over 400% in a span of 4 years effectively through coaching the team, identifying areas of growth, deployment of Standard Work and implementing global sales references to key OEMs
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Liaised with sales, marketing, finance, logistics, Legal & Compliance and management teams to develop solutions and accomplish shared objectives.
- Increased volumes of key technologies by placing selected products with new OEMs, system integrators and machine builders
- Collaborated with immediate manager based out of SEA to drive key CVDs and also coordination with headquarters (Germany), and other global colleagues to maintain consistent message and experience.
- Increase share of prospect customers by developing pipelines utilizing marketing channels (TLG, SEO, PPC)
- Communicated product quality and market comparisons by drafting sales presentations for the larger team.
- Participated in regional, national and global trade shows, exhibitions, events and represented Indian OEMs
- Keynote speaker - Jointly represented OEMs and shared success stories with attendees at global exhibitions and events
- Investigated and integrated new strategies within function to expand business operations and grow customer base.
- Capitalized on solutions presented by Salesforce - SFDC CRM software to enhance lead prospecting and sales management.
- Identified opportunities and cultivated new business through standard work across teams
- Increased profit by effectively controlling margins, product and technology mix & optimizing product turns.
- Consistently compiled and analyzed data trends to determine approaches to improve sales and performance.
- Communicated progress of monthly and quarterly initiatives to internal functions during leadership meetings
- Built relationships with OEMs and community to establish long-term business growth.
- Engaged in product training, demonstrations, consumer awareness, branding initiatives to raise awareness and enhance brand visibility
- Coordinated Townhalls and staff sales meetings to discuss developmental strategy, best practices and process improvements.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy through PSP and Kaizen approach
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Chief Consultant - North and Central
Weldgen
Chandigarh
06.2015 - 07.2015
- Consultancy on problems encountered by customers in the field of Fabrication, Maintenance & Repair Welding in terms of weld designs, process, suitable templates, fixtures & solutions thereof
- Completed paperwork, recognizing discrepancies and promptly addressing for resolution.
- Recommendations on new technologies being adopted globally for specific set of applications in process and non process industries viz:- Cement, Refinery, Automobile & Power so as to increase productivity.
- Resolved conflicts and negotiated mutually beneficial agreements between either of the parties.
- Designing of WPS and PQRs and discussions with OEMs for it’s implementation.
- Honing Managers, Supervisors and their skills by imparting training through tailor-made modules
- Drove operational improvements which resulted in savings and improved profit margins.
- Handling fleet of 13 engineers posted across defined states.
- Created plans and communicated deadlines to complete projects on time.
- Developed and implemented performance improvement strategies and plans to promote continuous improvement.
Senior Deputy General Manager - North Region
Stanvac Superon Group
New Delhi
02.2014 - 05.2015
- Handled business development of 4 product verticals- Speciality Coatings, Maintenance & Repair Welding electrodes, MROs and High Performance Lubricants along with team of sales engineers and distributors
- Ensured 18% growth during 16 months stint with a uniform spread across all verticals and industries in Region -Cement, Automobile, Power & Refinery.
- Ensured through way of standardization of key products on newly identified applications through "Product focused Approach "and delivering breakthrough in competitor’s established businesses, Market share improved by 6%
- Recognized No. 2 region across country against No. 4 during yester year.
- Achieved top line and bottom line targets as specified by management.
- Managed priorities within tight deadlines and fast-paced atmosphere.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Conducted research, gathered information from multiple sources and engrained the same to deliver market share gain.
Zonal Head - North and West Region
EWAC Alloys Limited (A owned subsidiary of Larsen & Toubro Limited)
Vadodara
03.2013 - 02.2014
- Handled product spectrum of Maintenance & Repair Welding electrodes, Turnkey Solutions, Engineered products like Wear Plates and Ceramics.
- Value growth from 26 Cr to 29 Cr and tonnage growth from 4 Tons to 6.5 Tons during FY 14 adopting ”Application based approach”
- Major Industries Handled – Cement , Automobile, Power, Mining, Refinery & Heavy Engineering
- Substantial increase in Turnkey Solution business from 11 Cr to 13.20 Cr by spanning concept across region
- Organizing Top level customer seminars and managing key accounts
- Conducted business as per defined manpower budget considering critical and non-critical pockets
- Development / Modification of products after evaluating market needs in conjunction with R&D. Increased customer satisfaction by resolving issues
- Monitored company inventory to keep stock levels and databases updated
- Learned new skills and applied to daily tasks to improve efficiency and productivity
- Maintained excellent attendance record, consistently arriving to work on time
- Worked within applicable standards, policies and regulatory guidelines
Territory Manager - Rajasthan & M.P.
Larsen & Toubro Limited
Udaipur & Satna
03.2007 - 03.2013
- Led team of 4 Team Leaders, 15 Sales Engineers, 13 business partners and 5 total solutions vendors based at the key locations.
- Achieved business growth from 7 Cr to 13 Cr in the assigned territories. Major Industry covered- Cement, Refinery, Refinery, Heavy Engineering, Power.
- Grooming of associates by imparting “Industry Process Training”.
- Brand development through technical forums & technical workshops, developed sales strategy based on research of consumer buying trends and market conditions
- Communicated regularly with territory, regional and product managers for daily support and strategic planning for accounts.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Tracked changing product lines to effectively meet dynamic market demands.
- Prepared sales presentations for clients showing success and credibility of products.
- Drove team and company profits by developing and strengthening relationships with industry partners and potential clients.
Application Specialist
Larsen & Toubro Limited
Gorakhpur, Kanpur & Chandigarh
02.2000 - 03.2007
- Devised technical strategies and developed presentation materials for applications.
- Created manuals and published guidelines for proper use of systems and solutions.
- Trained customers on proper use of systems and conducted orientation seminars
- Achieve assigned sales targets in each territory
- Major Industry covered- Sugar, Defence, Railways, Engineering, Power, Fertilizers & Chemical
- Posed 300% growth and qualified for the coveted contests every year consistently for 7 years
- Documented clients' issues and processes of resolution.
- Assisted in identifying gaps between business requirements and application capabilities and recommend action steps.
Education
HBX - CORE (Centre of Readiness) - Stastics & Accountancy
Harvard Business School Online
HBX 03.2017 - 05.2017
MBA - Industrial Marketing
IIFT New Delhi
New Delhi 07.2008 - 02.2010
High School Diploma -
Chandigarh Institute of Engineering And Technology
Chandigarh 09.1993 - 08.1996
Skills
Sales Process Management
Interests
Social Initiatives
Conflict Management
Timeline
Director - Direct Sales
Videojet Technologies - A Danaher Opco (Fortune 500 Company)
01.2020 - Current
HBX - CORE (Centre of Readiness) - Stastics & Accountancy
Harvard Business School Online
03.2017 - 05.2017
National Head - OEM Sales
Videojet Technologies - A Danaher Opco (Fortune 500 Company)
07.2015 - 12.2019
Chief Consultant - North and Central
Weldgen
06.2015 - 07.2015
Senior Deputy General Manager - North Region
Stanvac Superon Group
02.2014 - 05.2015
Zonal Head - North and West Region
EWAC Alloys Limited (A owned subsidiary of Larsen & Toubro Limited)
03.2013 - 02.2014
MBA - Industrial Marketing
IIFT New Delhi
07.2008 - 02.2010
Territory Manager - Rajasthan & M.P.
Larsen & Toubro Limited
03.2007 - 03.2013
Application Specialist
Larsen & Toubro Limited
02.2000 - 03.2007
High School Diploma -
Chandigarh Institute of Engineering And Technology
09.1993 - 08.1996
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