MANUJ PROTHI
Marketing and Sales
Gurugram
Summary
Goal and detail-oriented sales and marketing professional with over 15 years background in lubricant industry. Hands on experience of B2C sales(retail/channel), B2B sales (OEM - Factory fill/aftermarket) and Marketing (category/program management). Seeking an opportunity to apply my advanced knowledge and experience to create brand leadership in market share and revenues.
Overview
15
15
years of professional experience
9
9
years of post-secondary education
4
4
Languages
Work History
Manager/Sr. Manager - Bike Xpert - Marketing
Valvoline Cummins Pvt Ltd.
Gurugram
09.2021 - Current
- Developing the biggest initiative for Valvoline retail with 1000+ independent workshops and aiming 2000+ workshops by CY'27
- Working with global teams as India market is pioneering this initiative and aim to take this platform globally
- Deploying best in industry branding elements on to these workshops
- Deploying out industries first innovative customer relationship management application called as Valvoline Connect
- Building upon traffic generation around these workshops with Google My Business and SEM / SEO tools
- Deploying industries first innovative consumer gratification plan with % MRP off deployments at these workshops
- Working with various media houses in promoting these workshops on air and print media
- Creating and driving marketing programs/campaigns across these workshops using both ATL and BTL
- Measuring ROI and brand score for this platform
- 2023 - 'V' Award (Valvoline most prestigious award) - National conference 2023
- 2023 - Segment of the year - MCO segment (Business award) - Bike Xpert platform contributed to ~ 55 % of the segment growth
- 2023 - Spot Award - Bike Xpert (Valvoline quarterly award)
- 2022: Best Strategic Initiative - Bike Xpert (Retail category) award
- 2022: Cross functional award - Bike Xpert branding (Retail category) award
Assistant Category Manager - Marketing (Two-wheeler Oil)- India, Nepal & Bangladesh
Valvoline Cummins Pvt Ltd.
09.2018 - 09.2021
- Developing long term strategy for category to be future ready in conjunction with developing technology and environmental norms
- Driving sustainable growth while increasing market share, awareness, and other marketing KPIs
- Creating and driving marketing programs/campaigns across retail using both ATL and BTL
- Bringing business acumen to balance marketing investments to drive topline growth with bottom line EBITDA
- Influence the agenda to maximize ROI
- Analyzing data & insights to determine industry and consumer trends and focus on developing volume/market share
- Local innovations including renovations which will ensure product and brand leadership
- Working with global and local experts in market research, media, and digital to build and execute the annual marketing calendar
- Understanding and driving price realizations across the value chain and consumer/retailer/distributor, recommendation of trade schemes and price changes basis COGS/competition price movements/revenue target
- Monthly product/SKU/category wise sales trend analysis and driving distribution basis coordination with sales, supply and procurement team
- Ensuring project management and stakeholder management by managing complex projects involving multiple stakeholders with varying degree of expectations, crossfunctional working style, and diverse cultural backgrounds
- 2021: Cross functional award - Two-wheeler oil packaging (Retail category) award
- 2020: BEST SEGMENT - MCO (Retail category) award
- 2019: BEST SEGMENT - MCO (Retail category) award
- 2019: Hands on Expertise
- For innovation augmented with huge motivation among the distributor sales fraternity by implementing a sales incentive program
Business Manager OEM sales (Aftermarket + Factory fill) North and All India KAM for strategic accounts
Valvoline Cummins Pvt Ltd.
10.2015 - 09.2018
- Developing long-term and short-term strategies to have profitable and long-term business association with OEMs delivering topline growth with bottom line EBITDA and position our products as top of mind choice with our OEM's
- Analyzing and identifying opportunities to secure new businesses from OEM's and ensuring right premium mix and looking out for upselling and range selling opportunities to optimize profit and increase revenues
- Interacting with OEM technical and R&D teams and giving them the best solutions in chemistry and getting the products launched for factory fill and aftermarket with a proper launch plan
- Regularly monitoring Gross profits SKU/OEM wise and recommending price changes basis COGS/competition price movements/revenue target
- Regularly monitoring DSO and interacting with the finance department for outstanding control and receivables management
- Analyzing markets to obtain latest trends, customer needs, competitors position and depth of customer base to re-design marketing strategies
- Planning OEM and aftermarket dealer wise sales, forecasting accordingly as per depots & managing monthly sales
- Providing technical support to the customers and handling customer complaints
- Implementing various marketing programs at the field level viz
- Customer meets, dealer service engineer training program, dealer meets, driver trainings and local schemes to boost sales, competition tracking
- Ensuring SOP adherence and identify areas of improvement to aid operations
- Ensuring smooth journey of each accounts from order placement till delivery
- Creating a strong funnel of OEM's by regular engagements and creating opportunities in converting these OEM's to new wins
- 2018: BEST SALES MANAGER (OEM SALES) award
- 2017: BEST SALES MANAGER (OEM SALES) award
- 2015: Hands on Expertise
- For growing the aftermarket business exponentially
Business Executive /Territory Business Manager North (Retail channel Sales)
Valvoline Cummins Pvt Ltd.
02.2010 - 09.2015
- Responsible for achieving business plan & annual plan targets in the assigned territory
- Identifying, recruiting, and on-boarding new channel partners within assigned territory
- Analyzing market trends and accordingly developing sales plans to increase brand awareness
- Identifying and developing channel partners for achieving business volumes consistently and profitably
- Effective distributor management in terms of maintaining right inventory norms, controlling credit and balancing right working capital
- Conducting market research to identify selling possibilities and evaluate customer needs
- Meeting 100% retailers/mechanics - as per RTM
- Guidelines/norms, actively seeking out new sales opportunities through cold calling and networking
- Managing retail outlets for maximum product coverage
- Monitoring effective merchandising at the outlets for product promotion activities
- Implementing of various marketing programs at the field level viz
- Customer meets, dealer service representative training program, dealer meets, implement schemes to boost sales, competition tracking and feedback to HO, etc
- Building brand focus in conjunction with operational requirements
- Ensuring maximum brand visibility and capture optimum market shares
- Managing brand image building and awareness campaigns through Nukkar and retailer meets
- Building an effective team of FMR/MSR and DSR and motivating them on every front and aligning them to the organization
- Handling escalations and attending to the grievances of team members
- 2013: Team Award- Best State Award in Diesel engine oil segment at annual review meet
- 2012: Best Executive for MCO Segment among North in North Annual meet
- Ek Din Ka Sikander in the MCO Premier League (An activation for sales in West Delhi for MCO Market)
- 2011: Team Award -Best Area in MCO (Motorcycle Oil) segment in annual review meet
- 2010: Team Award- Best State Award (Retail) in annual review meet
Education
MBA - Marketing and Finance
Bharati Vidyapeeth University
Delhi 04.2001 - 01.2010
BBA - undefined
Maharaja Agrasen Institute of Management Studies
XII - undefined
Manav Sthali School
X - undefined
Manav Sthali School
Skills
- Strategic planning and management
- Communication
- Stakeholder management
- Customer relationship management
- Analytical
- Decision Making
- Team leadership
- Creativity and innovation
- Digital marketing
- Operations management
- Performance management
- Financial management
Personal Information
- Date of Birth: 12/30/87
- Gender: Male
- Nationality: Indian
- Marital Status: Married
Timeline
Manager/Sr. Manager - Bike Xpert - Marketing
Valvoline Cummins Pvt Ltd.
09.2021 - Current
Assistant Category Manager - Marketing (Two-wheeler Oil)- India, Nepal & Bangladesh
Valvoline Cummins Pvt Ltd.
09.2018 - 09.2021
Business Manager OEM sales (Aftermarket + Factory fill) North and All India KAM for strategic accounts
Valvoline Cummins Pvt Ltd.
10.2015 - 09.2018
Business Executive /Territory Business Manager North (Retail channel Sales)
Valvoline Cummins Pvt Ltd.
02.2010 - 09.2015
MBA - Marketing and Finance
Bharati Vidyapeeth University
04.2001 - 01.2010
BBA - undefined
Maharaja Agrasen Institute of Management Studies
XII - undefined
Manav Sthali School
X - undefined
Manav Sthali School
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