Mathew Varghese
Sales Management
Mumbai
Summary
High-achieving National Sales Manager with a strong track record in exceeding objectives and driving revenue growth. Skilled in communication, collaboration, and creative problem-solving & customer success. Proven expertise in national distribution management, regional sales management, partner business management, and location leadership. A self-starter with a competitive edge and results driven approach.
Overview
22
22
years of professional experience
2003
2003
years of post-secondary education
5
5
Certifications
4
4
Languages
Work History
National Sales Manager
Hewlett Packard Enterprise
Mumbai, India
11.2024 - Current
- Developed and implemented effective sales strategies and led nationwide sales team members to achieve 30% YoY growth in sales & customer acquisition.
- Supervised six sales representatives and evaluated KPIs for promotional opportunities that led to a 20% productivity boost and improved customer retention rates
- Analyzed industry trends to maintain a competitive edge in pricing strategies and product offerings.
- Established a high-performance culture by setting clear expectations, providing ongoing feedback, and rewarding top performers.
- Established and maintained budgets, quotas and regional territories for team members to drive consistent growth.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Collaborated with other departments on various projects such as product development or marketing campaigns to achieve cohesive business goals.
- Mentored junior sales professionals, fostering a supportive environment that cultivated talent development and career growth.
- Expanded market share by identifying untapped markets and devising tailored strategies to target them effectively.
- Established strong partnerships with channel partners for seamless distribution of products across various regions.
- Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts.
- Developed and maintained key relationships with clients, leading to an enhanced customer loyalty and increased repeat business.
- Managed accounts to retain existing relationships and grow share of business.
- Drove sales by developing multi-million dollar contract sales.
Regional Sales Manager
Hewlett Packard Enterprise Private Limited
Mumbai, India
11.2019 - 10.2024
- Expanded our base within Enterprise and Commercial accounts, achieving a 25% increase in account penetration within one year
- Identified and targeted new market segments, resulting in a 20% expansion of our startup and acquisition accounts
- Developed and implemented a consistent and effective sales strategy for the region, resulting in a 25% increase in sales productivity
- Coached sales professionals, enabling them to penetrate accounts and overcome selling obstacles
- Successfully negotiated and resolved conflict issues, maintaining positive and collaborative business relationships
Distribution Manager
Hewlett Packard Enterprise Private Limited
Mumbai, India
12.2013 - 10.2019
- Responsible for handing HPE’s top distribution partners in India
- Spearheaded all sales activity by monitoring performance of distributors, identify & communicate areas of improvement and work on action plans to improve performance
- Supervised successfully distributor’s investments in reseller development activities
- Increased sales and brand awareness for HPE in Tier 2 & Tier 3 cities
- Reviewing business scorecard to monitor partner’s return on investment (ROI)
Partner Business Manager – System Integrator and Reseller
Hewlett Packard India Sales Private Limited
Mumbai, India
03.2007 - 12.2013
- Developed a complete channel alignment for Enterprise, Commercial and SMB accounts
- Strategized partner programs focusing on revenue growth
- On boarded new partners thereby generating incremental revenue
- Delivered detailed business plans & forecasts for partners
- Worked with product and marketing team to create customized products
- Worked on analyzing competitive product offerings in terms of features, benefits and price
Area Business Manager
WeP Peripherals Limited (Wipro ePeripherals Limited)
Pune, India
10.2004 - 02.2007
- Heading the business for Pune & Vidarbha regions in Maharashtra
- Addressed new market segments and significantly expanded the existing customer base
- Worked closely on developing and executing programs with OEM’s and vendors
- Headed a team that created programs and sales incentives with strategic resellers
- Developed significant pipelines for end users and channel sales
Sales Executive - Corporate Sales
Gestetner India Limited
Pune, India
09.2003 - 10.2004
- Focused on the sales of Gestetner (I) Ltd
- In a very competitive end user market
- Worked on building key relationships to plan for documentation needs and identified tools that are critical for Gestetner market
- Managed all aspects of the sales cycle (Suspecting, Prospecting, Approach, Negotiate and Close)
- Performed in-dept analysis to capture the understanding of customers
- Gained foothold in corporates by establishing positive track records to position the company for further business
Education
MBA - Marketing
University of Pune
Pune, India 04.2001 - 01.2003
Bachelor of Commerce - Business Administration And Management
University of Pune
Pune04-2001
Higher Secondary Certificate - undefined
Maharashtra Board
Secondary School Certificate - undefined
Maharashtra Board
Skills
New business acquisition
Accomplishments
- President’s Club award for FY’21.
- Asia Pacific Winner’s Club award for FY’19.
- Awarded as the Best Channel PBM of the year 2010, 2012, 2013, 2015.
- Awarded as the “Super Hero’’ for the year 2005 -2006.
- Awarded as the “Super Star” for program Disha in 2005.
Personal Information
- Passport Number: Valid
- Date of Birth: 09/29/85
- Marital Status: Married
Certification
Leading in the age of Generative AI
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeWork Location
On-SiteImportant To Me
Career advancementPersonal development programsTeam Building / Company RetreatsQuote
Every problem is a gift—without problems we would not grow.
Tony Robbins
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Marathi
Advanced (C1)
Malayalam
Intermediate (B1)
Interests
Mentoring & Coaching
Leadership & Team Building
Customer Engagement & Development
Timeline
National Sales Manager
Hewlett Packard Enterprise
11.2024 - Current
Leading in the age of Generative AI
07-2024
Fostering a Growth Mindset in the age of AI
02-2024
Leadership Transition : Moving into Senior Management
09-2023
Leading with Executive Presence
08-2023
Embracing a Customer obsessed mentality
07-2023
Regional Sales Manager
Hewlett Packard Enterprise Private Limited
11.2019 - 10.2024
Distribution Manager
Hewlett Packard Enterprise Private Limited
12.2013 - 10.2019
Partner Business Manager – System Integrator and Reseller
Hewlett Packard India Sales Private Limited
03.2007 - 12.2013
Area Business Manager
WeP Peripherals Limited (Wipro ePeripherals Limited)
10.2004 - 02.2007
Sales Executive - Corporate Sales
Gestetner India Limited
09.2003 - 10.2004
MBA - Marketing
University of Pune
04.2001 - 01.2003
Higher Secondary Certificate - undefined
Maharashtra Board
Secondary School Certificate - undefined
Maharashtra Board
Bachelor of Commerce - Business Administration And Management
University of Pune
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