NAGARAJA SHARMA
National Sales Manager
Pune
Summary
Motivating National Sales Leader with over 25 years of experience coaching and building sales teams to reach performance goals. Focused, organized and committed to fostering high-productivity and morale.
Advanced communication and presentation skills. Driven and highly effective at turning around regional sales teams and increasing revenue.
Motivated and hardworking mindset focused on continuous improvement with clearly honed analytical skills and decision making through data points. Organized and dependable candidate successful at managing multiple priorities with a positive attitude.
Willingness to take on added responsibilities to meet team and organizational goals.
Overview
19
19
years of professional experience
17
17
years of post-secondary education
8
8
Languages
Work History
National Sales Leader - Power Tools
INGERSOLL RAND Technologies and Services P Ltd
Pune
08.2016 - Current
- Responsible for the annual operating plan for bookings, revenue, margins and price realization on each product category. Total revenue responsibility of 1500 MINR.
- Exceeded targets by building, directing, and motivating high-performing sales team. Coaching and mentoring an overall team of 15
- Achieved a CAGR of 11% over the last 5 years
- Rationalized Channel Partnerships, created growth strategies and enhanced coverage
- Formulated go to market strategies, own and execute the long-term growth plans for the India territory by identifying the right Channel, work force, products and services
- Developed and nurtured relationships with industry leaders and top management
- Formulated clear account plans with a focus to increase share of wallet in each of them
- Define budgets and goals with marketing, supply chain, and product development teams to implement solutions and launch new products in the market
- Conferred design, Application Engineering and production departments on customer needs and preferences to stay on top of changing demands and also to enhance customized solutions portfolio
- Increasing Top Line Margin Expansion by 3% or more every year
- Determine price schedules and discount rates to maintain competitive positioning by Product line and Product code
- Focus on increasing the parts to completes ratio by increased Maintenance contracts and power tool management within the customer premises.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Trained and developed exceptional sales leaders.
- Directed effective hiring, orientation, training, development and retention of sales staff to maximize team performance.
National Sales Leader - General Industry
Ingersoll Rand Technologies and services private limited
Pune
01.2012 - 08.2016
- Coached and Mentored a team of 4 People to make major Breakthrough in Industrial and Auto After Market segment to augment the revenue by 9% CAGR YOY
- Total revenue responsibility of 350 MINR
- Identified and led Sales and Marketing teams to establish Channels across five sectors like the Power sector, Large Engines, Shipyards, Vehicle services, and Naval bases for Industrial tools and Starters
- Created and implemented effective processes to deploy, sell, and monetize new products to OEM Service centers. Made a tracker to track the progress of this campaign by creating campaign codes in Salesforce
- Improved Margins by changing the product mix to the market thereby driving price realization of 3% or more.
- Exceeded targets by building, directing, and motivating high-performing sales team.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Developed and assigned monthly sales quotas to over 4 regional sales managers across India.
Regional Sales Leader - Auto Segment - South West
Ingersoll Rand Technologies and services private limited
Pune
08.2008 - 01.2012
- Coached and Mentored team of 4 People to make major Breakthrough in Automotive segment to augment the revenue by 9% CAGR YOY
- Total revenue responsibility of 300 MINR
- Competitive breakthrough in major Auto OEMs like Hyundai, Ford, Toyota etc., for new products
- Liaise with Design and Engineering teams to offer the right solutions to the customers
- Manage self and team targets by motivating the team for optimum performance
- Identify and create new opportunities with the team to increase share of wallet and increase footprint in the market.
- Collaborated with senior leaders to evaluate performance in regional area and developed strategies to expand revenue generation by identifying white spaces and Channel competencies.
- Executed successful marketing campaigns to generate new business and expand customer base. Developed and maintained positive relationships with clients in assigned sales territories.
- Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
- Attended industry conferences and trade shows to stay up-to-date with market trends and customer needs.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
- Created value selling environment and set structures to achieve profit increase by 200 basis points YOY and Price realization of 3% or more YOY.
Sales Manager
Ingersoll Rand Technologies and services Private Limited
Pune
02.2005 - 07.2008
- Channel management with regular reviews on present and future business potentials with focus on resolving issues along with Key Customer Management
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures. Grew business by almost 3 times in 3 years from 54 MINR to 175 MINR.
- Plan and execute monthly quarterly and yearly targets of self, and Channel partners for completes and parts in line with company goals. Effectively brought about change in distributor value program to increase focus on New Products and region development.
- Broken into three or more competitor accounts in one year for three consecutive years
- Major project order of 6+ Crores taken from Competitor account as Individual contributor.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Closed lucrative sales deals using strong negotiation and persuasion skills. One single order of more than 60 MINR from competition account.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training to Channel partners and their teams.
Education
MBA - Leadership & Strategy and Ops & SCM
Narsee Monjee Institute of Management Studies
01.2021 - 03.2022
Bachelor of Engineering - Mechanical Engineering
Malnad College of Engineering ‐ Hassan Mysore University
Hassan 09.1990 - 08.1994
Higher Secondary -
Pre University College – Canara College Mangalore Karnataka, Kendriya Vidyalaya
Mangalore 06.1988 - 01.1990
No Degree -
Kendriya Vidyalaya
Mangalore 04.1978 - 05.1988
Skills
Budget planning
Recruitment and selection
Performance reviews
Market development
Goal Setting
Forecasting
Networking expertise
Strategic planning
Competitive analysis
Solution selling
Sales leadership
Business development and planning
Analytical problem solver
Coaching and mentoring
New Business Development
Timeline
MBA - Leadership & Strategy and Ops & SCM
Narsee Monjee Institute of Management Studies
01.2021 - 03.2022
National Sales Leader - Power Tools
INGERSOLL RAND Technologies and Services P Ltd
08.2016 - Current
National Sales Leader - General Industry
Ingersoll Rand Technologies and services private limited
01.2012 - 08.2016
Regional Sales Leader - Auto Segment - South West
Ingersoll Rand Technologies and services private limited
08.2008 - 01.2012
Sales Manager
Ingersoll Rand Technologies and services Private Limited
02.2005 - 07.2008
Bachelor of Engineering - Mechanical Engineering
Malnad College of Engineering ‐ Hassan Mysore University
09.1990 - 08.1994
Higher Secondary -
Pre University College – Canara College Mangalore Karnataka, Kendriya Vidyalaya
06.1988 - 01.1990
No Degree -
Kendriya Vidyalaya
04.1978 - 05.1988