Nikhil Serigar

• Team Management :

1) Managed a team of 3 members across the districts in Central, West, and South Maharashtra in Customer Success & Growth activities.

2) Conducted training and mentored team members to promote productivity, accuracy, and commitment to friendly service.

3) Ensured performance metrics as an Individual Contributor and also as a Team Lead. Monitored metrics and developed actionable insights to improve efficiency and performance.

• Customer Relationship Management :

1) Responsible for managing 50 accounts with a total annual revenue of Rs.4 crores. Average Annual Ticket size of each account handled is Rs. 8 lakhs. Individually handled Rs.1.5 crores of total business and Rs.2.5 crores through assigned team.

2) Played instrumental role in client satisfaction by working with operational teams for proper resolution of service issues.

3) Analyzed customer data to identify trends and develop strategies to improve customer success metrics.

• Payment Collection & ensure timely cash-flow :

1) Ensured timely collection from assigned accounts within the stipulated 3-month credit period.

2) Maintain a healthy Collectible Vs Monthly payment ratio.

3) Achieve annual 95% Annual Collection Target as IC and Team Lead.

• Customer Growth :

1) Upsell/ Referral/ Win-Back: Ensuring the upsell targets from existing customer base and achieve an annual target of 10 lacs.

2) Cross-sell: Achieve an annual cross-sell target of 10 lacs from the assigned portfolio through associated vendor solutions.

3) Maintain a healthy business understanding with assigned customers and suggest customized solutions for their individual business growth.

Leverage this connection to increase the deal value from individual accounts.

• Key Account Management :

1) Entrusted with managing the channel sales network comprising of 2-active distributors and 15 active-dealers in 12 districts of Maharashtra and in the state of Goa.

2) Responsible for attaining a target Rs. 6.5 crores in sales revenue from the assigned territory.

3) Planned and monitored specific territory-based Sales & Marketing activities in conjunction with the Channel Partners to align sales as per targets set.

• Channel Sales Development :

1) Appointed 2-new distributors in the districts of Ahmednagar and Kolhapur. Also, the dealer network was expanded to include 5-additional dealers in the areas of Indapur (Pune), Solapur, North Goa, Kankavli (Sindhudurg), and Kolhapur.

2) An annual business projection of Rs. 1 crore was established through the revenue generated through the new channel partners added.

3) Retailer Management: Oversee and guide the distribution partners to add an optimum number of retailers in their assigned territory to cater to the Tier-3 and remote village markets.

• Institutional Sales & Government Business :

1) Manage Institutional-customers like MAIDC, India Post, Reliance Infotech, Neel Kamal Chairs, Canteen Supply Department, TATA Chemicals, amongst others, for the sale of Electrical Generators.

2) Major responsibilities included, addressing the technical queries of the clients, quoting an offer for the product on evaluating the requirement, commissioning the gensets, and collecting payments within stipulated deadlines.

3) Through efficient relationship-building and timely follow-ups, all types of queries of customers, both technical and commercial, were addressed, which resulted in the growth institutional customers from 15 in 2013 to 32 in 2017.

• Territory Sales Management :

1) Assigned the regions of Khandesh, Nashik, Konkan, Central Maharashtra, and Thane, with annual targets of INR 1.5 crores in 2014, INR 1.8 crores in 2015, and INR 2.3 crores in 2016.

2) With the addition of 4-new distributors (Goa, Ratnagiri, Ahmednagar, & Nashik) and 7-new dealers along with the pre-existing channels, I was able to achieve the assigned Annual Targets.

3) Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.

• Market Analysis and Marketing Management :

1) Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.

2) Managed major product exhibitions like Kisan (Pune), Krishi (Nashik), and Agrotech (Kolhapur) by working as a single point-of-contact for Stall designers, Stall contractors, Logistics, Demonstration team, & Marketing team, handled important exhibitions like Kisan (2013-2016), Krishi (2014-2016) & Agrotech (2015-2016).

3) Was responsible for effective and efficient utilization of the Marketing budget for Maharashtra & Goa region (Rs. 80 lakhs) in 2015 & 2016.

• Quotation Preparation & Negotiation :

1) Prepared cost estimates and bid documents by studying customer RFPs and consulting with project managers/ end customers in Pharmaceutical, Woodworking, & Manufacturing industries.

2) Delivered technical sales presentations to prospects and presented benefits and value of products.

3)Gained customer acceptance by demonstrating cost reductions and operations improvements.

• Cold-calling & lead-mining :

1) Using various avenues of lead generation like cold-calling, email marketing, exhibitions, & industry contacts.

2) Provided input for overall bookings forecasts for assigned accounts.

3) Analyzed market trends, competitor performance and product strengths.

• Trained in the various elements of the manufacturing of High-Pressure valves used in Petroleum & Natural Gas industry like Melting, Fettling, & Sales.