Nitin Raj
Pune
Summary
Dynamic and strategic sales leader with over 12 years of experience in industrial markets, specializing in bearings, lubricants, and cutting tools. Demonstrated success in driving business growth, expanding market presence, and fostering impactful collaborations. Skilled in business forecasting, executing go-to-market strategies, and providing cross-functional leadership to optimize sales performance and create value for customers.
Overview
12
12
years of professional experience
Work History
Sales Manager – RecondOil Business
SKF Engineering and Lubrication India Pvt. Ltd.
07.2023 - Current
- Leading RecondOil business expansion in India, driving sustainable lubrication solutions and cost optimization for industrial clients
- Developed and executed a go-to-market strategy, positioning SKF as a leader in circular economy solutions while enhancing industrial machine reliability
- Spearheaded business forecasting and demand planning for RecondOil Box sales, ensuring high forecast accuracy to optimize inventory and supply chain efficiency
- Implemented value-based selling, highlighting oil circularity and machine efficiency improvements, reducing failures and downtime
- Led cross-functional collaborations with engineering, finance, and marketing teams to align product strategies with market needs
- Designed and executed targeted marketing initiatives, including customer meets, testimonials, and case studies to enhance industry credibility
- Spearheaded digital marketing campaigns, leveraging LinkedIn, email marketing, and paid campaigns to strengthen market reach and lead generation
- Built capabilities and skill sets within lubrication and channel partner team members to effectively promote RecondOil solutions
- Selected 12 exclusive channel partners from over 100 SKF partners to promote RecondOil Box in India, ensuring a focus on profitable and sustainable solutions
- Responsible for driving direct and indirect business across Metals, Power, Cement, Tyre, Pulp & Paper, and Automotive industries
Key Account Manager
Castrol Industrial Lubricants
06.2020 - 06.2023
- Led a team of 3 high-performing professionals in Key Account Management, Business Development, and Value Selling Propositions for industrial lubricants
- Managed & serviced key industrial clients, including Tata Steel (multiple divisions), Tata Motors, Hindalco, Haldia Petrochemicals, and Gloster Limited
- Spearheaded P&L accountability, ensuring revenue growth, margin expansion, and cost optimization for Eastern Territory
- Developed value-added propositions by leveraging technical expertise and internal collaboration to deliver client-centric solutions
- Built strategic relationships with channel partners and top management of key accounts, driving market penetration and revenue growth
- Successfully implemented pricing strategies, portfolio enhancements, and account-based sales initiatives to maximize profitability
- Played a key role in Castrol’s strategy management, aligning actions with industrial business objectives and evaluating performance metrics
- Led MMM 2022 exhibition project, enhancing brand visibility and market exposure for Castrol Industrial Lubricants
- Focused on safety, compliance, and HSSE initiatives, ensuring adherence to global safety standards at customer sites
Sales Engineer
Timken India Limited
09.2016 - 05.2020
- Managed direct sales in the Commercial & Off-Highway Equipment segment, driving market penetration and customer engagement
- Led business development initiatives, identifying new market opportunities in the Commercial Vehicle Business Unit and Spare Parts Division
- Conducted market studies to assess business opportunities and drive strategic growth
- Negotiated commercial contracts and pricing adjustments in alignment with market dynamics
- Headed Off-Highway and Heavy Truck Market Segment for key OEM accounts including Tata Motors, Tata Hitachi, and Tractors India Limited
- Oversaw end-to-end supply chain management, ensuring seamless delivery and inventory tracking for Tata Motors development and regular parts
- Maintained account receivables and DSO levels, ensuring financial efficiency
- Collaborated with cross-functional teams (Engineering, Quality, Logistics) to develop customer-centric proposals
- Achieved highest sales of INR 58 Crore during this tenure, marking a significant milestone in business growth
Application Engineer
Grindwell Norton Limited
06.2013 - 08.2016
- Managed 12+ key accounts in Metals & Auto and Auto ancillary Segments, providing various levels of technical and sales support
- Provided technical sales and application support for industrial B2B customers across East India
- Collaborated with the sales team to set and exceed 95% of monthly and annual goals through personalized strategies
- Conducted baseline operations and process optimization for manufacturing efficiency, utilizing grinding principles and automation
- Partnered with the product management team to introduce and trial cost-effective solutions at customer sites
- Successfully retained all existing business over a 3-year period
- Partnered with field sales professionals to drive profitable growth and exceed sales targets by 10% YoY
Education
PGDM - Marketing & Strategy
XLRI - Xavier School of Management
01.2020
B.E. - Mechanical Engineering
MS Ramaiah Institute of Technology
01.2013
Skills
Strategic Sales Planning & Execution
Business Development & Market Expansion
Key Account & Channel Partner Management Revenue Growth & Profitability Enhancement Industrial Lubrication & Bearings Expertise
Supply Chain & Operations Management
Value-Based & Solution Selling
Sustainability & Carbon Footprint Reduction Leadership & Team Development
Go-To-Market Strategy Implementation
Strategic Leadership
Analytical Thinking
Decision-Making
Adaptability & Resilience
Websites
Personal Information
Languages
English
Hindi
Awards Recognition
- Best Industrial Key Account Manager, 2023, Castrol
- BP Energized Award, Outstanding Contribution to New Business Development
Timeline
Sales Manager – RecondOil Business
SKF Engineering and Lubrication India Pvt. Ltd.
07.2023 - Current
Key Account Manager
Castrol Industrial Lubricants
06.2020 - 06.2023
Sales Engineer
Timken India Limited
09.2016 - 05.2020
Application Engineer
Grindwell Norton Limited
06.2013 - 08.2016
B.E. - Mechanical Engineering
MS Ramaiah Institute of Technology
PGDM - Marketing & Strategy
XLRI - Xavier School of Management
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