PANKAJ SINGH
National Sales Head - S2MC & Retail Market.
Bangalore
Summary
I am looking forward to a challenging management position that allows me to apply my skill sets for accruing benefits to the organization.
-A competent professional with 15 years of experience in Distribution sales, Defining Go to market Strategy, Sales & Marketing, Channel Management, Key Account Management, complex project handling, E commerce sales and digital marketing.
-An effective communicator with skills in leading, inspiring & developing a talented team that supports the strategic and future needs of the business innovative, strategic planning.
-Effective sales strategist offering thought leadership, strategic advice in driving business involving sales forecasting, planning of schemes, Engaging the distributors, motivating the sales team to achieve primary and secondary sales and distribution targets.
-Impacted Organization profitability through effective strategic and tactical management decisions and new business development; achieved Growth in tough time of Demonetization & Covid Era.
-Drives market enthusiasm: led the growth of industry sales and developed new business sales opportunities through both trade and consumer direct initiatives for the full range of products.
-Identifies and capitalizes on emerging business ventures in emarketplace, inside sales & increased distribution reach, appointing new partners, cracking competitor accounts and so on.
-Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy.
Overview
15
15
years of professional experience
Work History
National Sales Head - S2MC & Retail
KENNAMETAL INDIA LIMITED
10.2022 - Current
- Defining and implementing the Go to Market to serve Small to medium customer market .
- Grow Sales of Metal removal brand (MRW) to capture good share of market by 2025.
- Lead commercial activities to drive the higher revenue growth (Topline and Bottom Line)
- To drive Pricing, product development road map to ensure the revenue growth
- Collaborate with manufacturing team to ensure availability of products
- Drive Sales team (RSM), DSEs & Inside sales for channel sales growth
- Review and assess the distributor network across India -Heat mapping of network
- Review the existing channel policy in regular basis
- Foster an environment which stimulate open communication, creativity imagination and creates a team spirit that solve problems and build MR business
- Part of Metal Cutting leadership, Responsible for driving effective corporate governance and to deploy governance practice for risk management, internal controls and performance evaluation for distributor.
National sales head (Retail) & Regional sales manager (South & Sri Lanka)
SKF INDIA LIMITED -INDUSTRIAL BUSINESS
04.2022 - 09.2022
- Driving business Growth of Industrial Retail Business (1000 MINR) and Industrial South Region Business (2250 MINR)
- Lead Direct team of 15 people – 9 Sales Team (5 TM,2-Retail RSM ,2 Product sales) & 6 Channel development team
- Defining Go to Market strategy for Industrial distribution business of SKF & Lincoln
- Conceptualizing E commerce plan and driving the E-commerce sales for SKF INDIA Ltd
- (Industrial & Automotive)
- Drive Digital Campaigns (Facebook, Google) and measure Campaign effectiveness (R.O.A.S)
- Driving Digitalization projects (DRMS, CRM) and measuring Effectiveness & Adoption
- Channel footprint & Strategy, understanding of Gap/Need in market, Positioning channel strategy including Digital business
- Create distributor management unified system for capturing secondary sales, DSF, Claims & enhancing performance
- Spearheaded sales across Mumbai, Southern Gujrat (Surat, Vapi) & Vidarbha with a team of 3 Territory Managers; dealing with 21 Authorized Industrial Distributors in defined territory as a Area Manager
- Achieving market penetration and product expansion through strategic business planning for increasing revenue & profitability; engaging stakeholders including sub-distributors and channel partners to ensure that common goals are achieved.
Area Sales Manager (Chandigarh, H.P, Punjab, J&K, Panipat & Yamuna Nagar)
L&T -EWAC
02.2014 - 09.2015
- To achieve business result within assigned region through distributors and application specialists’ team
- Evaluate techno commercial offers, negotiations, order placements, outstanding, margin controls, and sales expenses
- Key customer relationship, networking and new business development
- Responsible for Sales & BD development opportunities with market extension for existing products
- Heading a team of 4 Application Specialist and responsible for team building through training, guidance & motivation
- Implementation of marketing strategies and promotional activates as directed by Company like conducting seminars, technical meets & imparting training to customers.
Territory manager -A.P.S (Himachal Pradesh)
L&T -EWAC
02.2012 - 01.2014
- To achieve business result within assigned region through distributors and application specialists’ team
- Evaluate techno commercial offers, negotiations, order placements, outstanding, margin controls, and sales expenses
- Key customer relationship, networking and new business development
- Responsible for Sales & BD development opportunities with market extension for existing products
- Heading a team of 4 Application Specialist and responsible for team building through training, guidance & motivation
- Implementation of marketing strategies and promotional activates as directed by Company like conducting seminars, technical meets & imparting training to customers.
Territory manager
Bergner Impex
03.2011 - 02.2012
- To appoint distributors (to develop distributor channel)
- Achieve primary business budget (value & volumes) from distributors
- Generate secondary sales from the dealer base
- Generating primary collection and managing distributors outstanding
- Managing and controlling inventory through proper indent.
Territory manager
Hamilton Mumbai
08.2010 - 03.2011
- To achieve primary target from distributors in the assigned territory & secondary sales target from dealer base
- Generating primary collection and managing distributors outstanding
- Taking innovative measures to increase sales and improve brand image
- Meeting daily productivity and other product targets assigned on a Month to Date and Year to Date scale.
Management Trainee
Eureka Forbes Mumbai
06.2009 - 07.2010
- Achieve primary business budgets (value & volumes) from distributors
- Generate secondary sales from the market
- Generating primary collection and managing distributors outstanding
- Maintain proper monthly reports (D, W, M Report, pip, projection)
- To develop strategies for penetration of the market.
Education
Master’s in marketing -
Pune University
B. E Mechanical -
R.G.P.V University
Skills
Channel & Industrial Sales
undefinedCarrier Growth
- KENNAMETAL, 2022
- SKF INDIA LTD., 2015
- Eureka Forbes, 2009
- L&T-EWAC Alloys, 2012
- Berner Impex, 2011
- Hamilton Housewares, 2010
Activities
- Successfully completed 3 Days -Dale Carnegie leadership Training Program in Kennametal.
- Successfully completed 6 days Leadership Training Program at SKF
- Successfully completed 3 Days Sales Excellence program at SKF
- Successfully completed 3 Days ACE Training program at SKF
- Successfully completed 5 days Financial Training at L&T-Training center.
- Attended four days’ workshop on “Retail in Detail”.
- Successfully completed Dale Carnegie program on Gen-next.
Personal Information
- Date of Birth: 11/17/85
- Marital Status: Married
Timeline
National Sales Head - S2MC & Retail
KENNAMETAL INDIA LIMITED
10.2022 - Current
National sales head (Retail) & Regional sales manager (South & Sri Lanka)
SKF INDIA LIMITED -INDUSTRIAL BUSINESS
04.2022 - 09.2022
Area Sales Manager (Chandigarh, H.P, Punjab, J&K, Panipat & Yamuna Nagar)
L&T -EWAC
02.2014 - 09.2015
Territory manager -A.P.S (Himachal Pradesh)
L&T -EWAC
02.2012 - 01.2014
Territory manager
Bergner Impex
03.2011 - 02.2012
Territory manager
Hamilton Mumbai
08.2010 - 03.2011
Management Trainee
Eureka Forbes Mumbai
06.2009 - 07.2010
Master’s in marketing -
Pune University
B. E Mechanical -
R.G.P.V University
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