Piush Arora

Dalmia Bharat is an 85 years old organization,with diversified business of Cement,Sugar and Refractory,recently ventured into one stop shop Building Material which is a Modern Trade business with Omni Channel Model including Big Box Concept,Retail Store with name of Hippo Stores which has store coverage area of 45 thousand sq.ft ,with online presence and out bound ground sales force focusing on reselling and contractor/builder sales.

Responsible for Category Management of Paints and Surfaces Category(PSC)

Key Roles and Achievements:

Pre-Launch Activities:-

• Brand Shortlisting:-Onboarding of 28+ brands for Strategic Partnership,finalizing the Terms of Trade and long terms agreement for mutual benefits.
• Store Planogram:-Finalizing Store Planogram for my category considering the market trend and category adjacency.
• Products Shortlisting:-Identifying the product assortment for store and catalogue for offline and online sales keeping the customer choice and market trends into consideration.
• Merchandising:-Finalizing the display planning of Bay,Section,Endcaps and Wall Fixtures.
• Pricing and Promotion:-Finalizing Sales Price for Resellers,IHB and Contractors along with planning of Promotions for my Category.

Post-Launch Activities:-

• Managing P&L for PSC Category.
• Regular Planning for Price and Promotion for achieving the Top Line.
• Research,analyze data and market insights and implementing the required correction time to time.
• Design exit strategies for slow moving and non moving products and create substitutability .
• Build and maintain long term relationships with Brand and negotiate with the Brand for special discounts.
• Search for insights into consumer needs and wants,research existing competitors and suggest appropriate pricing and promotional activities.
• Calculate and forecast for products demand trends and guide for stock planning to replenishment team.

Achievement:-Recognized with "Great Work"Certificate

• Handled 2 depots Ghaziabad and Noida with Value Business of 100 Cr Per Annum
• Lead a Team of 8 Senior Sales Officer, 2 DSR, admin and C&F Staff
• Managed 200 active dealer set in Ghaziabad and 75 active set in Noida
• Monitoring and controlling the sales budget to ensure optimum utilization of resources
• Developing of Sales Plan and Budget to achieve the annual sales objectives
• Conduct Regular Market Visits to check route coverage and competitor activities
• Develop and maintain an efficient distribution network
• Liaise with the marketing team to ensure that adequate marketing support by way of merchandising and promotion is available the market
• Owning recruiting, objective setting, coaching and performance monitoring of Sales Staff
• Developed efficient and creative schemes on monthly bases.

Achievements: -

Won product level Award in the country(2017-18).

Won All India contest in Network development.

• Achievement of Sales (Volume/Value) as per budget
• Handled a Branch of 28 Cr.
• Managed and controlled inventories and stocks as per budgets through proper forecasting
• Recruiting, Training and development of sales and admin team and develop successors
• Monitor, evaluate and provide feedback on performance of team
• Channel management and expansion as per need of the business
• Supervising Projects business, which contributes around 10% of the total depot value
• Gather information on competitor’s activities in the region and act upon it for Berger
• Managing 178 Dealers across the length and breadth of the territory in which 125 are active
• Managing work force of 10 people which includes 4 sales officers, 1 SOT, 1 commercial manager,1 BDO,3 DG.
• Identifying and managing new business opportunities through new product launches, market creation, expansion and diversification
• Development of customized scheme for market specific

Achievements

• Won “Interior ka Shenshah” India Level Award Won “Silken Night” competition and recognized with the Silken Night Certificate
• Won “Corporate Championship” and rewarded with the Certificate
• Won “Regional Contest” for highest growth and rewarded with the Certificate.

• Exploring and developing new markets, dealers, accelerating growth & achieving desired sales goals
• Supervising customer service aspects and ensuring system implementation for rendering & achieving quality services
• Identifying and bridging the gap through extensive reach for sales enhancement
• Identifying new opportunities for business development
• Expertise in managing marketing with key focus on marketing of products
• Co-ordination with the channel partners to ensure sales
• Co-ordination with the channel partner, sales team and upper management to ensure smooth working of the company
• Do follow with for the pending payment from the channel partners
• Identify problem and provide suggestion along with alternative solution
• Bifurcation of areas for strong and healthy distribution
• Coordinating with other departments’ i.e
• Logistics, finance & marketing for smoothing of sales process
• Prospecting selling and managing channel partner in the specified area
• Organizing workshop for contractors, painters, engineers and interior designers
• Conducting dealer’s audit

Achievements:

• Rewarded with “ON THE SPOT RECOGNITION” in the division for outstanding performance in the network front in the year 2010-11
• Rewarded Unit winner and Certified with the HERO certificate for installing maximum number of Colourworld Machines in 2010-2011
• Rewarded Regional Winner and Certified with the MSD Cap for installing maximum number of Colourworld Machines in the 2011-12
• Won Transformers Certificate as a Divisional Champion in the North Region 2011-12
• Won Kurukshetra competition and rewarded as a Regional Winner for the year (2012, 13)
• Regional winner in Utsav Race to the top contest.