RAMAN SHARMA
Retails Operations, Marketing, Sales & Procurement Professional
New Delhi,Delhi
Summary
- PROFESSIONAL SYNOPSIS
- 25 years of experience in Marketing / Retail operations / Sales / Procurement (Global Sourcing) / Distribution Channel Management / TQM / ERP implementation
- Last job was as National Head – Marketing, Operations & Supply Chain with AIS Windshield Experts – retail arm of Asahi India Glass Limited. [Had taken a break to take care of health, now fine].
- Master’s Degree in Business Administration (MBA) with specialization in Marketing.
- Short course in Digital Marketing, Google Ads Search Certification from Google and Beginners course in Google Analytics from Google.
Overview
5
5
years of post-secondary education
25
25
years of professional experience
Work History
National Head–Marketing, Operations & Supply Chain
Asahi India Glass Ltd. [AIS Windshield Experts]
Gurgaon, Haryana
07.2017 - 06.2020
- Drawn out expansion plan for next 5 years [72 centres to 280+ centres in 125 cities] .
- Reviewed and rationalized centres by closing some centres and overall increased market footprint from 72 centres to 94 centres in 52 cities by 2019. Expanded through COCO as well as FOFO route [67 COCO centres & 27 FOFO centres].
- Achieved glass and ancillary products revenue of Rs.517 million. Achieved same store growth of more than 8%.
- Expanded battery replacement service [through self and aggregator models] from Delhi NCR to other major cities like Mumbai, Bangalore, Chennai, Chandigarh and Jaipur. DIY product range launched in CAT A and some CAT B cities across India. Total revenue of Rs.16 million [40% increase YOY].
- Project lead for implementation of ERP in the company between Apr’18 and Sep’19.
- Extended digital marketing footprint for lead generation–SEM, SEO, SMM, short videos of customer testimonials [Google Search Network, Facebook, LinkedIn, Instagram and YouTube], geo-targeting. 20% drop in cost per lead.
- Introduced the mechanism of 3rd party mystery audits at the centres along with other internal audit systems, which helped in identifying gaps in service delivery and helped in improving NPS [>80].
- Achieved cost reduction of Rs.11 mil. in FY2019~20 on account of rationalization of manpower and rentals.
- Developed new sources of automotive glass for high end cars in UK, Germany and Middle East, reducing COGS by 50%.
- Developed vendors for various new products like glass repair kit, wiper blades, water repellent coating, glass cleaner, tyre inflator, tyre shiner etc.
Head – Marketing & Operations
Asahi India Glass Ltd. [AIS Glasxperts]
Gurgaon, Haryana
11.2014 - 06.2017
- Established new look and feel of the brand to reposition Glasxperts as a premium service brand catering to the needs of High Net-worth Individuals [HNIs].
- Developed new website, products collaterals, virtual reality [VR] tool to showcase product applications to HNIs and architects.
- Re-aligned the whole organization to deliver world class service to TG – HNIs including functions like sales, project management, purchase, HR, administration, technical, commercial, QA and marketing.
- Training of employees of all functions on TQM practices.
- With changing demand pattern, introduced new high end fenestration products like aluminium, wooden window frames along with high-end uPVC frames, other than high performance glass products like solar control, acoustic glass etc.
- The company turnover increased from Rs.131 million in FY2016~17 to Rs.210 million in FY2018~19 and company turned PBT positive.
National Head-Sales & Marketing
Asahi India Glass Ltd. [AIS Windshield Experts - Automotive Glass Retail Arm]]
Gurgaon, Haryana
05.2011 - 11.2014
- Appointed as National Head – Sales & Marketing [handling 52 retail stores all across India] in May, 2011. Pan India Operations and Supply Chain functions responsibility also been given by FY2013~14. .
- Refreshed and implemented new brand identity for Windshield Experts brand in 2012~13.
- Implemented performance measurement & development process at the store manager level.
- Achieved cash positive status for the company after almost 8 years in FY 2013~14.
- Expanded product portfolio to include ancillary products like wipers, hydrophobic coating, batteries etc. Started contributing revenue of Rs.2.7 million in FY2013~14.
- Set up sales team pan India to develop tie-ups with insurance fraternity, fleet and corporate.
- Consolidated control centre operations at one place for tighter control over service delivery process.
- Developed training module for operations team and conducted training programs for store team across India on SOPs, sales, LAM activities and supply chain.
- Developed new vendors in various cities for supply of glass and wiper blades as well as reduce cost [COGS reduced by 15%] .
Head - Bill of Materials
Asahi India Glass Ltd
Gurgaon, Haryana
10.2007 - 04.2011
- Handled global [Global Sourcing] as well as domestic procurement as Head-Bill of Materials [major raw materials like float glass, PVB interlayer film, and various other materials with procurement value of Rs.4000 mil./annum from the year 2007 to 2011. Negotiated contracts securing supply lines at competitive costs.
- Developed new sources of float glass from China, Taiwan, UAE and South Africa for gaining cost advantage & mitigating risk. Built long term partnerships with the suppliers.
- Developed mechanism for monitoring and reporting market reports on prices of major raw materials, plant capacities of suppliers, energy cost etc.
- Rationalized logistics service providers including shipping lines, ICDs [dry ports], CHAs etc. to minimize costs.
- Took cost reduction measures to lessen the impact of hardening of prices of raw material in 2008 to 2010 like development of alternate suppliers, alternate ports, ICDs, negotiated better payment terms etc. resulting in 10% cost reduction.
- Maintained good liaison with various Govt. agencies for smooth imports operations.
TQM Co-ordinator
Asahi India Glass Ltd.
Gurugram, Haryana
09.2006 - 09.2007
- Appointed as TQM coordinator in 2006 to 2007 for implementation of TQM practices in non-technical functions at corporate office and to ensure readiness for Deming Prize Application.
- Successful examination for Deming Prize Application, Japan (highest quality award) in 2007. Visited JUSE, Japan with management to receive the award.
- Prepared and established Business Process Flows / SOPs.
- Training on usage of PDCA and spread of PDCA methodology across functions to solve various business problems and carry out improvement activities.
Section Head-Aftermarket, KAM, Trainee
Asahi India Glass Ltd
Gurugram, Haryana
05.1995 - 08.2006
- Conceptualized and implemented new distribution strategy after exhaustive analysis of existing distribution structure. Implemented new distribution strategy.
- Conceptualized and implemented Service Level Agreements (SLAs) with distributors.
- Minimized order turnaround time from over 5 days to 2 days by problem solving techniques and the rejection PPM by 80% by improving the packing and glass storing condition at dealers end.
- Increased distribution reach from 70 cities to 110 cities within a span of 1 & ½ years.
- Organized various mechanic mela’s to create awareness about laminated windshield usage in the distribution part of the business .
- Conducted training programs at OEMs (Telco, M&M, Ashok Leyland, Bajaj Auto, Eicher Motors and Fiat) on handling, storage and fitment of laminated windshields.
- Represented India in various strategy meets of Global ARG teams of Asahi Glass Company.
- Participated in various Auto Expo events (Displays, stall design, actual execution) – Stall was covered by BBC Wheels, The Economic Times, Telegraph, and Business Standard.
- Key account manager [KAM] for OEMs viz. Maruti, Fiat, Mahindra and Mahindra, Tata Motors.
- At the beginning of career hands on experience in outbound logistics, delivery planning and on-time execution.
Education
MBA - Marketing & Finance
07.1992 - 07.1994
Bachelor of Science - Physics Hon.
07.1989 - 06.1992
Certificate Course in Digital Marketing - Digital Marketing
Google Ads
Google Analytics Beginners Course
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
swipe to browse
Skills
Budgeting
Business OperationsBusiness plansBusiness Processes
Contract management
Cost reductionERPMarketingProblem solvingProcurement management
Sales management
Service Level AgreementsStrategic PlanningSupply Chain Management
Total Quality Management (TQM)
Training & Development
Retail Operations
MS Office
Digital Marketing
Distributor / Channel Management
Store operations
Operations tracking
Sales operations
Procurement operations
Budgeting and Allocation
Staff Management
P&L Management
Marketing and advertising
Strategic Planning
Market Analysis
Problem resolution
Relationship development
Contract Negotiation
Vendor sourcing
Procurement expertise
Order management
Sales processes
National accounts management
Strategic account development
Vendor management
Coaching and mentoring
Sales Reporting
Goals and performance
Timeline
National Head–Marketing, Operations & Supply Chain - Asahi India Glass Ltd. [AIS Windshield Experts]
07.2017 - 06.2020
Head – Marketing & Operations - Asahi India Glass Ltd. [AIS Glasxperts]
11.2014 - 06.2017
National Head-Sales & Marketing - Asahi India Glass Ltd. [AIS Windshield Experts - Automotive Glass Retail Arm]]
05.2011 - 11.2014
Head - Bill of Materials - Asahi India Glass Ltd
10.2007 - 04.2011
TQM Co-ordinator - Asahi India Glass Ltd.
09.2006 - 09.2007
Section Head-Aftermarket, KAM, Trainee - Asahi India Glass Ltd
05.1995 - 08.2006
Department Of Management Studies, HPU - MBA, Marketing & Finance
07.1992 - 07.1994
Govt. Boys College, HPU - Bachelor of Science, Physics Hon.
07.1989 - 06.1992
Google - , Google Analytics Beginners Course
Google - , Google Ads
Udemy - Certificate Course in Digital Marketing, Digital Marketing