R. K. SIVARAAM
Chennai
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 29-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
29
29
years of professional experience
Work History
Regional Sales Manager
Ecoclean Machines Pvt. Ltd
Chennai
12.2018 - Current
- Responsible for sales of component cleaning machines in the entire South India.
- Executed successful promotional events and trade shows.
- Targeted prospects in other territories through careful research of competitor products, services, and trends.
- Increased sales by 22% year-over-year, resulting in a revenue increase of INR 20 million.
- Identified 9 new customers and took an order.
- Achieved the target with a 34% margin.
- Expanded sales responsibilities, spearheading the nationwide distribution of conventional cleaning machines.
- Handled customers such as TVS Motors, Titan Watches, Hero Motor, Hyundai, Delphi TVS, and Mahindra & Mahindra, among others.
Area Sales Manager
Kyocera Asia Pacific India Pvt. Ltd
Chennai
09.2011 - 11.2018
- Managing the entire sales operations of the company from prospecting to closing
- Identifying and understanding the customer requirements and needs and providing technical support to the customer
- Formulating new strategies for the products to be distributed through retail channels
- Increased sales to customers like IM Gears, Delphi TVS, and SAC by 12% to 15%
- Awarded the best sales performer award in 2016
- Took 40 lakhs worth of orders from Greentech Industries for Grooving Insets
- Assessed reports to evaluate performance, develop targeted improvements, and implement changes
- Supervised 7 channel partners and managed 80 lakhs per month
- Managed a team of 4 direct engineers and indirectly oversaw 25 dealer engineers
- Increased overall sales by 15% through capitalising on new potential opportunities and developing and maintaining partnerships with 12 new companies
- Resolved conflicts promptly to promote a positive environment for customers
- Met deadlines by proactively managing individual and team tasks and streamlining processes.
Senior Sales Engineer
Tungaloy India Pvt. Ltd
Chennai
09.2010 - 08.2011
- Conducted process study, turnkey, tool selection & application for the organization
- Organized operations related for new product promotion & sales
- Designed & presented the presentation of new products to the customers
- Adhered to timelines to meet quality assurance targets
- Conducted tests to determine success of product performance
- Defined problems, collected data, established facts and drew conclusions to solve project issues
- Tracked sales data for analysis and forecasting
- Built relationships through exceptional client service delivery and maintained productive networks to support business development.
Senior Sales Engineer
Motherson Techno Tools
Chennai
11.2008 - 08.2010
- Formulated & implemented business plans, provided technical support and developed potential customer
- Worked on development of the business and helped in determining the pricing
- Received 12 lakh orders for SNEW inserts from Royal Enfield
- Promoted grooving inserts to small-scale customers through a campaign worth INR 3.2 lakhs per month
- Received 8 lakhs of order for drills from Stanadyne
- Analyzed and interpreted customer requirements to develop engineering solutions
- Conducted research to identify and evaluate new technologies and concepts
- Built relationships through exceptional client service delivery and maintained productive networks to increase business.
Technical Marketing Engineer
Guhring India Pvt. Ltd
Chennai
05.2005 - 11.2008
- Managed all activities related to technical queries and complaints of the dealers; provided solution to the same
- Received an order from Delphi Tvs for DFP1 project worth INR 36lakhs
- Enhanced customer and user experiences through continuous optimization of products or features
- Wrote documents and created presentations sharing technical details of products, technologies and solutions.
Assistant Engineer
Simpson & Co. Ltd
Chennai
07.2000 - 04.2005
- Worked as a member of the Production Process Development cross-functional team for the SJ3 Engine Series
- Provided trial components to supplier in accordance with excise/customs modalities
- Conducted trial run at supplier end and approved results in accordance with quality control and R&D requirements
- Managed operations related to installation, commissioning and prove-out of equipment/machinery and supervised production after SPC & process capability (CpK) trials
- Coordinated with production and R&D teams for machining New EURO Model 3 Cylinder SJ Series Cylinder Block & Head (3 & 4 Cylinder)
- Established entire tool management system towards ensuring improved tool life & reduced tooling cost/engine.
Technical Assistant
Simpsons & co Ltd
Chennai
07.1997 - 04.2000
- Planned & scheduled daily production targets
- Implemented continuous improvement projects like reducing rejection rate & ensuring quality improvement
- Managed operations related to improving productivity & machine up-time of Engine manufacturing line
- Provided technical guidance and support to team members
- Updated supervisor on status of projects.
Education
Diploma - Mechanical Engineering
St. Xavier's Polytechnic
06.1995
Skills
- Sales Engineering
- Market & Competitor analysis
- Customer Relationship Management
- Strategy Planning
- Sales expertise
- Relationship building and management
- Business development and planning
- Product sales
- MIS Reporting & Documentation
- Active Listening
- Objection Handling
- Presentation Skills
- Negotiation Skills
- Territory Management
- OEM Sales
- Team Management
- Project Management
- Lead Generation
- Sales Leadership
- Budget Management
- Market Share Growth
- Upselling and Cross Selling
- Forecasting skills
- Strategy Development
- Revenue Generation
- Strategic Planning
- Training and mentoring
- Sales Tracking
- Direct Sales
- Sales Presentations
Accomplishments
- Conducted installation & commissioning of the following:
- Horizontal Machining Center - MAKINO A77 E
- Vertical & Horizontal Precedor Honing Machines (Make: NAGEL, Germany)
- 3 & 4 Cylinder (Block & Head) Special Purpose Leak Test Machines (SPMIL, Bangalore)
- Engine Cylinder Block Liner Press & Valve Guide and Valve Seat Press Machine (Press form, Chennai)
- Engine Cylinder Block & Cylinder Head Washing Machine (DURR, Germany)
- Led to the set-up of Mapal Boring Bars, Mapal Valve Seat & Valve Guide Fine Boring Tools and Milling Cutters in Mapal Tool Presetter
- Trainings on:
- CNC Programming, Tool Interface & Machine Maintenance training for 2 months from Makino Asia PteLtd., Singapore Ltd
- Awareness on Production Part Approval Process (PPAP) for QS 9000
- Failure Mode Effects & Analysis (FMEA) for QS 9000
- Internal Product Audit for QS 9000
- Negotiation Skills in Purchase
- Selling in a Competitive Environment by Mercuri Goldman (6 Phase)
Current C T C
22.75 Lakhs
Personal Information
Date of Birth: 06/14/75
Languages
- Tamil
- English
- Hindi
Timeline
Regional Sales Manager
Ecoclean Machines Pvt. Ltd
12.2018 - Current
Area Sales Manager
Kyocera Asia Pacific India Pvt. Ltd
09.2011 - 11.2018
Senior Sales Engineer
Tungaloy India Pvt. Ltd
09.2010 - 08.2011
Senior Sales Engineer
Motherson Techno Tools
11.2008 - 08.2010
Technical Marketing Engineer
Guhring India Pvt. Ltd
05.2005 - 11.2008
Assistant Engineer
Simpson & Co. Ltd
07.2000 - 04.2005
Technical Assistant
Simpsons & co Ltd
07.1997 - 04.2000
Diploma - Mechanical Engineering
St. Xavier's Polytechnic
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