Sathish R
Chief Operating Officer
Chennai,TN
Summary
To achieve excellence in Channel Management, Business Development & Key Account Management by heading a profit centre & leading a team towards realisation of organisational goals.
Experienced in channel sales for 21 yrs with Automobile engineering (BE) background Worked in dealer management, key customer management Strengths: Channel sales, Institutional sales & key customer sales Skill sets: Team handling, Communication, Negotiation, Presentation & Execution of plans Capable in up selling & cross selling of products to attain more market share & SOB Exposure in Passenger Cars, Commercial vehicles & Industrial lubricants sales Well experienced in handling sales & Business development in Southern India Monitoring competitor activities and devise effective counter measures Maintain cordial relations with clients to increase Share of business with clients
Overview
21
21
years of professional experience
2
2
Languages
Work History
Chief Operational Officer
Kun Capital Automotive Private Limited
01.2024 - Current
- Implemented continuous improvement initiatives, driving operational excellence and process optimization.
- Analyzed workflow processes to identify inefficiencies and recommend solutions for enhanced productivity.
- Established key performance metrics to evaluate operational effectiveness and identify areas for improvement.
National Head
Honda Cars India Limited
05.2010 - 01.2024
- Area Manager - Sales, South Kerala from April’13 onwards
- Area Manager - Sales, Tamilnadu from May’10 - Mar’13 looking after channel business for Tamilnadu territory
- Handled 12 dealers across Tamilnadu consists of 86+ manpower comprising 12 teams
- Handling 7 outlets across South Kerala consists of 120+ manpower
- To attain the targets with existing network & manpower management
- Strategic implementation of activities across TN & KL to achieve the prospective segment of customers
- Conducting product seminars, competition knowledge & soft skills to team
- Encouraging the dealer fraternity to achieve the targets in all finites of business
- Effective implementation of retail schemes & Sales team incentive schemes to ensure motivation
- Ensuring all basic enablers availability in dealership to load the team with all backend support
- Taking care of brand visibility creation in upcountry markets through channel system
- Focus on Sales Satisfaction Index to ensure customer satisfaction at higher levels
- Achievements:
- Conducted 9 events covers 500+ customers in last 11 months to push the source of prospects
- Sales Satisfaction Index of Chennai has been brought up to 875 points average with growth of 25 points every year.
- SSI index of Chennai has been brought up to 945 points average with growth of 120 points YOY
- Encouraging the new dealers & small dealers to hit the targets through manpower motivation
- Effective utilisation of dealer working capital & funds rotation for the dealership. Lead time focus.
- Increased Auto terrace (used cars) penetration level from 17% to 23% with 30% growth
- Increased Honda assure (Insurance arm) penetration level from 55% to 89% in 2013-14 with growth of 70%
- In corporate segment, achieved a growth of 35% over last year
- Maintained a attrition rate of 17% in Sales Team in last one year with motivation schemes from 35%
- Implemented effective lead tracker system & reduced the lead time by 35% in 6 months
- Reduced the stock age of the dealership by 30% by utilising pareto analysis & special focus on old age vehicles
- Facilitated communication between departments, ensuring seamless information flow and timely resolution of issues.
- Coordinated logistics activities to ensure timely delivery of goods while maintaining cost control measures in place.
- Managed budgets and resources for multiple projects, ensuring timely delivery within allocated constraints.
Territory Sales Manager
Tata Motors Limited
06.2008 - 05.2010
Tata Motors Limited
06.2008 - 05.2010
- Territory Sales Manager- Passenger business(CVBU - Buses division) in Hyderabad (Jun’08-Sep’09) Chennai (Oct’09-till date), looking after channel sales in Hyderabad & South Tamilnadu region
- Sales planning for new product launch
- To attain more profitable business from existing & new customers through new products
- Systematic implementation of improving market share
- Motivating a team of 25 members & driving sales through them
- Conducting product seminars, customer meet, demos for increasing market share
- Achievements:
- Increased market share from 22% to 48% in LCV segment & 2 fold growth in ICV segment
- Conducted 4 launch programs, 20 seminars, 5 service campaigns & 12 customer meets in Andhra Pradesh.
- Concluded 3 bulk deals worth of 16Crores numbering 143 buses in Hyderabad in 16 months
- Achieved highest Market Share in APSRTC pvt hiring - a seasonal business of 45 days in a year rolling out volume of 900-950 buses per season
- Conducted 1 launch program, 5 seminars & 5 customer meets in south Tamilnadu in 4 months
- Done 2 bulk deals worth of 1.2Crores numbering 18 buses in Madurai in last 3 months
Channel Sales Specialist
ILS, Castrol India limited, Andhra Pradesh
06.2005 - 05.2008
Castrol India Limited
06.2005 - 05.2008
- Channel Sales Specialist-Hyderabad, in Industrial Lubricants & Services, (In indirect roles from June’05 to May’06) looking after channel sales and new business development for channel enhancement in Andhra Pradesh
- Individual tapping of industrial lubricant potential for Andhra Pradesh (pertaining to Operational coverage of CIL (ILS)-AP)
- To attain more profitable business from existing customers through high margin products
- Systematic implementation of value-selling tools
- Inducing organic & in-organic growth
- Conducting product seminars and customer meets for business promotion
- Achievements:
- Done 3 technical discussion forums & 30 seminars in the span of 8 months
- Increased sales of about 25% in 12 months
- Completed 3 bulk deals worth of 2.6 crores in key customer focus operations
- Implemented customer web patterns for Small Scale Industries through distribution channels
- Introduced Castrol Industrial lubricants in Cement plants with a volume of 75 lakhs in 1st year
Education
Six Sigma Green belt program -
11.2010
B.E. - Automobile Engineering
KLN College of Engineering
Madurai01.2005
Skills
Excellent team worker & can adapt into any new team harmoniously with leadership command
Willing to accept new ideas and always open for discussion
Believes in human touch to practical problems
Organizational development
Operational efficiency
Performance management
Interests
Travelling, Playing soccer, chess Listening to Music
TRAININGS ATTENDED
- Attended “integrity at work” certificate programme in Castrol India limited in 2007
- Attended “Journey to Excellence” program in Tata Motors Limited, in August’08
- Active participation in “Outbound training program” in Tata Motors Limited-Team building exercise in Jan’09
Timeline
Chief Operational Officer
Kun Capital Automotive Private Limited
01.2024 - Current
National Head
Honda Cars India Limited
05.2010 - 01.2024
Territory Sales Manager
Tata Motors Limited
06.2008 - 05.2010
Tata Motors Limited
06.2008 - 05.2010
Channel Sales Specialist
ILS, Castrol India limited, Andhra Pradesh
06.2005 - 05.2008
Castrol India Limited
06.2005 - 05.2008
B.E. - Automobile Engineering
KLN College of Engineering