Sayali Lohade

• Company Overview: A leader in Automotive and Industrial Bearings, along with Lubrication Systems (Lincoln Helios), with annual sales over 4660 Crores.
• Complete P&L responsibility for Non-bearing product line, which includes a range of products such as lubricants, lubrication systems, power transmission products, and tools & equipment, with a business value of 220 crores.
• Team size: 25 people on role and 40 people on contract in departments like Sales, Application Engineering, Service, and Marketing.
• Customer Relationship management with Key and Strategic Accounts, both in Automotive and Industrial segments (Tata, Volvo, Komatsu, JSW, SMS, Thyssenkrupp, FLS, Metso, and many more).
• Distributor Channel Management and Direct customers (Key account management).
• Costing and Pricing Strategies, Budgeting, Forecasting, Marketing, and Digitalisation initiatives, Process improvements, New Product launches, and Business Strategy formation and execution.
• Stakeholder management - global teams, segment teams, cross-functional departments.
• Team Development - Building competent and agile team in SKF and with Distributors.

Handling Industrial Bearings business for Pan India for OEM’s in Industrial Gearbox, Fluid Power and Mobile Material Handling segment, across more than 150 customers with approximately 160 crores turnover

• Key Account Management for Strategic customers (Bonfiglioli, PTPL, Flender, Kirloskar group, Atlas Copco, Elgi, Kone, Schindler etc.)
• Developing segment strategy and Key customer strategy and ensuring its implementation
• Achieving year on year target sales with increase in SOB with Key customers
• Value Forecasting, Developing Business Plans to drive sales to achieve goals
• Stocking Policies and Part number rationalisation
• Driving digitalisation for improving customer experience
• Funnel management through C4C
• Effective team management and Executive Communication
• Planning and Leading Marcomm Activities, Tech Days, Industry events and Customer Engagement Plans
• Competition analysis and Market Research
• Accounts Receivables

• Company Overview: SKF AB
• Managing Industrial Bearings business for Pan India for Thermal Power and Hydrocarbon Processing Industry with Direct Customers and End Users through Distribution Channel
• Key Account Management for Strategic customers (NTPC, Reliance, Adani)
• Formulating and Driving Strategy in line with SKF’s vision for the given segment
• Relationship management across the customers value chain, understanding pain points of the user and addressing/ resolving by offering performance-based solutions
• Coordinating with CFT’s to drive Full Value Chain projects
• Preparing and finalising Annual Rate Contracts
• Driving Performance based Subscription sales model
• SKF AB

• Company Overview: A Fortune 300 US MNC, in business of Industrial and Speciality gases like Oxygen, Nitrogen, CO2, Argon, Helium etc
• Total Annual Sales – INR 2400 crores
• Key Account Management, Business Development, B2B Sales
• Key Account Management (JSW, Reliance, PSU’s) needing focussed approach with higher turnover
• Revenue generated in year 2018 – Approx
• 45 crores across 5 products
• Building relationship with key people/ decision makers, understanding pain points of the user and addressing/ resolving by offering solutions
• Business Development activities like visits and presentations to new customers, RFQ Handling, prospect shortlisting, quote preparation, cost benefit working, contract preparation and sign off, internally coordinating till start up
• Regular Sales Management which also included tender management & contract management
• Ensuring plant loading, strategic planning for optimal sales to maximise profits with limited volumes
• Competitive analysis on ongoing & real time basis through various sources and relations thus enabling stronger strategic decision making for maximising revenues with available resources
• A Fortune 300 US MNC, in business of Industrial and Speciality gases like Oxygen, Nitrogen, CO2, Argon, Helium etc
• Total Annual Sales – INR 2400 crores

• Company Overview: A leading Roller, Needle, Ball Bearings manufacturer for Automotive Applications
• Total Annual Sales – INR 630 crores
• Exports – Sales 154 crores
• Export Marketing, Key Account Management, Business Development, Planning & Scheduling for Exports division
• Key Account Management for Global accounts like ZF, Volvo/Renault, and Electro-Motive Diesel and Global Aftermarket (INR 40crores p.a.)
• Leading Projects - Project Management for given accounts from RFQ stage to commercialisation which included NPD’s, Technical Solution set up, Negotiations, Contract Management & commercialisation to long term sale
• Handling Customer portals, for day to day operations, like enquiry handling, scheduling, invoicing, quality complaints, and managing EDI
• Responsible for Production Planning & Scheduling – For all global OEM’s (Meritor Axles, Getrag, Daimler, Volvo, Husqvarna, Renault, ZF etc.) involves Critical Monitoring of weekly production, ensuring adherence to schedules, Inventory management, Forecasting, Supply logistics, prioritization of customer requirements, correct delivery commitments on receipt of orders, Product and Quantity optimisation etc
• Handling ISO – TS 16949, MMOG, VDA 6.3 procedures & audits
• Market Mapping and Preparation of Annual Business Plans
• A leading Roller, Needle, Ball Bearings manufacturer for Automotive Applications
• Total Annual Sales – INR 630 crores
• Exports – Sales 154 crores

• Company Overview: It is a renowned name in manufacturing critical auto ancillaries like Engine Pistons, Rings, Pins and Engine Valves
• Total Annual Sales during year INR 751 crores
• Exports INR 146 crores
• Export Marketing, Key Account Management, Business Development
• Key Account management – KolbenSchmidt, Germany, Riken Inc
• Japan & Aftermarket major RAMI, USA
• The customer-base also included Tier II OEM suppliers in Thailand, Korea & Germany
• Functions include order generation, material & production planning, coordinating despatches as per the pending orders & schedules, inventory management, ensuring payment realisation within due date
• Handling customer grievances
• Responsible for Business Development Activities, from handling RFI & RFQ’s to commercialisation stage
• It is a renowned name in manufacturing critical auto ancillaries like Engine Pistons, Rings, Pins and Engine Valves
• Total Annual Sales during year INR 751 crores
• Exports INR 146 crores

• Company Overview: A flagship company of the esteemed Kirloskar Group, also manufacturing Engine Components – Bimetallic Engine Bearings, Bushes and Valves
• Strategic & Promotional Marketing, Branding, Market Intelligence & Sales
• Had the opportunity to work in Aftermarket Segment (Aug’07 –Aug’08) and Exports Division (Sep’08–Jun’09)
• Also designated as Assistant Area manager for Gujarat from March ’08 to Aug ’08
• During this period, was involved in Field visits and Frontline Sales
• Market Intelligence – Liaison with Customers (Traders, Wholesalers, Retailers & Private Labellers) and Consumers (Mechanics & Re-borers) for ascertainment of Brand awareness levels, Sales promotion needs & understanding market preferences
• Scrutinizing competitor strategies pertaining to Product pricing & formulating counter strategies to facilitate periodic assessment of the Price structure
• Study of Global trade practices, distribution networks & capturing the changing expectations of customers
• Trend analysis & Performance tracking of Traders, Private Labellers & Distributors
• Promotional Marketing - Responsible for Planning, Organising & Executing Brand & Product Promotion Programs in the targeted segments across the focus markets
• Managing events such as Dealer-Distributor meets & technical seminars
• Arranging & executing participation in trade fairs like Auto-Expo & Automechanika
• A flagship company of the esteemed Kirloskar Group, also manufacturing Engine Components – Bimetallic Engine Bearings, Bushes and Valves