SHAILENDRA KUMAR MISRA
Senior Vice President-Sales & Marketing
Noida
Summary
Repeatedly produce sustained revenue and EBITA growth in dynamic and changing markets. Proven achievements in Glass & Flexible Packaging Industries. Extensive business background with Domestic& International., multi-cultural customers base and varied environments. Senior executive with verifiable year-after-year success achieving revenue, profit, and business growth objectives within start-up, turnaround, and rapid-change environments. Extensive experience with highly engineered products & systems, which require deep understanding of critical business drivers in multiple markets and industries; highly successful in building relationships with upper-level decision makers, seizing control of critical problem areas, and delivering on customer commitments. Customer-focused and performance-driven. Led and motivated teams comprised of more than 200 employees and managed P&L for business divisions exceeding INR 12 Billion revenue. Operations Management Organic Business Growth Strategic Planning Staff Development-Promotion Performance & Quality Standards Customer Satisfaction & Allegiance Leadership Development P&L Management/Budget Planning Change Management Commercial & Customer Support Strategic Partnerships
Overview
28
28
years of professional experience
5
5
years of post-secondary education
Work History
SENIOR VICE-PRESIDENT
Hindusthan National Glass & Industries Limited
03.2011 - Current
- Built distinguished, 13+ year record of progressive achievement and advancement with this $2.4 billion leading producer of Container Glass in India.
- INR 12 Billion division providing Glass products/services; comprised of business units focused on serving Liquors Food, Beverages and pharmaceuticals segments with Worldwide reach
- Advanced to lead 4 mainstream business units comprising 9 Furnaces with staff of ~200 and INR 1400 million annual revenues; additional capacity enhancement integrated in 2018 to bring totals to ~2500 personnel and INR 2000+ million
- Oversee team of Zonal heads, KAMs and segmental heads across all 4 units/functions, including , Business development , customer service as well as Innovative R&D activities to encourage growth from value engineered products
- Monitoring maximum utilization of draw/ pack reciprocating to planned furnace shut down/ Color conversion objectively to comply ABP and utilization of optimum capacity.
- Maintain share of business despite of market disturbances such as demonization, Implementation of GST & other Govt policy related impacts to business.
- Driving successful implementation of multiple upward price revision without loss or any impact on share of business irrespective of segments.
- Driven Color Conversion of Furnaces successfully to meet out demand timely and enhance sales through best utilization of draw from Furnaces.
- Inducted & trained fresh team members to bring in ideas and improve customer connect towards proactive approach to business instead of responsive
- Facilitated understanding to TEAM MEMBERS and encouraged them to take initiatives and stay focused on segmental development profitably.
- Seek opportunities aggressively and improve upon overall product portfolio &retain sales equity.
- Successfully coordinated and maintained healthy support to various organizational objectives on business excellence
- Strategic volume agreement from various key customers so as to ensure maximum sales opportunities and minimum outflow of business to competition
- Kept close connect to glass promotional activities, competitor’s strategy and constantly sought opportunity towards upsurge of organizational equity
- Deliberated on complete market mapping / demand analysis and identifying the necessity to enhance capacity for recaptured market and increase our share of business
- Portfolio of major customer includes Diageo, Pernod Richard, United Breweries, ABInbev, Radico Khaitan, Beam Global, Carlsberg, Bacardi, HUL, Nestle, PepsiCo, Coke, Dabur India, Hamdard, Bajaj Care, Allied Blenders Various Pharma Companies and 30 dealers.
- Conducted research on emerging trends within industry and capitalized on finds to develop new products, services and strategies.
- Generated 15% YOY increase in client accounts through implementation of effective market strategies across major search engine platforms.
- Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
- Attended trade shows and client meetings, promoting company brand and building rapport with prospects and partners.
Vice President
Sharp Industries Ltd
01.2009 - 03.2011
- .Marketing
- Responsibility & Notable Contributions
- Developed strategic plan to reallocate production resources and amalgamate plant-level sales resources into single sales force for the business.
- Developed and implemented sales selling cycle methodology in order to drive above achievements.
- Analyze and evaluated the effectiveness of sales methods, costs and results.
- Designed system to improve working capital by focusing on most profitable clients, reducing receivables, eliminating bad debts and exerting greater control over disposition of payables.
- Enabling focus on management accountability and compliance on all area of operations
- Develop and manage sales & marketing strategies/budgets, and oversee the development and management of internal operating budgets and compliance of strategies
- Work with department managers and corporate staff to develop short and long-range departmental goals, objectives, policies and operating procedures’
- Determine sales forecasts for proposed new products and justify new product development investments
- Co-leader of team that secured multi-plant global supply agreement for 5 years with Kolak Foods, Sainsbury, Tesco, ASDA UK
- Headed Sales Team in developing and securing new business worth 100 cores per annum from ITC, Kevin Care, & TTK in the domestic market
- Leading sales team for new business developments with Dabur, Frito-Lay, Hindustan Unilever, Perfetti, Britannia, Emami, Creamica and other similar large domestic business houses
- Spearheaded development of global business from Hassani Foods, Hunter Foods, Awafi Foodstuff, Gulf Processing, Best Foods, Laronda Emirates & Emirates Marconi in UAE
- Heading exports team for development of Ethiopian market for achieving growth through new products or new markets via strategic alliances.
- Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
- Created and made appropriate documentation for annual budgets and senior leadership goals
- Established performance goals for department and provided methods for reaching milestones.
- Identified opportunities to improve business process flows and overall departmental productivity
General Manager
Rexor India Ltd
09.2007 - 01.2009
- Marketing
- Otable Contributions
- Accountability of sales & marketing operations thereby increasing sales and maximize profit, within the current clientele and from various new avenues
- Conceive, initiate and implement marketing strategies resulting into focused approach towards organizational growth
- Effectively handling a team of Executives & Managers with the focus on achieving pre-set targets within the assigned areas/clientele
- Budgeting of marketing expenses by directly reciprocating it to annual forecasted sales and constantly monitoring in order to maintain a balance between the revenue generated from sales and expenses incurred
- Responsibility of sales & service of current clientele such as PepsiCo India Ltd, Perfetti India Ltd, Unilever India Ltd, Nestle India Ltd, Dabur India Ltd
General Manager
Sharp Industries Ltd
12.2004 - 09.2007
- Sales & Marketing
- Notable Contributions
- Actively involved in process implementation of customized vendor managed inventory for major key accounts such as Bunge India, Ruchi Soya Industries Ltd., etc
- Accountability of sales & developments from other domestic & MNC accounts
- Led cross-functional team with representatives from manufacturing, customer service, technical service, quality, IT, sourcing, accounts receivable, logistics and shipping to ensure a125 crore annual turnover, the largest standalone profit centre in the company history, received timely and effective support regarding any issue
- Successfully accomplished an extensive market survey through sales branches across the country for the edible oil segment in order to identify & segregate large players from small players and accordingly adopt differentiated marketing strategy for small players by developing regional distributors/suppliers
- Effectively handling a team of Executives & Managers with the focus on maintaining the pre-set targets & new developments
- Actively involved in budgeting the sales & marketing expenses in accordance to the annual sales turnover of the group
- Distinction of developing & implementing an alternate packaging solution in edible oil segment in coordination with the packaging development departments of various business house.
Sr. Manager/ Zonal Head
Paharpur Industries Ltd
03.2000 - 12.2004
- Sales & Marketing
- Notable Contributions
- Instrumental in achieving highest sales & collection turnover amongst branches in Paharpur industries thereby ensuring smooth flow of operations
- Successfully handled various key clients; Britannia, Pepsi, Hindustan Lever, Moser Baer, Perfetti, Wrigley, JK Dairy, Reckitt & Benckiser, Dabur, Becton Dickenson, Nun hems & Proagro seeds etc
- Played key role in new business developments & concept selling of various innovative products being developed at Paharpur Industries Ltd
- Effectively handled team of Executives and Managers with focus on achieving pre-set target and augmenting business
- Actively handled operations of North branch thereby generating sales and ensuring timely collections
- Streamlined and implemented proper co-ordination system for supply of label film for all variants & SKUs for 28 packing locations in Pepsi
- Strategic identification & capitalization of food grain market & key players within for generating high profits /returns.
Manager-sales
MultiFlex Lami -Print Ltd
01.1997 - 03.2000
- Notable Contributions
- Distinction of being part/reward for appreciation for fastest development and achieved sales turnover of 2 crores in seed industry in record time, recommended for exports assignments in Sri- Lanka & Nepal
- Successfully handled sales & service operations for various major clients like Warner Lambert, Godrej, General Mills and P & G etc
- Appreciation for recovery of bad debts & quick problem solving techniques pertaining to various service & supplies related issues.
Sales Officer
Sharp Industries Ltd
05.1996 - 12.1996
- Notable Contributions
- Accountable for servicing major clients such as P & G, Bayer India, Indofil Chemicals, Mahyco seeds etc
- Significantly contributed by saving companies from major mutual losses in Indofil chemicals by intelligent and prompt action on supplies to Indofil chemicals Ltd
- Entrusted with additional responsibility, accountable for recovery of bad debt from various clients pertaining to supplies from Sharp Ind
- Ltd.
Education
PG Diploma - Planning & Management
Indian Institute of Planning & Management
New, Delhi 04.1994 - 04.1996
B. Sc - Physics & Maths
Lucknow University
Lucknow, UP 06.1989 - 05.1992
MANAGERIAL EFFECTIVENESS PROGRAM
INDIAN INSTITUTE oF MANAGEMENT
LUCKNOWSkills
Leadership role in Marketing
Timeline
SENIOR VICE-PRESIDENT
Hindusthan National Glass & Industries Limited
03.2011 - Current
Vice President
Sharp Industries Ltd
01.2009 - 03.2011
General Manager
Rexor India Ltd
09.2007 - 01.2009
General Manager
Sharp Industries Ltd
12.2004 - 09.2007
Sr. Manager/ Zonal Head
Paharpur Industries Ltd
03.2000 - 12.2004
Manager-sales
MultiFlex Lami -Print Ltd
01.1997 - 03.2000
Sales Officer
Sharp Industries Ltd
05.1996 - 12.1996
PG Diploma - Planning & Management
Indian Institute of Planning & Management
04.1994 - 04.1996
B. Sc - Physics & Maths
Lucknow University
06.1989 - 05.1992
MANAGERIAL EFFECTIVENESS PROGRAM
INDIAN INSTITUTE oF MANAGEMENT
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