S M Zulfiquar
Raipur
Summary
- Energetic Professional offering over 17+ years of rich experience in B2B/ B2C/ D2C Sales, Customer Service in Building Materials industry mainly Concrete & Admixtures.
- Profile includes Strategic implementation of sales and marketing plans for deeper market penetration and expanding Business in different geographical areas.
- Expertise in handling infra projects like Hydro / Thermal Power Projects, Tunnels, Roads, Bridges, Dams, etc.
- Significant contributor in maximizing revenue growth, improving operational performance & profitability, controlling costs, cultivating high-margin opportunities and facilitating process improvement.
- Great understanding of customer needs/inquiries, as demonstrated by ability to serve the customer with minimal impact on the customer.
- Formulated and implemented business plan for the region for target & goal setting, merchandising planning and new business development.
- Exhibited success in envisioning & spearheading various activities such as Secondary Sale Management, Ageing Analysis, Vendor Management.
Overview
17
17
years of professional experience
1
1
Certification
Work History
City Head - Sales
Hella Infra Market Pvt. Ltd.
East / North East / MP
04.2022 - Current
- Responsible for business expansion Commercial and Captive RMX plants within the assigned territory i.e MP/ East / North East.
- Manage both our existing sales pipeline and the development of new business opportunities.
- Take a lead role in developing new business proposals and presentations that create and nurture opportunities and partnerships.
- Identify trends and customer needs, building a sales pipeline for short/medium/long term in accordance with targets.
- Liaising with multiple departments within and outside like CGWA, PUC, Department of Factories and Boilers for Industry set up and handling statutory requirements.
- Meeting and building rapport with Infrastructure Companies, Builders and contractors on regular basis for Tender Specification
- Preparing techno commercial proposals as per the scope matrix and BOQ, analysis of technical specifications, cost estimation, project schedule, risk identification, etc
- Keeping close watch on up-coming and awarded Infrastructure projects.
- Meeting with Architects, Structural Consultants on regular basis for promoting Value Added Products like SCC, Lightweight Concrete, Stamped concrete, Porous Concrete, etc.
Sr Manager - BD & KAM
Nuvoco Vistas Corporation Ltd.
East /North East
08.2019 - 03.2022
- Responsible for developing business through Captive RMX plants and conducting market feasibility study for Commercial plants as well, business development for new Commercial RMX plants before handing it over to the Regional team.
- Meeting and building rapport with Infrastructure Companies, Builders and contractors on regular basis for Tender Specification.
- Targeting projects with higher volumes and shorter project duration.
- Preparing techno commercial proposals as per the scope matrix and BOQ, analysis of technical specifications, cost estimation, project schedule, risk identification, etc.
- Participation in Contract negotiation meetings and winning the contract for the Company.
- Coordinating with various Govt Departments like BRO, MES, DRDO for Specification approval of 'Nuvoco- MBM' products.
- Identifying and managing Key Accounts, Key Projects and mapping all the projects with respect to associated Key Accounts.
- Coordinating with various Government Department for Industry set up and handling statutory requirements.
- Keeping close watch on up-coming and awarded Infrastructure projects.
Sales Manager
Sika India Pvt. Ltd.
North East / Bhutan
02.2015 - 07.2019
- Handling business of Key Infra Projects such as Hydro-electric Projects, Dams, Tunnels, Bridges, Road, Mineral Mines and Commercial READYMIX Concrete plants
- Achieving sales targets and new Business generation in the allotted territory through KPM approach
- Enhancing and developing New Key Customers Network and responsible for handling B2B sales
- Generating Sales and Increase Sales Volume through Key Customers Development
- Coordinating with Various Govt Departments for Specification approval of 'SIKA' Brand
- Identifying new place for Business where Company can grow and increase business
- Handling dealers and distributors network of North East/Bhutan Cluster for retail sales
- Developing and handling team of applicators for my cluster who works for the application process of our products.
Manager - Marketing
Tantia Constructions Ltd. (RMC Unit)
Guwahati
06.2012 - 01.2015
- Map & filter customer requirements, meeting day to day customer requirements for all walk-in-customers as well as over the phone and doing feet on street at various construction sites during casting & with subordinates
- Ensure targeted sales volume by maintaining the Average Selling Price, Distance master and profit margin
- Sell within assigned credit limit and credit days, DSO and focusing on timely collection
- Focus on sales of value added products (Self Compacting Concrete & Steel Reinforced Fibre Concrete) along- with promotion of night concrete
- Interact with developers, influencers, architects & govt
- Institutions like PHE, GMDA, PWD, etc
- Answering all RFQ's in a timely manner
- Rate analysis as per current raw material cost and Profitability analysis by comparing the clients' price with Area Base Price
- Determining accuracy of invoice in line with the correct clients' rate working hand in hand with credit controller.
Assistant Manager - Field Sales
ACC Concrete Ltd.
Kolkata
10.2009 - 05.2012
- Order securing by continuous follow up with existing / new customers
- Accountable for ensuring key accounts management by meeting key personnel and increasing business cohesiveness between organizations
- Create awareness about Value Added Products (VAP)
- Accountable for increasing the Share of Wallet (SOW) in the Market against other Competitors
- Focuses on increasing ASP (Average Sales Price) & reducing DSO
- Accountable for meeting customer orders by planning and scheduling orders for smooth operation along with finalizing the specifications of the materials
- Implement market development plan & maintaining & updating database of upcoming projects sites, also help out in generating enquiries for captive batching plants
- Coordinate with the Customer Service Engineers at the time of loading/unloading of the supplies, ensuring smooth operations and timely delivery
- Efficiently maintaining MIS reports and submitting the same to the management for reviews.
Sales Officer
RDC Concrete India Pvt. Ltd.
Gurgaon
01.2007 - 09.2009
- Achieve sales target & Price goals
- Meet existing customers regularly to tap their requirements and secure sales orders
- Understand customer requirements and ensure on time delivery
- Provide the sales information to the QC department for identifying sources of material
- Ensure to get orders to achieve sales targets for the year and ensure optimum utilization of resources
- Maintain accurate records of all pricings, sales and activity reports submitted by Account Executives
- Creates and conducts proposal presentations and RFP responses
- Regularly track the collection status and ensure rigorous follow up for collection
- Create awareness regarding technical aspects of products in the assigned Area.
Education
MBA - Marketing & IT
UP Technical University, Lucknow
01.2007
B.Sc. - PCM
Veer Bhadur Singh Purvanchal University
01.2005
Skills
- Sales & Marketing
- Team Management & Leadership
- Go to Market Strategies
- Competitor/Trend Analysis
- Business Development
- Customer Service Management
- Channel / Distribution Management
- Product Launch & Promotion
- Relationship Building
- Proposals/bidding
- Partnership Development
- Team Collaboration
- Data-driven decision-making
Certification
- Holcim Certified Sales Professional
- Diploma in Computer Application
Accomplishments
- Merit of closing 3 nos. of Commercial plants within a span of 4 months during my stint with Infra.Market.
- Winning a project plant for Nuvoco Vistas Corp. Ltd. with 2.30 Lacs CuM of concrete in 30 months from Numaligarh Refinery Limited.
- Increased revenue for Sika India (North East & Bhutan) from INR 4.15 Cr/Annum to INR 9.35 Cr/Annum.
- Created benchmark by selling 1600MT of Shotcrete Accelerator in a year.
- Created benchmark production of 5667 CuM in a month during Tantia days.
- Consistently being awarded with 'Employee of the Month' during my stint with ACC Concrete Ltd.
Personal Information
- Date of Birth: 09/July/1983
- Gender: Male
- Nationality: Indian
- Marital Status: Married
References
- Mr Mukul Kumar, Prism Jhonson Ltd. Mobile: 93159 75130
- Mr Dinesh Kumar, Nuvoco Vistas Corp. Ltd. Mobile: 84549 53451
Hobbies and Interests
- Gardening and Cooking.
- Interacting with New people to learn and develop myself.
Languages
Hindi
First Language
English
Advanced (C1)
C1
Bengali
Upper Intermediate (B2)
B2
Timeline
City Head - Sales
Hella Infra Market Pvt. Ltd.
04.2022 - Current
Sr Manager - BD & KAM
Nuvoco Vistas Corporation Ltd.
08.2019 - 03.2022
Sales Manager
Sika India Pvt. Ltd.
02.2015 - 07.2019
Manager - Marketing
Tantia Constructions Ltd. (RMC Unit)
06.2012 - 01.2015
Assistant Manager - Field Sales
ACC Concrete Ltd.
10.2009 - 05.2012
Sales Officer
RDC Concrete India Pvt. Ltd.
01.2007 - 09.2009
MBA - Marketing & IT
UP Technical University, Lucknow
B.Sc. - PCM
Veer Bhadur Singh Purvanchal University
- Holcim Certified Sales Professional
- Diploma in Computer Application
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