SWAPNIL PRALHAD GAWANDE
Sales & Strategy
Nagpur
Summary
16 Years of experience in Sales & Marketing profile with consistent No. 1 performer in target achievement.
Worked with Market Leaders, Growing & Establishing Companies covering markets of 11 different states in India.
Exposure of handling multiple States of West, North, South & Central part of India
Appointed 34 New Dealership (Passenger Car & 2-Wheeler) in Potential markets.
Handled so far 143 Primary Network & 380 Secondary Networks in 11 different states helped to handle Complex & ambiguous Situations in the best suitable ways for mutual profitability.
Possess excellent techno-commercial skills, with keen analytical and problem-solving abilities.
Effective communicator with excellent leadership and man-management skills.
Overview
16
16
years of professional experience
4
4
Language
1
1
years of post-secondary education
1
1
Certificate
Work History
Regional Manager
PROGCAP, DESIDERATA IMPACT VENTURES PVT LTD
Pune
07.2021 - Current
- Currently handling PAN India HMSI, Bajaj & Yamaha Account & Hero, TVS for some state with a focus on improving Sales, Processes, Revenues and Profitability by max conversion and also target setting for ASM (Team of 4 ASM)
- Develop and curate pipelines of different business portfolios to join the program
- Build trust with clients and prospects
- Analyze data to derive actionable results for clients and prospects
- Perform Due diligence required to gain client approval from compliance
- Encourage & groom team to meet productivity benchmarks and higher level of engagement
- Identify and contribute solutions/strategies to key implements of growth in new/existing businesses
- Provide coaching and support to the sales team to track the sales funnel and related operational metrics delivering regular insights to the business
- Collaborating with internal departments to facilitate client need fulfillment.
Regional Manager
YAMAHA MOTOR INDIA SALES PVT LTD, Rest of Maharashtra & Goa
04.2015 - 07.2021
- Currently handling Goa & ROM includes Vidharbha, Marathwada & South Maharashtra with a focus on improving Sales, Processes, Revenues and Profitability by dealer wise target setting and also target setting for ASM (Team of 6 ASM, 1 DD & 1 Sales Planning)
- Develop sales strategies and set challenging personal sales goals to ensure peak performance
- Preparing strategies for Primary as well as Secondary network appointments as per business priority and market potential in cluster
- Preparing Strategy for Urban and Rural network thru Data Analysis to improve further
- Responsible for Demand Management from the Dealers end (Dealer Inventory management) and Monitor the availability of vehicles to Dealers as per requirement
- Continuous process development for better conversion ratio and follow up of the same from Team thru DMS entrenchment
- Responsible to ensure that all Dealerships are DMS equipped and the entire Data Management System is functioning smoothly
- Responsible for Planning and Execution of Tactical Activities (Motor Sport Activities YFSP, YCSP & Mall Activity) in the Cluster as a plan for Market Expansion, Awareness and Interest for the Brand and also monitor the allocation the budget for the same
- Responsible for monitoring the support from Service Engineers, Customer Support Functions and other stakeholders involved for the smooth functioning of the Touch Points
- Responsible for monitoring the Dealer's Financial Health and take care of the dealer's long-term development
- Explore the opportunities of Bulk Deals in Institutional and Indirect Sales in the Cluster and collaborate with HO and ZBM to exploit the opportunities
- Responsible for execution of the plans to face market forces like seasonality, competitor's new launch, etc
- Responsible for Motivation as well as Learning and development of the entire team in the clusters
- Responsible for engaging with the customer regularly and work to improve upon customer satisfaction and Customer experience for building an image of the brand
- Responsible for efficient management of Cluster Budget
- NO 1 Position for Yamaha in Sports Segment in Pune for 2019 & 2020
- RJ Team Become a No 1 Team for the Year 2017 having all 3 ASM Awarded as Diamond & Star of Company
- Taken Rajasthan to New Heights which was the biggest challenge in Yamaha from Last 15 years to get basic nos which were changed in 2016 & 2017 to become highest growing territory All India for Yamaha
Deputy Manager
HYUNDAI MOTOR INDIA LTD
04.2014 - 04.2015
- Was handling West Zone (Maharashtra, Goa, Gujarat & MP) activities in Sales Planning and Analysis dept with a focus on improving Processes, Revenues and Profitability
- To provide comprehensive strategic inputs concerning retail and wholesale
- Business by evaluating market trends, dealer inventories
- Effective coordination with the sales team - Create and Update MIS required for management decision-making
- Maintain and improvise on reports and MIS - Effective coordination with concerns for retail business
- Responsible for collecting market pricing & tactical offers of competition brands, Analyze sales trends - develop & proposes tactical strategies according to sales trends
- Analyzing ATL and BTL events as well as competition advertisement and provide inputs to management to plan competitive advertisement and ATL & BTL with cost-effectiveness
- Collate and prepare long-term sales plans
- Analyze market trends, past trends & desire market share to prepare dealer targets
- Collate and controls sales data (e.g
- Wholesale /Retail –Colour Wise, Model wise, Variant Wise and Dealer wise)
- Coordinate and supervise compliance of data and processes in DMS
- KEY ACHIEVEMENTS:
- Successfully Implemented New Business Plan across Zone for better Dealership operation handling
Area Manager
HOVER AUTOMOTIVE INDIA PVT LTD, NISSAN MOTOR INDIA PVT. LTD
11.2011 - 06.2014
- Was Handling 10 dealers’ team of Rest of Maharashtra, Goa, MP & Chhattisgarh with a focus on improving Sales, Processes, Revenues and Profitability
- Ensuring achievement of dealer-wise sales target for West region dealers
- Sales forecasting by studying past trends and meeting the sales target
- Achieve targeted sales volume dealer-wise and market share brand-wise in the area of operation
- Ensure correct operational tools and processes as defined by the NMIPL are in place and used for achieving the best SSI score for assigned dealerships
- Recruitment & training of sales Personnel on processes and new product features/modification
- Ensure deployment of actions are efficiently applied and followed in the dealerships including
- Carrying out various ATL activities like a newspaper ad, FM radio, Hoardings, Digital & Social Marketing and BTL activities like Corporate event, Road Shows, Demos and TTL activities like Nissan Fest Showroom event, Nissan Terrano Off-Road TD Campaign
- Marketing plan for cars and workshops sales
- New model launches
- Bulk Deals - Handling Govt, DGS&D, fleet & institutional sales for assigned territory
- To follow the management of Dealer Stocks and to ensure that actions are being taken to control aging and timely liquidation
- Collection and analysis of customer, competition and market information
- Consistently achieving No 1 position in Nissan Motor Insurance contest (Feb, Mar 12 & Jun –
TATA MOTORS LIMITED
01.2007 - 07.2012
- Organized for Nissan Dealers and achieving sales target every month
- Took various marketing initiatives to execute 360
- Campaign @ Pune/Raipur
- Achieved highest SSI score in Q3 & Q4 2012-13 resp
- For Pune & Goa
- Ensured better systems and procedures adherence at dealerships.
Territory Manager
Tata Motors Ltd
08.2010 - 10.2011
- Sales & Process Management
- Was Handling 6 dealers’ team of Hyderabad, Mehaboob Nagar, Rayalsima Area of Andhra Pradesh with a focus on improving sales, process, revenues and profitability
- Responsible for providing single window support to Andhra Pradesh Passenger Car dealers for Pre-Post sales activities like :
- Sales forecasting based on market trends
- Sales planning in terms of offering competitive deals/ offers
- Assist Product Manager in effective Media and event planning to ensure optimum media mix to generate tactical level advertisements
- Handling New product launch
- Ensure generation of adequate enquiries for the product and monitor and improve the conversion rate of the same into prospects
- Promotional activities at dealerships, tracking of enquiries, the entrenchment of CRM-DMS, etc
- Customer Complaint handling to address their issues/ concerns
- Ensuring distribution network by appointing dealers for appropriate market coverage
- Implement sales processes at dealerships handled and monitor and follow up for the same
- Directly responsible for SSI activity and score for assigned dealerships
- Train the dealer salesmen on pre-sales and sales processes, new product features/modifications
- Ensure customer satisfaction (CSI/SSI) for all customers interacting with a dealership setup
- Achieve targeted sales volume dealer-wise and market share brand-wise in the area of operation
- Take proactive action in response to competitor tracking information and market intelligence
- Channel as well as retail finance management by monitoring liquidation of stock at assigned dealerships to ensure timely payment to financiers and channeling of funds back into the system
- Preparing MIS report on market dynamics, competitor’s activity, new product, payment status and stocks
- It was a regional profile and taking care of Andhra Pradesh and Karnataka Area for Dealer Development activity
- Inviting applications from candidates for dealership, Scrutinizing & reference check
- Interviews and site evaluations & validation of mandatory documents
- Issuance of LOI (Letter of Intent)
- Coordination for dealers readiness, audits & Completion of dealer agreements
- Assist dealerships in devising operating framework following Tata Policies and Procedures
- Prepare and conduct dealer induction program
- Ongoing dealer capability improvement programs
- Tracking dealer performance in sales and Customer Experience Management
- Designing and implementing dealer development programs & network coverage programs
- Evaluating financial, operational & Manpower performance of dealers
- Team Size – 4 (Engineers)
- KEY ACHIEVEMENTS:
- Consistently achieving monthly Target in Sales as a TM Profile
- Developed a total 15 Nano Stand Alone dealerships, 2 UV alone dealerships and 1 Fiat Café at Hyderabad.
Territory Manager
TVS MOTOR COMPANY LTD
07.2007 - 07.2010
- Responsible for providing single window support for Pre-Post sales activities in Gujrat & Chhattisgarh territory
- Maintaining daily interface with dealers and monitoring dealer profitability
- Developing and implementing new ideas & promotional schemes in-network for Retail
- Guiding dealers on event management, media planning and handling new product launches
- Ensuring distribution network by appointing dealers for appropriate market coverage
- Assisting dealer in resource planning, forecasting, achieving targets and monitor dealer performance
- Bulk Deals - Handling Govt, DGS& D, fleet & institutional sales for assigned territory
- Train the dealer salesmen on pre-sales and sales processes, new product features/modifications
- Process implementation for achieving the best SSI score for assigned dealerships
- Allocating and controlling the local promotion budgets to the team to ensure the best utilization of it to achieve the overall objectives
- Liaising with financial institutions/banks for exploring new avenues for retail financing of products
- Ensure a dealer does timely payment as per the monthly order system to achieve the monthly target for company profitability
- Preparing MIS report on market dynamics, competitor’s activity, new product, payment status and stocks
- Maintained 2nd no
- Position for TVS Motor Company Ltd by beating nearest competitor continuously from FY 08-09 to FY 2010 in Chhattisgarh
- Developed a robust network in Chhattisgarh from 18 sub-dealers to 60 in a span of 6 months for TVS.
Junior Manager
JSW STEEL LTD
CHENNAI
02.2006 - 07.2007
- Handling sales and marketing activities, in Tamil Nadu, parts of Karnataka and Kerala
- Achieving monthly sales target for the Southern Region
- Handling sales activities for OEM and dealers in Tamil Nadu
- Planning and implementing promotional schemes for the channel partners in the distribution network
- Undertaking market surveys, collecting data for preparation of reports on market dynamics and competitor activity
- Handling preparation of monthly indents, and allocation of material to all the dealers in Chennai
- KEY ACHIEVEMENTS:
- In the very first year of the job, was entrusted with independent charge of marketing in the whole of Tamil Nadu region, parts of Karnataka and Kerala for, Achieved the highest sales figures for
Education
PPIBAI - International Business Analytics & Intelligence
India Institute of Foreign Trade (IIFT)
PGDM - Marketing and IT
Balaji Institute of Modern Management (BIMM)
B. E - Mechanical
Nagpur University
Skills
- Sales Strategy
Timeline
- International Business Analytica & Intelligence, IIFT Delhi
08-2021
Regional Manager
PROGCAP, DESIDERATA IMPACT VENTURES PVT LTD
07.2021 - Current
Regional Manager
YAMAHA MOTOR INDIA SALES PVT LTD, Rest of Maharashtra & Goa
04.2015 - 07.2021
Deputy Manager
HYUNDAI MOTOR INDIA LTD
04.2014 - 04.2015
Area Manager
HOVER AUTOMOTIVE INDIA PVT LTD, NISSAN MOTOR INDIA PVT. LTD
11.2011 - 06.2014
Territory Manager
Tata Motors Ltd
08.2010 - 10.2011
Territory Manager
TVS MOTOR COMPANY LTD
07.2007 - 07.2010
TATA MOTORS LIMITED
01.2007 - 07.2012
Junior Manager
JSW STEEL LTD
02.2006 - 07.2007
PPIBAI - International Business Analytics & Intelligence
India Institute of Foreign Trade (IIFT)
PGDM - Marketing and IT
Balaji Institute of Modern Management (BIMM)
B. E - Mechanical
Nagpur University
Accomplishments
Yamaha
Turnaround of Rajasthan, Sales spiked 600 to 1100 MA in 8 months span and become No 1 Team All India
No 1 Position in Yamaha in Sports Seg Sales with Top Market Share 2019 & 2020
Hyundai
Succesfully designed and implement business plan across zone for controlled and result orianted operations
Nissan
Consistently No 1 performer award in Nissan Insurance Sales Contest
Achieved highest SSI score in Q3 & Q4 2012-13 for Pune & Goa
Tata
Consistent in target acheivement month over month
Developed total 15 Nano & 2 UV stand alone dealership with 1 Fiat Cafe
TVS Motor
Achieved 2nd nos Position for TVS Motor in CG consistently for 3 Year beating nearest competitor Bajaj
Developed total 60 sub Dealer network from 18 in 6 months Span to get incremental Sales of 50 nos MA
JSE Steel
As a MT, independently handled TN branch for South Zone Sales Business
Achieved highest Sales fig for South Branch in 2007
Certification
- International Business Analytica & Intelligence, IIFT Delhi
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