Swarnendu Jha
Business Leader
Pune
Summary
I am an experienced Business leader with a rich background of Channel Management, Key Accounts, Institutional Sales, People Management and Profitability Improvement. In a career spanning 26+ years, I have worked with major Engine and Gensets manufacturers in Indian and Global markets handling OEM's & Aftermarket. I also lead teams for Specialized engine applications around Marine, Mining, Turbines, Oil & Gas and Defense.
Overview
27
27
years of professional experience
8
8
years of post-secondary education
2
2
Languages
Work History
Vice President
Kirloskar Oil Engines Limited
06.2023 - Current
- I am responsible for managing and expanding the Global Power Generation business at KOEL, ensuring operational excellence, business growth, customer satisfaction, and profitability, while also driving innovation and sustainability initiatives
- Navigating successfully through the most stringent emission transitions in India, I have ensured that we maintain and grow our leadership position in the Indian Sub-Continent while also strengthen our bases in rest of the World
- Committed to our 2X3Y vision
- I expanded our manufacturing operations in Middle East and Americas which gives us a unique advantage of providing fit for market, customized products to our customers at the lowest lead times
- Established and maintained relationships with industry leaders to enhance the company's reputation and brand presence
- Led executive team meetings to ensure alignment with organizational goals and objectives
- Collaborated with cross-functional teams to identify and resolve organizational challenges, resulting in improved efficiency
Assistant Vice President: Aftermarket & Distribution
Kirloskar Oil Engines Limited
Pune
11.2022 - 06.2023
- Handling P&L responsibility for key LOB's
- Supporting a large & diverse team of technocrats who believe in Business Growth and Profitability
- We are the largest engine suppliers in this part of the World for Powergen and Industrial Applications having a wide variety of products - Air/ Water cooled, Diesel/ Gas/Ethanol fired which find usage across customer segments and applications ranging from small Households, Medium and Large Industries, Agriculture, Marine, Defense, Earthmoving and Construction Equipment's
- Along with supporting the Engine Business
- I lead the Electric Motors Business Unit in which we are making strong inroads and have very strong Growth plans
- Taking forward our Green Initiative, I also strive to increase our footprint of Organic Waste Converters which are world class and the only product in this category to be duly approved by CSIR
Head - Sales & OMCS
Cummins Generator Technologies India (P) Limited
12.2016 - 11.2022
- I head the Sales of Stamford Alternators to customers in India and overseas
- Being supported by a team of leaders heading Cummins GOEM business, External Customer Business, Exports & a separate team which manages the Order Management and Customer Support (OMCS) for OMCS
- Cummins Business -Supporting Cummins PSBU GOEM's business on the alternator side and ensure minimal demand-supply gap
- In the process ensure that they deliver their Sales and Receivable targets
- Have close interaction with Sales/Projects team to have visibility on Sales Platforms and ensure that CGT has a competitive advantage
- Help the projects/Sales Teams for technical requirements/ data/ sizing calculations
- Engage with major electrical consultants/contractors for Stamford Brand promotion
- Visibility of GOEM stocks and secondary sales plans to ensure that the required inventory of alternators is available at GOEM plants
- Ensure the accuracy and timeliness of monthly forecasts
- Ensure that shipments are evenly spread across the month
- External Customers - Build and maintain relationships with major external (Non-Cummins) genset manufacturers in India and ensure -
- Delivery of Sales and Receivable targets
- Generate new accounts by mapping the Non Cummins genset manufacturers in the territory
- Work closely with customers and gain inputs on their monthly volumes, major nodes, alternator preference, Key market segments where they operate etc
- Engaging with all customers on a periodic basis and understand our competitive positioning and ensure that we are a preferred partner
Dy. General Manager
Cummins India Limited
07.2013 - 10.2016
- Sales of Engines for Repowering and Replacement applications through network of dealers across the territory
- Sales of Recon Engines (factory refurbished) through the network of dealers engines across territory
- Key Account Management - Managing various Cummins product lines like spare parts, new engines, reconditioned engines, batteries and allied products for Key Account Customers - Defense, ONGC, WCL, Railways
- Segment Management - Managing key segments - Defense, Construction & Mining, Oil & Gas and Locomotive for all critical customers across the Zone for all product lines
- Supporting dealer channel for incremental business from these segments
- Successfully executed 1stever Repowering project on MTU Powered Frac Pump at ONGC
- 15% increase sales of spares through Depot at WCL on YOY basis
- Inclusion of new CAMC contracts for Railways against earlier Need Based Contracts thereby increasing revenue and ease of doing business
- Conversion of local job works to factory Rebuild and Rebuild exchange Programs
- Bagged first such order from WCL resulting in an incremental business of > 3Cr
- In 2 years
- More than 50% YOY growth in ONGC parts business
Head - Sales
Shandong Weichai Huafeng Power India (P) Ltd
06.2009 - 07.2013
- Preparation of business plan (short term as well as long term) based on available potential, past performance records, industry forecasts, economic indicators etc
- Identification of potential channel partners for manufacturing of gensets
- Feasibility study of engines for use in Industrial applications & co-ordination with R&D in PRC for customizations to suit Indian operating conditions
- Costing, pricing policy and profitability working
- Setting up Sales & Distribution network across the country
- Engine approvals from concerned statutory bodies in India
- Sales policy formation
- Appointment of Sales Team across the country
- Approvals from Government departments, institutional customers and other bulk buyers
- Marketing activity planning and execution
- Setting up of Call center facility
- CRM implementation
- Setting up offices & warehouse across the country to facilitate easy movement of engines and spare parts to channel partners
- Joined this startup organization as the 1st Sales Employee and developed the entire Sales Organisation - Sales Team, OEM's and their Sales Team, dealers, warehouse etc
- Did extensive exercise on product pricing, positioning, branding activities and in a span of 3 years reached an annual sales of >1000 units
- Worked very closely with design team in India and China for product modifications and customisations to suit Indian Requirements
Regional Manager - North India, East India & Nepal
Kohler India Corporation (P) Ltd
05.2008 - 06.2009
- I was a part of the Global Power Group which manufactures gensets in the range of 3.5kVa to 3000kVa
- As a Regional Head, I was responsible for Sales & Product Support in the areas of North India, East India & Nepal and generating a business of 15Mn $ My key job responsibilities were:
- Setting up dealer network in North India, East India & Nepal
- Marketcentrewise target allocation for all channel partners and review mechanism for continuous monitoring of the same
- Spares inventory monitoring for all dealers
- Standardisation of dealer outlets in terms of appearance and systems
- Marketing activity planning and execution
- Business generation from all bulk buyers located in North India
- Fortnightly monitoring of receivables and outstanding payments
- MIS on a fortnightly basis
Manager - Engines for North India
Kirloskar Oil Engines Limited
04.2007 - 05.2008
- I was responsible for Marketing and Product Support activities through a network of OEM's and Service Dealers in Northern India
- Handling two of the largest OEM's of Kirloskar Oil Engines Ltd and their dealers operating in Northern India
- The major activities conducted by me in achieving a total sales of close to 4000 engines per annum can be summarized as under: Marketcentrewise-Segmentwise target setting of the above OEM's and their sales dealers
- Reviewing not only the performance but also the various infrastructure requirements, quality and quantity of manpower, pre-sales and post sales methodologies adopted, tools and tackles used and required in future
- Coordinating with all the channel partners for sales promotion activities, conferences, seminars, exhibitions, road shows etc
- I was also actively involved in various publicity and advertisement campaigns, launching of schemes and various other similar activities for sales promotion in Northern India
- Coordinating with a network of service dealers above-mentioned OEM's and sales dealers so that an effective after sales product support is made available to the customers
- Generating sales reports from the various channel partners on a monthly basis for the purpose of MIS and tracking the performance of each of them
- Implementation of 'Kirloskar Green Power Ideas' across all the channel partners
- Implementation of CRM across the Sales Force in Northern India
Application Specialist for GCC countries
MAR AL Bahar
04.2006 - 03.2007
- I was working in the technical cell situated at Sharjah - UAE, focusing on the Petroleum & Industrial Segment
- I was responsible for techno-marketing support to all the above mentioned branches of Albahar and work very closely with Caterpillar, Geneva
- The key customers handled by me are MIS, QGM, LAMPRELL, SCHLUMBERGER, KCA-DEUTAG, DALMA ENERGY to name a few
Manager - Engines for North India
Kirloskar Oil Engines Limited
10.2004 - 05.2006
- I was responsible for Marketing and Product Support activities through a network of OEM's and Service Dealers in Northern India
- Handling two of the largest OEM's of Kirloskar Oil Engines Ltd and their dealers operating in Northern India
- The major activities conducted by me in achieving a total sales of close to 4000 engines per annum can be summarized as under: Marketcentrewise-Segmentwise target setting of the above OEM's and their sales dealers
- Reviewing not only the performance but also the various infrastructure requirements, quality and quantity of manpower, pre-sales and post sales methodologies adopted, tools and tackles used and required in future
- Coordinating with all the channel partners for sales promotion activities, conferences, seminars, exhibitions, road shows etc
- I was also actively involved in various publicity and advertisement campaigns, launching of schemes and various other similar activities for sales promotion in Northern India
- Coordinating with a network of service dealers above-mentioned OEM's and sales dealers so that an effective after sales product support is made available to the customers
- Generating sales reports from the various channel partners on a monthly basis for the purpose of MIS and tracking the performance of each of them
- Implementation of 'Kirloskar Green Power Ideas' across all the channel partners
- Implementation of CRM across the Sales Force in Northern India
Sales Engineer
Greaves Cotton Limited
09.2000 - 09.2004
- My Job was a combination of Direct Marketing, Institutional sales, OEM networks, Special applications and Government & Defence customers to achieve the overall budgeted Sales Turnover
- My key achievements during this tenure can be briefly summarized as under:
- Establishing sales network in Rajasthan (growth of annual turnover from 3Cr in 2000-2001 to 19Cr in 2003-2004)
- Liasoning with the design department of Hindustan Aeronautics Limited, Nashik and their vendors to get Greaves engines approved for use in hydraulic trolleys for MIG, LCA and SUKHOI aircrafts
- Bagged a major order from Bharat Electronics Limited worth 6Cr (Project - INDRA & SEARCHER)
- Handling a network of dealers in Northern Region for Private Sales
Sales Engineer
Doshi Ion Exchange
06.1998 - 08.2000
- Joined as a trainee and was into Sales of water purification systems, RO, DM & softeners through dealers and directly to end customers
- Worked there from June 1998 to August 2000
- Analyzed sales data and trends to identify new growth opportunities and optimize sales performance
Education
PG Diploma - Sales & Marketing
Symbiosis Centre For Distance Learning
Pune 01.2001 - 04.2002
Bachelor of Engineering - Mechanical Engineering
SES College Of Engineering, University of Pune
Pune 04.1994 - 04.1998
ISCE - 12th
De Nobili School, CMRI
Dhanbad 03.1992 - 03.1994
ICSE - 10th
De Nobili School, CMRI
Dhanbad 03.1991 - 03.1992
Skills
- Sales
- Brand Management
- Customer Account Management
Decision-making
Team leadership
Personal Information
- Date of Birth: 09/22/76
- Nationality: Indian
Timeline
Vice President
Kirloskar Oil Engines Limited
06.2023 - Current
Assistant Vice President: Aftermarket & Distribution
Kirloskar Oil Engines Limited
11.2022 - 06.2023
Head - Sales & OMCS
Cummins Generator Technologies India (P) Limited
12.2016 - 11.2022
Dy. General Manager
Cummins India Limited
07.2013 - 10.2016
Head - Sales
Shandong Weichai Huafeng Power India (P) Ltd
06.2009 - 07.2013
Regional Manager - North India, East India & Nepal
Kohler India Corporation (P) Ltd
05.2008 - 06.2009
Manager - Engines for North India
Kirloskar Oil Engines Limited
04.2007 - 05.2008
Application Specialist for GCC countries
MAR AL Bahar
04.2006 - 03.2007
Manager - Engines for North India
Kirloskar Oil Engines Limited
10.2004 - 05.2006
PG Diploma - Sales & Marketing
Symbiosis Centre For Distance Learning
01.2001 - 04.2002
Sales Engineer
Greaves Cotton Limited
09.2000 - 09.2004
Sales Engineer
Doshi Ion Exchange
06.1998 - 08.2000
Bachelor of Engineering - Mechanical Engineering
SES College Of Engineering, University of Pune
04.1994 - 04.1998
ISCE - 12th
De Nobili School, CMRI
03.1992 - 03.1994
ICSE - 10th
De Nobili School, CMRI
03.1991 - 03.1992
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