Vikas Kumar
Faridabad
Summary
Dynamic leader with a proven track record at Nidec India, adept in strategy and business development with a flair for forging strategic alliances and driving sales growth. Excelled in global management and team leadership, elevating revenue to $9M with a target of $20M. Expert in change management and relationship building, achieving top market positioning in the EV sector.
Overview
23
23
years of professional experience
Work History
Head - Sales and BD – Electric Vehicle Power train
Nidec India
04.2021 - Current
- Company Overview: Nidec Corp, Japan is world’s largest Manufacturer of Motors (~7B Motors per Year) and Controls with 20 B$ in revenue in 2023, 300+ group companies and 115,000 employees worldwide
- Started Business as 1st employee for Nidec EV Business in India with Strategy to Establish Nidec in India EV solution Industry for Power Train Components (Traction Motor, Motor Controller Units, AMT etc) for Commercial Vehicle and Off-Highway Vehicles
- Started from Zero & took revenue to $9M in FY24, Target for $20M for FY25 for Revenue for India
- Drove Strategy, Sales and BD to Made Nidec #1 player in EV Motors and MCU for Commercial Vehicles and Off-Highway like E-Three wheelers, Small and Light Commercial Vehicles, Electric Bus, Electric Medium and Heavy Trucks, Mining Truck, Aerial Work Platform & Material Handling
- Establish Nidec India’s first EV Motor manufacturing Plant at Hubli with FAME guidelines and Production link incentives with 50,000 Unit/Year Capacity
- Setting up new Nidec plant with $55M investment, with Capacity to Build 300,000 Units of Motors, Controllers (MCU) and Gearing or EV commercial Vehicles for India and Export
- Signed Multiple year Multi-Million Dollar MOU with Ashok Leyland for Commercial EV Power Train
- Strategic Agreement with Compliment product partners to Gain Market share for Example E-Axle, VCU etc
- Developed new products from RFQ to SOP in 3 months to serve Top EV OEMs requirement
- Market intelligence on competition, Technology trends, market pricing & conduct market surveys/studies on the potential new Strategy for the market
- Established Service Network for Aftersales support with Automotive standards, Aftersales Market revenue Plan
- Won Serial Production Business with all Major India Automotive OEMs like Ashok Leyland, Switch, Volvo Eicher, EKA, TI Clean Mobility, TATA Motors, Euler, Keto, QuCEV, Mahindra, JBM, Manitou, Terex, Hyster Yale, Sany etc
- Nidec Corp, Japan is world’s largest Manufacturer of Motors (~7B Motors per Year) and Controls with 20 B$ in revenue in 2023, 300+ group companies and 115,000 employees worldwide
Regional Head Sales
Sonepar India Pvt Limited
12.2018 - 04.2021
- Company Overview: Sonepar is a global leader in B-to-B Distribution for electrical Product, Solution, and related services with $28 B In sales in 2019
- Sonepar India Private Limited is a $60M company with business in Automation and telecom
- P&L, Sales responsibility for 15 MUSD (130 Crore) for the North Region, working with a team of 10 Sales engineers across northern part of India
- Sales & Marketing: Drive revenue and Margin growth through strategy, management, monitoring of sales activity within team
- Responsibility for managing the customer and new lead/opportunities, client acquisition rates, competitor challenge, Existing client engagement, Net promoter score, sales cycle length, customer lifetime value
- Developing the team for new challenges and keeping pace with change management
- Serving Customers Like in Automotive: Maruti Suzuki, Denso, JBM, Honda, Hero, Napino, Toyota, CNH etc
- Business Development: Finding the best product/services-Market fit with new segments and developing annuity business
- Developing new channel/system integrator and channel to market for better market access and growth
- Identifying the regional and vertical white spots and addressing them
- Customer wallet growth, Opportunities lost and Win analysis, prospecting pipeline, Measuring hot, warm, and cold leads
- OEM Development: Ensure growth in OEM client in Packaging/F&B/Metal/Paper/Converting/Printing /SPM through expanding existing relationships and creating new ones
- Build relationships and interact comfortably with the OEM senior management & executive levels and convey products and services in a manner which demonstrate tangible economic value, linked to customer business drivers and key performance indicators, based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact
- Sonepar is a global leader in B-to-B Distribution for electrical Product, Solution, and related services with $28 B In sales in 2019
- Sonepar India Private Limited is a $60M company with business in Automation and telecom
Business Line Manager-Motion Control and Drives
ABB INDIA LIMITED
Bangalore
01.2015 - 12.2018
- Company Overview: ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
- Establishing ABB I in machinery drive /Automation Solution market with double digit growth Year on Year achieved $30M business in 2017 with 25% growth over 2016
- Responsible for developing and implementing overall strategic plan for Machinery Business in India as well as Asia Pacific Excluding China
- Driving sales initiatives and achieving desired targets with overall responsibility of overall accountability for achieving target volumes (orders & revenues), P&L, profitability (EBITDA) Exploring marketing avenues to effectively build customer preferences and drive volumes with effective use of Salesforce.com
- BALDOR Electric take-over re-align the products to complement each other’s products and help develop new products with changing market needs
- Identifying prospective clients and generating business from them on Hunt /Farm/Grow Strategy Evaluating and setting up improvement process while implementing customer feedback through Net Promoter score implementing measures for inventory management and achieving the targeted Inventory Turn Over ratio
- ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
Vertical Manager- Automotive
ABB INDIA LIMITED
Faridabad
01.2012 - 12.2015
- Company Overview: ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
- Lead the initiative for Business Development for OEM’s for cutting across automation product line of ABB
- Ensure growth in OEM, End User clients in Automotive Industry existing relationships and creating new ones
- Mapping and tapping key OEMs with Hunt Grow, Farm strategy for OEM and growth with Machine Conversions
- Responsible for OEM Customer Retention, growing market share, determining market trends and requirements, developing target applications and machines, determining product gaps and opportunities and presenting business cases to Business units
- Provide direction and leadership to support the following activities in the region: advertising, trade shows, key customer meetings, sales training conferences and industry conferences within the Region
- Build relationship and interact comfortably with the OEM senior management & executive levels and convey products and services in a manner which demonstrate tangible economic value, linked to customer business drivers and key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact
- Empower team in application and sales with cross trainings so to enable them to run initiative successfully
- Planning and executing channel to market model
- ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
Strategy & Business Development Manager - OEM
ABB INDIA LIMITED
01.2010 - 01.2012
- Company Overview: ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
- Lead the initiative for Business Development for OEM’s for cutting across automation product line of ABB
- Ensure growth in OEM client in Packaging/F&B/Metal/Paper/Converting/Printing/SPM through expanding existing relationships and creating new ones
- Mapping and tapping key OEMs with Hunt Grow, Farm strategy for OEM and growth with Machine Conversions
- Responsible for OEM Customer Retention, growing market share, determining market trends and requirements, developing target applications and machines, determining product gaps and opportunities and presenting business cases to Business units
- Provide direction and leadership to support the following activities in the region: advertising, trade shows, key customer meetings, sales training conferences and industry conferences within the Region
- Build relationships and interact comfortably with the OEM senior management & executive levels and convey products and services in a manner which demonstrate tangible economic value, linked to customer business drivers and key performance indicators and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact
- Empower team in application and sales with cross trainings so to enable them to run initiative successfully
- Planning and executing channel to market model
- ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
BD and Application Engineer- Motion Control & Drives
ABB INDIA LIMITED
09.2007 - 12.2009
- Company Overview: ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
- Lead the initiative for Business Development for OEM’s for cutting across automation product line of ABB
- Developed a sustainable vertical strategy and Business plan
- Conceptualize the business development that supports the customer’s journey in their Business Transformations Goals
- Managing Stakeholder management with proper mapping and networking of relevant influencer / stakeholder
- Collaborating and Co-working with Sales Eco system and Product Portfolio Managers to explore the complete potential of Products, System, Solution, Service offerings
- Build and Nurture Executive C-Level connect with big accounts
- Business Forecasting and Achieving monthly/quarterly sales targets by maximizing extraction from named vertical, directly or within the ecosystem
- Ensuring high levels of customer satisfaction as well as up-sell and cross-sell potential within existing customers to maximize share of wallet
- Use and access of related CRM tools (Salesforce etc)
- Monitoring market trends and providing regular competitor feedback
- ABB is a global leader in Power and Automation technologies, providing a broad range of products and solutions to improve performance and reduce carbon footprints for its customers
- ABB is world leader in LVAC Drives and having pole position for Many years in India with 38% Market Share
Business Development Engineer - Automotive
Mitsubishi Electric
10.2006 - 09.2007
- Company Overview: Mitsubishi Electric is one of the leading supplier for automation solutions in India with strong market presence in Automobile Segment coupled with Top Japanese Automotive OEMs
- Responsible for Motion application study, discussion and execution for end to end solutions and technical support for Mitsubishi Electric Products for OEMs And End Users
- Technical support for Automobile Industry Maruti Suzuki, Honda, Toyota Kirloskar, for Motion and Drives
- Support to Japanese Automotive Tier 2 OEMs like Denso, JTEKT, Toshiba etc
- Mitsubishi Electric is one of the leading supplier for automation solutions in India with strong market presence in Automobile Segment coupled with Top Japanese Automotive OEMs
Application Engineer
Reckers-Control India Pvt Limited
New Delhi
03.2002 - 10.2006
- Company Overview: Reckers-Control the distributor for Rockwell Automation in north India, having expertise in Motion and Process Industries
- Started automation carrier with Training on Rockwell products
- Self-driven for technical support and application support
- Support to Packaging OEMs Shubham Pack, Akash Pack and converted from Rexroth Motion to RA Motion
- Rockwell Automation tools Logix Studio, SLC, CMX, CLX, Micrologix, RSView 32 SCADA, Panel View Powerflex
- Reckers-Control the distributor for Rockwell Automation in north India, having expertise in Motion and Process Industries
Education
Bachelor’s degree - engineering (Electrical and Power)
01.2001
Diploma - Strategy & Business development
ISB Hyderabad
Skills
- Strategy and Business Development
- Sales and Marketing
- Business Unit Head
- P&L Manager
- Forming Strategic Alliances
- Global management
- Channel-to-Market Strategy
- Change Management
- Critical thinking
- Team management
- Relationship building
- Leadership
- Organization
Seekingassignments
- Business Unit Head
- Sales
- Business Development
- Strategy
- Marketing
- Product Management
- India Leadership
- Global Leadership
Otherskillsandachievements
- Diploma in Strategy and Business Development – ISB Hyderabad
- SFDC (Sales force.com) champion for APAC at Nidec
- SAP Champion Award ABB
- Train the Trainer Program at ABB, Finland
Disclaimer
I declare that the details furnished above are true to the best of my knowledge., 02/02/24
Languages
- English
- Hindi
- Marathi
Currentdesignation
Head - Sales and Business Development - Nidec India - Traction Business
Personal Information
- Total Experience: 24 years in industry at different levels of organization
- Date of Birth: 01/18/79
Timeline
Head - Sales and BD – Electric Vehicle Power train
Nidec India
04.2021 - Current
Regional Head Sales
Sonepar India Pvt Limited
12.2018 - 04.2021
Business Line Manager-Motion Control and Drives
ABB INDIA LIMITED
01.2015 - 12.2018
Vertical Manager- Automotive
ABB INDIA LIMITED
01.2012 - 12.2015
Strategy & Business Development Manager - OEM
ABB INDIA LIMITED
01.2010 - 01.2012
BD and Application Engineer- Motion Control & Drives
ABB INDIA LIMITED
09.2007 - 12.2009
Business Development Engineer - Automotive
Mitsubishi Electric
10.2006 - 09.2007
Application Engineer
Reckers-Control India Pvt Limited
03.2002 - 10.2006
Bachelor’s degree - engineering (Electrical and Power)
Diploma - Strategy & Business development
ISB Hyderabad
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