Experience

Gravotech India

• India
• Industrial Machinery Manufacturing
• 1 - 100 Employee

• Managing Director

  • Dec 2020 - Present

  Gravotech is a leader in the design, manufacturing and distribution of innovative marking, engraving and cutting solutions. Presence in over 100 countries, a research and innovation department at the forefront of technology for software, lasers and mechatronics, a reliable service to support its clients on a daily basis and ISO 9001 quality certifications for its main production sites. Gravotech is a leader in the design, manufacturing and distribution of innovative marking, engraving and cutting solutions. Presence in over 100 countries, a research and innovation department at the forefront of technology for software, lasers and mechatronics, a reliable service to support its clients on a daily basis and ISO 9001 quality certifications for its main production sites.



SKF India

• India
• Industrial Machinery Manufacturing
• 700 & Above Employee

• Business Unit Head - Industrial

  • Mar 2018 - May 2020

  Key Accountabilities:• Business strategy build for a near term and long term based on market potentials• Grow the business by 17 to 18% Y-O-Y with P/L improvement• Business Size 2500 MINR & Team Size 16 members across Sales, Application Engg, Customer Service & projects management• Build a high performing, ethical, winning culture with change management • Provide a vision for the business team to gain the market share by way of creating a differentiation and value selling• Align the organizational priorities in line with changing market needs• Map the customer satisfaction Index with net promoter score and build the processes internally to delight the customer• Develop the processes to handle the Public Sector Units (PSU) work culture and process managementSignificant Achievements:• Built a competent and result oriented team of 16 members which specifically meets the job description of each individual which fits to Railways Business• Growth in Share of Business by 6 points (21 % to 27%) thru strategic initiatives alignment with the customers• Achieved profit growth 18%+ thru localization programs, inventory reduction plans, reduction in DSO etc• Implemented Business model change – 100% Direct Sales• Lead and Implemented localization programs in line with customer’s vision of “Make In India” initiatives• Cultural transformation in the Railways organization for the ethical and sustainable business growth• Lead and facilitated key strategic and FVC initiatives along with Global product management organization in localization programs Major Customer Recognition:• Best Supplier award in rotating equipment’s – by BHEL• Rail Analysis award 2018/19 for Innovative products in Rolling stock

• General Manager - Industrial strategic accounts

  • Jan 2015 - Mar 2018

  Key Accountabilities:• Lead highly experienced and diversified team of 12 key account managers across the core sectors in the industry (Power, Steel, Cement, O&G etc)• Responsible for achievement of 1800 MINR business with high profitability• Build a industry specific strategy along with each key account manager for a business growth and market penetration plan• Transform the transactional sales model to Solution Selling approach• Drive equipment performance driven long term business contracts with the strategic accounts• Facilitate continual skill development programs for the key account managers • Integration and alignment of acquired businesses into current SKF businesses• Asia business responsibility for Traditional Power business growth with product line strategySignificant Achievements:• Achieved segment wise growth in each industry sector CAGR 12%+ by opportunities exposure to key account managers• Long term strategic contracts with key industry segment customers – new experience of customer loyalty programs for sustainable growth. 1800 MINR+• Implemented “Total Cost of Ownership” programs, enabling market size expansion for added products. 10% Additional Sales achievement of Total Sales• Facilitated and developed new talents for the organization along with L&D leaders. 4 of them are now performing as segment experts• Provided competitive edge to the customers by implementing cost saving projects together. 6 to7% cost savings to CAPEX and Productivity Major recognitions by the Customers:• Best technology partner award by Tata Steel Ltd.• Strategic supplier award by JSW Steel• Innovative and value-added solutions partner award by NTPC Key Leadership Trainings undergone• International managerial programme (IMP) • Incubator for SMART Growth Leaders (LFG)• Coaching for transformation (CFT)

• Sales Head Industrial Drives

  • Jan 2012 - Dec 2014

  Key Responsibilities:• Map the Market Potential and build the business plan strategy to deliver the sales plan• Budgeting, forecasting & opportunity review management with the sales team• Customer partnership programs thru innovation in products and services• Customer contracts and ensure maximum share of business based on the customer’s production plans• Drive application engineering specific projects to engage with the customers for value-based selling• New product offering to the industrial customers, enabling expand the market size• Network with the Global Product and segment managers and their visits to India for key customer events, knowledge partner days to establish a global foot print• Implementation of Global segment strategy and develop local sales team with segment expertise• Account receivables, monthly management reporting Key Leadership Trainings undergone• Value based marketing -By Prof Sheshadri IIM Bangalore• Strategic account intervention programs

• Regional Sales Manager - West

  • Oct 2009 - Dec 2011

  • Regional Sales growth thru Direct Sales business• Achieve Sales Plan of 1500 MINR and profitable growth with 200 customers• Demonstrated 17% Y-O-Y growth & increased share of business consistently during the roles & responsibilities• Customer relationship management & technology days as a marketing plan• Handled team of 6 territory managers, Two Customer Service team members, one Application engineering & one Accounts support• Key responsibilities: Sales plan, budgeting, forecasting, receivables, marketing• Map the competition and build the SWOT analysis• Drive yearly contracts and price increase initiatives Key Leadership Trainings undergone• Global Managerial Development programme (MDP)• Coaching module for Leadership development

• Key Account Sales Manager

  • Oct 2004 - Oct 2009

  Key Responsibilities:• Achieve yearly sales & profit targets• Grow the existing business and addition of new accounts• Work along with application engineering and market penetration • Forecasting and receivables• Support customer business efficiency • Provide competition analysis to the management

• Manufacturing and Quality Engineering

  • Oct 1995 - Oct 2004

  Key Responsibilities:• Improve the manufacturing efficiency, productivity with zero defect • Customer complaint handling with process improvements• Down time reduction, WIP Control• Implementation of 6 Sigma, Caizen, TPM & Zdm • Quality system implementation and audits QS 9000 & TS 16949. Key Trainings & Certification• SPC/APQP & Quality tools • Variation Analysis & DOE• ANSI-RAB (USA) approved CERTIFIED LEAD AUDITOR for ISO/TS 16949: 2002 (2nd edition by OMNEX)