Susheel Kumar Gupta

E Mail: guptasusheelkr@yahoo.com Contact: +91 9310404313

Assignments in Sales & Service Operations/ Business Development/ Channel Management/ Systems development / Team building/ Product launching with an organisation of repute. PROFESSIONAL SNAPSHOT

A dynamic professional with over 16 years of rich experience in Sales & Service Operations, Business Development, Management. Channel Management, Relationship Management & Team Building, Training &

Presently working with General Motors India for Ac Delco range of products which includes Automotive Batteries, Lubricants, GM Genuine spares, automotive aftermarket Spares & others as Manager Business development.

Proficient in leading dedicated teams for running successful business operations and experience of developing procedures and service standards for business excellence.


Demonstrated excellence in handling operations relating to Automotive Battery after market division in Eastman Auto & Power Limited. A keen planner, strategist & implementer with demonstrated abilities in devising marketing activities and accelerating the business growth.

Deft in handling all sales & service activities, analysing market trends & establishing healthy & prolonged business relations with clients.

An effective communicator with excellent relationship building & interpersonal skills. Strong analytical, problem solving & organizational abilities. Possess a flexible & detail oriented attitude.

BUSINESS SKILLS Sales & Service Operations : Analysing latest marketing trends and tracking competitors’ activities and providing valuable inputs for fine tuning sales & marketing strategies. Managing sales, marketing and service operations, ensuring accomplishment of set business targets. Business Development: Exploring new business opportunities for the company in and around Delhi, India involving making own database, meeting prospective clients and close the deals. Developing sales & marketing strategies to build consumer preference and drive volumes, making proposals and other customer specific documents to close the deal. Channel Management: Identifying and appointing dealers / distributors; establishing strategic alliances / tie-ups with financially strong and reliable channel partners, resulting in deeper market penetration and reach. Implementing corporate guidelines at dealerships to maximize sales and accomplish revenue and collection targets; upgrading existing dealer infrastructure. Relationship Management: Identifying prospective clients, generating business from the existing clientele, thereby achieving targets. Maintaining healthy & cordial relationships with the clients for expanding business & resolving the queries & complaints for high customer satisfaction.

Team Management: Providing direction, motivation & training to the team for ensuring optimum performance. Training the team to keep a close check on assets & ensuring adherence to the norms; reviewing yearly performance of sales team in the states.

ORGANISATIONAL EXPERIENCE Since Oct’08 with General Motors India General Motors Corp the world's largest automaker has been the annual global industry sales leader for 77 years. ACDelco (GM Brand) is the world-class leader in the automotive spare-parts business, with a long and successful history that dates back to 1899. In India ACDelco offers a range of 15 product lines covering around 80% of the light repair and maintenance automotive parts. We have GM Genuine Parts, Automotive & Inverter Batteries, Lubricants, Coolant, Grease, Drive Shaft, Filters, HVAC, Bulbs, Wipers, Brakes & other parts product lines in India for aftermarket requirement.

Since October’08 •

Manager Business Development

Responsible for battery program development, branding, service policy restructure, manpower recruitment, channel & market restructure.


To develop new distributor / dealers, handover them to sales team after development for all the products for North & East India. Work with brand management, engineering, supply chain, manufacturing and delivery teams to ensure product success.

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Developing competitive pricing strategies and discount structure for consumers and channel partners. Coordinate with suppliers to evolve products which are most suitable to the needs of the target customers. Planning for new product development, product performance tracking, planning for product improvement and aligning the product offerings.

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Working very closely with suppliers in product development and improvement process. Responsible for sales target for Punjab, Haryana, Rajasthan, HP, Chandigarh, J&K.

Attainments:


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Successful launch and positioning of Inverter & automotive application conventional batteries. Successful creation & implementation of service policy. Complete restructuring of battery program. Developed 20 new distributors & get continuous business with them.

_______________________________________________________________________________________ _______ Sep’06 – Sep’08 with Eastman Auto & Power Limited, Brand name ADDOTM

(The Eastman group is primarily involved in exports. In domestic market they are present in Hand tools & Power tools segment. The group has launched full range of automotive products in domestic market including batteries, lubricants, Tyre & tubes etc. with single brand Name ADDOTM)

Highlights across Career Graph April’08 – Sep’08 Regional Business Manager – South

 Accepted challenge to develop South Region which includes Andhra Pradesh, Tamilnadu, Kerala & Karnataka
based at Hyderabad.

 Distributor appointed & sales started within 7 days of joining at Hyderabad.

Oct’07 – Mar’08

Zonal Manager – North & East

 Additional Responsibility for Sales, Man power recruitment, Systems development in North1 & East region with
reporting of the RM’s of N1 & East Region.  Team building, Network expansion, launching in Jharkhand, Assam & other eastern states.

Attainments:

 Increase of 100% sales in NZ1 (NCR, UP, Uttaranchal) & East Region within two months itself.
 Planning of Sales / Service Executive & Distributor network reworked for better & smooth working.

 Restructuring of Sales & Service man power for NZ1 covering area in better way.

Sep’06 – Sep’07

Regional Manager – North 2


Overseeing the team development for sales & service for the North Zone 2 Area entailing Rajasthan, Haryana, Punjab, HP, Chandigarh, Jammu & Kashmir. Develop Distributor network in the area. Imparting training to the sales & service executives as per company policy & to the distributors Man Power for retailer network expansion.

Planning & conducting BTL activities, Responsible for Sales, Advertisement & expense budgeting & undertaking brand promotion activities such as brand name, color, look etc.

Attainments:  The only region Achieved 100% sales target for FY 2007-08. Efficiently selected the team at all the places, the team members are kept at their respective locations as Resident representative. Total 12 persons selected & placed in the team.

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Capably launched the product & sales are on increasing trend.

Jan’01 – Sep’06 with Amara Raja Batteries Limited, Brand name AMARON. (The concern is a joint venture between Amara Raja Batteries Limited (Largest manufacturers of stand by VRLA Industrial Batteries in the Indian Ocean Rim Region) and Johnson Control Inc. (market leaders in the auto batteries segment in the Americas and world leader in Automotive Systems & Controls).

Highlights across Career Graph Jun’04 – Sep’06 Branch Manager - Lucknow

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Managing the sales & service of Automotive Batteries in the central & eastern part of Uttar Pradesh. Involving in network development, Corporate & Institutional Customers. Appointing in diagnostic Centers & Service Hubs, Franchisee Sales & Service Executives and train, implementation of Systems. Checking & improve infrastructure available at Franchisee, Diagnostic Centers & Service Hubs & monitoring product performance & failure mode analysis. Organizing regular BTL campaigns to build up brand awareness.

Attainments: Played a major role in increasing the sales by 120% & reducing the complaints by 60%. Efficiently widened the active retailer base 78%. Achieved target for year 2005-06 for Lucknow Branch.

Jan’01 – Jun’04

Sr. Marketing Executive - Chandigarh

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Appointing new retailers in all segments to increase sales & conducting regular BTL activities for brand awareness. Training Franchisee Sales & Service executives & guide them in making their route plan. To help Key accounts manager in developing OEM business.

Attainments: Capably acquired orders from institutions such as HFCL, Ranbaxy Laboratories, Ambuja Cements, ACC Cements, and JCBL etc. Effectively appointed 225 new retailers in all the segments. Successfully achieved 120% of the targets. Key instrumental in developing business with ITL (Sonalika), Swaraj Mazda & Started dialogues with PTL (Swaraj).

Jul’95 – Dec’00 with KSB Pumps Ltd. as Sr. Sales & Service Engineer

(The concern is a German MNC with its presence in over 100 countries across the globe. In India, the company is in the field of “fluid Technology” since last 5 decades & is the market leader in centrifugal pump segment.)

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Supervising after sales & service for company products in Rajasthan through dealer network & directly to all industries. Achieving sales targets & maintaining minimum spares inventory at dealer’s end & at Jaipur warehouse.

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Arranging training programs for dealers and Industrial Clients at Plant & at their premises. Overseeing Authorized Service Centers & form new ASC’s at various places. Acting as an interface between dealers & manufacturing units for all sales & service.

PRECEDING TASKS Jun’94 – Jun’95 with Rajasthan Marketing Services as Marketing Executive Dec’93 – Jun’94 with Modern Insulators Ltd. as Production Engineer

ACADEMIC CREDENTIALS B.E. (Mechanical) from Rajasthan University in 1993.

PERSONAL VITAE Permanent Address : Mailing Address Date of Birth : : A-16, Bhudev Colony, Sriji Nagar, Durgapura, Jaipur – 302018 H. No. 85, Sector – 30, Gurgaon – 122001 ( Haryana) 28th March, 1972