Binu Chandy Email and Phone Number

Spearheading the automotive business for PETRONAS Lubricants International for India and South Asia region. Leading a high profile B2C, Marketing, Commercial Excellence and Key Account Management team.

Joined as the Head of B2C business to lead the business transformation for the lubricant division in India and South Asia markets.

Profit Centre head for western region ensuring business thru bp core values, integration of all functions and managing operations risk for the site. Heading the business with a revenue line of $ 110 mn and profitability as per the laid down strategy. West is a strategic region for the organization contributing to 23% of the national revenue. Strategic business planning for the region aligning to the country strategy. Leading a team size of over 100 people and 70 distributors, 220 sub-distributors and over 20000 customers / outlets including some large customers. Develop capability & talent pipeline for continued success of the business. Development and embedding of the best-in-class Distributor Management processes and capability by continuously benchmarking our policies and processes with the industry and demonstrate a passion for Customer Centricity and improving CVA (Customer Value Added) scores.

I was based in HO at Mumbai reporting to the Managing Director. This role supports in developing and delivering sales strategy across various verticals of the organisation. The Automotive business of the organization is approx Rs 3000 Crores through over 275 distributors and over 100,000 customer / outlets and large B2B customers. Supporting a team size of more than 1000 sales people across the country.My key deliverable was to enable Business delivery, manage the integrated business management process, analytical and process support to the sales team, distribution management, Route to market strategy and sales automation. I was responsible in providing seamless interface between Sales and other functions viz Marketing, Finance, IT and Supply Chain to enable delivery of Automotive business.

Develop channel strategy for B2B and B2C channel to support revenue generation of 2000 cr turnover and over 300 cr GM. Conceptualize, design & implement customer marketing strategy for the B2C & B2B channels. Managing a budget of ~ 120 cr + for various customer marketing initiatives for B2c and B2B channels. Working closely with the brand management team and create trade initiatives to deliver the brand strategy.

Business development, brand building aligning to the corporate brand marketing strategy for B2B and B2C channel supporting revenue and gross margin delivery of the region. With revenue of approx Rs 350 Cr, western region Included States of Gujarat, Maharashtra, Madhya Pradesh and Goa. Team strength was 4 Sales Managers, 24 Area managers and 150 Distributor Sales Representatives.

Worked on multiples roles in Sales, Marketing, RTM, Customer Fulfillment, Operation Excellence across various geographies.