Dharmendra Arya Email & Phone Number

Delhi, Ncr, Up, Uk, Haryana, Punjab, Gurgaon, Noida, Ghaziabad, And Faridabad For North India

(1) Commissioned to appoint CSA/C&F, Super Stockiest, Distributors in the North India & increase Distribution Networks, Sales & Worked on additional Secondary Sales Parameters & tertiary Sales Parameters & Increase (Width & Depth) Sales parameters of the Dealers & Retailers, and Making Brand Promotion of all Premiums Products among Dealers, Whole Sellers, and Franchisee Stores with Customer Centric approach.(2) Commissioned to do research on the reasons for the drop in sales of one of their territories and products along with suggestions to overcome the problem. This was an assignment required for the course in analytical and strategic planning and management. (3) Commissioned to do research on new product development and life of a particular product from its inception, development, growth, maturity and decline. To study the Life Cycle Concept of a Product. (4) Working with National Sales Manager in operationalizing Sales Strategy, building uniformity in processes. Assisting Branch Managers, Area Sales Managers and helping them to build competencies to convert laid out objectives/KPIs. Responsible for the lay-out Go-to-Market (GTM) practices in all branches, and effectively reach out to TG with most optimum costs. Exploit the existing Sales Processes (As-Is) and help them to build the roadmap to reach the Desired state. Working with IT functions, and helping them to automate Sales Processes via automation at various stakeholders – Sales Teams, C&F, CSA, Distributors and Influencers (Architects, Builders, Contractors, Applicators, Painters, Carpenters, Masons, Plumbers, and OEMs). Bring into practice with existing IT tools & helping them to co-develop new tools in the area of Sales Force Automation (SFA /FFA), Distributor Management system (DMS), CRM, and ERP. Role in integrating Primary, Secondary, and Tertiary Sales – and drawing meaningful analytics, helping them on external market mapping and internal data. Supervise Distributor management, as per policy laid

Delhi, Ncr, Up, Uk, Haryana, Punjab, Gurgaon, Noida, Ghaziabad, And Faridabad For North India

 Noteworthy Highlights- Responsible for managing Project Sales business operations and generating Project Sales Revenue: 120 Crore Per Annum, Acquired & managed high profile clients such as Aakkriti, Ashiyana, Spring valley, Aiims , Era Group, Brahma kuamris, UNITECH,EMAAR MGF,OMAXE, PARSVNATH, EROS, HYATT, M3M, IREO, 3CS, J W MARRIOT, CROWN PLAZA, and HCL etc. and Architect Firms involved in Building & Infrastructure Segment in North India regions. Steered the expansion of the company business, into the Retail Markets & Projects (Institutes) of the Northern region covering nearly 100% of geography. Launched a professional range of products, specialty finishes for interiors and textures. Given responsibility for the most critical market of North India for Retail sales & Project sales development, North India regions hold the distinction of managing complete Channel Sales, Institutional, Project & Direct Sales and Distribution Operations. Played a key role in introducing a Architects, Builders, Contractors, OEMs and Carpenters, market in South Delhi & West Delhi, NCR, UP, UK, Haryana, Punjab, Gurgaon, Noida, Ghaziabad, and Faridabad, one of the toughest markets of North India Business. Excellent track record of distributing products through a strong Dealer Network in Thirty territories; instrumental in managing complete administration of Thirty Sales Officers, Six CSA/CFA & Thirty Distributors, Six ASM, Two BDM & Two PDM, Established the Project Sales Structure / Re alignment of Network from scratch in Delhi, NCR, UP, UK, Haryana, and Punjab. Conducting various sales promotion activities to drive the sale of new products through the Dealers, Contactors, Carpenter, Applicators, Architects and Builders like CTW in coordination with the Sales Team. Implementation of sales incentive schemes strategy for end users.

Delhi, Ncr, Up, Uk, Haryana, Punjab, Gurgaon, Noida, Ghaziabad, And Faridabad For North India

(5) Managing and Co-ordinating the project across 50+ Sales staff, 5-7+ Branches and 5-7+ Clusters on a Daily/Weekly/Monthly Basis. Generating and Disseminating Reports/Analytics to driving intelligent and hard sales work by 50+ Sales staff across 12000+ Dealers/Retailers and 15000+ Architects, Builders, Contractors, Painters, Applicators, Masons, Plumbers, Carpenters, Electricians and 1000+ Project sites. Working closely & Assisting Branch Managers and Cluster Managers to co-create a regional transformation blueprint and sensitize/inform/train them to achieve desired targets. Using Daily Work Management SOPs, KRA, KPIs, Training Kits, and Training Platforms, Establishing Targets and Performance Measures of a sales transformation program, ensuring their achievements and reporting the progress as per stakeholder needs. Developing a deep understanding of ground realities, sales issues & challenges and developing creative & practical solutions to overcome the sales issues. Ensuring complete support to regional support teams to ensure that any help needed by the field to execute the project and achieve high-quality daily work management. Ensuring solid operational management at the regional level in terms of reporting, field visits, project reviews, alerts & notifications, coaching/training schedules and more. Ensuring excitement, positivity and motivation across the regional sales force and project team to maintain energy till target & project completion. Driving Sales Transformation Projects in a Mission Mode for a specific region, by ensuring the effective and complete execution of all actions

Delhi, Ncr & Haryana.

 Key Deliverable – Handling Sixteen DEPOS/ Sixteen Distributors in DELHI, NCR & Haryana. Leading a team of Sixteen Assistant Manager & 25 Sales officers & 3000 large institutional dealers & Technical Support officers. Managing the business worth of Rs. 150 Crore & 20 lakhs Per Annum from Interior Wall Coatings, Exterior Emulsions, Metal Finishes, & Wood Finishes business from Dealers, Retailers, and Projects segments. Recruited and presently Appointing Retail Distributors, establishing network for Channel Sales, Project Sales & CPWD and other Government bodies, Dealers and Modern Retailers for Delhi, NCR & Haryana to promote Paints & Construction Chemical Products. On the job training the sales team to garner business for the Company. Guiding Retail Sales Team to introduce our Paints & Construction Chemical Products in retail outlets and Painters, training them to sell products at a premium. Working with the BDM Team for Product Approvals in MES, CPWD and other Government bodies. Managed the retail trade business of Berger in DELHI, NCR, & Haryana as ASM. Leading a network of 6368 Dealers of DELHI, NCR & Haryana to manage the primary and secondary business generation in the territory. Appointed New Construction Chemical distributors in DELHI with assigned geographies. Initiating retail audit and conducting promotion activities in Construction Chemical business – minimum 1500 retailers to be identified before the launch. Ensuring the businesses are done with a high contribution margin. Guiding Sales Team to make effective presentations to Architects to motivate and influencing product approvals in exterior facades endorsing Berger Exterior Motivating and influencing shade approvals through the BDM team for Architects, Builders, Contractors, Applicators, Painters, Masons, Plumbers, and OEMs, interiors, contractors, and paint manufacturers for continued business. Formulating pricing strategy with marketing to capture projects of banks, corporate, schools, Hote

Delhi & Ncr.

 Key Deliverable-Regional responsibility for expansion and business drive for Channel Sales, Project Sales & CPWD and other Government bodies, Dealers and Modern Retailers for Delhi & NCR. Handling Nine DEPOS/Nine Distributors in DELHI & NCR Region. Managing the business worth Rs. 108 Cores & 40 lakhs Per annum in DELHI & NCR. Leading a team of Nine Assistant/Area Sales Manager & 18 Sales Officers, identifying key dealers and converting them to a modern retail format in franchise and coco format. Establishing Modern retail business by converting traditional cement stores into modernized layouts across the northern region. Formulating marketing strategies, Designing & ensuring proper implementation of unique offers, maintaining store staff by recruiting, selecting, orienting, and training employees. In J.K.Cement Limited handled a team of 18 Sales Officer and 9 Assistant/Area Sales Managers covering 2800 outlets in the retail sector. -Coordinating with distributors at regional level to know their requirements and supply status of placed orders.  Administering the entire gamut of B2B sales, B2G Sales and B2C Sales, marketing, distribution, value and volume target vs. achievements and promotional activities for White Cement, Wall Putty, Grey Cement and Water Proofing Products like LW+, SBR, Latex Sheild 2k, Latex, Dampshield2k. Providing support for project and applicators and end user sale along with Project Team Field Marketing. -Conceptualizing & effectuating training & development programs for field executives to build the capability and quality enhancement. Completely Responsible for all functions including establishing & augmenting overall sales infrastructure, Top line and Bottom line. Played a significant role in launching various products/Sizes & executing various dealer schemes at Zonal level for augmenting business volume & profitability. Responsible for strategic business calls, product, price & promotion strategies.

Delhi, India

 Key Deliverable- Commissioned to do research on new product development and life of a particular product from its inception, development, growth, maturity and decline. To study the Life Cycle Concept of a Product.  Handling TEN Distributors in DELHI. Managing the business worth Rs. 60 Crores Per annum in DELHI. Leading a team of TEN Sales Officers. Managing businesses and finances of Project Distributors and Applicators and establishing them as an alternate module for garnering business for the Company other than conventional retail outlets. Ensuring business through leading builders – Hiranandani, Lodha, Kalpataru, Ackruti City, Rushtomjee, Rahejas, India Bulls, Oberoi, Kumar Builders, Kolte Patil etc and leading waterproofing applicators of the region – Leak proof, All India Waterproofing Noble Waterproofing, Gubbi, Buildtech Construction, Reliable Waterproofing etc. To promote the company’s waterproofing systems and other construction chemical products in projects in the region by also meeting RCC Consultants, Project Management Consultants, Corporates and Government organizations like Pantaloon, Tata Housing, IITs, SBI, RBI, Central Railways, and MES etc. To ensure the team makes method statements as per the BOQs obtained from the builders, site trials for getting the product approved and ensure fast turnover of New Construction products. Management of inventories and C&FA in order to ensure a smooth supply chain for the customers. Liasoning with specifications team and applicator cell driving them to get product endorsed through major consultants and also ensuring presentations at Corporate offices as well as sites of key clients.

Delhi, India

 Key Deliverables: Commissioned to do research on the reasons for the drop in sales of one of their territories and products along with suggestions to overcome the problem. This was an assignment required for the course in analytical and strategic planning and management.  As Area Sales Executive has the responsibility to lead the channel sales and modern retail functionalities General Trade/General Stores Outlets, Kiryana Shops Outlets, Modern Trades Outlets & Franchisee Stores Outlets & also drive initiatives in the non-modernized MBO Outlets. Job Responsibilities--Building, Establish & maintain a customer base for Delhi in channel sales, Retail, Corporate, Institutional and Horeca segment. Providing sales support & service to the existing Key Account customers, solicits new Customer development and attain sales targets. Conducting market benchmarking of the wholesale/retail markets consistently to maintain an appropriate pricing. Managing sales to Corporate, Bulk Buyers, Horeca & to develop distribution plans by leveraging sourcing capabilities to extend sales. Developing market potential assessment & identify Key Accounts for Institutions and close contracts in profitable terms with specified customers (or within a specified commodity). Meeting potential customers on a regular basis & ensuring significant personal rapport with Key customers through regular formal & informal interactions. Monitoring customer bookings and ensuring SOP compliance through CRM, OPS team and Finance with coordination with National Buyer.

United States

 Key Deliverable-Commissioned to appoint Super Stockiest (CSA/C&F), Distributors in the North India & increase Distribution Networks, Sales & Worked on additional Secondary Sales Parameters & tertiary Sales Parameters & Increase (Width & Depth) Sales parameters of the Dealers & Retailers, and Making Brand Promotion of all Premiums Products among Dealers, Whole Sellers, Franchisee Stores with Customer Centric approach. As Area Sales Executive has the responsibility to lead the channel sales and modern retail functionalities General Trade/General Stores Outlets, Kiryana Shops, Chemists Shops Outlets, and Modern Trades Outlets & Franchisee Stores Outlets & also drive initiatives in the non-modernized MBO Outlets. Job Responsibilities--The Country Manager approached me to help with the launch and distribution of a New Brand of Jolen Bleach Through my understanding of the Delhi market and the distribution network we created a positive position of the Brand within 6 months with our POS above and below the line marketing along with the cosmetic promotions and road shows. Due to promotion activities and brand building, we established the product over six months with good results and Jolen Bleach till today is a top brand in Delhi Market. Building, Establish & maintain a customer base for Delhi in channel sales, Retail, Corporate, and Institutional Segment. Providing sales support & service to the existing Key Account customers, solicits new Customer development and attain sales targets. Conducting market benchmarking of the wholesale/retail markets consistently to maintain an appropriate pricing. Managing sales to Corporate, Bulk Buyers, and to develop distribution plans by leveraging sourcing capabilities to extend sales. Developing market potential assessment & identify Key Accounts for Institutions and close contracts in profitable terms with specified customers. Meeting potential customers on a regular basis & ensuring significant personal rapport with Key customer