Raj Kumar Arora Email & Phone Number

New Delhi, Dl, In

Delhi

- Achievement of sales targets by managing a portfolio of 115 Large fleet owners through structured approach.- Apply 360 degree approach to key accounts and prepare an action plan to bring them in to Mahindra fold.- Timely resolution of complaints to maintain satisfaction level of these customers so as to generate repeat sales.- Deal negotiation with these customers through consultative approach and close the deal profitably.- Give direction and motivation to team to conduct the activities to give a personal touch and differentiation with competition.- Maintain relationship with Financers, Body builders and internal stake holders. - Contribution of Key accounts sales in total sales was 84% and 87% in 2018-19 and 2019-20 against a national average of 33%.

Indore, Madhya Pradesh, India

- Accountable for Sales, Service, Spare parts business through Channel partners and ensuring their and customers satisfaction for the state.- Executing demand forecasting, strategic planning, annual budgets, manpower and coverage planning.- Market share improvement of the product group (Heavy commercial vehicles, Light Commercial vehicles and Buses)- Dealing in Tippers (Hyva) to road construction/ Blue Metal industry.- Working closely with channel partners to develop agreed business development plans.- Review, guidance and Motivation of team to achieve the budgeted targets. - Conducting customer meets, Loaded Trials with large fleet customers.- Maintaining relationship with Financers, Body Builders, competitors.- Got awarded for the work done with Tipper customers.- Started sales business with new dealer with all commitments in place while the dealership was under construction.

Noida, Uttar Pradesh, India

- Accountable for Sales, Service, Spare parts business through Channel partners and ensuring their and customers satisfaction for the state (Western U.P. and Uttarakhand)- Executing demand forecasting, strategic planning, annual budgets, manpower and coverage planning.- Market share improvement of the product group (Heavy commercial vehicles, Light Commercial vehicles and Buses)- Working closely with channel partners to develop agreed business development plans.- Review, guidance and Motivation of team to achieve the budgeted targets. - Conducting customer meets, Loaded Trials with large fleet customers.- Achieved the L3 sales targets for HCV, LCV and buses in 2016-17 through strategic approach.- Achieved L3 sales target for HCV and L5 sales target for LCVs and Buses in 2017-18.- Augmented market share by 1% each in HCV (F17: 3.1%, F18: 4.19%) and LCV (F17: 6.2%, F18: 7.2%)

New Delhi, Delhi, India

- Achievement of sales targets by managing a portfolio of 85 Large fleet owners.- Apply 360 degree approach to key accounts and prepare an action plan to bring them in to Mahindra fold.- Performance establishment of Mahindra Trucks.- Timely resolution of complaints to maintain satisfaction level of these customers so as to generate repeat sales.- Give direction and motivation to team to conduct the activities to give a personal touch and differentiation with competition.- Maintain relationship with Financers, Body builders and internal stake holders.- Cracked 30 new customers and acquired major wallet share in 6 key accounts.- Spearheaded 'Sales Acceleration Project' with consultancy firm 'Bain and Company' for a period of one year.- Played a significant role in changing the negative perception of customers about Mahindra Trucks.- Achieved L5 sales target of 125 nos. in 2013 -14 and achieved a sale of 305 units in 2014-15 which was 8.33% of total sales in India.- Promoted to Deputy General Manager after a rigorous grilling in Development center for 2 days.- Nominated for prestigious President's award across the group.

Raipur (Chhattisgarh)

- Achievement of Automotive lubricants volume targets through strengthening of Primary and secondary channel network for Chhattisgarh state and Vidarbha area.- Successful implementation of promotional schemes in line with the market requirements and organisational priorities.- Motivation and guidance to team to deliver high performance with focus on targets.- Monitoring of competition activities to realign our strategy as per market requirement.- Forecasting of volumes and inventory management.- Appointed a distributor as per company norms in Nagpur within 2 months of joining the new role.- Reengaged the network in Vidarbha area to deliver volumes on consistent basis.- Consistent volume of 10-12 KL started from June 2012 from Vidarbha area.- Volumes in Chhattisgarh state increased by 10% on focused working and channel management.

Raipur, Chhattisgarh, India

- To achieve the targeted sales volume of Valvoline lubricants through Direct Sales by increasing the Industrial and mining customers base through consultative selling.- Management of Cummins dealers and achieve the targeted lubricants volume.- Training and motivation of Cummins dealers team to generate additional lubricants volume.- Monthly Forecasting of Lubricants and inventory control.- To maintain the relationship with all stakeholders involved in decision making for key customers.- Augmented Lubricant sale by 33% in 2010-11 and cumulative growth of 12% in 2011-12. Growth came from addition of new direct customers and channel partners.- Managed the biggest customer for the company across India.- Won the award for highest Industrial Lubricant Sales across India for 2 consecutive years.

Raipur

- Achievement of polymers sales Targets for the product group (PP, PE and PVC) for Chhattisgarh state by addition of new customers and increase share of business with existing customers.- Management of network for timely placement of orders, payment and service to customers.- Demand forecasting and inventory management of polymers.- In 2009-10 sale of polymers in Chhattisgarh state increased to 19200 metric tons, a jump of 20% from 15980 metric tons in 2008-09.- This was the highest ever sale of polymers in Chhattisgarh worth Rs 120 crores.- In 2008-09 sale of polymers in Chhattisgarh increased to 15980 metric tons, a jump of 45% compared to 10996 metric tons in 2007-08.- Customer base increased from 77 nos in 2007-08 to 135 nos in 2009-10.- Prudently managed the business during upturn and downturn cycle.

Kurukshetra, Haryana, India

- Management of Company owned (COCO), Franchisee owned (COFO) and Dealer owned Retail outlets 5 nos in the assigned territory.- Appointment and training of Retail outlet staff so that customer gets uniform experience across all the outlets.- Monitoring and replenishment of fuel availability in all the retail outlets.- Achievement of HSD, Petrol and lubricant sales targets for all the outlets.- Meeting industrial customers and fleet owners for the sale of Diesel and Lubricants.- Liasoning with government departments to ensure legal requirements are met as per the norms.- Periodic Audit of Retail outlets to ensure ' Quality and Quantity' and fuel losses are under control.- Survey for demand of Auto LPG was done in the trading area of all the retail outlets.- Fuel losses were under control as per the norms of the company.

Sonipat, Haryana, India

- Co-ordination with the project team and dealers to make the retail outlet open to public as early as possible.- Appointment and training to staff for Fuel Measurement, Fuel delivery and keep losses under control.- Regular Audit of the retail outlets to ensure ' Quality and Quantity'- To ensure availability of Diesel and Petrol at all times.- 4 Retail outlets were open to public in Sonipat and Panipat district as per company's plan.- All the retail outlets achieved 300-400% of the targeted volume of petrol and diesel.- Relationship with weights and measurement departments were maintained for smooth operation of outlets.

Lucknow Area, India

- Expansion of dealer network to enhance the sales volume of Goodyear Flat Belt, V Belt and Link belts in Uttar Pradesh.- Appointment of Distributor in Chhattisgarh state.- Achieve targeted volumes of the product group.

Kanpur, Uttar Pradesh, India

- Achieve the branch Sales target of the product group (Poly F Plus V belt, Eco Drive and Engineering Products) for Central and Western Uttar Pradesh.- Appointment and Management of Dealer's and Distributor network.- Inventory Management and Outstanding control in line with company policy.- Relationship management with big customers for direct billing to them.- Liasoning with Sales Tax and Excise department.- Motivating team of Sales Engineers to achieve higher level of performance.- Sale of Fenner V Belts of Kanpur Branch for the first three quarters Financial Year 2004-05 grew by 26% to Rs 174.82 lacs from Rs138.75 lacs and sale of Fenner Engineering products (pulleys, couplings and gear boxes) grew by 20% to Rs 22.32 lacs from Rs18.60 lacs compared to the first three quarters of financial year 2003-04- Augmented sale of Fenner V belts of Kanpur Branch for the Financial Year 2003-04 by 8% to Rs 185 lacs from Rs 171 lacs and sale of Fenner E.P. grew by 34% to Rs 24.80 lacs from Rs 18.5 lacs compared to the Financial year 2002-03 - Appointed two new distributors for V belts.- Rate contracts with big customers for V belts and E.P were negotiated which boosted the sales.

Raipur, Chhattisgarh, India

- Achievement of Sales Targets of Poly F Plus V belt, Eco Drive V belts and Engineering Products- Appointment and Management of Dealers and Sub Dealers Network for Chhattisgarh State and Mahakaushal Area of Madhya Pradesh (Eastern M.P.)- Outstanding to be under control as per prescribed norms.- Relationship building and thus business development with all stake holders of big Cement, Iron & Steel plants for direct sales to them.- Regained the market leader position in V belts for Chhattisgarh state.- Business of engineering products doubled.- Rate contracts executed with Jindal Group and major cement plants.- Awarded with 2 promotions in 2 years for the good work done.

Delhi And Gwalior

Worked as Sales Executive with Hilton Rubbers Limited, based out of Gwalior. Launched Turboflex brand V Belt in Gwalior division. Later transferred to Delhi in July 1999 and managed the business of Delhi area.

Master Of Business Administration - Mba, Marketing, First Division

Bachelor Of Engineering - Be, Electrical Engineering, First Division