• Managing key Oil Majors accounts spread across India & now Bangladesh • Key Account Management & multi-functional matrix team work catering to 7 Key accounts in India and 4 global majors with the global account management team. Annually reviewed on GP / OP of the key accounts from the geograhy• Inked long term contracts Key accounts with Afton Chemical as. Strategic partners• Collaborated efforts with Oil majors and developed Customer Value proposition, effective messages using product differentiation and effective portfolio management• Worked with lube marketers on projects for OEM addressing their needs or problems with BS norm changes.• Project Management, People management across different cultures, Discovery approach

• Responsible for Topline and Bottomline performance of the Western States of India with a sales force of Area Sales Managers, Territory Mangers, Process Engineers & Field Technicians• Developed annual prospect business plan for the region with QTRly reviews to achieve sustainable growth• New Initiatives like Customers Meet, Loyalty Program & Customized propositions to build brand advocacy • Working closely with multiple industries like Beverage, Brewing, Dairy, Process-Foods & Pharma• New product launches, Total cost of ownership priorities with customers.

Managed South & Western India as Regions during my careerRoles and responsibilities include retail automotive channel, field marketing and team management for Shell Lubricants.• Reporting to the National Manager - Manage sales performance of a team of 12 Indirect Channel Account Managers, 4 Account Managers & 16 Field marketing implementers.• Responsible for a network 32 Distributors across the Region with a dealer network of 6800 per month & 160 Sales Representatives servicing them on weekly basis.• Implement the Regional marketing initiatives (ATL / BTL) for the Distributor, Direct fleet & OEM channel in Andhra Pradesh, Karnataka, Tamil Nadu, Kerala & West.• Devising the Business & marketing plan for South & West region with quarterly reviews to achieve sustainable growth.• Recruitment, induction & coaching of Account Managers, Key Account Managers & Field Marketing Representatives for the region.• Working Capital Management & OPEX i.e., debtors, inventories & cost management.• Vendor Management - Organized local vendors for easier execution of various innovative marketing plans and giveaways.• Design the sales & promotion plan, local propositions to the market, track competitor initiatives to enhance the Distribution model in the Region.• Manage BDF, identify investment opportunities where in Brand building / Recognition can work in line with Sales Target plan for the Region.• Worked on the project of Modern Trade with Retail Chains like Hyper City & Total Super StoresKey Achievements• Region growth delivered at 14% YTD & evolved as a No.1 region in 2011.• Part of 2012 strategy marketing team to build the Trade marketing plan for India.• Special appreciation for launching “Best sales focused” BTL activity.• Recognized for “Global Best Practice” for developing trade offers to increase the width & depth of Distribution.• Managed & delivered as Regional Manager – Sales & Marketing South & established South as a No.1 Region in 2011

Roles and responsibilities include delivering sales targets through retail automotive channel and team management for Shell Lubricants.Primary responsibilities• Channel Management - Managed a team of 14 distributor sales representatives, 3 marketing implementers and 4 channel partners, along with coordination of advertising, promotions and training new employees. • Hands on experience in B2C – Indirect & Direct channels ways of working. Reporting to the Regional Manager with weekly and monthly reports in time.• Forecasting the sale for the month SKUwise, planning the tertiary in the market and designing the marketing plan to achieve the overall objective.Additional responsibilities• Part of Key Account Management Team (KAM) responsible for the success of Business Plan and launch of new DVPs for Distributors.• Key role in building customized CVPs for Retailers and consumers. Strong implementation of local marketing plans. Work on building strong brand advocacy.• Identified as a coach & leader in my peer group; developed effective sales technique and major distribution aspects like inventory, penetration, and scheme settlement to market being part of KAM.Key Achievements: • Qualified as a Top 100 Sales 1st Gladiator in the world for Rome 2007 & Dubai 2009.• Rated & Rewarded as the “Best Account Manager” for 3 years consecutively.• Developed a territory with strong fundamentals which has grown YOY since 2007 & emerged as No.1 market.• Grown the territory to Current market share of 17% and a No.2 player in 3 years.• Nominated to Global EVP awards for “Delivering business results through the team”.

• Channel Management - Supervised a team of 18 distributor sales representatives, 3 field-marketing representatives, and 3 distributors, along with coordination of advertising, promotions and training new employees. • Managed a network of 600 dealers and 21 franchised workshops across Karnataka with weekly reports to the area sales manager.• Tracked competitor initiatives, local market trends and ensured prevention of trademark violation.• Executed a dealer health card program for all dealers in the Mangalore area for owning the customer and improved dealer satisfaction, which was nominated as the best initiative for customer service.Additional responsibilities• Business development and to tap new business accounts of Essar, Reliance and OEMs.• Assisted the frontline staff; developed effective sales technique and major distribution aspects like inventory, penetration, and scheme settlement to market.Key Achievements• Meeting a Growth of 35% in the motorcycle oil segment, 4% in old gen diesel engine oils and 23% in the new gen diesel engine oil segment.• Created a system in which the marketing activities were done in a cost effective manner.• Nomination into the “Castrol Achievers Club” consistently for 4 quartersSales Executive – Field MarketingPrimary Responsibilities • Ensured trade advocacy of Castrol and bp brands.• Developed innovative ways for demand generation and accelerated the growth driver of the brands, new product launches and event management.• Executed mechanic loyalty programs for two wheeler mechanics to achieve a 28% growth in motorcycle oil segment• Executed customized programs for franchise dealer accounts of TATA, MARUTI and MAHINDRA on technical, customer service and safety front.Additional responsibilities• Conceptualized and developed innovative methods of sellout activities, movies and road shows to communicate brand proposition.• Organized local trade shows which added to the brand advocacy.

Primary Responsibilities • Ensured that the service and installation targets of Asian paints colour world was met every month, resulting in increase of penetration and awareness of Asian paints color world concept across the region.• Increased the service level performance from 76% to 98% without extra cost and manpower.• Restructured the Service Engineer spread and communication systems such that the upcountry servicing was attended in 48hrs and local within 24hrs.• Organized training programs for shop boys and sales executives, which reduced the incoming service calls by 19%.• Key Achievements• Expanded the dealer base by 165 dealers and the total dealer network contributed to 60% of Karnataka’s paints turnover.• Upgraded 400 colour worlds all over Karnataka, which was done in record 13 days against the norms of 15 days consecutively 4 times.