Pankaj Kumar GuptaResidence: Sanskruti Building, Building No-3, Flat no. – 202, 90 Feet Road, Opp. St. Lawrence School, Thakur Complex, Kandivli (East), Mumbai, Contact Number: 08335877441

Email: pankaj_sankalp@yahoo.co.in, pankaj.rkt19@gmail.com

Job Objective

Assignments in Key Account Management, Business Development, Sales & Marketing, Channel Management, Team Management with a high growth oriented organization.

Professional Synopsis

A competent professional with over 17+ years of rich experience in the areas of Sales & Marketing, Key Account Management, New Business Development, Channel Management, Team Management and Vendor Development.

Presently working with M/s Grasim Industries Limited – Chemical Division as Product Head – Aluminium Chloride

Expertise in sustaining the dealer / franchisee networks ensuring effective market penetration.

Possess excellent communication, relationship management, team building skills with dexterity in mentoring and managing sales teams.

Education

MBA (Marketing) from A.P.S University , Rewa (M.P) in 1998 B.Sc (Physics & Chemistry) From Allahabad University (U.P) in 1995

Organisational Experience

1. May’14 to current with M/s Grasim Industries Limited – Chemical Division based in Mumbai as Product Head

2. Mar’10 to May ‘14 with M/s Raychem RPG Pvt. Ltd. Based in New Delhi looking after anticorrosive product line for pipeline coatings (Oil, Water and Gas Industry).

3. April’05 to Mar’10 with M/s Asian Paints Ltd., Industrial Division based in New Delhi as Product Consultant looking after Industrial/OEM Sales & Marketing.

4. Dec’98 to April’05 worked with MRF Ltd. – Speciality Coatings Division based in Jaipur and Kanpur looking after Wood Coatings / Metal Coatings / Autocoat Franchise.

5. Jul’98 to Dec’98 with Surya Roshni Ltd. As Management Trainee based in Patna looking after sales of Bulbs and Tubes.

Job Profile (M/s Grasim Industries Limited – Chemical Division) :

As Product Head - Accountable for Sales & Marketing of Aluminium Chloride Pan India

Added responsibility of exports barring Europe. To closely monitor market movement for the product. Acquiring new accounts; increasing market share in current accounts. Allocation of Finished Goods from three plants regionally to balance – Customer

requirements, Realization of the product, On Time Delivery to end user. Cross- Functional synchronization for better and effective delivery of the product. Accountable for Realization, Receivables and market share. Competitors activity monitoring, collating MIS on market trend. Preparing annual budget, meeting targets. Provide customized solution to customers, conducting presentation; contract

preparation for long term association.As Regional Sales Head – VAP (East) – Till Sept 15 Responsible for Sales & Marketing of basic chemicals for East Region, Bangladesh.

Now added Myanmnar, Laos, Cambodia, Bhutan, Vitenam for New Business Development and further sales in these regions.

Area mapping. Acquiring new accounts – domestic and exports, adding new areas of application (If

any), penetrating new / unexplored areas of East, Bangladesh and newly added areas for 2015-16.

Increasing market share, limiting competition. Data collection on Market/competitors trend, pricing, buying behavior of clients. Analysis of same with Senior Management to draw map for future actions. Adding new product lines. Depot management, Inventory management, Receivables to be in control,

accountable for concessional forms collection in time. Bringing synergy with Production and logistics for on time services to customer.

Significant Accomplishments;(Grasim Industries Limited – Chemical Division)

Penetrated North East market which was unexplored till date. Added a business of approximately 2.5 Cr per annum in 14-15 itself.

Market survey of Bangladesh and successful induction of some of the product line.

Increased market share in East zone by 9%.

Job Profile (M/s Raychem RPG Pvt. Ltd.) :

Responsible for Sales & Marketing of Pipeline Corrosion Protection Coatings and associated product line.

Introduced new product line for Pipelines and Valves. Added responsibility of Export Sales. Vendor development and procurement of Raw Material. Formulating Strategy on new product development & reaching to new segments by

continuously scanning the business environment for untapped consumer bases, based on market intelligence.

Exploring new and profitable business avenues for existing product range (Epoxy Coatings, Pipeline Corrosion Protection System) in sector of Oil & Gas, Marine in line with organization growth focus strategy and policies.

Making presentations to Corporates (Viz GSPL, MGL, IGL, Reliance, Essar, GAIL, ONGC, IOCL, HPCL) as well as to Engineering Consultants for product specification selling (Viz EIL, Mecon, WoodGroup, Tractabel GDF Suez, Mott Macdonald, L&T Gulf)

Assume overall responsibility in formulation of Brand vision, brand architecture & plan for brand extension.

Scanning business environment on a continuous basis to identify, analyse and capture market trends and demands and provide developmental feedback for capability building, targeted at catering to the markets present and future requirement.

Regularly collecting and analysing competitor information through market intelligence and other sources.

Developing new customers and penetration in new markets. Developing & implementing business plans for achieving goals, exploring, identifying

and developing new potential clients. Implementing effective strategies to maximise sales. Identifying prospective business generation avenues and working towards deriving

optimal business benefits. Building rapport with Clients. Conducting field demos and training applicators.

Job Profile (M/s Asian Paints Ltd.)

Business Development Exploring new business opportunities & organising promotional events to tap

profitable business and achieve set targets. Identifying prospective business generation avenues and working towards deriving

optimal business benefits. Identifying new business areas & getting requisite approval of products by

conducting technical as well as commercial presentation. Building corporate relationship with Consultants & Influencers.

Key Account Management

Mapping client’s requirements and providing them customized business solutions through new proposals, presentations and demonstrations.

Upgrading existing customers to better systems so as to let them achieve Value For Cost.

Understanding unstated requirements of Client & providing them customized solution.

Identifying and networking with prospective clients, generating business from the existing accounts and achieving profitability and increased sales growth.

Channel Management Establishing strategic alliances / tie-ups with reliable channel / dealer partners,

resulting in deeper market penetration and reach. Managing channel sales and marketing activities; implementing effective strategies

to maximise sales and accomplishment of revenue and collection targets. Responsible for demand forecasting & managing inventory pipeline, ensuring ready

availability of products as per the market demand.

Significant Accomplishments;(Asian Paints Ltd.)

Played major role in promoting the Protective Coating range of product (Metacare) and establishing GILP range of product FROM SCRATCH to direct users and dealers.

Handled U.P achieving 128% of budget , 04-05 for territory U.P. Handled Rajasthan based at Delhi, achieving 125 % of the budget for 06-07, further

Supervised, achieving 130% of the budget for 07-08. Handled GILP business of entire North India for 07-08.Added new accounts which

contributed to additional profitable business. Supervised GILP business for part of North comprising of U.P, Delhi-NCR, Rajasthan,

& Uttrakhand to certain specific areas; for year 07-08. Supervised U.P for protective coatings business. Supervised Road Marking Business for entire North & added role of Business

Development for entire North India. Business development activity involves approvals from major consultants & EPC’s,

PSU’s, Architects namely. Further to this up gradation of product / product system for existing customers / new customers.

Stabilization of product line. Developing corporate relationship. Pivotal in identifying the customer requirement and classifying the SKU’s by ABC

analysis and there by reduced inventory carrying cost and order to supply status for A class items.

Established a chain of high value dealers Handled key customer accounts like Reliance Infocom, Hindalco Industries, NTPC’s ,

IFFCO, DLW , Hindustan Construction Co., Studds Helmets, Indian Oil, Punjj Lloyd, fedders Lloyd, Jubilant Organosys, RDSO, AREVA, to name a few.

Significant Accomplishments;(M/s MRF Speciality Coatings Ltd..)

Was based at Kanpur Handling eastern U.P and Later On at Jaipur Handling Rajasthan.

Was responsible for Depot operations & Sales of respective states. Handled channel sales majorily for wood coatings & metal coatings (Epoxy – PU

Range) Was also looking after Autocoat which dealt with refinish painting system for Auto

segments. Was working in close association with major architects & Painting contractors of

territory. Generated awareness among architects & pronounced builders to make avenues for

channel sales. Added New and effective channel partners thereby increasing the sales of respective

areas. Conducted painters meet on regular basis to train painters & end users the

application system of product range & trouble shooting. Introduction of Product line to OEM sector, (As MRF was mainly concentrated to

Channel partners). Product Augmentation as per specific need of OEM.

Academic Projects

1) Topic: Sale and Marketing Plan for CPW & Aluminium ChlorideOrganisation: Kanoria Chemical & Industries Ltd. , New Delhi

Duration: 1 monthScope: The project involved creating strategy for making the foothold in the industry, understanding market operational dynamics, gathering competitor’s information and evaluating gaps, identifying the key market segments and creating a detailed database of customer.

Trainings / Seminars Attended at M/s Raychem RPG Ltd.

Certificate Training session on developing Emotional Intelligence. Raychem RPG Manager 1 Training session. Corrosion Management By LM Thapar Institute & CII.

Trainings / Seminars Attended at Asian Paints Ltd.

Developing Business Presentation Skill. Attended seminar on “Team Development Exercise” to increase team performance.

Extra Curricular Activities

Represented college at University Level Badminton Championship Tournaments.

Participated in debates at school and college level.

Personal Details

Permanent Address : S/O S.N.Gupta (Retd. Manager Civil), Railway Colony Road,

Near Fire Station, Pipri, Renukoot, Distt. – Sonebhadra ,

U.P.Phone : 05446-253279

Date of Birth : 19th June’1974