Resume Navin ( Head Of Sales, Marketing & Technical)

CONFIDENTIAL

Navin MalhotraSr. Sales & Marketing Professional

Maximizing Revenue - Visionary, Strategy & LeadershipGlobally exposed Professional

Result-oriented with a fast-learning curve and an ability to take calculated risks, defining business mission and integrating resource strengths to deliver impeccable performances aligned to overall objectives .

A dynamic professional having around 22 years of experience with an indelible track record of driving sales and marketing function with different world class organizations; Creative ability in designing innovative marketing strategies, product launches to generate desired results across the target markets. Played a leadership role in launching all brands of Lafarge India especially Concreto, for Ultratech created and launched Premium and Super Brands across East, did the same for Greenply Industries by creating new network and launching their Flooring Brand – Floormax across India, Nepal &Bangladesh. Currently Heading Sales & Marketing functions, positioned as Sales Director at Lafarge Surma Cement Ltd,, Bangladesh.

Effective and Accountable in High-Profile Executive Roles: overcome complex business challenges and make high stakes decisions using experience backed judgments. Strong work ethic and irreproachable work efficiency

Corporate Strategy and Development Specialist: Characterized as a visionary strategists – consistent track record of delivering extraordinary results in growth, revenue, operational performance and profitability

Consistently Deliver Mission-Critical results: Driven by the strong hard – wired need to strategize, to innovate and gifted with the vision, determination and skill needed for high-level revenue building strategies

Strong Orientation in Sales & Marketing: Participate in high-level operational initiatives, including infrastructure design, process-re-engineering, turnaround management and re-organizing. Ability to use instincts, insights, judgments and timing to success in no matter how tough a deal is

Upgraded Technology capabilities: with cutting edge infrastructures, revitalised IT Operations.

Visionary in maintaining of Quality and Safety

I am committed to Ethics, Integrity, Loyalty and commitment to the organization.

Key Competency Skills

Business Development Marketing Strategy Channel Management.Team management Product Launch Business Analysis Key Accounts Management Cross Functional Team Leadership Process Improvement

Professional Contour

Lafarge Surma Cement Ltd., Jan 2016 – Till DateSales Director – Head of Sales, Marketing & Technical – Cement & Clinker (Bangladesh)Lafarge Surma Cement Ltd. is a joint venture of Lafarge and Cementos Molins. The plant of Lafarge Surma Cement, which is located in Chhatak Sunamganj is the only fully integrated dry process cement plant in Bangladesh, where high quality clinker (a semi finished product needed to produce cement) and cement are produced utilizing sophisticated and state-of-the-art machineries and processes

Key Responsibility


Evolve a strategic Plan/Profit Centre Management. Deliver Revenue Numbers. Build Capabilities -Increase sales from 1.4 million to 2 million Mt Per Annum Improve Brand Equity & Price Positioning. Increase penetration from 2000 to 5000 selling counters especially in untapped and under tapped markets. Achieve Budgeted Profit target. Develop and launch new product. Team recruitment and development of Technical sales

Greenply Industries Ltd. Aug 2014 – Nov 2015

Country Head- Flooring, VAP & New products (India, Nepal & Bhutan)

Greenply Industries Limited (GIL) is India's largest interior infrastructure company with a turnover of Rs. 1800 plus crore, growing year on year by more than 12 to 15%. It accounts for almost 30% of the organized plywood & MDF based products. The company has five state of the art manufacturing facilities across the country, manufacturing products of global standards. It has a strong retail network of more than 10,000 distributors, dealers, sub-dealers and 46 branches across India and presence in over 300 cities across 21 states.

Achievements: Overall responsible of Business growth along with P&L accountability (Top line grew by 18% on YOY) Product Development & launches across India, Nepal & Bhutan ( Currently in 235 cities) Recruitment & Training – Sales, Marketing & Project teams ( Team strength 250+) Network creation around 950 plus active dealers. Brand Development –“FLOORMAX” for all Flooring products Product approval in various government and private projects. Effective production and logistic planning. System improvement and developing new process for entire group so as to improve top line.

Ultra Tech Cement Limited Feb 2011 – July 2014

Vice President- Marketing (West Bengal, Sikkim, North East& Nepal)

It is the largest producer of cement in India with an annual capacity of around 60 million tones. The company has 11 integrated plants, one white cement plant, one clinkerisation plant in UAE, 15 grinding units – 11 in India, 2 in UAE, 1 in Bahrain and Bangladesh each and 5 terminals - 4 in India and 1 in Sri Lanka. It is the country’s largest exporter of cement clinker. The export markets span countries around the Indian Ocean, Africa, Europe and the Middle East. Steering sales & marketing operations in the state of West Bengal, Sikkim, North East & Nepal covering 15

branches which contribute volume of approx. 2.65 lacs MT per month (2250 Cr. PA). Handled Budget of 3.2 Cr for sales activities, 4 Cr. for technical activates and 4Cr. for local level adv. so as to improve Brand acceptance.

Provided leadership to a strong core team of 25 direct and 57 indirect reportees and their teams --- 3 AGM, 8 Sr. Manager, 1 Regional Sales Accountant, 1 Regional Technical head, 1 Business Development Manager, 36 Dy. Manager &16 Astt. Manager, 24 –Technical officers, 1 Sr. Manager – Project Sale, 1- CSC- Head and their teams.

Achievements: Became the highest selling brand in West Bengal far ahead of others.


Launched and stabilized Premium products (UTCL Premium & UTCL Super sales) – Premium at a Gap of Rs.25 per bag and Super at a gap of Rs. 15 with normal product which together contribute around 25% of total trade sale.

Increased Customer Satisfaction index from 72% to 94% - best among leading Brands and have been ranked top brand in all BEI study for last 2 years.

Increase realization by approx. Rs. 6/- per bag by changing the ways UTCL use to operate in West Bengal - realignment of markets from FOR to Ex., Saving was mainly by way of Distribution cost.

Increased Trade sale by 9% in 2011 -12, 16% in 2012-13, 15% in 2013-14, 19% in 2014-15, despite of other A category players de-growing and thereby achieving P&B targets of both volume and profit.

Increased Dealer network from 1010 to 1450 and retail network from 2200 to 3700 in unrepresented talukas and markets so as to increase penetration in both rural and urban market. This helped us to increase ACV from 3.2 lacs to 4.7 lac

Lafarge India Pvt. Limited Aug 2000– Jan 2011

Astt. Vice President- Marketing - West Bengal, Sikkim, U.P. and Exports (March 2009 – Jan 2011)

Lafarge, a French Multinational, is the largest cement producer in the world with operations spanning across 75 countries. It made entry in India by acquiring cement plants of TISCO & Raymonds and gained leadership position in Eastern India within span of three years.

Spearheaded sales & marketing operations covering 13 branches, which together contributed an annual business turnover of Approx. Rs.1100 Cr. Along with the above operations I was also taking care of UP and Export markets on consignment basis.

Increased market share from 16.5% to 20.5% (CMA Published Data), within one year of my taking charge of West Bengal and increased network from 840 to 1170 dealers.

Increased Trade sale by 41% during 2009 and further 24% in 2010 against industry growth of 13% in 2009 and 14% in 2010 in WB and also reduced O/S Number of days from 18 to 3 days

Surpassed budgeted profit target by 128% during 2009 and 52% in 2010

REGIONAL SALES MANAGER, Jharkhand (Feb 2006 – till Feb 2009) Headed sales & marketing operations in the state of Jharkhand covering 8 branches which contributed an annual

business of approx.Rs. 750 Cr.. Provided leadership to a core team of 32 direct and 35 indirect reportees and their team.

Registered 300% growth in Trade sales within three years – 219KT in 2005 to 659KT in 2008. Registered growth of 63% in 2006, 55% in 2007 and 28% in 2008.

Increased market share from 22% to 38%(CMA Published Data) in a span of two years. Reduced average age of O/S from 23 to 4 days and Inventory holding from 12 to 3 days. There has been no

incident of Bad Debts since I took charge of Jharkhand.. Jharkhand closed the year 2006, 2007 and 2008 far ahead of its budgeted Profit and sales target; third year in a

row and was ranked the best Regional Sales Office in Lafarge India during 2006 to 2008.

STATE HEAD – Sr. Area Sales Manager, Orissa (Nov 2004 - Jan 2006) Spearheaded sales & marketing operations of all 12 Branches in Orissa, which together contributed an

annualbusiness of Rs. 440 Cr in 2005. My team consisted of 19 Direct and 26 indirect reporties and their teams. Recorded substantial increase in Sales from 3.29 Lacs MT in 2004 to 4.95 Lacs MT in 2005 with market share

looking up from 8% to 13%. Orissa Branch displayed positive growth of 38.5% compared to industry growth of 6% in 2005.

During 2005 it was the only RSO which was able to surpass, contribution (Target was 246 INR – Achieved 271.251INR) as well as sales (Target was 3.60 Lacs MT – Achieved 4.55 lacs MT) target.

AREA SALES MANAGER, Part of Jharkhand& Bihar (July 2001 - Nov 2004) Led company's sales, logistics & marketing effort in the area covering Ranchi, Jamshedpur, Koderma, Daltonganj

and Rajauli branches spreading across 12 Distt of Jharkhand and 2 distt. of Bihar. Collectively these branches contributed an annual business of approx. Rs.238 Cr during 2004.


Achieved respectable market share of 38% in Jamshedpur &Koderma, 42% in Ranchi, 32% in Rajauli and 61% in Daltonganj branches by increasing sales from 11KT to 45KT per month. Surpassed budgeted sales and collection targets every year

Played key role in launch of new product “CONCRETO” at a premium of Rs.10/- bag over mother brand which was later increased to Rs. 25 per bag.

ASST. MANAGER, Part of Jharkhand (Aug.2000 – July 2001) Managed company's sales operation in Dhanbad, Deoghar, Jhaja, Saihabganj and Bhagalpur Branches which

contributed annual business of over Rs. 48 crores. Supervised a team comprising 5 S.O. and 9 Deputies. Increased sales from 7000 MT (Avg.) per month to 20,000MT (Avg.) per month and reduced O/S no of days from

44 days to 14 days in a span of less than one year.

The Associated Cement Companies Ltd.(ACC) Nov 1997 - Aug 2000Asst. Sales Manager Managed sales operations of Ranchi, Daltonganj & Koderma Branches stationed at Ranchi HQ. Later transferred to

Patna and spearheaded sales operations of Patna, Muzaffarpur, Ara and Siwan Branches. Led and guided a team of 6 Sales Officers, 1 CS person and their team.

Posted superior sales performance at Ranchi, Koderma, Patna, Ara, Siwan, Muzaffarpur and Daltonganj branches, achieving growth of 224%, 123, 136%, 235%, 428%, 39% & 75% during by tenure.

Achieved phenomenal reduction in average O/S age from27 days to 5 days.

Balkrishanlal Poddar Ltd., Kolkatta Apr 1996- Nov 1997Manager-Business Development A reputed & highly diversified trading organisation with business interest in cement, petroleum products, fertilizers, car, tyres etc.. With strong network of more than 37 branches across U.P and Bihar, the company has surpassed Rs 1000 crore mark in its turnover. Entrusted with entire operations and growth of 10 branches and 23 outstation depots for various petroleum

products, pesticides, cement etc. Provided strategic contributions to streamline the business activities and develop business in potential business

segments. Successfully roped in and retained prestigious clients such as Telco (Car), Reliance (Polypropylene), Kwality (Ice

cream), Essar & Usha (Cell Phone), ACC/JP/Maihar/Satna (Cement), ICI(paints) etc.

EDUCATION

2001: M.B.A. (Finance) from I.G.N.O.U1995: M.I.B.M (Master of International Business Management) with specialization in Sales & Marketing from University

of Lucknow1995: Post Graduate Diploma in Computer Science from I.S.C.T.1993: B.Com from University of Lucknow

AWARDS & ACCOLADES


Ultratech Cement - Appraised three times in the company- 2011 -12 ME, 2012-13 FEE and 2013- 14 FEE ( FEE is the highest rating in the company)

Lafarge India Pvt. Limited-Appraised ten times in the company- 2000–75%, 2001 – 78.11%, 2002 – 87%, 2003 – 84.6%, 2004 – 84.75% (Highest rating in all India Sales Team during 2002, 2003 & 2004), 2005 – 94.32%, 2006 – 94.4%, 2007 – 86%, 2008 – 92%, 2009 – 93% (Highest rating in Indian Operations among all departments in 2005,2006, 2008 & 2009).

The Associated Cement Companies Ltd- Appraised as Outstanding.

PERSONAL CONTOUR

Date of Birth : 25th December, 1971Permanent Add. : B-2/5, Sector – P, Aliganj, Lucknow, UP – 226024Current Add : Lafarge Surma Cement, Suvastu Imram Square (3rd Floor), 65 Dulshan Avenue,

Gulshan -1, Dhaka-1212, BangladeshEmail : [email protected] ; [email protected] Mobile No : +8801729272729Current CTC : Gross 1.6 Cr (90 lacs Net Take Home after Tax + 30% Bonus)

Plus additional Facilities such as Car (Honda CRV) + Petrol + Driver+ Medical facility

mailto:[email protected]

mailto:[email protected]