Ranajit Mukherjee

RANAJIT MUKHERJEE
Contact No.:+ 91 8910522913; +91 9831320399
~ E-Mail: ranajit.mukherjee.bepositive@gmail.com; m_ranajit@yahoo.co.in. Skype: ranajit.mukherjee3

Performance-driven Professional in pursuit of challenging and enriching assignments in Sales & Marketing/ Business Development with an organization of high repute

PROFILE SUMMARY
• 20 years of experience in

~ Sales & Marketing
~ HCV & ICV & LCV Bus Sales and Market Development
~ Business Development
~ Client Relationship Management
~ Revenue Generation
~ Supply Chain Management
~ Dealer Development
~ Product Management
~ Channel Management
~ Spare Parts Management
~ Financial Management
~ Promotions & Launches
~ Team Management
-International sales

• Creative and Multi-disciplinary Executive with hands-on-experience in Medium & Heavy Commercial Vehicle (M&HCV-Buses & Trucks, LCV, SCV and Passenger Car Sales(New & Used)
• Track record of understanding the external and internal business environment, seasonal buying trends and market penetration and thus, forecast the key deliverables for the region
• Expertise in networking with prospective clients while simultaneously generating business from existing accounts
• Adept in initiating & developing relationships with key decision-makers in target organizations for business development
• Deft in breaking new avenues and conducting opportunity analysis by keeping abreast of market trends and competitor moves
• Pivotal in implementing strategies for building team effectiveness by promoting a spirit of cooperation between team members
• A keen planner, strategist and implementer with deftness in devising and implementing strategies aimed at ensuring effectiveness of operations, realization of sales & business promotion targets, with key focus on ROI
• Proven leader with outstanding relationship building skills, strong communication abilities and exceptional emotional intelligence that excels in matrix and hierarchical structures

CORE COMPETENCIES
• Successful experience in Bus Product Marketing, Product Development ,Market Development and Sales
• Extensive experience on various aspect of bus industry from understanding customer requirement to proposing the right solution to the customer taking care of his profitability.
• Collaborating with Sales Planning/Logistics department regarding the product requirements (model and color wise, based on the trend as well as the market requirement) as per the sales plan for timely delivery
• Working in multinational and multilingual environment.
• Analyzing the CSI score and plan and implement the activities across the Zone for the improvement of the score
• Overseeing complete business operations with accountability of profitability, forecasting monthly/ annual sales targets, & executing them in a given time frame
• Leading the team to achieve result and grooming them to be better team player and performer through training, monitoring and mentoring.
• Analyzing the customer and channel partners’ complaints and ensure corrective and preventive measure taken for the quick redressal of the complaints
• Executing profitable & productive business relationships and building an extensive client base with distinction of accomplishing multi-fold revenue increase
• Monitoring strategies
• to enlarge the core market base of the company based on market research data while conceptualizing, planning and implementing processes to drive business volume growth
• Providing visionary leadership in assessing client needs and strategically positioning products to achieve specific objectives
• Adhering to all company policies, procedures and business ethics codes while ensuring that they are communicated and implemented within the team
• Increasing demand in the market by implementing consumer loyalty programs/ strategies to improve the product awareness in markets

WORK EXPERIENCE

Scania Commercial Vehicles India Pvt Ltd(December 2016-till date)
Designation: Regional Manager –East and North East India
Product Range: Trucks and Buses.
Key Result Area:
• Startup operation and driving the business from the front for Scania in East and North East India.
• Appointment of dealer in East and North East.
• Deciding the Service Network and service support for the region.
• Creation of Business Plan and Entry Strategy for East & North East
• Recruitment of Sales and Support Staff.
• Visiting and interacting with Key Customers, market surveys and research.
• Setting up of Sales Plan, Target and sales forecast for the business.
• Personal & Direct techno –commercial selling to fleet owners and major transport & bus operators.
• Creating market share.
• Establishing and Maintaining close business contact with Institutional buyers / Government agencies and individual customers and work towards building long term relations.
• Close interaction with the top officials of the Government Departments including the transport ministers.
• Organize and provide suitable training for all sales staff.
• Tracking of competition and market intelligence.
• Organizing promotion and events and participating and representing Scania India in different forum.
• Participating and handling tender business and introduction of Private Public Partnership (PPP)Business Model across State Transport Corporations.

Highlights:
• Appointed the dealer network in East roping in one of the big name in Dealership Business in East with a readymade service center.
• Successfully implemented the Private Public Partnership by securing contract from the State Transport Corporations for supply of buses of value worth of INR 450 Million(USD 68 Million )
• Initiated Scania’s presence in the entire east and North East by selling to both Private Market and supplying to Government Customers.
• Playing a key role in Product Development for new product for Scania and a key member of the Core Team for Product Development for Scania for India and Asia and African Market.


Al Khoory Automobiles (June 2016-November2016)
Designation: National Sales Manager-Subaru Cars,UAE
Product Range: Premium Cars, SUVs and range of buses of Yutong, China
Key Result Area:

• Controlling and managing all sales and marketing activities for Subaru Cars for UAE and Yutong buses.
• Responsible for the Branch network and also fleet and institutional and Government sales.
• Responsible for Business Plan development and implementation for the overall Sales and Marketing Profit Center
• Setting up of Sales Plan,Target and sales forcast for the business.
• Identify new business opportunity and plan and implement strategies to achieve the planed objective.
• Monitor stocks levels at location to ensure stock turnover is maximized.
• Managed and control all costs pertaining to sales operations at location to ensure costs are closely managed and net contribution is optimized.
• Continuously monitor market and competitor activity, market trend analysis and plan and implement appropriate action plan.
• Monitor performance of location and staff therein against key measurements (units, margin, net profit, key ratios etc)
• Monitor team performance and take action as required.
• Recruitment of sales and support staffs
• Coordination with service and parts team complete customer satisfaction.
• Product Planning and interaction with the Principals from Japan.
• Personal selling to Government Department and key corporate customers.

Highlights:
• Achieved 40% growth in volume for Subaru in June-July 2016 over same period in 2015 which is exceptional as most of the brands have witnessed loss of volumes over last year.
• Achieved entry of Yutong Buses and in the fleet of Emirates Transport after 3 years.
• Clinch prestigious order from Dubai Municipality for 2 unit of special application buses to be used by the royal ministry and top officials.

Alfuttaim Honda (Jan 2015- May 2016)
Designation: Senior Manager.
Product Range: Cars, SUVs & MUV
Key Result Area:
Sales operation
• Control all activities of sale staff in terms of prospecting, qualifying customers, demonstrating product, doing test drives, negotiating and closing deals.
• Working with BMs to ensure that sales process is followed at all times using all available IT systems fully and accurately
* Monitor performance of location and staff therein against key measurements (units, margin, net profit, F& I sales, ancillary products, key ratios etc)
• Ensure sales incentive pay plan is in line with market and company requirements to ensure business objectives are met and competent staff is attracted to the company.
• Monitor stocks levels at location to ensure stock turnover is maximized.
• Managed and control all costs pertaining to sales operations at location to ensure costs are closely managed and net contribution is optimized.
• He is responsible for managing Account receivables as per Company laid down norms.
• Ensure that the Sales team meets following KPI's - Sales units, Contribution, Customer Satisfaction target (CSV - Customer Service value) & Associated Automobile businesses like Accessories, Insurance etc.
Human Resources
• Manage and develop organization structure of sales operation to ensure operational success and high levels of customer service
• Monitor and manage performance of the team
• Organize and provide suitable training for all sales staff to ensure their skills are at highest level to maximize business opportunities.
Vehicle Stock
Coordinate with PDI, Logistics to ensure good stock availability and stock turnover is maximized. Also ensure production orders are in line with market requirements (models, colours, etc.)
IMS certification and sustenance
Improved CE/AE scores and reduced customer complaints
Highlights:
• Achievement of highest ever sales volume in the location
• Achievement of 115% growth in volume after taking over of the assignment.
• Achievement of one of the highest score in CE & CSV.
• Developing and leveraging the strong relationship with the banks.
• Successful tie up with top corporate.
MAN Trucks India Pvt. Ltd.(April 2009- 2014)
(100% Subsidiary of MAN Trucks & Buses, Germany and part of the Volkswagen Group)
Designation: Dy. General Manager- Bus Sales, Pune
Function Area: Regional Manager-West, DGM – Bus Sales
Product Range: Heavy Trucks & Buses (Domestic & SAARC Export)
Key Result Areas:
• Sales & Marketing of bus for MAN for India Liasoning & relationship building with key fleet owners & key business persons.
• Maintaining relationship with Officials of State Transport Corporations.
• Personal & Direct techno –commercial selling to fleet owners and major transport & bus operators.
• Creating market share.
• Creation and maintenance of bus customer database
• Visiting and interacting with Key Bus Customers, market surveys and research.
• Tracking and compiling data for Monthly reports on Sales figures, Stocks position and similar important indices.
• Maintain strong relationship with the financiers.
• Product Marketing for Buses for India & SAARC and working closely with Product Marketing Group of MAN Trucks & Buses AG,Munich
• Creation for Business Plan for imported MAN bus and bus manufactured in India
• Analysis of data and formulating entry strategy for bus business.
• Product Planning and positioning.
• Analysis of data and formulating entry strategy for bus business.
• Formulation of bus chassis and body specification along with the R&D team
• Indian and Global body builders for CKD body for imports to India
• Deciding and Finalization of specification of RE buses for India & SAARC.
• Creation for Business Case for imported MAN bus and bus manufactured in India.
• Visiting Export market for bus business.
• Co-ordination for export chassis for international market outside SAARC.
• Meeting customers and selling Pre-Series Buses in the market.
• Training Academy to ensure the training requirements of manpower at channel partner is addressed
• Preparation of Training material, corporate presentation, business models, sales kits and market communications.

Highlights:
• Played a stellar role in:
o Finalizing the entry strategy for Man Bus business in India
o Convincing the MAN Trucks & Bus, Munich Product Management Group to work on initiate the Rear Engine Bus Project
o Conclusion of a major deal of 12 bus from Western Region
o Introduced MAN CLA Bus in West Bengal and Gujrat.
o Introduction of MAN Sleeper Coaches
o Appointed 2 official bus body builders to exclusively develop 2 new bus model on MAN bus chassis
o Procured an order of 95 Bus Chassis from international market
o Holds the distinction of being nominated to represent Region India to attend Global Bus Business Strategy Meeting.
o Concluding a deal of 20 units from a Competition Key Account Customer of 40Tonne Haulage tractor in Mumbai
o Concluding the biggest order of 80 units of Ready Made Concrete vehicles (RMC) for Man in the country
o Concluding a deal of 15 units of Haulage tractor breaking a Competition Key Customer from South Gujarat
o Concluding a 40 units 40/49 ton tractor-trailer deal in Ahmadabad
• Carried out:
o Institutional Sales by winning bid of HPCL and Mumbai Fire Brigade (Mumbai Municipal Corporation)
o Major breakthrough in selling 49tonne haulage tractors in West
o Appointment of the second 3S dealership in Mumbai
o Marketing campaign and exhibition of New MAN Haulage trucks and tippers throughout the country
Saud Bahwan Automotive LLC. (May 2007-March 2009)
Designation: Sales Manager - Toyota Sales, OMAN,UAE

Product Range: Passenger cars, SUV, Pickups, LCV trucks and buses

Key Result Areas:
• Involved in sales and marketing of Toyota cars and commercial vehicles in Dubai & UAE through a network of dealers
• Monitored institutional Sales to Corporate customers and various Government organizations
• Managed:
o Sales of Toyota vehicles in local UAE market
o Team of sales professional & support staffs
• Assisted in achieving sales target and marketing of Toyota cars, buses and commercial vehicles in International markets like Africa, CIS countries, Middle East and Far East
• Handled product and specification analysis and production order placement in accordance
• Liaised the arrangement of Export Documents and local registration documents for the customers

Highlights:
• Holds the distinction of achieving Team target on regular basis
• Penetrated different new markets in CIS countries and Africa
• Successfully made a breakthrough in Dubai Municipality & Emirates Post
• Essayed a key role in procurement of order from Gulf News
• Efficiently procured a 100 units order of Toyota Hilux Pick up and Land Cruiser Pickup from Iraq
• Attained Award of the Best Participants in the Induction Program during 2nd Quarter (Apr’07 to Jun’07)

PREVIOUS WORK EXPERIENCE
Volvo India Pvt. Ltd. (August 2005-April 2007)
Product range: Buses
Designation: Regional Sales Manager- Bus, Eastern and North Eastern India & Bangladesh
Product Range: Buses

Highlights:
• New product launches & market development for Volvo buses in the Eastern region.
• Played a stellar role in initiation of public-private partnership in transport sector in State Transport Associations across West Bengal for the first time
• Holds the distinction of introducing Volvo buses in different State Transport Corporations.
• Acknowledged for opening up of West Bengal market by introducing Volvo busses in all important routes
• Creating market share
• Carried out:
o Successful market mapping of eastern regional markets
o Successful operation in North Eastern markets in association with Assam State Transport Corporation
o Initiation of Volvo bus operation in Jharkhand Orissa routes in association with Calcutta State Transport Corporation, Orissa State Transportation and Orissa Tourism Corporation
o Successful awareness campaign in the Region
o Breakthrough in discussion with ministry in Orissa
• Linking Kolkata and Vizag for the first time by bus
• Collaborated with transport ministers, Transport Secretaries, State Transport Corporations’ Managing Directors and other top officials of transport and tourism sectors of different states
• Direct techno –commercial selling to prospective customers.
• Market mapping for different eastern regional markets.
• Institutional sales to various State Transport Corporations.
• Organize and conduct Plant visit for Officials of State Transport Corporations important ministers.
• Taking part in technical and commercial bids for tenders.
• Expertise in formulating & implementing marketing and sales strategies.
• Market Research (Consumer research, to identify customers perception about the product)
• Personal selling to fleet owners and major transport & bus operators.
• Achieving regional targets.
• Liasoning and relationship building with different State Transport Corporations and top government officials as well as ministers of different states

Tata Motors Ltd. (2002-2005)
Designation: Assistant Manager-Sales ,West Bengal

Product Range: M&HCV, LCV, ICV BUS SALES

Key result Area
• Channel & direct sales through dealers to achieve the targeted sales level of the region and targeted market share.
• Organized Customer meets, Financier Meet and Loan Mela and Road Shows.
• Launch of Euro II and Euro III buses.
• Institutional Sales to corporate customers.
• Establishing and Maintaining close business contact with Institutional buyers / Government agencies and individual customers and work towards building long term relations.
• Interacting with high level officials of State Transport Authorities and different RTOs.
• Presentation to Bus Associations and Government Officials.
• Personal relationship management with fleet bus owners and key account customers and corporate customers.
• Sales Forecasting and Market development through local promotional campaigns providing feedback to the Product Management groups on Market position.
• Coordinating and providing feedback to the Product Management Groups, Field Sales Head Quarters, the Regions and Works to work in tandem with the sales strategy.
• Tracking and compiling data for Monthly reports on Sales figures, Stocks position and similar important indices.
• Maintaining strong relationship with major financers.
• Competition tracking and market research.
• Following with Bank and Financial institution to procure easy finance for the customers.

Highlights:

• Efficiently registered highest volume in bus sales in the eastern region
• Played a stellar role in successful launch and introduction of Euro II and Euro III buses.
• Significantly procured an Approval from West Bengal State Transport Department to approve TATA LCV buses and Trucks (407,709) to be operated under state route permit for the first time
• Successfully sold the highest number of branded Tata Starbus and Tata Globus in the eastern region
• Holds the distinction of achieving a volume growth of 14% in 2003-2004 over the previous year
• Attained growth in market share from 82% in 2003-2004 to 86% in 2004-2005
• Ensured successful achievement of 2004-2005 Yearly Budgeted & Stretched target and recorded 114% growth over stretched target



LML Ltd. (2002-end 2002)
Designation: Area Manager – Sales, Bihar & Jharkhand

Product Range: Motor Cycle and Scooters

Highlights:
• Attained the sales target of motorcycle and scooter
• Essayed a key role in launch of "LML Freedom" motorcycle in the territory and achieved one of the highest market share in LML on all India basis
ESSO Petroleum India Pvt. Ltd.(ExxonMobil)(1999-2002)
Designation: Area Sales Executive North Bengal & North East India

Highlights:
• Acknowledged for Establishing ESSO as the 3rd highest selling brand in the area which happens to be one of the highest market for Esso on all India basis
• Attained one of the highest market shares in the country in Esso
• Played a stellar role in initiating the North East Indian operation for Esso
• Efficiently appointed exclusive non-conventional dealers like like fertilizer dealers
• Accomplished successful rural marketing campaign like jingles on rural dialects made locally. Along with leaflets & scratch cards offer with expenses shared with distributors
• Attained:
o 20% growth in 2001over 2000
o Average realisation per litre achieved was 6% more over regional average realisation per litre
o Cost of operations per litre of Re.1/-, which is the benchmark set by the organization
o 5% market share within one year in Tea Garden business of North Bengal

Kodak India Ltd.(1996-1999)
Designation:Sales Officer,West Bengal,Bihar,Orissa,North East

Highlight:
• Looking after sales and distribution of Kodak Films in West Bengal.
• Regular direct coverage of both wholesale and retail market.
• Identifying new distributors, sub-distributors and wholesaler
• Franchisee marketing – Kodak Express
• Organizing product launch programs and campaign.
• Successfully registered growth of 35% in 1998 over 1997

1993 to 1995 with
Procter & Gamble Godrej Limited (1993-1995)
Designation: Territory Sales Officer Bihar & Jharkhand.
Highlight:
• Looking after distribution network
• Regular direct coverage of wholesale and retail market.
• Institutional sales in co-operatives and canteens.
• Leading a team of sales people.
• Conducting dealers meet and launch program of new products.
• Pivotally doubled the business after taking charge of the territory in one year
• Achieved expansion from 4 to 12 distributors within 6 months after taking charge of the territory, which was highest in appointment of distributors in the region for 1993-1994

TRAININGS
• Sales College ( P& G)
• Marketing Game ( Kodak)
• Basic Sales Technique ( Kodak)
• Sales Presentation( National Institute Of Sales- NIS)
• Sales & Marketing Training for Managers( Mercury Goldman for Tata Motors)
• Sales Process Management (Mercury Goldman& Tata Motors)
• Training on Siebel System Software for CRM (Mercury Goldman for Tata Motors)
• Cost Management (Tata Motors)
• Stress Management & Conflict Management (Mr. Hariharan for Tata Motors)
• Corporate Training at Volvo Bus Corporation, Sweden.
• SPIN Sales-(Huthwaite International for MAN Trucks India Pvt. Ltd)
• European Chassis & Bus Body Building Training Workshop, MAN Training Academy, Bankok)

INTERNATIONAL OFFICIAL VISITS
• Sweden, Germany, France, Poland, Netherland, Sri Lanka, Oman, UAE, Thailand, Malaysia, Bangladesh

PERSONAL DETAILS
1993 Post Graduate Diploma in Business Management from Bharatiya Bidhya Bhavan.
1991 B.Com. From S.A. Jaipuria College, Calcutta

PERSONAL DETAILS
Date of Birth: 25th December 1970
Permanent Address: 235,East Sinthee Road,Kolkata-700030

Current Address: KOLKATA, INDIA
Languages Known: English, Hindi, Bengali