ABHIJIT DESHETTI

: 09739807888 | : [email protected]

SALES & BUSINESS DEVELOPMENT ~ MARKETING ~ KEY ACCOUNT MANAGEMENT

KEY SKILLS PROFILE SUMMARY

Sales Planning & Management.  MBA in Marketing Management and B.Tech. Chemical Eng.
Sales & Marketing. professional offering over 17 years plus of rich work
experience in all facets of B2B Sales, B2C Sales, Industrial Sales,
Business Development. Dealer & Distribution Management, Techno-commercial sales &
B2B & B2C Sales. Business Development
Key Account Management.  Excellent business development & management skills involving
designing & implementing successful sales & marketing
Shaping The Work Environment. strategies across OEM industries and Automotive paint,
Crafting Strategic Vision. Powder Coating, Industrial Paint & Specialty Coatings
Team Development & Coaching. products, and so on
 Capability in conducting opportunity analysis of market trends
Market & Competition Analysis. to obtain intelligence reports to ensure growth of business in the
Product Portfolio Management. assigned territory
Business unit management.  Proficient in building a strong distribution network for achieving
greater market reach and penetration; defining & managing a
Distribution set-up & Agent comprehensive go-to-market strategy that includes positioning,
Management. launch strategy, public relations & sales support
 Excellent skills in ensuring business plan achievement, key
Territory Development.
account development, scheme & team management, primary &
Budgeting & Cost Optimization. secondary sales, display management, sales promotion, and
Strategic Planning & Implementation. market share
 An effective leader with strong analytical, team-building &
People Leadership.
problem-solving skills; capable to motivate teams for ensuring
optimum performance

ORGANISATIONAL EXPERIENCE

Since November 2020 – April 2021: -

Southfield Paints Ltd., Bangalore as Regional Head Sales & Marketing Manager
Products: Automotive OEM coating, Automotive Refinish Coating, Powder Coating & Specialty Coating
Paints.

Key Result Areas: -

 Managing a portfolio of companies diversified paint product like Decorative Paint, Automotive & Refinish coating
paints & Industrial Finish like OEM, Agricultural & construction Equipment paints
 In engagement with Domestic clients like TATA Motors & its ancillaries for Automotive, Industrial as well as
Specialty Coatings Paints
 Developed Business with Private Bus Body Builders in southern India region
 Established & appointed new distributor for paint, supplying to most of Bus Body Builders paint through this new
channels of dealers& distributors. Apart from this expanding Business for Decorative & Refinish paint through these
channels
 In engagement with govt. Bus agency like APSRTC, KSRTC & TNSTC for approval process for tapping future business
potential for paint through their approved Bus Body builders
 Spearheading planning & budgeting of sales, collections, operations, control of operational and capital costs, and
customer service
 Developing strong market knowledge of existing and potential clients and ensuring business growth opportunities
aligned to company’s strategic plans
 Identifying expectations of the prospective clients by obtaining relevant in-depth information on future projects, bids /
Request for Quotation (RFQ’s) and designing commercial proposals specific to each client
 Directing actual expenditures against set budgets and preparing & maintaining financial & other essential reports
 Performing & supervising all requisite activities to perform such as sourcing, techno-commercial evaluation,
negotiation, recommendation, and inspection, expediting, and tracking
 Administering day-to-day operational risk management activities such as risk and controls assessments, incident
capture and analysis, and scenario analysis and planning
 Defining a structured way of utilizing opportunities involving client meeting / solution pitch / presentation and so on
 Architecting technical solutions required to address customer requirements, assess customer needs and recommending
solutions that optimized value for both the customer and the firm
 Liaising with internal sales and operational groups to ensure customer transactions are processed accurately
 Ensuring compliance to group company policies & procedures including regulatory requirements
 Supervising Sales Analytics, Sales Call Activity Volume, Reports Creation, Key Accounts, and other related activities
 Collaborating with various internal & external stakeholders to identify opportunities and create reports on call activity
volume and incorporating inputs into weekly and monthly dashboard reports
 Preparing reports for periodic business reviews for the sales call activity, new sales and retention goals; generating
exception reports to proactively track predicted activities against demand and external influencers
 Providing regular feedback to senior management about marketplace and competitor activity
 Mapping business needs & tailoring solutions using relevant products, drawing on expert internal resources as required
increasing organizational profitability
 Working closely with colleagues of other divisions to identify common new business prospects and cross-sold
integrated search and affiliate propositions
 Monitoring performance of the team members for maintaining excellence in operations
 Participating in effective hiring, orientation, training, development and retention of employees with a dynamic
leadership style to motivate staff members for achieving organizational goals

April 2019 – October 2020 : -

ESDEE Paints Ltd. Bangalore as Regional Sales Manager

Products: Automotive OEM coating, Automotive Refinish Coating & Specialty Coating Paints.

Key Result Areas: -

 Managing a portfolio of companies diversified paint product like Decorative Paint, Automotive & Refinish coating
paints, Wood Finishes Paint & Industrial Finish like OEM, Agricultural & construction Equipment paints
 Managing a portfolio of Domestic clients like TATA Motors & its ancillaries for Automotive, Industrial as well as
Specialty Coatings Paints
 Developed business with Ashok Leyland commercial vehicle & Daimler (Bharat Benz) commercial vehicle
 Developed & growing business with Ancillaries of Ashok Leyland commercial vehicle & Daimler (Bharat Benz)
commercial vehicle
 Developed Business with Private Bus Body Builders in southern India region
 Established & appointed new distributor for paint, supplying to most of Bus Body Builders paint through this new
channels of dealers& distributors. Apart from this expanding Business for Decorative & Wood Finish paint through these
channels
 In engagement with govt. Bus agency like APSRTC, KSRTC & TNSTC for approval process for tapping future business
potential for paint through their approved Bus Body builders
 Spearheading planning & budgeting of sales, collections, operations, control of operational and capital costs, and
customer service
 Developing strong market knowledge of existing and potential clients and ensuring business growth opportunities
aligned to company’s strategic plans
 Identifying expectations of the prospective clients by obtaining relevant in-depth information on future projects, bids /
Request for Quotation (RFQ’s) and designing commercial proposals specific to each client
 Directing actual expenditures against set budgets and preparing & maintaining financial & other essential reports
 Performing & supervising all requisite activities to perform such as sourcing, techno-commercial evaluation,
negotiation, recommendation, and inspection, expediting, and tracking
 Administering day-to-day operational risk management activities such as risk and controls assessments, incident
capture and analysis, and scenario analysis and planning
 Defining a structured way of utilizing opportunities involving client meeting / solution pitch / presentation and so on
 Architecting technical solutions required to address customer requirements, assess customer needs and recommending
solutions that optimized value for both the customer and the firm
 Liaising with internal sales and operational groups to ensure customer transactions are processed accurately
 Ensuring compliance to group company policies & procedures including regulatory requirements
 Supervising Sales Analytics, Sales Call Activity Volume, Reports Creation, Key Accounts, and other related activities
 Collaborating with various internal & external stakeholders to identify opportunities and create reports on call activity
volume and incorporating inputs into weekly and monthly dashboard reports
 Preparing reports for periodic business reviews for the sales call activity, new sales and retention goals; generating
exception reports to proactively track predicted activities against demand and external influencers
 Providing regular feedback to senior management about marketplace and competitor activity
 Mapping business needs & tailoring solutions using relevant products, drawing on expert internal resources as required
increasing organizational profitability
 Working closely with colleagues of other divisions to identify common new business prospects and cross-sold
integrated search and affiliate propositions
 Monitoring performance of the team members for maintaining excellence in operations
 Participating in effective hiring, orientation, training, development and retention of employees with a dynamic
leadership style to motivate staff members for achieving organizational goals

October 2016 - February 2019: -

Axalta Coatings System Pvt. Ltd., Bangalore as Key Accounts Manager/Regional Sales Manager
Products: Automotive OEM coating, Automotive Refinish Coating & Specialty Coating Paints

Key Result Areas: -

 Managing a portfolio of clients like Global OEM industry i.e. Volvo Group & Scania Commercial Vehicle for Automotive,
Industrial as well as Specialty Coatings Paints
 Spearheading planning & budgeting of sales, collections, operations, control of operational and capital costs, and
customer service
 Currently steering Volvo Group India, Scania Commercial Vehicle, Rittal India & it’s ancillaries in South India by leading
a team of 6 sales and operation personnel
 Developing strong market knowledge of existing and potential clients and ensuring business growth opportunities
aligned to company’s strategic plans
 Identifying expectations of the prospective clients by obtaining relevant in-depth information on future projects, bids /
Request for Quotation (RFQ’s) and designing commercial proposals specific to each client
 Directing actual expenditures against set budgets and preparing & maintaining financial & other essential reports
 Establishing relationship with business stakeholders and leadership teams across geographies and departments;
presenting changes, issues, risks and contingency plans to balance project resources, schedules and scope
 Performing & supervising all requisite activities to perform such as sourcing, techno-commercial evaluation,
negotiation, recommendation, and inspection, expediting, and tracking
 Administering day-to-day operational risk management activities such as risk and controls assessments, incident
capture and analysis, and scenario analysis and planning
 Defining a structured way of utilizing opportunities involving client meeting / solution pitch / presentation and so on
 Architecting technical solutions required to address customer requirements, assess customer needs and recommending
solutions that optimized value for both the customer and the firm
 Liaising with internal sales and operational groups to ensure customer transactions are processed accurately
 Ensuring compliance to group company policies & procedures including regulatory requirements
 Supervising Sales Analytics, Sales Call Activity Volume, Reports Creation, Key Accounts, and other related activities
 Collaborating with various internal & external stakeholders to identify opportunities and create reports on call activity
volume and incorporating inputs into weekly and monthly dashboard reports
 Preparing reports for periodic business reviews for the sales call activity, new sales and retention goals; generating
exception reports to proactively track predicted activities against demand and external influencers
 Providing regular feedback to senior management about marketplace and competitor activity
 Mapping business needs & tailoring solutions using relevant products, drawing on expert internal resources as required
increasing organizational profitability
 Working closely with colleagues of other divisions to identify common new business prospects and cross-sold
integrated search and affiliate propositions
 Monitoring performance of the team members for maintaining excellence in operations
 Participating in effective hiring, orientation, training, development and retention of employees with a dynamic
leadership style to motivate staff members for achieving organizational goals

Highlights: -

 Increased sales growth by 44%, augmented sales from INR 1.8 Crore to INR 2.3 Crores per month
 Effectively managing entire Value chain for Key Accounts, like OEM Volvo, Scania & Ancillaries
 Multiple customer’s sales handling through Major dealers in South India for all Industrial & Specialty
Coatings Paint Products
 Handling Industrial customer other than OEM for sustaining & growing SOB % of Industrial paint as
well as specialty coating paints.

PREVIOUS EXPERIENCE

March 2006 – September 2016: -

PPG Asian Paints Pvt. Ltd., Bangalore as Customer Service Executive / Area Sales Manager
Products: Automotive OEM Coatings, Industrial Coatings, Packaging Coating, Automotive
Refinish Coating, Specialty Coating & Pretreatment Chemicals

Key Result Areas: -

 Managing a portfolio of clients across OEM industry for Auto-Motive Paints Business and supported business leaders in
building a very strong & robust Sales Department; penetrated and retained the client base
 Execution of planning & budgeting of sales, collections, operations, control of operational and capital costs, and
customer service delivery
 Steering major Accounts TVS Motor Company, Honda Motor cycle & Scooter Ltd., Tractor & Farm Equipment (TAFE),
Royal Enfield & it’s ancillaries in South India by leading a team of 4 sales and operation personnel
 Responsible for actual expenditures against set budgets and preparing & maintaining financial & other essential reports
 Maintaining & sustaining relationship with business stakeholders and leadership teams across geographies and
departments
 Supervising all requisite activities such as sourcing, techno-commercial evaluation, negotiation, recommendation, and
inspection, expediting, and tracking
 Architecting technical solutions required to address customer requirements, assess customer needs and recommending
solutions that optimized value for both the customer and the firm
 Supervising Sales Analytics, Sales Call Activity Volume, Reports Creation, Key Accounts, and other related activities
 Preparing reports for periodic business reviews for the sales call activity, new sales and retention goals; generating
exception reports to proactively track predicted activities against demand and external influencers
 Providing regular feedback to senior management about marketplace and competitor activity
 Mapping business needs & tailoring solutions using relevant products, drawing on expert internal resources as required
increasing organizational profitability
 Working closely with colleagues of other divisions to identify common new business prospects and cross-sold
integrated search and affiliate propositions
 Monitoring performance of the team members for maintaining excellence in operations
 Participating in effective hiring, orientation, training, development and retention of employees with a dynamic
leadership style to motivate staff members for achieving organizational goals

Highlights: -

 Handling sales business revenue of 85 Crore p.a. in South India including all OEM & It’s Ancillary
 Increased sales growth from INR 30 Lakhs to INR 1.2Crores per month in Bajaj Auto in 2 years
 Effectively managed & Sales growth Achievement demonstrated in OEM: - Bajaj Auto, FORCE Motor &
Ancillaries i.e. Varroc, Mahindra Composite, Badve Eng. other 4 ancillaries in West India
 Effectively managed & Sales growth Achievement demonstrated in OEM: - TVS Motor Company, Ashok
Leyland, Honda Motor Cycle & Scooter India (HMSI), TAFE (Tractor & Farm Equipment), TOYOTA & their
Ancillaries i.e. Sundaram Auto Component (SACL), TAFE Plastic Division, Lumax, Badve Eng. & other 12
ancillaries in South India
January 2004 – March 2006: -

Neelikon Food Dyes & Chemicals Pvt. Ltd., Mumbai as Technical Sales & Application
Development Officer / Area Sales Executive
Products: Dyes used in Food, Drugs & Cosmetics industry

Highlights: -

 Developed new accounts like Uniliver India in their Detergent segment and Colgate in their Tooth Paste
segment
 Augmented business in various small food companies & other small franchises of big players in the FMCG
 Gained business for Camlin, Faber Castel & Pik-Pen for their Sketch Pen & Ink

ACADEMIC DETAILS

 MBA (PGDMM) in Marketing Management from Narsee Monjee Institute of Management Studies,
Bangalore in 2015
 B.Tech. (Chemical Technology) from Laxminarayan Institute of Technology (L.I.T.), Nagpur
University in 2003

IT SKILLS

 MS Office (MS Excel, PowerPoint, Word)

 SAP ERP

PERSONAL DETAILS

Address: - Bangalore
Languages Known: - English, Hindi, Marathi, Kannada, and Tamil