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Summary

Functional Head:  General Management- Public Policy/ Strategic Management/ Sales & Marketing ~ Distribution ~ Enterprise sales ~BUSINESS OPERATIONS HEAD

An accomplished general management professional with over 35 years of significant career track known throughout the industry for innovation, creative market development activities.  Exceptional communicator with a consultative sales style. Extensive sales, technical marketing and strategic consulting experience.

Known for delivering and sustaining revenue and profit gains within highly competitive markets covering all aspects of & Marketing, Vendor Relations, Corporate Relationships.  strong negotiation skills, exceptional problem solving abilities, and a keen client needs assessment aptitude.

Knowledgeable and experienced with Industry acknowledged, industry leading achievements in creating IT Markets and channel policies.Domain strengths in Document Mgt Systems, government affairs and policy  in technology sectors including IT, Solar, Display, Semiconductors and Electronics. 

Rated as "IT Industry's Most Favorite National Product Manager' by IT Channels in 2006.

Authored several  industry advocacy papers and driver of ICtE/Solar /Nanotechindustry advocacy programs.

Work experience

Jun 2011Present

Director-Government Affairs

Applied Materials India Pvt Ltd
  • Enabled the 'in-principle approval' for semiconductor fabs for India by executive engagement, technical white papers and consulting inputs and pro-active industry support initiatives
  • Authored 'Jumpstarting Electronics : Roadmap for India 2018-2022' used as IESA's input document to Government of India for NPE 2.0
  • Worked with the sales teams and industry stakeholders to enable National Solar Mission refocus on Indian solar manufacturing
  • Co-chair USIBC Solar Taskforce for 2012-2016 years. Created the FICCI Solar Supply-chain demand analysis and recommendations for a secure supply-chain in 2012 with due revisions subsequently.
  • Co-created the first research partnership framework for AMAT with Indian government
  • Track record of successful operational engagements
Apr 2015Present

Chairman 17-18  , Board of Directors

India Electronics & Semiconductor Association

Engage with State and Central Government - and with the Indian and Global industry stakeholders to

  • Consolidate and build increasing traction for make-in-India
  • Nurture emerging green shoots of startups and entrepreneurs thru appropriately resourced and industry linked incubation centers
  • Build on ground activation for investment promotion, talent development and innovation
Sep 2010May 2011

Executive Director

Manufacturers' Association of IT
  • Built the advocacy program for the industry with a vibrant coverage of the ministries
  • Represented industry on various task forces including Green IT, MSME/Business Development, Taxation & Policy
  • Built a number of industry events,  initiatives & programs including Energy Efficiency Programs and standards
  • Created the industry green IT task force, e-waste implementation structure, systems design and field pilot projects along with industry and GIZ European Grant
  • Authored ~  25 thought papers on industry issues, taxation & policy and budget recommendations with over 7 key advocacy wins in 2011
Oct 2009Sep 2010

Vice President

CPM India Sales Pvt Ltd
  • Lead strategic initiatives/key projects build value-added services and training/ eventing practice
  • Developed & managed Printronix, LG, APC-Schneider Electric as new accounts
  • Own Revenue/cashflow responsibilities and lead business results with assigned team
Nov 2008Oct 2009

Vice President

V5 Global Services Pvt Ltd
  • Lead strategic initiatives/ build value-added services and training/ eventing practice
  • Manage key accounts/ marketing projects for V5 Global
  • Own Revenue/cashflow responsibilities and lead business results with assigned team
Nov 2007Oct 2008

Country Business Manager- Consumer Imaging & Printing

Hewlett-Packard India Ltd
  • National Category Manager for all HP Imaging & Printing Products
  • Market and channel development, dramatic reduction in inventories
  • Defined & led special segment development (ex. Govt, eGovernance and OA)
  • 200% reduction in inventory levels; funnel tracking systems introduced for improved forecasting
Nov 2005Nov 2007

Country Business Manager-Business Imaging & Printing

Hewlett-Packard India Ltd
  • Channel Development for Business Imaging & Printing Products
  • Category Mgt for HP OfficeJet Printers, HP ScanJet Scanners
  • #1 position, 8% share gain in scanners, highest GM in last 5 yrs, 108% of assigned BINK quota
  • Innovative, pioneering use of highly cost-effective Full Page Advertorials in national media launch
  • Pioneering partnerships with promo partners like Indiatimes, AVA
Nov 2004Nov 2005

Country Consumer Category Manager-Photo Products

Hewlett-Packard India Ltd
  • Channel Development for Photo Products
  • Creating DP experience points/ in-store environment strategy
  • Developed & lead an 18 member pan-India sales team for HP Digital Photo Initiative
  • Develop Digital Studio Solution roadmap, as AP-nominated  member of HP World-Wide Emerging Market Taskforce
May 2003Nov 2004

Country Marketing Manager

Hewlett-Packard India Ltd
  • Cross-segment Marketing, including Consumer PC and peripherals
  • Development of Retail Branding & In-store Environment Strategy (see sample work)
  • Planning & Marketing Services including Geographic Initiative
  • Implemented strong process for large scale, cost-effective event management
Jul 2002Apr 2003

Country Category Manager-Consumer Peripherals

Hewlett-Packard India Ltd
  • Delivered quota performance for printers, AiOs and Scanners with market share gain from 59% to 64% for HP DeskJet, AiO @ 79% with 3-fold growth and HP ScanJet share gain from 49% to 60% with 2 fold growth
  • Successfully developed HP Photoshop initiative with 5000 Photoshop franchisees in 1 year
  • Developed and led the HP Geographic Initiative w/ impressive share recoveries in upcountry markets
Nov 2000Jun 2002

Country Partner Manager

Hewlett-Packard India Ltd
  • Delivered Quota performance for HPI @ $325 Mln exit FY'00
  • Proposed & Designed a HP Partner/ Alliance Portfolio model @ HPI
  • Led a team of 3 Solutions manager, 3 Tier 1 distribution managers and 36 sales professionals
  • Built a business focused, functional organization w/ metrics, linkages and Controls
  • Co-Developed and delivered the strategic plan for Commercial Business Organization
Oct 1999Oct 2000

Channel Marketing Manager

Hewlett-Packard India
  • Created the HP Tele-Marketing Operation w/ processes and people
  • Implemented a measurable marcom process w/ breakthru results in enquiry generation, monitoring of marcom ROI
  • Executed breakthru marcom projects including 'IT Asia 2000' Participation and March 2000 Blitz
  • Developed a channel intelligence/ Reseller sell-thru information system - acknowledged as an AP best practise implementation
  • Re-engineered the HP channel website, the channel communication database with a dramatic increase in the site visits and channel satisfaction
Jul 1997Oct 1999

Marketing Manager-Consumer Peripherals

Hewlett-Packard India
  • Successfully defended the HP DeskJet Market share @ 65%
  • Developed the sell-up strategy for HP DeskJet printers w/over 80% market share
  • Developed and executed the program calendar to ensure successful rampup of DeskJets from 6100 to 30,000/- DeskJet/ mth in an intensely competitive environment
Jul 1995Jun 1997

Marketing Manager-Personal Computers/Servers

Hewlett-Packard India
  • Built the HP Business PC business w/infrastructure initiatives like country warehouse program and India configuration operations
  • Developed a strong, grass-root level field engagement to create the HP PC channels and  lead/ controlled the channel cross-selling and market development programs
Oct 1992Jun 1995

Market Development Manager

Hewlett-Packard India
  • Recovered HP LaserJet Market share from a major competitive attack to a world-wide record high of 90% market share
  • Built HP DeskJet printer business from < 10 printers/mth in July '93 to 3500 printers/mth in July, 1995
  • Developed & executed the HP DesignJet large format plotter market strategy with a strong (10 fold) ramp up of sales across FY'94/95
  • Kick-started the HP ScanJet products with a high ramp up and market share
  • Identified the HP Supplies market inhibitors and successfully enabled the local channel resurgence
  • Developed an industry leading field training, new product launch and channel engagement process
Feb 1992Oct 1992

Marketing Manager

Modi Olivetti Ltd
  • Defined and developed the marketing strategy & product portfolio to enable the MOL PC position for corporate networks
  • Developed and implemented training program on networking basics for MOL sales force
Oct 1988Jan 1992

Assistant Product Manager

Blue Star Ltd
  • Defined & Developed the product portfolio/ business plans for Blue Star PC/ HP Division
  • Implemented field training programs
  • Prepared and executed the marcom/ program calendar with a record 25-30 field events/ annum, 1 million+ mailer per annum and outbound telemarketing for enabling field guerilla marketing support
Jul 1985Oct 1988

Area Sales Manager- Govt Business/ Sr Product Executive- Large Systems

DCM Data Products Ltd
  • Developed the large systems competition tool kits, field tender process sales kits and other sales tools for DCM field force selling the mini-frame/ Unix boxes
  • Specialised in and Developed the railway industry forcus with major breakthru victories in the assigned segment '85 thru '88
  • Consolidated the customer databases and developed a highly successful upgrade sales program
  • As the Area Sales Manager for DCM Northern Region, worked with an assigned sales team to develop the Government and named account business sector, along with associated account receivables and sales account
Mar 1983Jun 1985

Executive Sales - Eastern Region

Metal Box India Ltd
  • Started career as Management Trainee , Delhi
  • Promoted and reassigned as Executive Sales for Calcutta
  • Managed Order Booking load for the following product lines

                      Bottle Caps/ Aluminium Extrusion Products

  • Managed a set of named accounts including

                      Hindustan Lever Ltd/ Shaw Wallace/ Carew & Co/ Dunlop India

  • Successfully brought down the accounts receiveables from key accounts by reconciling ageing invoices and completing the account collections

Education

Jun 2015Present

PhD

AIMA-Aligarh Muslim University

Currently pursuing PhD in Management/Public Policy at the Centre of Management Excellence, All India Management Association/ Aligarh Muslim University.

19811983

MBA

Faculty of Mgt Studies

Papers and Dissertation on Distribution Channels (the Salt that is common); Humor in Advertising; Architects role in domestic rooftop solar markets

19761981

MSc Physics (specialisation: Electronics)

St Stephen's College, University of Delhi
  • BSc (Hons) Physics 2nd Position in University
  • MSc Physics (specialisation Electronics) 3rd Position in University

Other Achievements
  • National Science Talent Scholar, NCERT, India 1976
  • Management Diploma, AIMA 2014
2004Present

Hewlett-Packard Management Academy
  • Retail Store Wars                                              Insead, Singapore

  • 7 Habits of Highly Effective People           Covey Leadership Centre

  • Target Account Selling in Enterprise        Siebel
20122013

Continuing Education Programs

IIT Bombay

8 Days CEP program "Semiconductor Manufacturing Technology"

3 days CEP program "Grid connected roof-top solar PV -theory and installation'

10 days CEP Program "Roof-top Solar PV - hands-on installation program"

2 days CEP Program "Roof-top Solar PC- simulation and design"

Publications & Thought Papers

Meritorus academic background, authored numerous industry thought papers, articles and research notes / books

  • "Novell Netware - Tips, Tricks and Traps"  ...1981 /SKW  

  • Authored booklet "Roof-top solar: Tips, tricks and traps" ...2018

  • Case Study in Management/ Case: Making Indian Solar Shine ...2015/AIMA

Industry Thought Papers:

  • Making Solar Industry Shine.... FICCI Solar Task Force

  • Financial Enablers for Indian Solar Sector...- FICCI Solar Task force

  • WEEE Care 2.0                    ...  MAIT   Sustainability  Task Force

  • BEE Wise  ...  MAIT Sustainability Task Force

Peer-Approved Papers: (under submission)

  • Factors of Solar Purchase Intent for Indian Residential RT Solar Buyer ...International Journal of Energy Sector Management (Emerald)

  • Opinion leader priorities of the Indian RT Solar buyer ...Energy Policy ( Elsevier)