Ashwini Aggarwal

Ashwini Aggarwal

Summary

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

An accomplished general management professional with over 30 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.

Knowledgable and experienced with Industry acknowledged, industry leading achievements in creating IT Markets and channel policies.Domain strenghts in DMS, government affairs and policy.

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

Author of over 30+ industry advocacy papers and driver of ICtE/Solar industry advocacy programs.

Work History

Work History
Jun 2011 - Present

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

* Worked with the sales teams and industry stakeholders to enable National Solar Mission refocus on Indian solar manufacturing

* Co-created the first research partnership framework for AMAT with Indian government

* Successful operational engagement to clear outstanding admin issues

Sep 2010 - May 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 over 25 thought papers on industry issues, taxation & policy and budget recommendations with over 7 key advocacy wins in 2011
Oct 2009 - Sep 2010

Vice President

CPM India Sales Pvt Ltd

* Lead strategic initiatives/key projects build value-added services and training/ eventing practise

* Developed & managed Printronix, LG, APC-Schneider Electric as new accounts

* Own Revenue/cashflow responsibilities and lead business results with assigned team

Nov 2008 - Oct 2009

Vice President

V5 Global Services Pvt Ltd

* Lead strategic initiatives/ build value-added services and training/ eventing practise

* Manage key accounts/ marketing projects for V5 Global

* Own Revenue/cashflow responsibilities and lead business results with assigned team

Nov 2007 - Oct 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 2005 - Nov 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 2004 - Nov 2005

Country Consumer Category Manager-Photo Products

Hewlett-Packard India Ltd
  • Channel Development for Photo Products
  • Creating DP experience points/ instore 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 WorldWide Emerging Market Taskforce
May 2003 - Nov 2004

Country Marketing Manager

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

Country Category Manager-Consumer Peripherals

  • 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 2000 - Jun 2002

Country Partner Manager

  • 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 focussed, functional organisation w/ metrics, linkages and Controls
  • Co-Developed and delivered the strategic plan for Commercial Business Organisation
Oct 1999 - Oct 2000

Channel Marketing Manager

  • Created the HP TeleMarketing 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 sellthru 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 1997 - Oct 1999

Marketing Manager-Consumer Peripherals

  • 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 rampu of DeskJets from 6100 to 30,000/- DeskJet/ mth in an intensely competitive environment
Jul 1995 - Jun 1997

Marketing Manager-Personal Computers/Servers

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

Market Development Manager

  • 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) ramput of sales across FY'94/95
  • Kickstarted the HP ScanJet products with a high rampup 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 1992 - Oct 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 1988 - Jan 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 1985 - Oct 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 1983 - Jun 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

Education

Other Achievements
  • Meritorous academic background, authored numerous articles and a book on "Novell Netware - Tips, Tricks and Traps"
  • Currently writing a book on "Retail Marketing Yearbook"
  • National Science Talent Scholar, NCERT, India 1976
2004 - Present

Hewlett-Packard Management Academy
  • Retail Store Wars                                Insead, Singapore
  • 7 Habits of Highly Effective People         Covey Leadership Centre
  • Target Account Selling in Enterprise      Siebel
Jun 2012 - Present

PhD

AIMA-Aligarh Muslim University

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

2012 - 2013

Continuing Education Programs

IIT Bombay

8 Days CEP program "Semiconductor Manufacturing Technology"

and

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

1981 - 1983

MBA

Faculty of Mgt Studies
1976 - 1981

MSc Physics

St Stephen's College, University of Delhi
  • 2nd/ 3rd Position in University