I was involved in sales and marketing of approx. 5 Million
USD of automotive and industrial lubricants annually in an area spreading over
27000 square miles. Sales were through 3 channels viz. Retail (over 150 petrol
pumps), Distributors (4 of them each handling over 300 retailers) and Direct
(30+ of the big industrial units in the region). This was apart from job
responsibilities like inventory management, brand building, new product
I believe in constantly reinventing myself, whether in a professional scenario or on a personal front. Everything in life has potential to be improved and that's what I strive towards in my daily life. Currently, my aspiration is to work in the field of Data Analytics. I love finding insights from data and use that knowledge to solve business problems that matter.
Fluent in English, Hindi and Punjabi; Mastered EXCEL and Tableau; Proficient in SQL, Python, R, EXCEL Macros.
Touring was a critical part of my job and with an area spread out over 27000 square miles, it meant not having access to internet many times during the day. Without an active net connection, working on SAP wasn't possible which further meant delays in getting back to my channel partners in closing deals. To solve this problem, I created an Offline Sales Order Model on EXCEL, which allowed me to replicate SAP during tours. Considering that we handled 350 SKUs on a daily basis, each having different billing conditions, creating this EXCEL model was a task I am certainly proud of. The model utilized a vast combination of Excel commands including Array, Index, Match, etc. The billing amount calculated by the EXCEL model was within 99% of the actual amount later calculated by SAP. But the overall process of payment being made by the channel partner was sped up since dependency on SAP was removed.Consequently, monthly Retail Outlet (RO) Percentage Billing was consistently high – 50-60% versus national average of 30-35%. This format was later replicated across the region.
MAK LubricantsUdaipur, RJManager01/2013 to 01/2015
Exceeded cumulative targets in 2014-15.
Annual revenue generation was Rs.30 Crores (USD 4.7M) with an approx.
profit of Rs.3 Crores (USD 470K).
Among top 3 in region in terms of Gross Margins earned.
Designed Supply Chain Model to rectify inventory shortage due to small size of depot, by blending sales patterns with stocks available at mother plants to determine correct timing of load dispatches, saving approx.
10 man hours spent each week on logistics.
Conceived and constructed an EXCEL model to imitate SAP Sales perfectly, enabling one to close deals even when on tours with no internet access.
Consequently, monthly Retail Outlet (RO) Percentage Billing was consistently high - 50-60% versus national average of 30-35%.
Format was later replicated across region.
Created a new fortnightly rate format for BAJAJ - a mega consumer of lubricants - instead of previous yearly format to bring into BPCL fold.
Exceeded annual sales target of 120 KL with BAJAJ purchasing approx.
1000 KL of lubricants per month.
BAJAJ is currently giving BPCL a profit of Rs.40 lakh per month (USD 63K).
Conceptualized and developed Mechanic Booklet Loyalty Redemption plan to enroll end level mechanics.
Led team of 10 in field to guide implementation.
Boosted premium products sales by 22% using higher redemption points, increased earnings per liter by approx.
5%, generated brand loyalty.
This model is now being replicated across country.
Collaborated with officers from other BPCL departments - LPG, Petrol, Diesel, etc - to conduct quarterly Mass City Campaigns providing customers one stop solution for all fuel needs; urban lubricant sales rose by 8%.
Mentored a group of 4 new hires working on a model to penetrate new hub of cement factories in region.
Performed market analysis, created business and promotion strategy like Rural Games, Health Check-up Camps for truck drivers, etc., and analyzed impact of competitive entrants into market for launch of a new product - MAK GOLD PLUS; presented launch plan leading to 10KL sales in 2013-14 - highest in country.
Transferred to Udaipur to administer 150 Petrol Pumps, 2 Distributors (each having approx.
400 retailers), and approx.
25 industries in an area comprising of 9 districts.
MAK LubricantsLudhiana, PBMarketing Executive01/2009 to 01/2013
Awarded Best Sales Officer in 2010 based on target achievement.
Total revenue generation in 2010 - USD 3M.
Designed and implemented changes in BPCL Incentive Redemption Method increasing channel partner satisfaction by 15% as per an independent survey.
Posted at Ludhiana, Punjab to oversee 70 Petrol Pumps, 3 Distributors and approx.
Master of Business Administration2017Robert H. Smith School of Business, University of Maryland, College Park, MDGPA: GPA: 3.6 1st Position in Emerging Markets Case Competition, 3rd Position in DC09 Maryland Lottery Case CompetitionGPA: 3.6 Analytics, Supply Chain Management; GMAT: 720
*EVP of International MBA Club and Board Member of Supply Chain Club
*Part of College Honors Consulting Team - MQuest
*Member of College Soccer Team and University Bhangra (Folk Dance) Team 1st Position in Emerging Markets Case Competition, 3rd Position in DC09 Maryland Lottery Case Competition
Bachelor of Engineering:Mechanical2009PEC University of Technology, Chandigarh, PBMechanical Captained the College Soccer team during Chandigarh Colleges Football Tournament in 2009. Represented the College for Inter-collegiate folk dancing (Bhangra) tournaments - winning on multiple occasions. Represented the College for Inter-collegiate Real Time Strategy (RTS) LAN gaming tournaments - regularly came first. Was among top 5 in country in AoE2 (a globally popular RTS game). Led the disciplinary committee of 25 members at annual college fest - PECFEST - in 2009. Managed a team of 3 to build a workstation for handicapped people and earned an A grade for same in 2009. Participated in theatre skits, ranging from Comedy to Drama.