Sales & Business Development Consultant | Maruti Suzuki India Ltd. | Maharashtra & West Bengal
Business Development
- Achieved 53% market share(+5% YoY, highest in West Zone) in Vidarbha by securing institutional deals amid slowdown in regular sales
- Pioneered the Direct Sourcing Model to create an independent revenue stream for financially constrained dealers during Covid
- Resulted in a 7% YoY increase in gross profits in portfolio and the model was later scaled across the region
- Prevented dismissal of 25 employees during Covid and later led to further hiring to strengthen the Direct Sourcing arm - Secured 15% conversion rate(highest) by analyzing sales data to pinpoint high-selling vehicle criteria for Direct Souring
- Drove 5% incremental sales by leveraging untapped workshop customer database through targeted campaigns during Covid restrictions
- Registered 8% higher margins by offering a bundled offer in collaboration with service and spare parts verticals - Increased outlet footfalls by 20% through digital CRM integration of 1000+ event attendees and automated offer communications
- Enhanced vehicle refurbishment revenue by 10% by enhancing the digital evaluation app by strategically adding a managerial layer
Product Development & Management
- Unlocked ₹1.5 Cr in blocked capital by pioneering a hybrid broker auction to liquidate deadstock at Vidarbha's largest dealership
- Released capital led to 20% higher wholesales and improved market share by 4% in a competitive territory - Orchestrated 50+ customer immersion programs to amplify brand engagement and generate a robust customer references pipeline
- Accelerated evaluation to quote process time by 25% by redesigning the on-field process, leading to improved CDI scores
- Halved man-hours by developing an analytics dashboard that streamlined the analysis of KPIs and performance metrics
- Led & executed 25+ user persona interviews to analyze pain points for improvement in pre-sales and post-sales processes
- Implementation of changes in customer journey led to 10% higher CSAT scores and 15% increase in references
Leadership & Stakeholder Management
- Youngest to lead a ₹600 Cr annual portfolio, guiding 11 dealer partners having 600 employees across a balanced urban and rural network
- Stemmed post-COVID attrition by collaborating with dealer partners to design a Balanced Scorecard for evaluating frontline sales staff
- Reduced attrition from 45% to 10% of employees having experience between 2-5 years and high productivity - Revamped 30+ online modules in local languages in collaboration with Head office, enhancing employee techno-commercial competencies
- Expanded network to 3 untapped territories by negotiating with dealer owners to create strong competitive edge amid stagnation in sales
- New outlets contributed to 25% of overall sales within 2 years from inauguration - Boosted profitability by 12% by devising dealer-specific sourcing frameworks to effectively compete with aggregators in a volatile market
- Drove ₹84 lakh in monthly revenue by orchestrating 'Mega Events' in partnership with banks and other credit lenders
Process Improvement
- Slashed customer complaints by 45% through automation of RC transfer communication; awarded by top management for this achievement
- Improved Customer Delight Index scores by 15% due to improved transparency leading to 10% increase in references - Curtailed Enquiry to Test Drive TAT by 1.2 days by incorporating in-app test drive reminders for both customers and executives
- Further improved bookings pipeline by 25% and reduced pre-sales complaints by 20% - Cut down vehicle refurbishment TAT from 8.4 to 5 days by incorporating pre-sourcing technical feedback to create a spares pipeline
- Led to reduced purchase to display process time; lowered stock holding days and improved revenue by 10% due to faster rotation of capital - Reduced stock days from 32 to 24 by implementing age-based pricing leading to 15% increase in profits and quicker movement of capital
- Drove up accessories sales by 14% through bundling of accessories into kits(Sports, Executive, Basic) leading to 5% higher revenue