1. Pankaj Nagpal
email: pankaj_nagpal_fbd@yahoo.com
Mobile: +91-9818211183
Key Skills
Category/Product Management, Channel Management/Sales/Marketing,
Professional Summary
• A management graduate (MBA) with 18+ years of total experience, of
which last 15 Years in the IT industry - 7 years of experience in Channel
Development/Sales in IT Hardware industry and 8 years in Category
Management/Product Management with OEM (Tier-1)
Skills acquired
Channel development & Sales, Tier I/II Distribution and Sales,
Managing/Driving Sales team, Inventory management, Primary and
Secondary sales tracking management, Product/Category management,
Vendor Management, Managing Product life Cycle, Market/Competition
mapping, Assortment Planning, Pricing & Budgeting, Gross Margin
Management, Working Capital Management, Soft Training to Sales
Associates, Managing Promotions & Incentive schemes.
Western Digital UK Limited _________________ July’ 07 to Till Date
Sr. Sales Manager-ROEM-INDIA.
Product Manager-AV, Enterprise Storage & SMB-
India/Bangladesh/Srilanka/Nepal.
Key Responsibilities:
• Develop and implement business plan and sales strategy for selling to OEM –
HP/HCL/Zenith/Wipro/LG & Acer for the region that ensures attainment
of company sales goals and profitability while adhering to organization’s
rules of engagement.
• Responsible for the performance and development of the nationwide Sales
for assigned portfolio of products.
• Conducts one-on-one review with all SI’s & channel partners to build more
effective communications, to understand training and development needs,
and to provide insight for the improvement of channel sales and activity
performance.
• Aggressively drive partners to maximize sales and total partnership potential
through sales best practices, training and support.
• Tracking daily secondary sales and stock on hand with the national
distributors.
• Communicate masterfully with partners on new products and service
offerings.
• Create systems and procedures to streamline partner management.
• Work with marketing to drive programs and events to extend the
relationships to new prospects.

2. Pankaj Nagpal
email: pankaj_nagpal_fbd@yahoo.com
Mobile: +91-9818211183
• Continuously learning about new products and improving selling skills.
• Keeping abreast of competition, competitive issues and products.
• Defining and executing partner sales plans.
• Helping SI’s and partners do product specification positioning for
Government & Institutional tenders.
• Strategic execution of Brand Positioning and participation at various industry
events & exhibitions.
• Acting as a key interface between Senior Management, partner community &
Enterprise customers for market feedback and support related matters.
Key Achievements:
• Consistently maintained No.1 Position on a national level ahead of
competition for key accounts.
• Taken the AV HDD’s business to new levels of achievement way beyond the
traditional milestones set by the competition and in the process making this
particular product the most significant revenue contributor for Indian
operations.
• Based on the success of AV HDD’s business I was further assigned newer
and additional line of products to be included in my product portfolio.
IRIS Computers LTD, New Delhi ____ May’06 to July’07
Sales Manager for Large & Strategic Accounts
Key Responsibilities:
• Product mix, brands and pricing strategy specific to the Account and to map
the competition.
• Regularly reviewing performance indicators with sales & margins, managing
healthy inventory levels, reacting to change in demand and logistics.
• Meeting OEM and negotiating terms of contract also maintaining
relationships with existing OEM’s.
• Driving Sales of Large & Strategic accounts business in Delhi & all
metropolitan cities.
• Managing large Original Equipment manufacturers i.e. Reliance Energy,
Wipro, CMC, HCL, Spanco, CMS, 3I InfoTech, TCS, Accel Frontline & 3D
Networks to name a few...
• Driving HP-Workstation & Dollar Business for North.
• Managing vendor relationship with Account Manager to generate new
business opportunities.
• Assisting the channel partners in large corporate cases in terms of
designing solutions for the requirement of the end user, providing price
support.
Key Achievements:
• Generating business volumes of worth Rs.10crores per quarter.
• Taken a specific product line (HP-Workstation Business) to become the No.1
distributor in North region.

3. Pankaj Nagpal
email: pankaj_nagpal_fbd@yahoo.com
Mobile: +91-9818211183
Ingram Micro India P. Ltd., New Delhi Sept’03 to May’06
Account Manager for OEM & Strategic Account
Key Responsibilities:
• Efficient Management of Strategic accounts (Transactional and commercial
aspects involved) allocated for the particular product line.
• Timely collection of dues and outstanding payments.
• Managing a healthy Inventory level so as to avoid any ageing inventory
cost.
• Planning and indenting the right product mix.
• Managing healthy relation with the Vendor for a better market information
update.
Key Achievements:
• Penetrated in the assigned strategic accounts and achieved a significant
vertical growth.
• After taking charge identified the key issues plaguing the assigned strategic
accounts and working on those issues to remove operational bottle neck,
resulting in doubling the quarterly revenues.
Progression Infonet P. Ltd. ___ July’98 to Aug’03
Assistant Manager-Sales
Key Responsibilities:
• Started as a backend support member of the sales team, helping the team
with commercial proposal making, project pricing, statutory and logistics
planning and implementation.
• Interacting with OEM’s, Distributors & End customers and facilitating
smooth information flow between all concerned.
• Vendor development, OEM relationship management, product & services
knowledge transfer to the sales team
• Ensure Business Objectives for the Month/ Quarter.
• Facilitate relationship building with pre-selected list of accounts.
• Track customer's performance w.r.t. GM and top –line.
• Handle corporate customers like: Sona Koyo, PNB Gilts, AVL Software,
Carrier Aircon, SONY, Alcatel, Siemens, GE, Daksh etc.
• Closely work with the AM to provide a seamless support team for the
customer with a problem solving approach.
• Ensured payment collection against agreed milestones from customers.
• Tracking backend incentive programs performance.
• Collate market information supplied by the AM.
• Collate market information on new Business that is provided by the AM
• Have comprehensive knowledge of products handled.

4. Pankaj Nagpal
email: pankaj_nagpal_fbd@yahoo.com
Mobile: +91-9818211183
Denso India Ltd. ___ Dec’96 to June’98
EDP Executive
Key Responsibilities:
• Startup & Shutdown of the system
• Preparation of various reports
• Taking daily back-ups
• Handling database
• Solving the problems of users
• Import & Export of files
Marshall Foundry Works Pvt. Ltd.. ___Apr’96 to Dec’96
Computer Operator
Key Responsibilities:
• All operational work
• Providing assistance in Accounts Dept.
• Taking daily backups
• Preparation of various MIS reports: Sales Report, Purchase Report,
Ledgers, Trading & Profit & Loss A/c, Balance Sheet etc.
Qualifications:
• Done MBA in Marketing from IGNOU, New Delhi, 2005.
• Bachelor’s Degree In Commerce from University of Delhi, 1996
• Advance Diploma in Software Technology & System
Management (1995-97) Institute: NIIT, South Exe. New Delhi
• Acquired short-term training from Compaq on “Selling and
Negotiating Skills” Conducted by M/s. Mercurii Goldmen.
Personal Details:
Address: H.No.133, Ground Floor, Front, Ashoka Enclave Main, Sector-35,
Faridabad (Haryana) -121003
Date of Birth: 18-June-1975
Marital Status: Married
Pankaj Nagpal