Leadership Profile in Sales of Business Services / Solutions / Industrial Products >> Business Head, Profit Center Management >> Over 20 Years experience in driving large Teams in Project Sales, Corporate Sales, Industrial Sales, Channel Sales, Consulting & Business Development >> Also driven Global Service Delivery Operations
Leadership Profile in Sales of Services / Solutions / Industrial Products
1. SOUMEN BHATTACHARYA
Raval Tower, Flat: B - 103, Sector: 11, Belapur CBD, Navi Mumbai: 400614
Cell: +91 8108198666 ~ 022-27580372(R) nbsb101@gmail.com , sbe3101@gmail.com
SALES / CONSULTING / BUSINESS DEVELOPMENT / P&L MANAGEMENT
SALES OF SERVICE / SOLUTIONS / PRODUCTS ACROSS MULTIPLE VERTICALS
- Leadership Role in Sales of Service / Products / Solutions & Business Development
- Over 20 Years in Project Sales, Corporate Sales, Channel Sales & Profit Center Management
PROFESSIONAL PROFILE
B.Tech, PGDM with over 20 years of business leadership experience, encompassing all Strategic, Tactical & Operational
aspects of driving Sales, Consulting, Business Development & Profit Center Management for Enterprise-Level Services /
Solutions / Concepts as well as for Automobile / Industrial / Heavy Machinery Products at Zonal / National levels.
Driven Business Level P&L Responsibilities across last 3 organizations, meeting and exceeding Revenue / Profitability /
Growth objectives at the Strategic Business Unit (SBU) level and forecasting / developing Annual Business Plans / Sales
Budgets / Strategies for New Business Acquisition & Customer Retention
Proven track record as Head of Sales, who have set-up and driven large Sales Operations / Sales Processes, mentoring /
reviewing Team Performances, formulating / implementing detail Go-To-Market Plans for large in-house Direct Sales
Teams as well as driving Sales thru' Tenders and Channel Partners
Driven teams in booking 6 major business service contracts over last 18 months, worth revenue 56.8 Crores INR/Year,
offering Sales of Enterprise-Level Outsourcing & Consulting Services/Solutions thru' preparing & presenting Business
Proposals, designing RFI/RFP Responses for Tenders, making Financial Projections, coordinating with multiple
internal/business stakeholders and mining large corporate accounts for up-sell/cross-sale of services.
Earlier as Regional Head of Channel & Institutional Sales with Tata Motors Ltd, driven sales of Trucks/Heavy Duty
Vehicles/After Sales Service & Annual Service Contracts thru' managing Direct Sales Teams & Channel Partners booking
Zonal Level Key Accounts Business worth a record 310 Crores INR & a CSI of 94% in ’04-05.
In the past, steered Direct Sales & Channel Sales for Industrial Equipments & Electrical Products in Retail & Institutional
markets in North & Central India
AREAS OF EXPERTISE
Enterprise Level ServiceSales
Business Strategy/Planning
Key AccountManagement
HighLevel Presentations
Corporate / Institutional Sales
Business Review/Appraisals
Mentoring/Team Building
HighValue ProductSales
Business Development
Sales Process Management
DrivingHighValueDeals
ServiceDifferentiation
Thought Leadership
Business Plan/Budgets
Profit Center Management
Consulting/ SolutionSales
Project Sales/ Tender Sales
Proposals/RFI-RFPresponse
Market IntelligenceAnalysis
Stakeholder Management
Receivables Management
National Business Head
Business Forecasting
DirectSales/InsideSales
Channel Sales
Industrial Sales
EscalationManagement
Go-To-MarketPlans
PROFESSIONAL EXPERIENCE
Program Head : Business Development - Solutions - Operations : (Enterprise Level BusinessOutsourcing Services) ,
eClerx Services Limited, Mumbai, May 2014 to 31st Oct 2015: [eClerx is a leading player in Global Outsourcing Services ]
* As program-level Practice Lead, driving teams for Sales, Consulting, Solutions & Business Development for Global
Outsourcing Services as well as driving Global Service Delivery Operations Team (460+ team members), generating 9.6
Million USD Annual Revenue, extending end-to-end Business Outsourcing Services to Fortune 500 Global Clients.
* Successfully driven program-level P&L Responsibility, exceeding Program Level Objectives on Revenue-Profitability-
Growth by securing an EBIDTA Margin of 27.4% & a growth of 29.2% & 19.6% in Revenue & Profitability respectively.
* Successfully booked 6 major Business Service Contracts worth 8.6 Million USD/Year, extending services like Order
Management, Remote Project Support, Helpdesk & Back Office Support Services to Global Fortune 500 Clients
* Driven Business Development Teams in 8 major Proactive & Reactive pursuits, cumulative worth of 18 Million USDs,
thru' preparation of RFI/RFP responses/Business Proposals/Financial Projections & leading high-level Presentations
to Fortune 500 Global Clients, demonstrating potential service outsourcing benefits.
* Coordinated closely with multiple external & internal stakeholders in a matrix organization set-up, leading to designing
and delivering cost effective Business Outsourcing Solutions to clients' complex / unstructured business requirements.
* Steered formulation & implementation of detail Go-To-Market Plans thru' customized Industry Research, Approach
Mailers, Industry-wise customized Presentations, Collaterals, Case Studies and Industry White Papers.
* Driven Process Excellence in Global Service Delivery Operations thru' introducing LEAN, Six Sigma DMAIC, FMEA
quality initiatives and an Operational Governance Framework thru' Metrics, SLAs, Benchmarks & Milestones..
2. Associate Vice President : PreSales - Solutions - Business Development : (Consulting and Business Outsourcing Services),
Aegis Limited, Mumbai, July 2012 to April 2014 [ Aegis is an ESSAR Group MNCin BPO/KPOServices ]
* Driven teams on Sales, Business Development and Key Accounts Management, selling Business Process Consulting &
Back Office Outsourcing Services across industry verticals like Manufacturing, Metals, BFSI & Power in India.
* Lead Business Development Team in generating revenue of 4.8 Million USD/Year from New Clients, extending
Enterprise-Level BPO/KPO Services on Sales & Fulfillment, Procurement & Supply Chain functions to Global Clients
* Steered teams in generating a strong Opportunity Pipeline of 23 Business Pursuits and 14 Business Proposals with a
total Revenue Opportunity of 6 Million USD. Successfully finalized 5 major Business Service Contracts (across industry
verticals like BFSI, Metals & Manufacturing) with an Annual Service Contract Value of 4.28 Crores INR.
* Developed Annual Business Plans and Sales Budget, Action Plans for New Business Acquisition & Retention, detailed
Go-To-Market Plans with customized Industry Research/Approach Mailers/Industry-wise customized Presentations/
Collaterals/Case Studies & Industry White Papers for effective engagement at CXO Levels of prospective Key Accounts.
* Set up a 360 Degree Client Engagement Framework for engaging large Accounts across their entire Client Life Cycle.
Driven high-level Presentation and Engagement at multiple levels of Client (including CXOs), mining large corporate
accounts for up-sell/cross-sale of services, analyzing/improving CSI Scores and managing Client Escalations.
* Established a close-coordination framework between Sales, Solutions & Commercial Teams for seamless interfacing,
understanding, designing & delivering effective RFI/ RFP Responses to Tenders, Business Proposals, Cost benefit
Projections addressing clients' business requirements/pain areas.
* Successfully built-up and nurtured Teams thru structured Reviewing, Training and Mentoring ; set up Sales Processes
Framework and Benchmarks for systematic Industry Scanning/Research, Lead Generation, Lead Management,
Tracking/Monitoring Receivables and other Sales Support functions.
Head Sales & Operations (Business Process Consulting & Outsourcing Services ),
Mjunction Services Ltd, Kolkata, Sept 2005 to April 2012 [ Mjunction is a Tata Steel Subsidiary in Supply Chain Consulting ]
* Successfully driven P&L Responsibility at the Business Unit Level & steered teams in Sales, Business Development, Key
Account Management & Service Delivery for Business Process Consulting & Supply Chain Outsourcing Services.
Secured Revenue, Profitability and Growth objectives with achieving an EBIDTA Margin of 26.8%, a growth of 39.2% in
Revenue and a growth of 18.8% in Profitability extending Service to 33 leading Clients in India & overseas.
* Initiated a New Business Segment thru' conceptualizing, setting up & offering an end-to-end Sales & Fulfillment
Outsourcing Service to sell pan-India Stressed Asset portfolio of 9 New BFSI Clients generating 3.2 Million USD/Year
* Driven Sales & Fulfillment Outsourced Service Operations for 2 Global Clients who are among world's Top 5 steel
manufacturers. Lead 180+ Team Members in achieving a Gross Transaction Turnover Volume of 302 Million USD/Year.
* Generated New Business Service Contract of 3.5 Million USD/Year extending Enterprise-Level Procurement Consulting
& Outsourcing Services, extending 32% overall Cost Reduction in Vendor Contract Prices and 18% reduction in
Transactional Process Costs on behalf of 14 leading Clients.
* Built up and nurtured Teams at multiple locations thru structured Reviewing, Training & Mentoring. Established Sales
Processes Framework and Benchmarks for systematic Industry Scanning/Research, Lead Generation, Lead
Management, Tracking/Monitoring Receivables and other Sales Support functions.
* Driven Client Engagement Framework for engaging large Accounts across their entire Client Life Cycle. Driven high-
level Presentation and Engagement at multiple levels of Client (including CXOs), mining large corporate accounts for
up-sell/cross-sale of services, analyzing/improving CSI Scores and managing Client Escalations.
Regional Head : Channel Sales & Institutional Sales, Tata Motors Limited, Kolkata, Dec 2001 to Sept’2005:
[Trucks / Heavy Duty Vehicles / After SalesService & Annual Service Contracts]
* Successfully set-up and consolidated the Zonal Level Key Accounts Business in East & North-East Region thru’ setting
up Sales Teams - Dealers - Sales Processes and thru’ driving the Direct Sales Team and Channel Partners in the Region.
* Achieved Institutional Sales of 310 Crores INR, selling a record 2010 Vehicles along with After Sales Service & Annual
Service Contracts with a Business Market Share of 68% and a CSAT Score of 94% with the Zonal Key Accounts.
* Established a structured Sales Monitoring Processes, put-up a systematic Sales Process with systems/ processes/
standards for tracking/analyzing Market Intelligence and State-wise/Product-wise Sales Opportunity Pipeline.
* Established a Single-Window Strategic Relationship Management Process in the Region thru' structured multi-level
engagement with Clients (including at CXO level) spanning over the Clients' entire Engagement Life Cycle .
* Developed 26 New Institutional Clients and 6 New Dealers to undertake Institutional Sales Support in the Region.
* Developed New Business Segment of PSU/Government Clients thru' booking first- time- business worth 51 Crores INR
* Implemented updated monitoring & review mechanism on Receivables Management. Successfully recovered old
receivables worth 38 Crores INR in 2003-04 thru’ reconciliation of old accounts & settlement of pending issues.
3. Area Manager: Channel Sales & Key Accounts Management , Hindustan Motors Ltd, July 1998 to Dec 2001:
[Commercial Automobiles / After Sales Service & Annual Service Contracts]
* Driven Channel Sales & Institutional Sales with Key Accounts for a record Sale of 3600 vehicles, registering net
Revenue of 90 Crores INR. Improved Business Market Share from 17% to 32% and an improvement of 12% in CSAT
* Developed a network of 4 New Channel Partners and driven 9 authorized Dealers and their branches, improving
overall Business Market Share from 17% to 32% and achieving a CSI of 77%
* Built up the Direct Sales Team and set the Processes for Sales Pipeline Monitoring & Analysis, tracking and analyzing
Market Intelligence, Preparation of Sales Budget & Business Plan and for monitoring performance of Channel Partners
Asst Manager: Channel Sales/Corporate Sales, Indo Asian Electric Private Ltd, New Delhi, Nov 1994 to May 1996:
[Industrial Electrical & Switches Division]
* Driven Institutional Sales in North & Central India for Electrical Switchgears/Building Electricals/Lighting Accessories
thru' coordination with Contractors/Architects, promoting the product-line in the OEM Market thru' Tenders
* Driven Direct Sales to industries to promote the product-line in the Replacement Market. Driven Retail Sales thru' 11
Dealers, managing Order Booking, Inventory Stocking, Receivables Management and providing Marketing Support.
Industrial Sales Engineer, Andrew Yule & Company Ltd , New Delhi, Nov 1991 to Sept 1994:
[Industrial BeltsDivision, Power & Switchgear Division]
* Driven Retail Sales and Institutional Sales in North India for Industrial Conveyor Belts, HT/LT Switchgear Products,
Transformers, driving 7 Dealers and managing their Order Booking, Inventory Stocking, Receivables Management
* Steered Direct Sales to industries to promote the product-line in the Replacement Market and driven Project Sales to
Electrical Contractors thru' Tenders in the OEM Market.
EDUCATION
Post Graduate Diploma in Business Management (PGDBM), Lal Bahadur Shastri Institute of Management, New Delhi
Bachelor of Engineering (BE), Indian Institute of Engineering Science and Technology (earlier Bengal Engineering College)
TRAININGS & AWARDS
Certified Member in Business Excellence Leadership Program [BELP] under Tata Business Excellence Model [TBEM]
Certificate of Merit from Education Directorate, Govt. of W. Bengal in 1980 and again in 1985
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