KHALANDAR Shaik

Sales and business management professional offering 15+ years experience in roles of Sales Management, Business development, Marketing, Product management, Dealer Distribution trade Channel Sales with P&L ownership, in Lighting, Electrical, IoT, Home Automation and building materials industry, B2B, B2B, B2G,OEM, Project Sales, in India and Middle East

Sales, Marketing & Business development professional with exposure working in Lighting, Smart Lighting, Electrical, IoT solutions, Home automation & Building materials.

Self driven, Sales & business development professional, B2B, B2C, OEM, Project Sales, Specification sales, Channel sales, Excellent in managing and motivating team.

Managed dealer, distributors, and channel Sales network primary and secondary sales.

Have depth understanding of consumer, channel and influencers buying behavior.

Hands on building business process, strategy, budget, Sales management & so on.

Proficient manager in interfacing at all levels, CXO, Consultants, Engineers, stake holders and cultivating relations with them for securing repeat business.

Specifications & brand Approvals, thru Architects, Consultants, Interior designers, MEP, PMC, facility managers & Government departments at concept and pre tendering stages.

Expert in achieving all revenue targets & budgets primary & secondary numbers

A strategist, implementer, motivator, leader, team player, conflict manager & decisive leader with recognized proficiency in spearheading business with an aim to accomplish corporate plans, goals and organization profitability successfully.

Accomplishments / Achievements

• Positioned start-up brand Svarochi as segment leader in its respective category with 3 folds revenue growth, appointed 21 project dealers, distributors and enhanced brand visibility thru 900+ retail trade partners.
• Positioned start-up brand "Pharox" among top 4 brands in its respective category.
• Attained the business revenue of USD 5 Millions from start-up level.
• Positioned OSRAM brand SSL Lighting as segment leader in respective category.
• Executed Largest Specialty lighting project in UAE Value @ USD 4.5millions.

Svarochi – iBahn Illumination Pvt Ltd, as Regional Sales Manager

Highlights

• On boarded team, Channel Partners and successfully launched product for this Start-up in south region
• Successful in new category creation, and Positioned brand "SVAROCHI" as segment leader in IoT based Smart Lighting & Human centric Lighting category, with 3 folds revenue growth.
• Penetrated brand in Residential, HORECA, Healthcare, Commercial, Corporate, IT segment thru specifiers & Direct channel
• Appointed Channel Partners, Distributors and enhanced brand visibility thru 900+ Trade retailers and Business associates
• Increased brand loyalty among Architects, Lighting designers, MEP / Electrical Consultants, PMC and Interior designers.

Key Deliverables

• Project Sales, Business development, Channel management, Marketing, GTM, Product Launch, BTL Strategy, Brand Building
• Team Management, Demand generation, Key Account development, Team training, road show on regular intervals,
• Training both internal team, dealer’s sales team & technical team,
• New markets activation, appointing Channel Partners, Distributors and channel management, 
• Managing eCommerce listing, Digital Marketing Campaigns management, Social media marketing, online lead generation

GLOBAL AXIS LLC, as Branch Manager- UAE

Highlights

Achieved Sales Revenue of USD 1.6 Millions in 10month by starting UAE Branch operations from scratch level

Worked with Architects, Consultants, Contractors, End Clients & Channel Partners, Energy Auditors, Design Specification teams

Product Portfolio - Brands Handled: 

WILA, GRIVEN, LAMP, HESS, NORDEON, MASONLED, GAXIS, MASTERLIGHTS

NTL Lemnis India Pvt Ltd.,  as Regional Manager – South India

Highlights

• Started journey as Start up brand and achieved annual business turnover of USD 5 Millions,
• Have successfully positioned the brand among top 4 brands in its respective category in the region
• Achieved Revenue Growth of 280% FY 2013-14, 130% FY 2014-15, 150% FY 2015-16

Key Deliverables

• Sales, Business development, Strategy, Recruitments, Operations & P&L Responsibility
• Key Account Management and developing new accounts
• Managing existing channel partner and appointing/developing new partners and vendors
• Selling in at concept level to procurement, negotiations, specifications, order closing
• Team Management, Training, assigning targets, Sales funnel, payments review and support in achieving the numbers
• Effectively implemented market intelligence system & CRM resulting into 30% Growth in sales
• Supporting team and Channel partners on all Techno Commercial queries, negotiations and on closing orders
• Conduct team review weekly, monthly, quarterly on sales, payments ageing & work on area of improvements & correction 
• Increase project base, Order pipeline, Placement, Market penetration, New market Activation, Develop Channel network.

ACHIEVE BUSINESS OBJECTIVES & MAINTAIN HEALTHY MARGINS

Osram India Pvt Ltd., as Product manager – LMS & SSL

Highlights

Successful in penetrating into: Specifications market in South India by promoting Solid state lighting with orders potential of worth US$ 5millions

Achieved highest sales from OEM, Hospitality, Infra and IT industry

Successful in retaining the No 1 position for LED Lighting in Organized Market FY 2009-10 & 11

170% Growth in revenue FY 2009 – 2010, INR 2Cr / US$ 400K to INR 5Cr / US$1.1 M

120% Growth in revenue FY 2010-2011 INR 5Cr / 1.1 Million US$ to INR 12Cr / US$ 2.4 M

Key Deliverable

Sales, Business development, Lead generation, Product management, Key account management.

Developing product sales with focus on Projects, Institution & Lead Southern region Sales team.

Train & Support team on, application based solution design, proposals, closing & supervise area managers, dealer’s sales team

Tectronics LLC – UAE., as Projects Engineer – Specialty lighting, Central battery & Controls

Product Portfolio -

Color Kinetics, USA       ELEMENTLAB, Germany

WILA,  Elliptipar,  Arcluce,   Aldabra,   Roblon, UFO,              Oldham, UK– Cold Cathode

Cooper Lighting (Menvier) – Central Battery system & Emergency Lighting

Highlights

Effectively handled a wide range of American, European & Japanese Architectural Lighting & Emergency lighting & Central battery System.

Approvals, Key account management, Estimation, Value Engineering, risk analysis, Tendering etc.,

Pres Sales & Post sales Project Management, Site co ordination, Technical support, Installation, Testing & Commissioning

Major Projects Acquired

Dubai Ball, Dubai Marina, Bright start Tower, Park tower, Dubai Academic City, DWTC, Motor city, DFC Al-futtaim auto mall, Palm Jumeirah- Shore line apartments, Saba Towers, Al badia golf club, Four season Hotel

TOYAMA Electric LTD., as Sales & Application Engineer – Home automation, UPS, Inverters & Relays

Key Result Area

Promoted the company’s products in assigned territory of twin-cities i.e. Hyderabad & Secunderabad; liaised with various direct dealers & distributors, Closely worked with Architects, Builders, Electrical Consultants, , MEP Consultants & Interior designers on product specifications, prescriptions, approvals

Highlights

Generated sales turnover of INR 1.2 Crores through direct projects; specified the products to builders and premium construction projects

Education

MBA - Marketing, Bangalore University, Karnataka, India 

B.Com Sri Krishna Devaraya University, Andhra Pradesh, India

Diploma in Electronics & Communication, BDPS, Andhra Pradesh, India