Subhashish gupta

Seasoned professional with 21 years of experience in corporate & Global key account management, team management, project sales, channel sales and vertical business development.

SENIOR SALES MANAGEMENT PROFESSIONAL

                      General Manager- Sales - Technology Products & Solutions & Smart Infra 

                                                                        CAREER SNAPSHOT

• A competent & performance focused dynamic sales professional with 20+ years of experience. 
• Currently heading the sales and operations in AI base for India geographies. (Dimension Digital Controlls Pvt Ltd.)
• Experienced in sales and operations of Automation and Technology products & solutions for B2C & B2B customers of Retail, Shopping malls, Hospitality, Manufacturing, Education, Smart building, Smart city,Transport and Government.

PRODUCTS & SOLUTIONS MANAGED: 

• CCTV, FIRE ALARM, ATTENDANCE & ACCESS CONTROL SYSTEMS 
• BUILDING MANAGEMENT, PARKING, CANTEEN & VISITOR MANAGEMENT 
• FOOTFALL COUNTING SYSTEM, THERMAL IMAGERS, IoT 
• EAS-Retail Anti-Theft, SOURCE TAGGING, RFID, VIDEO ANLYTICS SOLUTIONS
• BURGLAR ALARM SYSTEMS, CMS, VIDEO DOOR PHONES,
• HIGHWAY PATROL SURVEILLANCE,BODY WORN SURVEILLANCE,UVSS
• INTERACTIVE DISPLAY PANELS,VIDEO WALLS
• Participating industry Events, exhibitions, setting up stalls, sponsorships and be part of speaker panels.
•  Worked on company website, digital marketing campaigns to reach target segment customers. 
• Proved track record  in Building, mentoring, leading teams and setting up channel partner business.
• Sales operations and P&L role.
• Preparing & presenting customised solutions & ROI based commercials to CXO, CIO and other C level executives of high potential companies.
• Playing a key role in post-sales project executions by engaging vendors, right product mix, design and time scheduling of projects.
• Demonstrated competency in planning timely sales from new launched products and new/existing accounts.
•  Efficient in mapping business / market’s solution requirements by interacting with customer’s management/ business managers / vendors / clients / consultants and other stakeholders.
• Expertise in setting up and managing business operations which require deep understanding of critical business drivers in multiple markets and scenarios. Highly successful in building relationships with upper-level decision makers, technology partners and external agencies.
• Expertise in formulating & implementing strategies for new solution and process. Selecting new solution from industry, vendor identification & development, materials management & conducting analytical assessment to strengthen end solution offering.
• Proven record of accomplishing timely delivery to customer satisfaction & target achievement and improving the process & achieving numerous cost savings.
• Proficient in swift communication with all management levels and competent cross-functional skills and ensuring on-time deliverables. 

CURRENT JOB & ROLE: Working since 2022 March

Company: DIMENSION DIGITAL CONTROLLS PVT LTD 

Designation: General Manager (e - security business solutions, smart lighting, AI based Automation solutions, Smart Infra).

              As GM- Sales ,I manage the sales & operations for India market for Low voltage  and automation line of products. Apart from driving sales targets, based on the market inputs & study, I contribute to the product and project development road map ,managing key global accounts, closely build the profitability vs market priority model for the sales and product development activities for the company. Responsible for 5 crore sales in a span of less than 4 months and leading 2 member sales team. I oversee and bring to the table new partnerships for products,projects and solutions that increases revenues. 

Also involved in the Branding and other marketing activities-website, event participation, publishing articles in industry magazines.

For the past 2 months under the strategic roadmap, I am leading the B2B sales activities for indigenously developed smart AI automation switches in South and East and Goa market. I am also involved as a joint resource with one of US based company in partnership with Dimension Digital Controlls, for branding and marketing of Bi Polar Air Purification System.In this role I have made several presentations to system Integrator companies on niche solutions management and operations. Also have on-boarded our entire turnkey solutions in e-security with large loyal project consultants and architects.

Key Responsibilities:

• Profitably lead the business for multi verticals.
• Successfully established partnerships with OEMs as a registered value added partner.
• Develop India markets. By direct and channel partner appointments.
• Setting of goals to overall business, team and lead to achieve the set targets.
• Build road map for the company. By bringing market solution needs and competition information 
• Manpower planning based on business expansion.
• Brand building activities by event participations, website and digital marketing.
  • Won orders in education,building and smart city.

Achievements & Performance Highlights:

• Recruited, developed a national sales team.
• Allocation of territories & targets.
• Sales trainings, reporting & building sales Incentive models.
• Brand Building activities: Presented DDCPL in smart home expo.
• New website and digital communications were developed. 
• New channel partners appointed for India.
• New improvements in the existing product and solution

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Tenure: November 2020- Feb 2022            

Company: Signitive Solutions LLP, Bangalore              

Designation:  Business Head- E-Securiy

Key Deliverables:

•  Address the market of regional vertical markets including for security/loss prevention solutions. 
•  Achieving Booking and revenue targets through set list of large customers, new customers.
•   Introduced new OEM’s and effectively collaborated with them as value added partner to T1 and T2 B2B segments.
• Maintain active relationship with End User/ Consultants/ Architects & Turnkey contractors and converting their leads in business.
• Establishing  contacts  within multiple hierarchies of the customer organization.
•  Solve end customer escalations and ensuring best relationship practices to maintain long term engagement.
• Interfacing with various cross functional departments to address the end customer challenges / needs.
• Ensuring that the collections are received in-time.
•   Shouldered the activities related to Project Planning & Tracking, project Status Reviews. 
•   Increased revenue turnover by 35% in channels and projects sales collectively.

Products or solutions dealt:

• CCTV- Honeywell, Axis, Vivotek, Samsung(Hanwa techwin),Hikvision,Dahua
• Fire alarm systems-Morley, NOTIFIER, GST.
• Intrusion Alram – AJAX, DSC,
• Parking management solutions, Canteen Management solutions, Nurse calling system
• Attendance and access control solutions, Home automation, Gate automation, Wifi solutions( Cambium, Ubiquity)
• Door Frame Metal Detector,People count systems.
• Public Address System-Heinrich,Bosch
• Under vehicle surveillance system
• IBMS
• Professional Displays, interactive displays and video walls.
• Wireless Lighting Management solutions- Honeywell.
• X RAY Baggage scanner.
• Video Conferencing solutions.
• Thermal Cameras- FLIR.

Tenure: Oct’18 to Nov’ 20             

Company: Sanguine Digital Solutions, Bangalore

Designation: Vertical Head – Enterprise Solutions

Highlights:

• Recruitment of team from the inception of the company being a start up.
• Responsible for P&l in Enterprise business segment and ensured maximum business is attained month on month.
• Working closely with T1 and T2 system integrators and feeding their material requirements along with taking third party jobs in executing their projects.
• Interfacing with OEM’s for price negotiation on large project requirement.
• Ensured maximum reach of SDS brand as a start up, across Industry verticals and could establish as a value added reseller and system integrater.
• Achieved consistent target completion from beginning till mid of first quarter of 2020

Products or solutions dealt:

• Intrusion Alarm – AJAX, DSC,
• CCTV, Video Door Phones, Gate automation, Fingerprint locks,Wifi solutions( Ubiquity)
• Parking management solutions, Canteen Management solutions, Nurse calling system
• Attendance and access control solutions.
• Door Frame Metal Detector,People count systems.
• Public Address System-Heinrich,Bosch
• Under vehicle surveillance system
• IBMS
• Professional Displays, interactive displays and video walls.
• Wireless Lighting Management solutions- Honeywell.
• X RAY Baggage scanner.
• Video Conferencing solutions.
• Thermal Cameras- FLIR.

Tenure: June’17 to Sep’18            

Company: ADVIK DIGITAL SOLUTIONS PVT LTD( A LEADING CCTV OEM)                        

Designation: Regional Manager- South

Highlights:

• Started business in South Region of India for Advik from scratch from Bangalore office.
• Be the primary driver of Advik new products and SKU’s development and oversee all aspects of product strategy, development and management. Work closely with the founders, the solutions team team, marketing and other stakeholders to arrive at a clear product roadmap in line with the vision of the organization.
• Recruiting and training a team of 3 sales resources.
• Built and deepened the relations with loyal systems integrators, channel partners, consultants and end users.
• Responsible for P&l in project business segment and ensured maximum business is attained month on month 
• Working closely with T1 and T2 system integrators and feeding their material requirements.
• Presented Advik in IFSEC 2017 (Pragathi Maidan, Delhi)
• Conducting and initiate training and seminars for system integrators across south india.
• Work in sync with HO presales/technical team to deliver customized product based solutions to channel partners and system integraters.
• Drive business as a techno commercial person by coordinating in POC’s/Demo’s/ Presentations to have full grip with the client from the scratch.
• Involvement in tender specification of large Govt projects, empanelling brand and specification of Advik. 
• Increased the revenue turnover in SOUTH project business of Advik by more than 40%

Products or solutions dealt:

• CCTV
• Body worn Cameras.
• Recording devices and RAID supported NVR’s
• Video Door Phones
• Networking Switches

Tenure: Jan’14 to June’17           

Company: CP Plus ( A leading surveillance brand with 24% Indian market share owned by Aditya Infotech Ltd )- {Served for 2nd tenure in same group company}.

Designation: Sr. Manager- Security BU 

Key Responsibilities:

• Handled of key national accounts and major channel partners.
• Managing a channel base of more than 400 customers across south india including National Accounts..
• As an OEM of CP Plus(a leading surveillance) and Natonal Distributer of Dahua( A leading surveillance brand), Participation in tenders process for various verticals including private and govt sectors.
• Position the brand to project consultants /architects and ensure brand is specified in final tenders roll out.
•  Particpipation in various FSAI, Road shows and delivering be a active presenter on CP Plus.
•  Taking ownership in all major projects business for south national accounts and work along with pre sales/technical team.
• Ensuring the collection target is met as per the company’s guidelines
  • Achieved biggest order of on Highway Patrol Vehicles by Karnataka Police.

Achievements & Performance Highlights:

• Achieved biggest order of two BFSI verticals executed PAN india.
• Achieved biggest single order of 7 smart city surveillance.  
• Achieved biggest order for two locations in india of the leading  defence anti terrorist squad establishments. 
• Achieved 200% growth in project sales through major channel & end user and key account acquisitions. 
• Was a part of core team to represent CP Plus in “Power of the best” in Thailand.

Products or solutions dealt:

• CCTV
• ANPR solutions.
• Recording devices and RAID supported NVR’s
• Networking Switches
• Intellegent Traffic Management Solutions.
• Mobile surveillance
• Edge based people counting surveillance.

Tenure: Feb’13 to Jan’14             

Company: Hikvision Digital Company Ltd ( A leading surveillance brand owned by Prama Hikvision India Pvt Ltd) 

Designation: Sr. Manager- Business Development.

Key Responsibilities:

• Handled key corporate accounts and adding new T1 and T2 integrators.
• Participation in tenders along with SI’s/PMC/Architects and empaneling Hikvision brand in the approved makes.
• Included top loyal accounts and ensured consistent business.
• Taking ownership in all major projects business for south national accounts and work along with pre sales/technical team.
• Headed 2 member sales team from karnataka.
• Ensuring the collection target is met as per the company’s guidelines.
• Organising  and training partners on regular basis and ensured maximum win of their projects jointly
  • Added loyal channel partners and system integrates who contributed to 30% growth in branch business in a span of less than a year.

Achievements & Performance Highlights:

Products or solutions dealt:

• CCTV
• ANPR solutions.
• Recording devices and RAID supported NVR’s
• Networking Switches
• Intelligent Traffic Management Solutions.
• Mobile surveillance
• Edge based people counting surveillance.

Tenure: Aug’12 to Feb’13             

Company: Sogo Computers Pvt Ltd, Bangalore ( A leading IT distribution house)

Designation: Head – Surveillance Business

Key Responsibilities:

• Started the surveillance business vertical for Sogo from scratch.
• Recruited, developed 5 member sales team and positioned them for Karnataka with territories and targets.
• Appointed and developed 200 strong channel partners for entire Karnataka for b2B trading.
• Handling the direct projects with end customers along with OEM projects team.
• Coordinate and communicate with cross functional teams to ensure order processing, collections, credit availability, logistics & sales happen in timely manner.
• Assist sales team based in the field on large opportunities resulting in accomplishment of shared objectives
• Preparing Reports  for the Vendors in respect to (BG, Credit Limit, A/R Payments) & submitting the same to the management.
• Forecasting monthly inventory and stocks required to attain revenue targets as sharing to management.
• Increase the mind share of the Channel to maximize business through aggressive market communication activities jointly with the support of OEM’s.
• Brand promotion activities by road show and  participations along with OEM.

Products or solutions dealt:

• CCTV- VPINNACLE
• Recording devices 
• Networking Switches
• Storage devices
• Networking Cables.
• Networking  spares accessories

Tenure: Aug’10 to Aug’12              

Company: Aditya Infotech Ltd

Designation: Sr. Manager- Security BU

Key Responsibilities:

• Adding T1 ,T2 channels partners in south for IP and analogue video surveillance .
• Act as one point of contact for PAN india national account.
• Specking of brands by working with  loyal system integraters as per the requirement of end customers.
• Closely engaging with teams of national accounts and providing necessary product trainings in regular intervals.
• Brand promotion by participation in Road shows and deliver product presentation.
• Attended pre bid meetings along with the integraters.

Achievements & Performance Highlights:

• Grew channel Partner base by more than 80%.
• Empanelled and closed brand in major retail PAN india and Corporates.
•  Received excellent sales performance letter from management as a mark of appreciation.

Products or solutions dealt:

• CCTV- (VIVOTEK, CP PLUS, DAHUA, SAMSUNG,PANASONIC)

Tenure: Nov’09 to Aug’10             

Company: Honeywell International(I) Pvt Ltd.(ADI)

Designation: Manager- National Accounts(SOUTH)

Key Responsibilities:

• Identifying and registering new national accounts along with managing existing accounts in southern region.
• Ensured to capture maximum mindshare of accounts in any requirerments of ELV products supplied by ADI.
• Conducted periodical training for all national accounts -system integrators s and providing new product knowledge 
• Ensured material forecast is provided to supply chain and logistics to ensure timely material delivery.

Products or solutions dealt:

• CCTV
• ACCESS CONTROL
• FIRE ALARM,AV
• INTRUSION
• ACCESSORIES

Tenure: Aug’08 to Nov’09             

Company: Autocop(I) Pvt Ltd- Facility Security Division

Designation: Area Sales Manager

Key Responsibilities:

• Drive sales through external reseller, utilizing direct and indirect sales.
• Lead efforts with account executives to evaluate, identify and secure large product channel deals.
• Forge and maintain strong relationships with client executives and managers through consultative selling.
• Design and deploy sales and marketing strategies, programs and contents to improve sales opportunities.
• Create and implement programs to provide incentives for channel partners sales team.

Products or solutions dealt:

• CCTV- (VIVOTEK, AUTOCOP)
• ACCESS CONTROL- (SYRIS)
• DFMD,METAL DETECTORS

Tenure: Nov’07 to Aug’08             

Company: Ingersoll Rand, Bangalore, Security Technologies Division

Designation: Manager- National Accounts.

Key Responsibilities:

• Handled Key Global accounts of Ingersoll Rand and ensured repeat business along with adding new accounts.
• Maintaining close engagements with key Consultants, Architects, Project Management/Consultants, interior designer and converting their leads in opportunities.
• Appointing and managing T1 channel partners & distributers for Ingersoll Rand Hand geometry access control system.

 Achievements & Performance Highlights:

• Achieved and  target consistently for two consecutive quarters.
• Received merit letter for best sales performance.

Products or solutions dealt:

• CCTV- TEVICOM
• FIRE ALARM. 
• ACCESS CONTROL

Tenure: Aug’06 to Nov’07             

Company: Zicom Electronic Security Systems Ltd, Bangalore

Designation: Asst Manager- Institutional Sales.

Key Responsibilities:

• Appointed key channel partners and dealers in the state of Karnataka.
• Instrumental in introducing new concepts of burglar alarm system with central monitoring system to institutional segments.
• Worked with leading institutional clients along with leading SI and channel partners/T1 level distributers for CCTV range, Burglar Alarm, Video Door Phones.
• Conducting channel partner training and knowledge sharing program on regular basis.

Products or solutions dealt:

• Zicom safe( burglar alarm system with call centre monitoring)
• CCTV
• Video door phones, Multi apartment video door phones.
• Access control and attendance systems,Finger print locks

Tenure: July’01 to Aug’06

Company: India Tin Industries Ltd, Bangalore(A leading company in food grade TIN can manufacturer)

Designation: Business Development Executive

Key Responsibilities:

• Instrumental in managing the existing clients and  develop new clients from assigned territory of Karnataka, Andhra Pradesh, Gujarat, Maharashtra, Goa and Tamil Nadu.
• Forecasting  sales monthly planning and presenting to management ,which in turn is further translated into material planning for production.
• Co-ordination with the internal R & D team in new product developments as per inputs received by customers.
• Co-ordination with the other departments on regular basis like  Production, Finance, Materials, Purchase, QA, Dispatch team.
• Sharing the market intellengence to management on competition.
• Extensively travel to the assigned territories keep a close rapport with the customers along with visiting their plants.
  • Overachieved target for 4 years.

Achievements & Performance Highlights:

• Undertaken and successfully completed  key responsibility allotted by management for execution of two large  significant projects undertaken by the company - Diversification into Battery jackets and Processed Food.
•  Achieved maximum share from competition accounts.

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PGDBM( Marketing & Finance)-  2001-Full time

BBM- 1998- Full Time