Ajay Dhawan, SBU/Profit Center Head, Havells India Ltd - Profile & Expert Views of Ajay Dhawan, SBU/Profit Center Head, Havells India Ltd

Ajay Dhawan's Profile

Ajay Dhawan
SBU/Profit Center Head, Havells India Ltd
	Havells India Ltd confidential confidential Noida, India

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Professional summary

Current Experience: SBU/Profit Center Head, Havells India Ltd
Previous: India Limited General Manager, Organisation Havells Limited
India Limited General Manager, Organisation Havells Limited
Head/VP/GM-Marketing, IFB Industries Ltd
Industries Ltd General Manager, IFB Industries Ltd
Industries Ltd General Manager, IFB Industries Ltd
Ltd Territory Manager, ColmanI Ltd
Branch Manager/Regional Manager, Su-Kam Communications Ltd
Ltd Territory Manager, ColmanI Ltd
HAVELLS LTD
Territory Manager, Reckitt & Colman
HAVELLS LTD
Education:

IIM Kolkata
Institute Of Management Technology (IMT), Ghaziabad
Agra University
Years of Experience :

19.0 Years
Skills & Interests (keywords):

Profit Centre Operations Sales & Marketing  Developing and implementing Marketing Plans with fo ...
Contribution score:

(51 points)
Contacts: 1 connections, 2 following, 2 followers

Ajay Dhawan's Experience


Current :	SBU/Profit Center Head, Havells India Ltd
	Power
	Working from 2005
	Brief summary : F Improved profitability in Wires with better market intelligence and improving discount structures accordingly. Controlled de-growth by adding key account again in companies fold. F Worked on approvals in major Govt. Dept. and in big Corporates e.g. NTPC, Power grid, BHEL, DMRC,DIAL (terminal III),MES, DGWAC, DGAF, Naval Command,DGMAP,DLF,Unitech,Vatika Grp,Vodafone,Airtel Infra,Reliance telecom,BSNL,Big infrastructure and telecom groups where Havells lost ground in last one year. F Introduced new product lines to increase market share in the segment. F Within five months sales of modular switches increased from average 11.5 Cr PM to 17 Cr PM. F In switches as more than 80% SKUs are imported, bridged gap in demand and supply. Resulting in reduction in inventory from 140 days to 82 days
	Yes No Are you sure wanted to delete this experience?


Previous :	India Limited General Manager, Organisation Havells Limited

	India
	Worked from 2009 to 2011
	Brief summary : Organisation Designation Working Period Havells India Limited General Manager Feb 09 to till date and
	Yes No Are you sure wanted to delete this experience?


Previous :	India Limited General Manager, Organisation Havells Limited

	India
	Worked from 2009 to 2011
	Brief summary : Organisation Designation Working Period Havells India Limited General Manager Feb 09 to till date and
	Yes No Are you sure wanted to delete this experience?


Previous :	Head/VP/GM-Marketing, IFB Industries Ltd
	Consumer Durables
	Worked from 2008 to 2009
	Brief summary : F Successfully coordinated with all branches for conducting BTL activities in planned manner. F Created feedback mechanism for BTL and other marketing activities. F Created institutional team to get extra sales in product category. (YTD growth 72%)
	Yes No Are you sure wanted to delete this experience?


Previous :	Industries Ltd General Manager, IFB Industries Ltd

	Worked from 2005 to 2008
	Brief summary : Apr 05-Feb 08 IFB Industries Ltd General Manager(Mrktg) Feb 08-Feb 09 Su-Kam Communications Ltd Regional Head(North)
	Yes No Are you sure wanted to delete this experience?


Previous :	Industries Ltd General Manager, IFB Industries Ltd

	Worked from 2005 to 2008
	Brief summary : Apr 05-Feb 08 IFB Industries Ltd General Manager(Mrktg) Feb 08-Feb 09 Su-Kam Communications Ltd Regional Head(North)
	Yes No Are you sure wanted to delete this experience?


Previous :	Ltd Territory Manager, ColmanI Ltd

	Worked from 2001 to 2005
	Brief summary : Jan 2001-March 2005 Reckitt and Colman(I) Ltd Territory Manager
	Yes No Are you sure wanted to delete this experience?


Previous :	Branch Manager/Regional Manager, Su-Kam Communications Ltd
	Consumer Durables
	Worked from 2001 to 2005
	Brief summary : *F As Manager Institutional Sales for 4 months, cracked a major deal with LIC (north zone) worth Rs. 4.3 Crore.* *F Took sales of one state from approx 7 L to 98 L in short span of 7 months in MP.* *F Launched very successful campaign “JO DIKHTA HAI WO BIKTA HAI”.Mega success of campaign later on was made as policy* *F Developed sales of new and low selling products, which then contributed over 20% of total sales.*
	Yes No Are you sure wanted to delete this experience?


Previous :	Ltd Territory Manager, ColmanI Ltd

	Worked from 2001 to 2005
	Brief summary : Jan 2001-March 2005 Reckitt and Colman(I) Ltd Territory Manager
	Yes No Are you sure wanted to delete this experience?


Previous :	HAVELLS LTD

	INDIA
	Worked from 1991 to 2000
	Brief summary : Dec 1991- Dec 2000 HAVELLS INDIA LTD [WIRE DIVISION and SWITCHGEAR] -Noida , India (www.havells.com) PROFIT CENTRE HEAD FEB 09 to present Responsibilities Accomplished: Spearheading National Sales operations for WIRE and MODULAR SWITCHES DIVISION as a Profit Centre Head Handling annual turnover of approx 700 cr involving in production planning, Sales Forecasting, Volume Achievement and Coordination for MARCOM. Managing the companys day- to- day dealer and client interface. To prepare annual budgets and seek approval from the Managing Director. To interact with the Managing Director for reviewing the budgets periodically, if required To monitor actual achievement / spending versus planned budget Preparation of Business Plan for Marketing Department. Identifying and networking with financially strong and reliable channel partners, resulting in deeper market penetration. Evaluating performance and monitoring dealer sales and marketing activities. Initiating and developing relationships with key decision makers in target organizations for business development. Negotiating/ finalization of deals (techno commercial) for smooth execution of sales and order processing. Responsible for credit control and timely remittances from the market To carry out manpower planning and participate in the recruitment and training process for a team member. Controlling and monitoring performance of branches. Notable Contributions Improved profitability by approx 45% and volume by ~65% in Wires with better market intelligence and improving discount structures accordingly. Controlled de-growth by adding key account again in companies fold. Worked on approvals in major Govt. Dept. and in big Corporates e.g. NTPC, Power grid, BHEL, DMRC,DIAL (terminal III),MES, DGWAC, DGAF, Naval Command,DGMAP,DLF,Unitech,Vatika Grp,Vodafone,Airtel Infra,Reliance telecom,BSNL,Big infrastructure and telecom groups Introduced new product lines to increase market share in the segment. Improved sales of modular switches from average 11.5 Cr PM to 19 Cr PM with GP of 47% against earlier GP of 40-41% For Modular Switches bridged gap in demand and supply(Imports). Results in reduction in inventory from 140 days to 72 days Implemented Systems and Process to improve business parameters, and reduced operational issues thereby increasing profitability at all Dealer Points and Zeroing out on Credit over Runs for the company. Increased all distribution parameters in Section by effective planning and implementation at optimal cost. IFB INDUSTRIES LTD CALCUTTA ,INDIA (www.ifbappliances.com) GENERAL MANAGER ( MKTG ) HOME APPLIANCE DIVISION FEB 08 - To Feb 09 Accountabilities: Responsible for the activities dealing with analyzing of market, identifying and calculating potentiality of market Driving business growth through identification and penetration of new market segments for attainment of targets with a view to optimize revenue. Accountable for the operations linked with planning of capacity to bring the output according to corporate expectation. Evaluating performance of sales and marketing teams against the set targets, doing need based promotion planning and providing valuable feedback for improvement. Setting up of targets and supervising the operational process Notable Contributions Successfully coordinated with all branches for conducting BTL activities in planned manner. Created feedback mechanism for BTL and other marketing activities. Created institutional team to get extra sales in product category. (YTD growth 72%) HAVELLS INDIA LTD DELHI,INDIA AGM (Marketing) dealing in industrial and consumer electrical products Apr 05 - FEB 08 Key Result areas(KRAs) Initially looked after export division operation in south east Asia. Since Sept 06 worked in the capacity of Division Head (Wires) for second highest revenue generating product line of the company. Handling pricing, productions, Market Communication. Control profitability, branch coordination, major client business and all India sales (approx 4000 L PM). Coordinating and communication with 26 branches spread in All India. Notable Contributions Despite being new to Trade, not only improved productivity but opened new areas of opportunity for the company. In approx 10 months, sales volume increased from approx 2300 L PM to 4000 L PM. As Division head identified scopes for turnover increase with same resources, thus reduced overhead expanses %. Increased managements confidence in capabilities, management also gave major responsibility of coordination in raw material procurement. Created a strong niche by enhancing approvals with specifiers resulting in higher enquiries and penetration in bigger projects. Improved customer service by proper inventory control(specially for higher sizes and multi core) SU-KAM COMMUNICATIONS LTD ,DELHI ,INDIA (www.su-kam.com) Regional head (North) From Jan 01 to Mar 05 Joined the company as Manager-Institutional sales and within a span of 7 months elevated as Regional head-North and then as division head. Responsible for channel sales and effective media/display communication in seven states. Reported by one manager, Five Asstt. Managers, 18 executives and 21 service engineers. Improved reporting and control mechanism of field personnel. Improved confidence of channel partners by improving services to them. Notable Contributions During the tenure as Manager Institutional Sales for 4 months, cracked a major deal with LIC (north zone) worth Rs. 4.3 Crore. Took sales of one state from approx 7 L to 98 L in short span of 7 months in MP. Maintained proper synchronization between schemes and media campaigns to fetch better growth in sales. Launched very successful campaign JO DIKHTA HAI WO BIKTA HAI .Mega success of campaign later on was made as policy and I was made coordinator for it on All India Basis. Looking at capabilities given extra assignment of handling most important state U.P. and later M.P. and Delhi, which contributed approx 50% of companies sales. Achieved 108 % growth over last year in state of U.P. the highest productive state for company. Successfully handled multi Crore SOLAR POLE LIGHTING PROJECT of Govt of India with NGO DRISHTI and Maharishi Ayurved Ltd.by participating in tough tendering process. Developed sales of new and low selling products, which then contributed over 20% of total sales. An FMCG giant (Reckitt and Colman) (Oct 1991 to Dec 2000) Joined as Sales executive in 1991 (elevated as sr. sales executive in 1992 and Territory Sales Officer in Apr 1995 ) Key Result areas(KRAs) Marketing of consumer goods and distributor handling. Managed sales growth, above the average growth of company Successfully launched Mosquito repellent MORTEIN and DETTOL liquid soap. Effectively managed and implemented coverage plan for better productivity and customer satisfaction. As Territory Sales Officer (Area Manager) Responsible for U.P.-west and Uttranchal Led a team of 8 sales executives. Marketing and sale of speciality products of speciality segment. Launched new products and established them as strong brands in the area. Marketing and sales of specialised products. Conducted CMEs, various DGMs, customer awareness and educational conference for North Zone Chapter. Notable Contributions Achieved 127% of the target in 1992-93 first year of joining. Promoted as SR to SO in lesser time than company norms. Awarded for best managed teams for achieving 96% and 94% in conducting sales promotion activities and timely feedbacks Instrumental in leading the district to be among the top 3 highest growth districts in the country. Contributed to highest individual sales of product in 1992-93 and for new launch in 1993-94. Won 1st and 2nd prize for two consecutive years in All India Sales Contest in 1993-94, 1994-95. Independently improved the sale of upcount
	Yes No Are you sure wanted to delete this experience?


Previous :	Territory Manager, Reckitt & Colman
	FMCG/Foods/Beverage
	Worked from 1991 to 2000
	Brief summary : üAchieved 127% of the target in 1992-93 first year of joining. üPromoted as SR to SO in lesser time than company norms. üAwarded for best managed teams for achieving 96% and 94% in conducting sales promotion activities and timely feedbacks üInstrumental in leading the district to be among the top 3 highest growth districts in the country. ü Contributed to highest individual sales of product in 1992-93 and for new launch in 1993-94. ü Won 1st and 2nd prize for two consecutive years in All India Sales Contest in 1993-94, 1994-95.
	Yes No Are you sure wanted to delete this experience?


Previous :	HAVELLS LTD

	INDIA
	Worked from 1991 to 2000
	Brief summary : Dec 1991- Dec 2000 HAVELLS INDIA LTD [WIRE DIVISION and SWITCH GEAR] -Noida , India (www.havells.com) PROFIT CENTRE HEAD FEB 09 to present Responsibilities Accomplished: Spearheading National Sales operations for WIRE and SWITCHES DIVISION as a Profit Centre Head Handling annual turnover of approx 600 cr involving in production planning, Sales Forecasting, Volume Achievement and Coordination for MARCOM. Managing the companys day- to- day dealer and client interface. To prepare annual budgets and seek approval from the Managing Director. To interact with the Managing Director for reviewing the budgets periodically, if required To monitor actual achievement / spending versus planned budget Preparation of Business Plan for Marketing Department. Identifying and networking with financially strong and reliable dealers/channel partners, resulting in deeper market penetration. Evaluating performance and monitoring dealer sales and marketing activities. Initiating and developing relationships with key decision makers in target organizations for business development. Manage activities pertaining to negotiating/ finalization of deals (techno commercial) for smooth execution of sales and order processing. Responsible for credit control and timely remittances from the market To carry out manpower planning and participate in the recruitment and training process for a team member. Controlling and monitoring performance of branches. Notable Contributions Improved profitability in Wires with better market intelligence and improving discount structures accordingly. Controlled de-growth by adding key account again in companies fold. Worked on approvals in major Govt. Dept. and in big Corporates e.g. NTPC, Power grid, BHEL, DMRC,DIAL (terminal III),MES, DGWAC, DGAF, Naval Command,DGMAP,DLF,Unitech,Vatika Grp,Vodafone,Airtel Infra,Reliance telecom,BSNL,Big infrastructure and telecom groups where Havells lost ground in last one year. Introduced new product lines to increase market share in the segment. Within five months sales of modular switches increased from average 11.5 Cr PM to 17 Cr PM. In switches as more than 80% SKUs are imported, bridged gap in demand and supply. Resulting in reduction in inventory from 140 days to 72 days Implemented Systems and Process to improve business parameters, and reduced operational issues thereby increasing profitability at all Dealer Points and Zeroing out on Credit over Runs for the company. Increased all distribution parameters in Section by effective planning and implementation at optimal cost. Managed and Developed Trade marketing in the Section. IFB INDUSTRIES LTD CALCUTTA ,INDIA (www.ifbappliances.com) GENERAL MANAGER ( MKTG ) HOME APPLIANCE DIVISION FEB 08 - To Feb 09 Accountabilities: Responsible for the activities dealing with analyzing of market, identifying and calculating potentiality of market Driving business growth through identification and penetration of new market segments for attainment of targets with a view to optimize revenue. Accountable for the operations linked with planning of capacity to bring the output according to corporate expectation. Evaluating performance of sales and marketing teams against the set targets, doing need based promotion planning and providing valuable feedback for improvement. Identifying and networking with reliable dealers/channel partners resulting in deeper market penetration and reach. Setting up of targets and supervising the operational process Notable Contributions Successfully coordinated with all branches for conducting BTL activities in planned manner. Created feedback mechanism for BTL and other marketing activities. Created institutional team to get extra sales in product category. (YTD growth 72%) HAVELLS INDIA LTD DELHI,INDIA AGM (Marketing) dealing in industrial and consumer electrical products Apr 05 - FEB 08 Key Result areas(KRAs) Initially looked after export division operation in south east Asia. Since Sept 06 worked in the capacity of Division Head (Wires) for second highest revenue generating product line of the company. Handling pricing, productions, Market Communication. Control profitability, branch coordination, major client business and all India sales (approx 4000 L PM). Coordinating and communication with 26 branches spread in All India. Notable Contributions Despite being new to Trade, not only managed growth with existing teams but opened new areas of opportunity for the company. In approx 10 months, sales volume increased from approx 2300 L PM to 4000 L PM. As Division head identified scopes for turnover increase with same resources, thus reduced overhead expanses %. Increased managements confidence in capabilities, management also gave major responsibility of coordination in raw material procurement. Created a strong niche by enhancing approvals with specifiers resulting in higher enquiries and penetration in bigger projects. Improved customer service by proper inventory control(specially for higher sizes and multi core) SU-KAM COMMUNICATIONS LTD ,DELHI ,INDIA (www.su-kam.com) Regional head (North) Jan 01 -Mar 05 Joined the company as Manager-Institutional sales and within a span of 7 months elevated as Regional head-North and then as division head. Responsible for channel sales and effective media/display communication in seven states. Reported by one manager, Five Asstt. Managers, 18 executives and 21 service engineers. Improved reporting and control mechanism of field personnel. Improved confidence of channel partners by improving services to them. Notable Contributions During the tenure as Manager Institutional Sales for 4 months, cracked a major deal with LIC (north zone) worth Rs. 4.3 Crore. Took sales of one state from approx 7 L to 98 L in short span of 7 months in MP. Maintained proper synchronization between schemes and media campaigns to fetch better growth in sales. Launched very successful campaign JO DIKHTA HAI WO BIKTA HAI .Mega success of campaign later on was made as policy and I was made coordinator for it on All India Basis. Looking at capabilities given extra assignment of handling most important state U.P. and later M.P. and Delhi, which contributed approx 50% of companies sales. Achieved 108 % growth over last year in state of U.P. the highest productive state for company. Developed sales of new and low selling products, which then contributed over 20% of total sales. An FMCG giant (Reckitt and Colman) Joined as Sales executive in 1991 (elevated as sr. sales executive in 1992 and Territory Sales Officer in Apr 1995 ) Key Result areas(KRAs) Marketing of consumer goods and distributor handling. Managed sales growth, above the average growth of company Successfully launched Mosquito repellent MORTEIN and DETTOL liquid soap. Effectively managed and implemented coverage plan for better productivity and customer satisfaction. As Territory Sales Officer (Area Manager) Responsible for U.P.-west and Uttranchal Led a team of 8 sales executives. Marketing and sale of speciality products of speciality segment. Launched new products and established them as strong brands in the area. Marketing and sales of specialised products. Conducted CMEs, various DGMs, customer awareness and educational conference for North Zone Chapter. Notable Contributions Achieved 127% of the target in 1992-93 first year of joining. Promoted as SR to SO in lesser time than company norms. Awarded for best managed teams for achieving 96% and 94% in conducting sales promotion activities and timely feedbacks Instrumental in leading the district to be among the top 3 highest growth districts in the country. Contributed to highest individual sales of product in 1992-93 and for new launch in 1993-94. Won 1st and 2nd prize for two consecutive years in All India Sales Contest in 1993-94, 1994-95. Independently
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Ajay Dhawan's Education

IIM Kolkata
MBA/PGDM
India
From 2008 to 2009
Brief summary : Did course on Business Analytics
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Institute Of Management Technology (IMT), Ghaziabad
MBA/PGDM
India
From 1991 to 1993
Brief summary : PGDBM specialisation in Marketing
Yes No Are you sure wanted to delete this education?

Agra University
M.Sc
India
From 1986 to 1988
Brief summary : Specialisation in Electronics
Yes No Are you sure wanted to delete this education?

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SBU/Profit Center Head, Havells India Ltd

Working from 2005

India Limited General Manager, Organisation Havells Limited

Worked from 2009 to 2011

Organisation Designation Working Period Havells India Limited General Manager Feb 09 to till date and

India Limited General Manager, Organisation Havells Limited

Worked from 2009 to 2011

Organisation Designation Working Period Havells India Limited General Manager Feb 09 to till date and

Head/VP/GM-Marketing, IFB Industries Ltd

Worked from 2008 to 2009

F Successfully coordinated with all branches for conducting BTL activities in planned manner. F Created feedback mechanism for BTL and other marketing activities. F Created institutional team to get extra sales in product category. (YTD growth 72%)

Industries Ltd General Manager, IFB Industries Ltd

Worked from 2005 to 2008

Apr 05-Feb 08 IFB Industries Ltd General Manager(Mrktg) Feb 08-Feb 09 Su-Kam Communications Ltd Regional Head(North)

Industries Ltd General Manager, IFB Industries Ltd

Worked from 2005 to 2008

Apr 05-Feb 08 IFB Industries Ltd General Manager(Mrktg) Feb 08-Feb 09 Su-Kam Communications Ltd Regional Head(North)

Ltd Territory Manager, ColmanI Ltd

Worked from 2001 to 2005

Jan 2001-March 2005 Reckitt and Colman(I) Ltd Territory Manager

Branch Manager/Regional Manager, Su-Kam Communications Ltd

Worked from 2001 to 2005

Ltd Territory Manager, ColmanI Ltd

Worked from 2001 to 2005

Jan 2001-March 2005 Reckitt and Colman(I) Ltd Territory Manager

HAVELLS LTD

Worked from 1991 to 2000

Territory Manager, Reckitt & Colman

Worked from 1991 to 2000

HAVELLS LTD

Worked from 1991 to 2000

IIM Kolkata

Did course on Business Analytics

Institute Of Management Technology (IMT), Ghaziabad

PGDBM specialisation in Marketing

Agra University

Specialisation in Electronics

F Successfully coordinated with all branches for conducting BTL activities in planned manner.

F Created feedback mechanism for BTL and other marketing activities.

F Created institutional team to get extra sales in product category. (YTD growth 72%)