CHIRANJIB BANERJEE
Mobile: +91-9740085089
EXPERIENCE SUMMARY· 16+ years of experience in Sales & Marketing and presently employed with Hewlett Packard India (HP) Since Aug, 2000 and currently working as Zonal Sales Manager South for PSG. Responsible for an annual sales of 150 million US$. There are large verticals which report into this role across product category. Zonal responsibility for all these categories with P&L. The profile includes intense engagement with ISVs on application outsourcing, large project implementation in government and banking, development of solutions on e-Retail, portal, Education ERP, Learning Management Solution, Digital Library, E- university, working with NPTEL, IITs, MHRD, UGC, AICTE and other leading bodies on Green Computing and policy making. The key achievements in this role are –
- P & L Management for 150 million US$ revenue with 10% GM, Control on opex , budgeting, execution of large projects in the Zone. Some of the large projects which have got implemented during my tenure are – SSA Karnataka, DSERT Karnataka, A P Schools project, Jharkhand Schools, SSA Andhra Pradesh through APTS, Bhoomi Project in Karnataka, HARTRON project in Haryana ( getting implemented ), ICFAI Business School across the country, several Mission Mode projects in Andhra through IEG and Center for Good Governance, DPEP Andhra Pradesh in 8000 villages, e-procurement portal at Karnataka
- CXO level relationship at CIOs, Chief Secretary, Additional Secretary, IT & C Dept, State IT Secretary, Relationships at ELCOT, APTS, IEG, KELTRON, Local NICSI and other State Govt bodies. Managed relationships with NPTEL, CBSE, ICSE through engaging with Partners like Microsoft, Pacsoft, SAN Media, Everonn, ECIL, BEL etc.
- Set up & work on the concept of E- university to spread digital learning. E – university makes an attempt to build a connected learning community through a portal based solution for smart governance. It’s a single point solution which attempts to connect to the student by extending an interface from the point of applying for admission to his last day in the college. The entire life cycle of the student is managed in a learning environment comprising connectivity, comprehensive content through LMS, tests & evaluations, digital library training on skill set development on areas of document management, virtualization, enterprise search, green computing, energy management, high speed networking and other extremely industry relevant curriculums through HP Education Solutions. The framework is set up on an operating Lease model on a per student per month basis and starts with a basic connectivity with a laptop.
· Sales Manager (Dec, 98 – Aug 2000), Godrej-GE Appliances Ltd. Mumbai - responsible for sales of Home Appliances product group for whole of Maharashtra & Goa State (2nd largest branch network of the country with respect to volume sales) through a large set of retail and distribution network. Managed a Sales team. Also managed Large institutional sales to Navy Canteen Stores, accounts like DGS&D etc.
· Enterprise Large Account Manager (June, 97 – Nov. 1998), RAMCO Systems - responsible for selling enterprise solutions on ERP and network management for large accounts in Mumbai metro & Gujarat market. Job included CIO level pitch on enterprise applications in GOVT & PSU Accounts like ONGC, IOCL, RBI, and other accounts like Reliance, L&T, Adani Group, Kandla Port Trust, BSE.
· Asst. Manager (1991 – 1995), TATA STEEL, Jamshedpur - responsible for Managing large customer relationships for sales of ferroalloys. Strategic engagement with large canalizing agents in the trade
PROFESSIONAL ACHIEVEMENTS IN HP· Awarded best X86 server sales champion in India by APJ in 2001
· Awarded as the best channel manager in the country from India for Volume products( X86, PCs, Laptops, printers ) in year 2003 – 2004
· Rated as the Best Channel Manager for printers for H2 2003 in the country
· Awarded as the Best Contributor in Sales for July, 2003 from India
· Awarded as one of the Top Channel Sales Person for X86, Personal computing & imaging products in Asia Pacific for performance in year 2003 by HP Asia Pacific
· Rated as the Best Sales Professional in India by HP India 2001 and 2004 – President’s club award for worldwide achievers and also the Asia Pacific leadership ship award for outstanding performance in 2003 and also in 2001.
· Top Talent 2009 for Hewlett Packard India ( identified in a group of 30 people from a set of 30000 HP employees in India from all functions and groups ).
EMPLOYMENT DETAILHEWLETT PACKARD INDIA (HP) Aug. 2000 - till Date
Assignment latest
Role : Zonal Sales Manager – South
Tenure : June 2009 – Continuing
Job Description :
1. Manage a team of about 70 plus sales team with an annual revenue of 150 million US$. Responsible for total operations in the zone with a team of people for operations also reporting into the role. The zone does more than 50% of enterprise business and is the 2nd largest in terms of Govt & Defence & Emerging enterprises for HP.
2. Large project execution in Govt of Haryana, ELCOT, UP Govt, Meghalaya, AP Govt, SSA in Karnataka, Keltron, APTS, IEG etc. Deal size varying from 1.5 mill US$ to about 11 mill US$
3. Work with large SIs like EDS, IBM, Infosys, Wipro, CMS on large outsourced bids for education, e governance, turnkey manufacturing projects etc.
4. Work with other groups of HP in implementing large projects on remote infrastructure management, helpdesks, solutions on e-detailing for pharma industry etc.
Organization Hierarchy - President - Director- Zonal Manager- Regional Team Leads – Enterprise Account Manager
Assignment 2
Role : Country Manager – Emerging Businesses based out of HO at Gurgaon
Tenure : Nov2008 – May 2009
Job Description
1. Manage a set of new technology businesses with an annual revenue target of 100 million US$ around enterprise computing – key focus was on large govt projects, e-learning, portals, infrastructure solutions around virtual desktop infrastructure and consolidated client infrastructure, services on demand. Some of the large projects executed were AP Schools, Andhra Bank, CBEC, E-courts
2. Building up a robust enterprise execution engine to drive these businesses through regional teams and partner network comprising VARS/SIs for RCS, RPOS and Service businesses
3. Connecting APJ to fulfill India goals and strategy
4. Develop and collaborate with co - vendors to improve penetration of new datacenter & virtualization technologies. Build up the ecosystem on faster adoption of technologies like shared computing, clouds, virtualization, pay per use, SAS & HAS.
5. Marketing and Programs on new areas of Technology
Organizational Hierarchy – President, PSG – Country Manager EBU – Country Category Managers – MDMs at respective regions
Assignment 2
Role : Regional Manager – South 2
Tenure : Nov-2005 – Oct 2008
Job Description
1. Responsible for an annual sales of 70 million US$ ( approx Rs. 300 Cr. INR ) with P& L & opex in Andhra Pradesh for all customer segments ( 10% of country contribution in revenue out of 8 regions ). Managing a sales & operations team of 50 people in the region. CAGR growth in revenue & GM of more than 40% between 2005 – 2008.
2. Managing large enterprise and commercial end customer sales of HP’s entire volume product portfolio of. Work on portfolio management in large outsourcing bids for infrastructure management. Work on strategic initiatives in IT deployment across large vertical domains. Work on SOA and SOW on large enterprise customers, IT infrastructure, change management.
3. Managing a regional team of Supply Chain consultants, Account Managers, Direct Sales Managers, Channel Managers, ASMs, Channel telesales, sales coordinators, to enhance Total Partner Experience & Total Customer Experience.
4. Business Planning, regional forecasting, product launches, reviews, performance plan for the team.
5. Responsible for product mix in HP’s portfolio, partner profitability & working capital management, ROI initiatives, channel branding, regional costing, gross margin initiatives, recruitment
6. Competition analysis, initiative on wallet share of multi branded partners
7. New business development, segment game plan and strategy.
Organizational Hierarchy VP Sales & Products – Zonal Manager Sales – Regional Commercial Business Manager – Team Lead/Channel Manager – Account Manager/Area Sales Manager - Sales Coordinators/CTS
Assignment 2
Role : Regional Sales Manager Channel – Southern India, Metro Markets
Tenure : Feb-2005 – Oct-2005
Job Description
· Responsible for an annual sales of 150 million US$ ( approx Rs. 750 Cr. INR ) in the Karnataka, Andra Pradesh & Tamil Nadu states covering all customer segments. Extremely transactional business with large volumes
· Handling Systems Integrators, VARS & 4 large nationwide distributors, regional distributors, sub distributors and around 700 resellers spread across entire southern India
· Managing HP’s entire volume product portfolio of X86 servers,PCs, handhelds, laptops, workstations, volume storage, commercial printers, service bundles, Procurve networking switches.
· Managing a regional team of Channel Managers, ASMs, Channel telesales, sales coordinators, supply chain to enhance Total Partner Experience and Total Customer Experience.
· Managing regional forecasting, product launches, reviews, performance plan for the team.
· Responsible for product mix in HP’s portfolio, partner profitability & working capital management, ROI initiatives, channel branding
· Competition analysis, initiative on wallet share of multi branded partners
· New business development through channels.
Organizational Hierarchy VP Sales – Country Head Channels - Regional Manager – Channel Manager - Area Sales Manager - Sales Coordinators
Assignment 3
Role : Channel Sales Manager – Karnataka
Tenure : Aug-2000 – Jan-2005
Job Description
· Responsible for an annual sales of 40 million US$ ( approx Rs. 200 Cr. INR ) in the Karnataka state
· Handling 4 large nationwide distributors and around 250 resellers spread across entire Karnataka state
· Monitoring of branch budgets for advertising, canvassing, other media promotions.
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· Responsible for dealer appointments.
· Responsible for new product launches in the PCs ,X86 servers , laptops, storage, workstations, printers and other access products through the distribution network.
· Responsible for analyzing sales data, preparation of information base for different brands.
· Devising dealer and SMB customer schemes for the branch
· Planning, forecasting of Sales for the branch
· Interface with publishing houses for launching of regional advertisements for products
· Responsible for inventory control & stock point operations for the branch through distributors
· Managing a team of ASM’s and Sales Coordinators for the region
Organizational Hierarchy President - VP Sales – Country Head Channels - Channel Manager – Area Sales Manager - Sales Coordinators
ADDITIONAL EMPLOYMENTGodrej GE Appliances Ltd., Mumbai Dec 1998 – Aug. 2000
Role Sales Manager
Reporting to DGM Sales
Job Description
· Responsible for annual sales & collection for refrigerators, washing machines & Cooking Systems worth Rs.15 Cr. through a dealer network comprising more than 100 direct retailers and 30 distributors in Maharashtra & Goa State.
· Monitoring of branch budgets for advertising, canvassing, other media promotions.
· Responsible for dealer appointments.
· Responsible for new product launches in the Washing machines in Maharashtra & Goa
· Responsible for analyzing sales data, preparation of information base for different brands.
· Devising dealer and customer schemes for the branch
· Planning, forecasting of Sales & for the branch
· Devised and implemented the launch of Godrej SMARTCHEF range of Cook tops in Maharashtra through a chain of distributors and direct dealers.
· Responsible for the relaunch of Godrej SMARTWASH RANGE of Washing Machines in Maharashtra through distributors & direct dealers
· Interface with publishing houses for launching of regional advertisements for washing machines & cooking appliances
· Responsible for inventory control & stock point operations for the branch with respect to washing machines & cooking systems.
Organizational Hierarchy Sr. GM Sales - GM Sales – DGM Sales - Sales Manager - Sales Executives – Sales Coordinators
Key Achievement: Handled the second largest branch network of the country with respect to volume sales
RAMCO Systems, Mumbai June 1997 – Nov. 1998
Role Enterprise Account Manager
Reporting to Regional Manager Sales, West
Job Description
1.To achieve an yearly sales & collection target of 2 crores (10% of the revenue target of Western Region) from large account management in Mumbai metro market and Gujarat. Responsible for direct end customer sales, large enterprise account management, consulting on networking and integration services. Responsible fo SOW in large customers like L&T, NSE, Accenture, IOCL, Citibank, ONGC, P&G, Reliance etc.
2.To develop awareness about BAY & AMP range of networking products by organizing customer meets, launching promotion schemes, partner training, organizing customer satisfaction survey
3. Interface with the advertising agencies with regards to BRAND COMMUNICATION in conjunction with the MNC Principals
4. Coordinating development of new product features and successful new product launches in these markets.
5. Competition analysis - Cisco, 3COM, Avaya, D Link, Cabletron, etc.
6. Sales Forecasting
TATA Steel, Jamshedpur June 1991 – Sep. 1995
Role Assistant Manager
Job Description
· The job mainly entails managing large customer relationships for sales of ferroalloys. Strategic engagement with large canalizing agents in the trade
FORMAL EDUCATIONDEGREE / INSTITUTE / SPECIALISATION / CLASS OBTAINED
MBA (1995 -97)
FULL TIME / Symbiosis Institute of Business Management (SIBM), Pune / Marketing / First Class with Distinction (70.3 %)
B.E ( 1987-91 ) / Bengal Engineering & Science University, Shibpur ( BESU ), Howrah, West Bengal / Mining / First class (73.5%)
· ACADEMIC ACHIEVEMENT Recipient of Merit Scholarship from Govt. of India
OTHER MANAGEMENT PROGRAMSAttended a two month Management Development Program at XLRI, Jamshedpur on
o Strategic Marketing
o Negotiation skills
o Transactional Analysis
COMPUTER SKILLS· General Tools: MS Office (Word, Excel, Power Point and MS Project)
· ERP Package: Familiar with ERP products managing the value chain
REFERENCES· Available on request
Place: Bangalore
Date: 20-09-2009