Ashok Kumar Sharma
Seasoned Sales and Business Development Professional with 23+ years of experience in Construction Equipment, Tractors/ tractor application and Automotive Lubricants
Pune
Summary
23 Years + experience in New Business Development, Channel Management, Sales & Marketing
Specialties: New Market Development, People development, Channel Sales, New Product/ Brand establishment
Overview
24
24
years of professional experience
Work History
Zonal Head – West
Indo Farm Equipment Limited
02.2025 - Current
- Responsible for sales, service & spares business for CED for West Zone.
- Training, coaching and motivating Sales, Service and Spares team of Company and Channel Partners (7 ASMs & 7 service FSEs)
- Prospecting and appointment of dealers in the zone
- New Product launch and penetration.
- Relationship with financiers
Assistant General Manager
Bull Machines Private Limited
03.2018 - 09.2024
- Accountable for sales, service, spares, retail portfolio of Bull BHL, FEL, SSL and EV through dealer management in the assigned territory of MH-Goa Region.
- Training, coaching and motivating Sales, Service and Spares team of Company and Channel Partners. (6 TMs & 3 SEs, 11 dealers)
- Prospecting and appointment of dealers in new geographies of the states.
- New Product launch and penetration.
- Relationship with financiers through maintaining good portfolio
Area Sales Manager
Petronas Lubricants India Private Limited
04.2016 - 01.2018
- Accountable for primary sales of Petronas branded lubricants through distributor management in the assigned territory of South Rajasthan.
- Prospecting and appointment of distributors in new geographies of Rajasthan (JEET Markets)
- Alignment of distributor's territory to maximize volume.
- Doing capability gap assessment of distributors and help them to prepare their Business Plan.
- Secure investment from distributors in terms of assets and assist them to achieve a profitable ROI.
- Training, coaching and motivating Territory Managers, FMRs, Distributor & Distributor's Sales Representatives.
- Planing and monitoring beat plan to improve coverage, penetration and throughput.
- Monitoring segment wise (LCV, HCV, Car, 2 Wheeler, Tractors, 3 Wheeler )sales performance and accordingly taking corrective measures to meet the objective.
- Organize and conduct various sales promotion activities such as road shows , consumer campaigns , van / bus campaigns, tractor mela ,dealer's, transporter's , workshop owners and mechanic meets as a part of product penetration and brand building effort.
Area Business Manager
Escorts Limited
12.2013 - 04.2016
- Target Setting - Monthly, Quarterly & Annual targets i.e. Wholesale, Delivery, Retail Sales, Collection & SOM.
- Forecasting & planning through proper market knowledge i.e. Crops, Soils, Weather Conditions, and Dealers Capability, Knowledge of Competition, Last years’ trend reading, etc.
- Ensure the Annual Targets through close monitoring / involvement on Daily basis.
- To create new avenues for Business Growth.
- Branding & Networking - Area coverage through Dealer recruitment / replacement.
- Planning & execution of BTL activities like Competitive Demos, Product Launches & Sales Promotion.
- Dealer Infrastructure enhancement. Ensure adherence to Sales processes, policies & Marketing tools at all Networks (Dealerships etc.)
- Fund Management & Commercials. Ensure rotation of Dealers Fund through Monitoring. Monitoring the reduction of Trade Cycle.
- Build relationship with local Banks for Retail Finance.
- Training - Ensuring skill development of Dealer manpower and provide required learnings by identifying their areas of improvement through timely Reviews. Promoting positive vibrancy between the Dealers manpower and motivate them.
- Business Intelligence (Marketing & Product). Product placement as per customer requirement (Model Mix.)
- Competition knowledge and Counter action. Product Awareness (Tractors & Applications). Customer Understanding.
Sr. Area Executive (Marketing & Technical)
Total Oil India Pvt. Ltd.
05.2008 - 06.2013
- Prepare & execute sales strategy in the assigned sales area.
- Establish & develop primary network (distributors) to ensure optimum representation & service level to secondary network (retailers/ workshops/ fleet owners/ OEMs)
- Managing Primary network issues like investment, infrastructure, operational efficiency, profitability, company support.
- Map & analyze secondary network to improve spread & penetration of our brand.
- BTL activities for demand generation, brand awareness & to boost confidence in secondary network.
- Sustained efforts to ensure growth in focus products/ packs through consumer activities, mechanic/ dealer meets.
- Ensure collection of receivables in accordance with credit policy. In case of defaults, outstanding are collected as quickly as possible through appropriate timely actions.
- Indent as per the norms set by the company to ensure optimum level of inventory with nil stock out situations.
- Report up-to-date information on competition and environment to superior at least on monthly basis.
Territory Manager
Bull Machines Pvt. Ltd.
12.2004 - 05.2008
- Identification of the Potential Segments in the territory.
- To provide material handling solutions to customers of different industries like stone crushers, Sugar, paper, Cotton, construction, brick kilns, military cantonment board etc.
- Planning & Execution to exploit the available resources to target the potential segments by offering them suitable attachment for their application.
- To maintain cordial relations with ZM/RM/AM/Executives/Local Dealers/Salesmen of the Tractor Companies in order to get prospects as well as to provide a better combination of Sales/Service/Spares.
- To establish network for sales, service & spares through BULL S-3 Dealers.
Dealer Development Executive/ Sales Promotion Executive/ Sales Promotion Trainee
MIS Outsourcing Pvt. Ltd. Faridabad
09.2001 - 12.2004
- Census, Analysis, Sales Promotion Activities, Dealer Appointment & Installation
- Division: Tractors
- Specialization: Census, Analysis, Sales Promotion Activities, Dealer Appointment & Installation
Education
Diploma - Mechanical Engineering
SVP Indore
01.2001
SSC - undefined
Bharat Commerce HS School
01.1998
SSC - undefined
Bharat Commerce HS School
01.1996
PGDM - Marketing Management
MIT School of Distance Education
Pune, India 04.2001 -
Skills
Establishment & Development of New Markets/ businesses
Channel Management
Retail Finance
Managing Team
New Product establishment/ Brand building
People Development & Management
Wholesale & retail management
Sales & Marketing
Credit assessment and management (Wholesale & Retail)
Accomplishments
- IFEL: Appointment of sales and service team at key locations to drive business, new dealer appointment at key market (Pune)
- Bull: Bringing Maharashtra amongst top 3 contributing states in domestic sales in first year itself, reached 2nd position after volume leader with clean portfolio and very good relationship with financiers, highest new product selling state in the country in launch year in 49hp category, built strong dealer network in Maharashtra for sales, service, and spares, appointed 10+ dealers, registered highest no. of bookings for new launch product (Bull Smart Kid)
- Petronas: New dealer appointment 3 nos. (Barmer, Jodhpur, Bhilwara) in vacant territories to capture new markets and sustainable growth
- Escorts Ltd.: Appointed two new dealers (Dungarpur & Sumerpur), gained market share of 2% with correction in PFS and company outstanding, Claimed no. 1 position in FY16 in Banswara district defeating leader brand from last 35 years.
- Total: Appointed new distributors at Jodhpur & Jalore & reached a sustainable volume of 500kL + from a volume of 220kL in 3 years, through coverage, activities and distribution through FDFT.
- Bull: Appointed three 3S dealers at Gwalior, Ahmedabad & Chikhli & reached a business of 50Lac + within three years, seeded and penetrated Bull's flagship Booster Bucket FELs in Gwalior Crusher belt, corprorate clients in Gujarat through active dealers of John Deere & M&M.
Disclaimer
All the above information is best of my knowledge. (Ashok Kumar Sharma)
Timeline
Zonal Head – West
Indo Farm Equipment Limited
02.2025 - Current
Assistant General Manager
Bull Machines Private Limited
03.2018 - 09.2024
Area Sales Manager
Petronas Lubricants India Private Limited
04.2016 - 01.2018
Area Business Manager
Escorts Limited
12.2013 - 04.2016
Sr. Area Executive (Marketing & Technical)
Total Oil India Pvt. Ltd.
05.2008 - 06.2013
Territory Manager
Bull Machines Pvt. Ltd.
12.2004 - 05.2008
Dealer Development Executive/ Sales Promotion Executive/ Sales Promotion Trainee
MIS Outsourcing Pvt. Ltd. Faridabad
09.2001 - 12.2004
PGDM - Marketing Management
MIT School of Distance Education
04.2001 -
SSC - undefined
Bharat Commerce HS School
SSC - undefined
Bharat Commerce HS School
Diploma - Mechanical Engineering
SVP Indore
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