MANOJ SARDANA

Deputy Manager (Industrial Sales) – SBU: Greases and Lubricants Balmer Lawrie & Co. Ltd. (A
Government of India Enterprise)
10.5 years of experience: Sales & Business Growth Leader ◼ Channel Developer◼ Business
Relationship Builder◼ Account Acquisition Strategist ◼ Cost Savings Planner

Seeking suitable position in the areas of Sales / Key Account Management, preferably within
Manufacturing (Lubricants, OEM’s, Steel and more)
Top-notch Sales & Marketing (B2B) + Business Development Professional with skills to lead sales and
marketing teams to grow business volume and expand market reach. Skilled at appointing new #C O N T A C T D E T A I L S
distributors appointment and managing channel pipeline.
+91-82880 49150
Experienced in servicing the Lubricants requirements of direct customers / channel partners across:  [email protected]
◼ Chhattisgarh ◼ Haryana◼ Punjab◼ HP ◼ Chandigarh
 Raipur , Chhattisgarh, India
#P R O F I L E S U M M A R Y
# CORE COMPETENCIES
Sales & Marketing+ Business Development:
▪ Sales & Marketing
• Experienced in achieving industrial sales targets and defining marketing strategies to accomplish
▪ Business Development
business growth goals across various locations
▪ B2B Sales Planning
• Skilled at providing technical guidance to clients and negotiating (commercially) to acquire
▪ Customer Relationship Management
profitable deals and orders
• Record of acquiring business accounts from clients across various domains ▪ Distributor / Channel Management
• Excel at driving high-valued government tenders through business analysis, rate finalization, sales ▪ Key Account Management
planning and final tender approvals from the head office ▪ Revenue Generation
• Capability to evaluate competitor's prices and marketing trends in coordination with company’s ▪ Implementing Business Procedures
pricing department ▪ Team Management
▪ Budgeting and Forecasting
Distribution and Channel Management: ▪ Competitor Analysis
• Skilled at extending distribution network while appointing new channels in untapped market ▪ New Market Acquisition
• Builds relations with channel partners while identifying business expansion prospects
▪ Negotiation Skills
• Record of increasing the CAGR in channel sales within the consigned territory
▪ Supply Chain Management
• Explains wide range of schemes for company’s incentives and key solutions to Distributors
#A C A D E M I C S
Customer Relationship Building and Key Account Management:
• Acquire new accounts and identify revenue generation streams by sustaining business 2020 | Management Development
relationships with clients, making regular visits, understanding client’s business needs Program, IIM, Lucknow
• In-depth involvement in commercial discussions, payments, sale proposal preparation, quotations
and pricings while undertaking account dealing 2010-12 | MBA / PGDM
• Expertise in expanding customer base by continuously proposing solutions that meet their (Marketing and Operations), LBSIM,
objectives in order to acquire maximum key accounts New Delhi

Team Management: 2005-2009 |B.Tech. (Hons.) (Mechanical

• Accountability to guide and train DSRs (Distribution Sales Representatives) to meet business goals Engineering), MM Engineering College,
• Provides support to Research & Development team to develop the products as per customer Kurukshetra University, Kurukshetra
needs in compliance with pre-defined parameters
2005 | XII, Vishwas Sr. Sec. School, Hisar,
#C E R T I F I C A T I O N CBSE Board
Completed the CII Certified Leadership Development Program for “First Time Managers” held
between March 2022 to June 2022 in Gold category. #PERSONAL DETAILS
Certified Level I - Machine Lubricant Analyst conducted by International Council for Machinery Linguistic Abilities: English and Hindi
Lubrication (ICML) Date of Birth: 14th November 1987
#IT Skills: MS Office, SAP Materials Management, SAP Sales and Distribution Modules and
Internet Applications

#R E C E N T H I G H L I G H T S
• Profitability managed the annual business volume of Industrial Lubricants Rs. 20 Cr. (Approx).
• Achieved significant growth of 25% till YTD January 2023 compared to YTD January 2022 in the assigned territory.
• Enhanced the CAGR of 15.80% in Channel Sales in the Northern Region from 2014-15 to 2020-21 aligned with the SBU: Greases and
Lubricants.
• Built the business of Horticulture Mineral Oil (HMO) from scratch in the Himachal Pradesh region while achieving the business volume of

Manoj Sardana’s Resume – Confidential

 0.70 Cr. (73 KL) in 2019-20.
• Provided training to the end-users of SBU: Greases and Lubricants during the implementation of Sales and Distribution (SD) module.
• Led annual procurement of Rs. 400 Cr. while working with the Strategic Sourcing Team in SBU: Industrial Packaging (Jun’12 - Dec’14).
• Implemented & executed several Steel Procurement plans which led to an annual savings of Rs. 0.58 Lakhs in inventory cost.

#C A R E E R O U T L I N E
Deputy Manager (Industrial Sales) – SBU: Greases and Lubricants, Raipur
Balmer Lawrie & Co. Ltd.| Since June 2012

Growth Path :
Jun’12-May’13 Executive Trainee- Supply Cain Management | Mumbai
Jun’13- Dec ’14 Assistant Manager - Supply Chain Management | Mumbai
Jan’15 - June ’18 Assistant Manager -Industrial Sales | Chandigarh
July ’18 - Dec ’21 Deputy Manager - Industrial Sales | Chandigarh
Jan ’22 - Present Deputy Manager - Industrial Sales | Raipur

Responsibilities (Industrial Sales): Raipur

• Taking care of the lubricant’s requirements of customers directly and also through Industrial Distributors in Chhattisgarh.
• Drive entire operations of lubricants sales among various sectors such as Integrated Steel Units, Mining and more.
• Handling 3 Channel Partners / Distributors to grow industrial sales and gain new key accounts in the region.
• Improve the performance level of distributors and develop business channels while achieving sales growth objectives.
• Monitor competitor's price and updating our products’ price updating in consideration with our Head office.
Responsibilities (Industrial Sales): Chandigarh
• Was responsible for handling Industrial lubricants sale through Industrial Distributor as well as directly in Haryana, Punjab, Himachal
Pradesh and Chandigarh.
• Derived entire operations of lubricants sales among various sectors such as OEM’s, Secondary Steel Units, STU’s and more.
• Provided direction to 5 Channel Partners / Distributors so that they could achieve their assigned target.
• Conducted monthly demand forecasting and strategic sales planning for 100+ SKU’s
• Defined marketing strategies to promote the Balmerol brand by organizing meets of channel partners, industrial customer and seminars

Responsibilities (Supply Chain Management): Mumbai

• Led procurement of raw materials i,e Cold Rolled Steel Coils, Paint, Lacquer, Thinner etc. for plants based in India (SBU: Industrial
Packaging)
• Managed the entire procurement cycle and its operations such as Requirement Estimation, Tender initiation, uploading Tender on E-Proc
site, RFQ document preparation, analysed the offers received, price negotiation and PO processing
• Spearheaded the tasks of strategic price analysis, raw materials costing, supplier evaluation and developing management report
• Actively mapped actual consumption against planned consumption while adjusted the purchase plan as per inventory norms
• Served as SPOC (Single Point of Contact) among suppliers, sales and production team to streamline demand & supply operations

# SUMMER INTERNSHIP
Title: Identify the Customer Preferences and their Buying Behaviour in Small Car Segment;
Premium Hatchback Segment Analysis for A-Star
Company: Maruti Suzuki India Limited, New Delhi
Period: Apr’11-Jun’11
Responsibilities:
• Visited 23 dealers and spent a decent time at the dealers’ showrooms researching about the customer buying behaviour
• Designed comprehensive questionnaire and interviewed 245 customers in Delhi-NCR
• Successfully performed ‘Lost Case Analysis’ for MSIL with 45 customers who didn’t turn out after the initial visit
• Conducted a comparative analysis of ‘Top of Mind’ and Brand Salience of Maruti Suzuki cars with competitors
• Studied ‘Competitor’s Pitch’ for MSIL and other brand cars through mystery shopping
# EXTRACURRICULAR ACHIEVEMENTS
• Participated in Annual Outreach Program- 2010, 2011 while visiting various organizations in Delhi-NCR while representing LBSIM among
corporates
• Acted as:
o Member of Cultural Committee, Foundation day program and Balmer Lawrie in 2013 and 2014
o Joint Coordinator of ‘Systems and Operations club’ at LBSIM
• Successfully organized ‘National level Finance and HR conferences’ as part of ‘Logistics Committee’ and ‘Discipline Committee’ In ‘National
level Marketing Conference’ at LBSIM
• Efficiently done the designing of quiz competitions for ‘Quizzing Kommunity’ at LBSIM

-References and other documents available upon request-

Manoj Sardana’s Resume – Confidential