Madhu Kumar Rao M.

Summary

A result-oriented professional with 14+ Years of commendable success in channel Sales & Marketing, International Business Management, Strategic Planning and Distributorship Management. Currently Working as Business Head for North and East African Countries. Previously taking care of Central and East African Country as a Head of Operations, managing the entire Automotive Business (i.e. Agri farm Machineries, Commercial & Passenger Vehicle, Construction & Earth Moving Equipment’s). Worked with Esteemed Organizations such as L&T Finance, TATA CAPITAL, EXPORT TRADING GROUP, DELTA AUTOMOBILES in the Past. Proficient in managing international business partners under Distributor to get desired output & achieve the short-term & long-term goals of the company. Generated business for the Distributor through appointing Dealers network under Distributor and many second channel partners in the African countries.

Experience

Business Head
MAS MOTORS
Sudan
November-2019 - Present

Successfully Derived distributor’s performance in the Business through Distributors excellence program. Developed a Deep understanding of Sudan and South Sudan territory and work with Distributor / OEM’s to develop effective commercial programs and campaign to drive an increase in Sales, Service, Spares revenue and POPs-P. effectively utilized presentation, communication, and organizational skills.

Sales management executive engaged in a diversify of international trade, international business development, and marketing opportunities in a widely expanding Sudan and South Sudan market. Assembled full responsibility for strategic planning sales and marketing, account management, and new business development.

Key Result Areas: -

Business Development: - Exploring New Business Opportunities for the company in North Africa, developing sales & marketing strategies to build customer preferences & drive volumes in North Africa and Product Establishment in new markets in Africa. Responsible for Market Share and Volumes in assigned territory.

Service Operations: - Performance tracking of all the new tractors, Commercial, Construction and Mining Equipment’s and planning the spare parts inventory as well as analysing failures and make appropriate field modifications. Providing vital product performance feedback to OEM’s / MANFACTURERS / SUPPLIERS for continues improvement in the Product.

Team Management: - Providing Direction, motivation & training to the team for ensuring optimum performance and to provide highest level of customer service.

Financial Management: - Tie-up with Banks for Smooth funding to Customers and helping HO in getting funds against the LIBOR rate agencies in MIDDLE EAST.

Demand Drivers Management: - Working and tracking all the demand drivers and relationship building with all the enablers like local, Ministries, NGO’s and EXIM Bank etc……

Key Account Management: - Relationship Building with the Corporate clients (or) bulk buyers with the strategy of “Gain & Retain” with 100% customer satisfaction strategies (Exclusive manpower for KAM at Distributorship / Dealers, Spare parts inventory as per the usage and as per our Equipment’s Performance history).

Channel Management: - Ensuring Profitability of business partner, manpower training and retention with proper utilization. Handling financial aspects for sufficient working capital as per the industry potential. Implementation of all the company’s system and process.

Achievements: -

Established Distributorship business from Scratch level in Sudan, South Sudan from 0 units to 40 units in Agri, Construction and Mining Equipment’s within 6 Months.

Successfully established the brand and products in new countries like Sudan and South Sudan, business revived from scratch level in both countries.

Relationship building with all Ministries for Tender / Bidding Business and Local enablers.

Transformed all the sales persons at Distributorship from cost-based model selling technique to revenue-based model selling concept.

Concept of tablet to all the executives at dealership implemented for improving selling skills as well as helping farmers / organizations via new Agri updates as well as mining companies. Transformed the sales executive to sales consultants at all the Dealership.

Initiatives taken in the field “influencer day”, “Mean with Farmer (night stay at village and meeting with all the clients”, “Profitable stake holders (helping dealers / agents for rental business like help tractor Kenya and LMC concept for out of warranty vehicles), “24 Hrs Concept” (vehicle on road in 24 hours, separate team for emergency).

Tie-up with all the Local and international banks and co-operatives societies.

Established SKD shipment process including stuffing, mounting and assembly at destination, as earlier company was importing the Machineries in CBU model only.

Organized visit of USAID members and Local Ministries for promotion of Agri, Construction & Mining Equipment’s.

Appointed Up country Dealers / Agents as well as Service Outlets Under Distributor in SUDAN.

Developed and implemented strategies for market penetration by installing new Dealers / agents, as well as increasing the growth of existing channel partners.

Ensured efficient after-sales support to customers as per industry standards.

Managed Working capital and sales standards at distributorship.

Planned & ensured optimum level of stocks at distributor & dealer end, based on supply chain dynamics.

Implementation of Corporate identity across channel.

Head of Operations
DELTA AUTOMOBILES & EQUIPMENTS
Malawi
November-2018 - October-2019

Developed and Executed sales plans and programs to ensure the profit growth and expansion of company products and services. Established realistic goals for the market, consistent with overall division goals of growth & profitability and ensure necessary resource allocation for the sales team.

Key Result Areas: -

Market Commercial Vehicles, Construction Equipment’s and farm Equipment’s in Malawi & Zambia under the Distributor to customers.

Strategize and execute revival strategy into non-operational branches Malawi and Zambia.

Involve in Planning sales on quarterly, Monthly basis and liaise with operations for execution.

Ensure key product/service features are realized by customer including device management, self-service product and billing support.

Handling after sales concerns for key accounts, vehicles running in Malawi and Zambia.

Setup Distributor Infrastructure enhancement, service reach, advertising ad promotional activities, exploring demand drivers and working on the new and existing products.

Involve product pricing, SKD/CKD stuffing, Homologation, Localization and tendering.

Responsible for the financial management and profitability of the regional operation.

Continually strive to improve all Sales Operations processes and programs, gathering facts, diagnosing problems, proposing solutions to senior management.

Target Customers: - Farmers, Large Scale farming Companies, Sugar Companies, Public Transport Companies, Private Sectors, City Councils, Construction Companies, Mining Companies, Contractors, Local Ministries, Govt / Non-Govt Organization and Private Projects etc….

Achievements: -

Successfully launched Commercial Vehicle (LCV, HCV, ICV), Construction Equipment’s and Farm Equipment’s Segments.

Revived Distributorship in MALAWI / ZAMBIA and Increased the Business from 1M USD to 3M USD for the Organization and Increased the Numbers from 50 to 150 Units in a YEAR.

Exposure in establishing new products or focus products in competitive areas (Malawi- Tipper segment, Zambia- Tipper, LCV and Farm Equipment’s).

Optimum utilization of manpower by creating separate verticals for product groups.

Tie-up with Local / International Banks for Good ROI loans to customer under buy back scheme.

Head of Operations
ETC AGRO TRACTORS and IMPLEMENTS LTD
Uganda
June-2012 - November-2018

Maintained Sales Volume, Product Mix, and Selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Recommended the best channel to market for each major project based on strategic, economic, and customer requirements to assure that the high level of customer satisfaction and financial strength is achieved.

Key Result Areas: -

Business Development: - Handled entire Countries of Uganda, Rwanda and Malawi Business for the Product Profile that Include Tractors, Pickups, SUV, Generators.

Network Development: - Studied Market Trends and TIV dispersion. Preparing the heat map and increased manpower and activities across the state.

Channel Management: - Ensuring the manpower recruitment, training and retention. Introduced process at head offices and branch offices and monitoring for smooth implementation, handled five Distributor offices of East Africa.

Relationship and Team Management: - Ensuring Key account creation and retention. Effectively team handling for ensuring optimum performance.

Establishing Focus Products: - Strategies for establishing RTU, Tractors and Vehicles for demand Drivers.

Achievements: -


Upgraded DMS in all offices and trained team on validation of DMS.

Established Business in Uganda , Rwanda and Malawi with proper Infrastructure , Local and Expat Manpower with After Sales, Service and Spare parts Setups in each Location.

Successfully launched Auto Products, gaining the market share in Pick up n Tricycle segment.

Successfully delivered and Installed 34 Tractors & 102 Implements through State House from Indian High Commission. Executed the strong relations with Ministry of Agriculture.

Successfully delivered and Installed 30 Tractors & 130 Implements and 2 Combine Harvesters to MINISTRY OF AGRICULTUER of RWANDA through the Internal Tender and Executed the Strong relations with MINISTRY and Rwanda Agricultural Board.

Successfully delivered to 19 Tractors & 96 Implements to NATIONAL AGRICULTURAL REASERACH ORAGANISATION through the International Tender and executed the strong relations with GOVT of UGANDA.

Organized Visit of USAID and GIZ members and Agri Ministries from Three Countries for promotion of Lower HP tractors to Small scale farmers.

Initiatives taken in field Influencer’s day” , “Meal with farmer (night stay at village and meeting with all the clients”, Profitable stake holders (helping Distributor/Dealers for Rental business like Hiring a Tractor Concept for out of warranty vehicles), “Hakuna Matata”( vehicle on road in 24hrs ,separate team of emergency).

Established SKD shipment process including stuffing, mounting and assembly at destination, as earlier company was shipping the Tractors in CBU mode only.

Handled 05 Distributorship offices of ETG for Agri , Automotive and Energy Products range in entire East Africa.

Cluster head
Cholamandalam Invenstment Co.
India
August-2009 - June-2012

Successfully managing Tractors loans and trade Advances to dealer, collections and operations in entire KARIMNAGAR, WARANGAL, ADILABAD and NIZAMABAD Districts with a Monthly turnover of 120 unit’s business, achievement of Rs.1.50 cr collections per month.

Key Result Areas: -

Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability across industry sectors.

Prepares action plans for effective search of sales leads and prospects across industry sectors.

Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.

Identify sales opportunities. Direct operational activities on a day-to-day basis. Generate leads for new business and customers. Achieve business objectives and targets through customer acquisition & satisfaction

Achievements: -

Introduced New Finance Schemes in the Market by collaborating with the Dealers/Distributors.

Successfully Maintained the 90% ratio of Business generating and Collections.

Education

Masters in Business Administration
Andhra University
India
April-2004 - March-2006