Leadership Profile in Sales of Business Services / Solutions / Industrial Products >> Business Head, Profit Center Management >> Over 20 Years experience in driving large Teams in Project Sales, Corporate Sales, Industrial Sales, Channel Sales, Consulting & Business Development >> Also driven Global Service Delivery Operations

1. SOUMEN BHATTACHARYA
Raval Tower, Flat: B - 103, Sector: 11, Belapur CBD, Navi Mumbai: 400614
Cell: +91 8108198666 ~ 022-27580372(R) nbsb101@gmail.com , sbe3101@gmail.com
SALES / CONSULTING / BUSINESS DEVELOPMENT / P&L MANAGEMENT
SALES OF SERVICE / SOLUTIONS / PRODUCTS ACROSS MULTIPLE VERTICALS
- Leadership Role in Sales of Service / Products / Solutions & Business Development
- Over 20 Years in Project Sales, Corporate Sales, Channel Sales & Profit Center Management
PROFESSIONAL PROFILE
 B.Tech, PGDM with over 20 years of business leadership experience, encompassing all Strategic, Tactical & Operational
aspects of driving Sales, Consulting, Business Development & Profit Center Management for Enterprise-Level Services /
Solutions / Concepts as well as for Automobile / Industrial / Heavy Machinery Products at Zonal / National levels.
 Driven Business Level P&L Responsibilities across last 3 organizations, meeting and exceeding Revenue / Profitability /
Growth objectives at the Strategic Business Unit (SBU) level and forecasting / developing Annual Business Plans / Sales
Budgets / Strategies for New Business Acquisition & Customer Retention
 Proven track record as Head of Sales, who have set-up and driven large Sales Operations / Sales Processes, mentoring /
reviewing Team Performances, formulating / implementing detail Go-To-Market Plans for large in-house Direct Sales
Teams as well as driving Sales thru' Tenders and Channel Partners
 Driven teams in booking 6 major business service contracts over last 18 months, worth revenue 56.8 Crores INR/Year,
offering Sales of Enterprise-Level Outsourcing & Consulting Services/Solutions thru' preparing & presenting Business
Proposals, designing RFI/RFP Responses for Tenders, making Financial Projections, coordinating with multiple
internal/business stakeholders and mining large corporate accounts for up-sell/cross-sale of services.
 Earlier as Regional Head of Channel & Institutional Sales with Tata Motors Ltd, driven sales of Trucks/Heavy Duty
Vehicles/After Sales Service & Annual Service Contracts thru' managing Direct Sales Teams & Channel Partners booking
Zonal Level Key Accounts Business worth a record 310 Crores INR & a CSI of 94% in ’04-05.
 In the past, steered Direct Sales & Channel Sales for Industrial Equipments & Electrical Products in Retail & Institutional
markets in North & Central India
AREAS OF EXPERTISE
 Enterprise Level ServiceSales
 Business Strategy/Planning
 Key AccountManagement
 HighLevel Presentations
 Corporate / Institutional Sales
 Business Review/Appraisals
 Mentoring/Team Building
 HighValue ProductSales
 Business Development
 Sales Process Management
 DrivingHighValueDeals
 ServiceDifferentiation
 Thought Leadership
 Business Plan/Budgets
 Profit Center Management
 Consulting/ SolutionSales
 Project Sales/ Tender Sales
 Proposals/RFI-RFPresponse
 Market IntelligenceAnalysis
 Stakeholder Management
 Receivables Management
 National Business Head
 Business Forecasting
 DirectSales/InsideSales
 Channel Sales
 Industrial Sales
 EscalationManagement
 Go-To-MarketPlans
PROFESSIONAL EXPERIENCE
Program Head : Business Development - Solutions - Operations : (Enterprise Level BusinessOutsourcing Services) ,
eClerx Services Limited, Mumbai, May 2014 to 31st Oct 2015: [eClerx is a leading player in Global Outsourcing Services ]
* As program-level Practice Lead, driving teams for Sales, Consulting, Solutions & Business Development for Global
Outsourcing Services as well as driving Global Service Delivery Operations Team (460+ team members), generating 9.6
Million USD Annual Revenue, extending end-to-end Business Outsourcing Services to Fortune 500 Global Clients.
* Successfully driven program-level P&L Responsibility, exceeding Program Level Objectives on Revenue-Profitability-
Growth by securing an EBIDTA Margin of 27.4% & a growth of 29.2% & 19.6% in Revenue & Profitability respectively.
* Successfully booked 6 major Business Service Contracts worth 8.6 Million USD/Year, extending services like Order
Management, Remote Project Support, Helpdesk & Back Office Support Services to Global Fortune 500 Clients
* Driven Business Development Teams in 8 major Proactive & Reactive pursuits, cumulative worth of 18 Million USDs,
thru' preparation of RFI/RFP responses/Business Proposals/Financial Projections & leading high-level Presentations
to Fortune 500 Global Clients, demonstrating potential service outsourcing benefits.
* Coordinated closely with multiple external & internal stakeholders in a matrix organization set-up, leading to designing
and delivering cost effective Business Outsourcing Solutions to clients' complex / unstructured business requirements.
* Steered formulation & implementation of detail Go-To-Market Plans thru' customized Industry Research, Approach
Mailers, Industry-wise customized Presentations, Collaterals, Case Studies and Industry White Papers.
* Driven Process Excellence in Global Service Delivery Operations thru' introducing LEAN, Six Sigma DMAIC, FMEA
quality initiatives and an Operational Governance Framework thru' Metrics, SLAs, Benchmarks & Milestones..

2. Associate Vice President : PreSales - Solutions - Business Development : (Consulting and Business Outsourcing Services),
Aegis Limited, Mumbai, July 2012 to April 2014 [ Aegis is an ESSAR Group MNCin BPO/KPOServices ]
* Driven teams on Sales, Business Development and Key Accounts Management, selling Business Process Consulting &
Back Office Outsourcing Services across industry verticals like Manufacturing, Metals, BFSI & Power in India.
* Lead Business Development Team in generating revenue of 4.8 Million USD/Year from New Clients, extending
Enterprise-Level BPO/KPO Services on Sales & Fulfillment, Procurement & Supply Chain functions to Global Clients
* Steered teams in generating a strong Opportunity Pipeline of 23 Business Pursuits and 14 Business Proposals with a
total Revenue Opportunity of 6 Million USD. Successfully finalized 5 major Business Service Contracts (across industry
verticals like BFSI, Metals & Manufacturing) with an Annual Service Contract Value of 4.28 Crores INR.
* Developed Annual Business Plans and Sales Budget, Action Plans for New Business Acquisition & Retention, detailed
Go-To-Market Plans with customized Industry Research/Approach Mailers/Industry-wise customized Presentations/
Collaterals/Case Studies & Industry White Papers for effective engagement at CXO Levels of prospective Key Accounts.
* Set up a 360 Degree Client Engagement Framework for engaging large Accounts across their entire Client Life Cycle.
Driven high-level Presentation and Engagement at multiple levels of Client (including CXOs), mining large corporate
accounts for up-sell/cross-sale of services, analyzing/improving CSI Scores and managing Client Escalations.
* Established a close-coordination framework between Sales, Solutions & Commercial Teams for seamless interfacing,
understanding, designing & delivering effective RFI/ RFP Responses to Tenders, Business Proposals, Cost benefit
Projections addressing clients' business requirements/pain areas.
* Successfully built-up and nurtured Teams thru structured Reviewing, Training and Mentoring ; set up Sales Processes
Framework and Benchmarks for systematic Industry Scanning/Research, Lead Generation, Lead Management,
Tracking/Monitoring Receivables and other Sales Support functions.
Head Sales & Operations (Business Process Consulting & Outsourcing Services ),
Mjunction Services Ltd, Kolkata, Sept 2005 to April 2012 [ Mjunction is a Tata Steel Subsidiary in Supply Chain Consulting ]
* Successfully driven P&L Responsibility at the Business Unit Level & steered teams in Sales, Business Development, Key
Account Management & Service Delivery for Business Process Consulting & Supply Chain Outsourcing Services.
Secured Revenue, Profitability and Growth objectives with achieving an EBIDTA Margin of 26.8%, a growth of 39.2% in
Revenue and a growth of 18.8% in Profitability extending Service to 33 leading Clients in India & overseas.
* Initiated a New Business Segment thru' conceptualizing, setting up & offering an end-to-end Sales & Fulfillment
Outsourcing Service to sell pan-India Stressed Asset portfolio of 9 New BFSI Clients generating 3.2 Million USD/Year
* Driven Sales & Fulfillment Outsourced Service Operations for 2 Global Clients who are among world's Top 5 steel
manufacturers. Lead 180+ Team Members in achieving a Gross Transaction Turnover Volume of 302 Million USD/Year.
* Generated New Business Service Contract of 3.5 Million USD/Year extending Enterprise-Level Procurement Consulting
& Outsourcing Services, extending 32% overall Cost Reduction in Vendor Contract Prices and 18% reduction in
Transactional Process Costs on behalf of 14 leading Clients.
* Built up and nurtured Teams at multiple locations thru structured Reviewing, Training & Mentoring. Established Sales
Processes Framework and Benchmarks for systematic Industry Scanning/Research, Lead Generation, Lead
Management, Tracking/Monitoring Receivables and other Sales Support functions.
* Driven Client Engagement Framework for engaging large Accounts across their entire Client Life Cycle. Driven high-
level Presentation and Engagement at multiple levels of Client (including CXOs), mining large corporate accounts for
up-sell/cross-sale of services, analyzing/improving CSI Scores and managing Client Escalations.
Regional Head : Channel Sales & Institutional Sales, Tata Motors Limited, Kolkata, Dec 2001 to Sept’2005:
[Trucks / Heavy Duty Vehicles / After SalesService & Annual Service Contracts]
* Successfully set-up and consolidated the Zonal Level Key Accounts Business in East & North-East Region thru’ setting
up Sales Teams - Dealers - Sales Processes and thru’ driving the Direct Sales Team and Channel Partners in the Region.
* Achieved Institutional Sales of 310 Crores INR, selling a record 2010 Vehicles along with After Sales Service & Annual
Service Contracts with a Business Market Share of 68% and a CSAT Score of 94% with the Zonal Key Accounts.
* Established a structured Sales Monitoring Processes, put-up a systematic Sales Process with systems/ processes/
standards for tracking/analyzing Market Intelligence and State-wise/Product-wise Sales Opportunity Pipeline.
* Established a Single-Window Strategic Relationship Management Process in the Region thru' structured multi-level
engagement with Clients (including at CXO level) spanning over the Clients' entire Engagement Life Cycle .
* Developed 26 New Institutional Clients and 6 New Dealers to undertake Institutional Sales Support in the Region.
* Developed New Business Segment of PSU/Government Clients thru' booking first- time- business worth 51 Crores INR
* Implemented updated monitoring & review mechanism on Receivables Management. Successfully recovered old
receivables worth 38 Crores INR in 2003-04 thru’ reconciliation of old accounts & settlement of pending issues.

3. Area Manager: Channel Sales & Key Accounts Management , Hindustan Motors Ltd, July 1998 to Dec 2001:
[Commercial Automobiles / After Sales Service & Annual Service Contracts]
* Driven Channel Sales & Institutional Sales with Key Accounts for a record Sale of 3600 vehicles, registering net
Revenue of 90 Crores INR. Improved Business Market Share from 17% to 32% and an improvement of 12% in CSAT
* Developed a network of 4 New Channel Partners and driven 9 authorized Dealers and their branches, improving
overall Business Market Share from 17% to 32% and achieving a CSI of 77%
* Built up the Direct Sales Team and set the Processes for Sales Pipeline Monitoring & Analysis, tracking and analyzing
Market Intelligence, Preparation of Sales Budget & Business Plan and for monitoring performance of Channel Partners
Asst Manager: Channel Sales/Corporate Sales, Indo Asian Electric Private Ltd, New Delhi, Nov 1994 to May 1996:
[Industrial Electrical & Switches Division]
* Driven Institutional Sales in North & Central India for Electrical Switchgears/Building Electricals/Lighting Accessories
thru' coordination with Contractors/Architects, promoting the product-line in the OEM Market thru' Tenders
* Driven Direct Sales to industries to promote the product-line in the Replacement Market. Driven Retail Sales thru' 11
Dealers, managing Order Booking, Inventory Stocking, Receivables Management and providing Marketing Support.
Industrial Sales Engineer, Andrew Yule & Company Ltd , New Delhi, Nov 1991 to Sept 1994:
[Industrial BeltsDivision, Power & Switchgear Division]
* Driven Retail Sales and Institutional Sales in North India for Industrial Conveyor Belts, HT/LT Switchgear Products,
Transformers, driving 7 Dealers and managing their Order Booking, Inventory Stocking, Receivables Management
* Steered Direct Sales to industries to promote the product-line in the Replacement Market and driven Project Sales to
Electrical Contractors thru' Tenders in the OEM Market.
EDUCATION
 Post Graduate Diploma in Business Management (PGDBM), Lal Bahadur Shastri Institute of Management, New Delhi
 Bachelor of Engineering (BE), Indian Institute of Engineering Science and Technology (earlier Bengal Engineering College)
TRAININGS & AWARDS
 Certified Member in Business Excellence Leadership Program [BELP] under Tata Business Excellence Model [TBEM]
 Certificate of Merit from Education Directorate, Govt. of W. Bengal in 1980 and again in 1985
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