VISHWAROOP SHUKLA
G 00/01, Platinum City, HMT Link Road, Bangalore - 560058, Karnataka, India
mail: vishshukla@yahoo.com| +91 9980 051 326
SUMMARY
Country Manager / Business Head with 30+ years’ experience overall, managing P&L responsibility with sustainable growth in revenue and profitability. Handled large, discerning customers in the B2B space in diverse domains viz consumer appliances, speciality chemicals, paper, printing, packaging, textile, automotive and paints. Rich exposure to mid-size operations with multi- location manufacturing: strong focus on innovation, Sales and business development: proficient in developing strong re-distribution and service support base for quick scaling up of business. Successfully re-defined go-to-market strategies that helped quick growth in market share. Adept at growing, mentoring and leading large, geographically dispersed teams consisting of senior managers across critical functions.
EXPERIENCE
Aug 15- till date
Marmon Retail Technologies- Food, Beverage & Water Technologies Division of Berkshire Hathaway
Bangalore .
The Marmon Group, part of Berkshire Hathaway, is a global, diversified organisation owned by the legendary Warren Buffet. Marmon comprises of three autonomous companies consisting of 14 diverse, stand-alone business sectors, and more than 175 independent manufacturing and service businesses. Revenues totalled $11 billion in 2018. These three companies and their respective sectors include Marmon retail Technologies, Marmon Energy Services and Marmon Engineered Components.
Country Manager- Vice President & General Manager- Filtrex Technologies- A Food, Beverage & Water company
Report to: Senior Vice President-Food Services & Residential Filtration, US
Role Highlights
- Managed change from a family owned business to a global corporate and establish the best practices of Berkshire Hathaway in all systems and processes across functions.
-Grew the business across global geographies, India alone accounting for roughly 60%; Built a strong team of 6 Functional Heads / Directors across Sales & Marketing, R&D, Product Engg, Operations, Finance and HR as direct reports.
-Driving innovation, built strong partnerships with the key players and strengthen manufacturing footprint to beat the industry growth rate year after year with primary focus on India and the US; achieved 12% CAGR against 5-9% industry growth globally;
-Have been delivering EBIDTA of ~36% year after year through new technology adoption, diversification, geographical expansion and a redefined go to market approach.
Strategies for Revenue and Operating Income Growth
-Deploying widely practised principle within the Group of 80:20, focused on top brands in the Beverage and Water business like Eureka Forbes, Kent, AO Smith, Coke and Pepsi etc. making them sign-up long-term supply agreements with exclusivity and offering them right mix of products and technologies that were ahead of time. Expanded geographical foot print outside India & the US.
Operational/ Supply Chain Optimisation
-Rolled out Value Based Partnership for outsourced vendor-partners and service providers for drastic improvement in inventory turns. Expanded the vendor base for critical raw materials to minimise dependence on a few.
-Rolled out incentive plan for high accuracy forecasts from the key customers which reduced inventories at all stages, helped production planning with better control on period costs and thus increased the gross margins.
-R&D & NPD focus to bridge Technology gaps and drive Innovation
-Built a strong team of scientists to drive research and develop technologies that were patented and commercialised, providing much sought-after market differentiation to the key customers that helped us get exclusivity of supplies.
-Strengthened Product Engineering capabilities by adding strong talent across product design, IoT and NPD to roll out new products with outstanding digital and app-based features.
Aug 11- July 15 X-RITE PANTONE INDIA, A Danaher company -A leader in printing, packaging, automotive and textile space Bangalore
The global leader in colour science and technology, is a wholly owned subsidiary of Danaher Corpo, US, a Fortune 150 company. It includes colour industry leader Pantone LLC and develops, manufactures, markets and supports innovative colour solutions for a range of industries in the B2B space.
Vice President - South Asia Reported to: Senior Vice President – EMEA, Frankfurt
-Managed P&L for South Asia comprising India, Sri Lanka, Pakistan and Bangladesh and some APAC channels; lead a team of 10 direct reports across sales, marketing, contracts and service support
-Scaled up business to USD 10mn, having established the set up in the region; achieved 25% CAGR against 4 to 6% for the company globally.
-Achieved EBIDTA of ~32% by meeting the global obsolescence rate of 30% through new technology adoption and a redefined go to market approach.
Strategies for Revenue Growth
-Focused on project-centric verticals, such as top textile brand owners and their supply chain, large printing and publishing houses like the TOI, HT, global automotive brands, high end operation theatres and global research establishments; large paint/ ink companies, Gov. labs/ R&D centres/ Reserve Bank/ Atomic Energy establishments etc., offering them right mix of products, technologies.
-Set up a re-distribution network of channel partners and application contractors across the region for efficient sales/ service and application support.
-Set up certified panel of lab auditors and networked with the global apparel, automotive, packaging and ink brands for empanelment / certification.
-Business Development through brand ambassadors
-Provided options for complete renovation and replacement of lab equipment and process houses with machines of new technology to introduce compact colour management and evaluation tools.
-Set up innovation centres in partnership with key players such as Gap, Tommy Hilfiger, M&S, Zara, H&M, HUL, DuPont, Asian Paints, Reserve Bank, Arvind Mills, Welspun etc. and generated an endorsement base of industry leaders through strategic deployment of new solutions where potentially large prospects could visit to see the value benefit.
Product Promotion
-Created awareness by educating clients through seminars and color theory classes which generated leads for selling equipment and solutions (hardware/ software); tied up with global/ national Trade Associations as strategic partners for carrying out such activities
-Panelled acknowledged test houses and Fogra / Ugra certified professionals for providing consultation on colour management and highlighting the USP that help promote XR solutions.
Apr 06 – Jul 11 AVERY DENNISON INDIA- A leader in retail solutions, printing, packaging, label and RFID space Bangalore
A wholly owned subsidiary of the Avery Dennison Corporation, USA, a global leader in pressure-sensitive technology and innovative self-adhesive solutions in the B2B space for consumer products and label materials. Avery Dennison acquired Paxar in 2006.
Director - Sales & Marketing: Retail Branding and Information Solutions (RBIS) Division
Reported to GM, India Region & dotted line to Vice President: APAC-HK
-Manage smooth transition supporting Boston Consulting from Paxar Corporation to Avery Dennison post the global acquisition.
-Managed annual sales value of USD 42mn, the 2nd highest revenue within APAC, next only to China with responsibility for the American, European and Indian apparel brand owners.
-Instrumental in consolidating in-house manufacturing both in the North and South and contract sourcing that optimised raw material costs while drastically improving delivery efficiency.
-Established new products; provided in-house printing solutions and became the one-point solution store for large brand owners. Set up localised manufacturing and ensured availability of high–end solutions like RFID within India for the first time in the apparel domain in the country.
-Established strong C-suite relationships, redefined processes and solution sets to enable AD to establish distinct market leadership with global brand owners.
Oct 01 – Mar 06 PAXAR INDIA P LIMITED - Leader in retail solutions, printing, packaging, labels & Bar codes Bangalore. An American MNC that operated in the B2B space from over 80 locations, with India office in Bangalore.
Paxar was a billion $ company and a global leader in providing innovative merchandising systems for retail product identification to the global apparel majors and large retail chains. Its product portfolio covered branding solutions, RFID, Monarch printers, software control systems and consumables.
Vice President - Sales & Marketing
Reported to MD, India unit and Vice President: APAC-HK
-Managed P&L of the India business, with a cross-functional team from manufacturing, customer service, technical service, quality, IT, sourcing, accounts receivable, logistics and shipping.
-Helped transform the business from a start-up JV, revenue below $ 1 Mn to a global corporate USD12mn post acquisition by Paxar US. Eventually became the industry leader in India by 2004.
-Carried out extensive market research / mapping to understand opportunity areas for quick scaling up of operations and set the ball rolling for plant modernisation leveraging the best practices.
-Established strong C-suite relationships across the key customers at local and global level and had 80% business coming from the top players.
Oct 01 – Oct 01 PIDILITE INDUSTRIES LIMITED- LEADER IN SPECIALITY CHEMICALS & ADHESIVE MATERIALS Mumbai
National Sales Manager
-Was offered the role based in Mumbai by Pidilite (the makers of Fevicol) as soon as I quit Vam Organic. Joined them briefly to quit later to join Paxar India which was a much bigger role.
Aug 90 – Oct 01 JUBILANT ORGANOSYS (formerly Vam Organic Chemicals Ltd) LEADER IN SPECIALITY CHEMICALS
July 1994 – Oct 01 Zonal Sales Manager / Regional Manager, Bangalore
Aug 90 – July 92 Assistant Branch Manager / Branch Manager, Hyderabad
-Steered profit centre operations by coordinating with 6 Business Unit Heads for sales and marketing in B2B and B2C environments in the western and southern Indian states
-Launched and established consumer adhesive brand Vamicol against market leader Fevicol; successfully acquired 30% market share in the maiden year
-Received the Best Region Trophy multiple times for exemplary overall performance nationally.
Jun 87 – Jul 90 BERGER PAINTS INDIA LIMITED, New Delhi- Large MNC into paints and speciality coatings. Technical Sales Officer (Automotive and General Industrial - Major Accounts)
Reported to Regional Head- General Industrial and Automotive Coatings- North India
-Managed business development and technical service to major accounts across Northern India in a B2B market; Sales revenue of $ 4 mm.Handled key corporate clients viz Escorts, Eicher, Kelvinator, Hero Motors, Yamaha, Maruti etc.
EDUCATION - 2005 EGMP - IIM (Indian Institute of Management), Bangalore
1983 Bachelor of Science - Chemistry, R S University, MP
PERSONAL Date of Birth: November 21, 1962