Manoj Ghai
Summary
Result-oriented professional with expertise in repeatedly producing sustained business and revenue growth in changing markets; possess an integrated set of competencies that encompass areas related to Business Expansion, New Set-ups, P&L Management & Relationship Management
Overview
28
28
years of professional experience
Work History
Category Head – Pro AV
Redington Middle East
03.2020 - Current
- Setting up Pro AV distribution business under new Emerging Business Unit at Redington Middle East.
- Successfully onboarded new brands which led to expansion of product range that complement each other, thereby resulting in revenue increase for the category.
- Managing group of managers responsible for sales, technical matters, business development and brand sales.
- Mentor the team to onboard new relevant partners across GCC and enable current IT partners for Pro AV business.
- Built strong relationships with vendors, negotiate favorable terms and secure maximum share of business from their key account managers.
- Expertise in managing P&L; increased revenue to 5x in first four years of operations.
- Optimized net working capital with favorable credit terms from vendors and having clear visibility of projects cycle thereby helping to reduce NWC and improve cash flow.
- Identify and implement various BTL marketing initiatives to create awareness about the category and solutions being offered with support from vendors.
AGM-B2B Sales & Marketing
Video Home & Electronic Centre (Jumbo, Qatar)
12.2019 - 03.2020
- Setting activity and revenue targets for members of the sales team for LG Displays & Hotel TV, Dometic minibars and other professional AV products & solutions.
- Manage business plans with vendors and ensure quarterly and yearly purchase and revenue targets.
- Continual training and development of all members of the sales department.
- Attending key meetings with members of the sales team.
- Working on key accounts & Tier 2 partner management plans with the sales account managers.
- Monthly reporting on sales performance against budget and reporting on variances.
General Manager
Home Engine Automation LLC
08.2017 - 03.2019
- Developing Annual Business Plan to meet the topline & bottom-line (P&L) and monitoring performance of sales channels - showroom, ecommerce, sales team and Sis; putting ways of working in place for the Sales Team.
- Responsible for revenue generation, profitability, project management and implementation of Audio Visual, Digital Signage, Smart Building & Homes and other ELV solutions.
- Develop and implement traditional and digital marketing strategy including creation of profile, material for promotional campaigns, effective & measurable lead generation campaigns.
- Provide technical leadership by identifying key solutions offerings; developing, negotiating, and manage business plans with vendors and distributors.
- Create value proposition by integrating all major components with centralized control for customized Audio Visual, Digital Signage, Smart Building & Homes.
- Identify prospective end users target lists and create entry strategies for target verticals & customer segment through direct personal relationships with end users and other intermediaries like consultants, contractors and system integrators.
- Successfully provided various solutions to the following projects: SHUAA Energy Solar Power Park worth AED 0.5 Mn; Video Wall, Digital Signage & Conf. room screens; Luxury Palace for VVIP project worth AED 1.5 Mn; Cinema screens & Automation; Leading F&B chain; Digital signage & Menu Board screens for outlets across GCC.
Head – Corporate Sales
Max Electronics (EMAX), Dubai
08.2015 - 08.2017
- Set up the organization by hiring & training of Key Account Managers, Distribution Sales and Pre Sales resources for Professional AV, Security, IT & other Enterprise related business.
- Managed network of Channel Partners for AV & IT products across assigned territories for deeper market penetration & reach.
- Achieve revenue and profitability target from end users across various verticals like Retail, Education, Govt, Banking & Finance, Large Corporate accounts; & Tier 2 channel of SIs and VARs.
- Identified the expectations of the prospective clients, by obtaining relevant in-depth information on future projects, bids / Request for Quotation (RFQ’s) and designed commercial proposals specific to each client.
- Utilized client feedback & personal network for generating leads; identified streams for revenue growth & developed marketing plans to build customer preference.
- Successfully closed deals for Audio Visual, Digital Signage, & IT products for LANDMARK Hospitality & retail outlets of various business units under LANDMARK GROUP; Closed AV, Security & Conferencing products (SAMSUNG, HIKVISION, CISCO) deals for new LANDMARK GROUP HQ building.
- Drive B2B & projects business through retail outlets.
Senior Manager – IT Sales Group
Samsung Gulf Electronics, Dubai, UAE
04.2012 - 07.2015
- Conceptualized competitive business development strategies to develop market share, achievement of revenue & profitability targets of B2B Display products from large enterprise accounts and channel partners across GCC.
- Managing team of Product, Sales, Pre Sales and marketing resources to drive the revenue targets.
- Spearheading business planning and performance management of channel by formulating partner programs, including development and execution of joint sales plans, local area marketing, staff coaching, recruitment and hosting constructive meetings.
- Worked in close coordination with Key Account Managers, channel partners, system integrators and key enterprise customers.
- Managed PRM programs in line with channel expansion and partner profiling plans.
- Weekly reviews with the management for update on overall business and action plans for achieving targets.
- Introduced & promoted new products & services; built strategies for new product launch, product positioning and brand management.
- Formulated & developed market strategies to manage competition, retain existing customers and develop new customers with path breaking products & services.
- Won Single largest order for commercial displays from airport in Qatar – Value -USD 4 Mn; Flight & baggage Information, IPTV & Digital Signage System.
- Largest Smart Learning Education project in the region – Sh Mohd Bin Rashid Smart Learning project for digitization of class rooms in UAE public schools, Value – USD 12 Mn; provided interactive screens and devices for teachers & students.
- Leading TV Station in Bahrain & Kuwait worth USD 300K – Provided Interactive screens and solution for election news coverage.
- Leading Healthcare facility in UAE project worth USD 1 Mn; provided Digital Signage & IPTV System for patient rooms.
- Expanded sales of commercial displays from USD 1Mn to USD 20 Mn in 5 years; maintained no. 1 market share of above 40%.
- Enhanced number of enrolled channel partners from 15 to 45 in GCC in short span of 2 years.
Division Manager - Audio Visual
Zahra Technologies LLC
11.2007 - 04.2009
- Generate revenue and profitability by providing customized audio visual, tele presence & Security / surveillance solutions.
- Providing consultancy services to potential clients for integration of AV, Security & low current solutions for all vertical segments.
- Maximized sales opportunities, proactively created new opportunities and achieved sales targets; developed and managed relationships with industry partners & key vendors.
Sales Officer
Jumbo Electronics Co. LLC, Dubai
04.2004 - 10.2007
- Managed Sony Professional Displays, Projectors and other conferencing products business.
- Achieved revenue for HP, RICOH IT and Sony products.
- Expanded Pro AV System integration, Audio Video Conferencing, Security / CCTV business and added new profitable line of business in Sony Professional Products (SPP) division at Jumbo.
Specialist - Projects (Delhi Region)
Visionaire India
06.2003 - 03.2004
Asst Manager – OEM Sales
XO Infotech Ltd.
05.2001 - 05.2003
Total Presentation Devices Pvt. Ltd.
07.1997 - 04.2001
Education
B.E. - Electronics
Yeshwant Rao Chavan College of Engineering
Diploma - Management
ICFAI
Skills
- New Business set up & Business Expansion
- Channel & Partner Management
- P & L Management
- Vendor & Product Management
- Relationship building
- Project Management
Personal Information
- Date of Birth: 07/12/75
- Nationality: Indian
Timeline
Category Head – Pro AV
Redington Middle East
03.2020 - Current
AGM-B2B Sales & Marketing
Video Home & Electronic Centre (Jumbo, Qatar)
12.2019 - 03.2020
General Manager
Home Engine Automation LLC
08.2017 - 03.2019
Head – Corporate Sales
Max Electronics (EMAX), Dubai
08.2015 - 08.2017
Senior Manager – IT Sales Group
Samsung Gulf Electronics, Dubai, UAE
04.2012 - 07.2015
Division Manager - Audio Visual
Zahra Technologies LLC
11.2007 - 04.2009
Sales Officer
Jumbo Electronics Co. LLC, Dubai
04.2004 - 10.2007
Specialist - Projects (Delhi Region)
Visionaire India
06.2003 - 03.2004
Asst Manager – OEM Sales
XO Infotech Ltd.
05.2001 - 05.2003
Total Presentation Devices Pvt. Ltd.
07.1997 - 04.2001
Diploma - Management
ICFAI
B.E. - Electronics
Yeshwant Rao Chavan College of Engineering
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