Roshan Cunha
Senior Automotive Leader
Summary
- Performance-Growth driven Senior Management Automotive Business Leader With over 21 years of experience in Middle East regions, I specialize in Profit Centre Operations, Growth Strategies, Sales and Business Development, Dealer Network Channel Development, After Sales, Strategic Partnerships, Global Sourcing, Digital Transformation, and Go-to-Market strategies.
- Versatile Environment Exposure : Gained extensive experience across diverse business environments, including Principal, Distributor, International Exports, and Digital Omnichannel Business models.
- Possess a deep understanding of Automotive After-Sales, OEM, OES, IAM, Parts & Services, Lubricants, Batteries, Consumables
- Key Account Management (KAM) : Worked closely with authorized OEMs, Fleet corporate, Rentals, IAMs, Bodyshop's, IWS customers, Workshop, Garages, Govt, Ports and other High network customers.
- G lobal Reach and Strategic Partnerships Throughout my career, I've cultivated an extensive global network by traveling to over 40 countries and nurturing robust relationships with strategic partners and over 200 vendors across Europe, Asia, the USA, and the GCC.
- Additionally, I have established strong local dealer partnerships with renowned companies such as Al Futtaim, Gargash, AW Rostamani, Al Habtoor Motors, Juma Al Majid, Al Naboodah, Al Masaood more.
- Digital Transformation DX, CX and Consumer Engagement: Support for product and brand teams in implementing and operating consumer-facing digital platforms to enhance user adoption and digital presence. Involved in innovative projects related to comprehensive mobility solutions, such as Customer journey from buying New Car, After Sales, Workshop Cloud platforms, Extended Warranty, Digital DMS for Spare Parts (SaaS).
- Automation and Productivity through AI, ML, and GenAI: Developing and deploying AI, ML, and GenAI solutions, including chatbots applications, to enhance automation and productivity
Overview
21
21
years of professional experience
2
2
Certifications
Work History
Business Head, After Sales, Strategy, Digital Platforms
Ghassan Aboud Group
4 2021 - Current
- As the Business Head, I manage complete after-sales operations with full P&L responsibility. I ensure that all automotive mobility verticals, including Sales, New Business , Growth & Strategy , are delivered according to budget and aligned with new innovation on mobility.
- Demonstrating strategic leadership skills towards heading end-to-end After-sales, Mobility services, Strategic Partnership, Omnichannel
- Managing the close relationship with Authorized Principal partners, Manufacturers, with thorough due-diligence, distributor agreements, NDA, commercial agreements.
Annual budget planning supports sales forecasts, inventory management, the budgeting process, and target setting for After Sales Parts, Services. - Monitoring post-service activities like service feedback, satisfaction surveys, customer engagement workshops, service reminders, and managing complaints & and conflicts to achieve customer satisfaction.
- Led all aspects of the project life cycle and customer Life cycle working with team members, project sponsor/key stakeholders to oversee all phases of project management for consumer-facing Digital Platform
- Natural player-coach mindset, equally comfortable and effective interfacing with C-level executives in working in the details of large agreement and forging strategic partnership.
- Managing the Voice of customers (VOC)process in the region with a focus on increasing value proposition and solving customer pain points and turn feedback into usable insights and customer
General Manager Automotive - EMEA
Bavaria Middle East
04.2019 - 03.2021
- Responsible for strategic leadership, sales, business development, regional expansion, and marketing activities across the Middle East EMEA region.
- Established B2B on Trade dealer/ network channel, appointing around 25-30 Authorized Distributor and resellers across the EMEA Region with thorough due diligence study, dealer standards, and incentives program for complete Automotive offerings Fleets, Parts., Aftersales
- Full responsibility & and accountability for leadership of strategic direction, tactical planning, sales, business development, regional expansion, and marketing activities across the EMEA region
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Maintaining relationships with key decision-makers in target organizations for business development; setting out quality standards for various operational
- Working closely with European and Asian manufacturers to expand their presence in the EMEA region, coupled with my collaboration with the Product team to develop and execute GTM strategies,
After Sales Divisional Manager
German Gulf Enterprises
04.2009 - 03.2019
- Overseeing the P&L of the Middle East region, driving profitability and market expansion on business units.
- Expanded market share with competitive analysis, identifying new business opportunities and potential clients.
- Streamlined divisional operations for increased efficiency through process improvement initiatives.
- Developed high-performing teams through effective recruitment, training, and mentoring programs.
- Fostered strong client relationships to ensure customer satisfaction and repeat business opportunities.
- Ensured compliance with company policies, industry regulations, and legal requirements throughout all divisional activities.
- Manage automotive OEM partner relationships from initial discussions and relationship management through agreement closing ongoing operations.
•Market Analysis and Product Planning: Continuously identify current and future product requirements through market analysis, collaborating with customers and stakeholders to develop product strategies accordingly.
• Working closely with the Product, Technical and Procurement Team to ensure product line up as per the market needs with quality standards on Private Label and also meet the local regulatory needs such as ISO, ESMA, SASO other Govt Regulation
After Sales & Parts Manager
Al Futtaim LLC
12.2003 - 03.2009
- Handling a portfolio of B2B trade accounts, creating annual goals and budgets for the parts department, and maintaining balanced inventory levels.
- Streamlined the ordering process for faster and more accurate deliveries, resulting in higher customer satisfaction.
- Identified areas of inefficiency within the department and developed targeted solutions to address these issues, resulting in cost savings and improved processes.
- Partnered with managers to implement operational enhancements for paperwork processing.
- Offered hands-on assistance to customers, assessing needs, and maintaining current knowledge of consumer preferences.
- Trained team members in successful strategies to meet operational and sales targets.
- Oversaw the implementation of a new parts catalog system, improving accuracy and accessibility for both staff members and customers.
- Created detailed reports on department performance for upper management review, identifying areas of improvement and growth opportunities.
- Managed warranty claims efficiently by working closely with manufacturers to resolve issues promptly while minimizing financial losses to the company.
Education
PGDBA in Digital Business Transformation -
MIT Sloan
MBA in Marketing - undefined
Canadian Institute
Bachelor's in Commerce - undefined
Mumbai University
Skills
Senior Management
Profit Centre Operations
Operations Management
Sales and Business Development
Budget Development
Dealer Network Channel Development
Strategic Partnerships
Global Sourcing
Team building
Digital Transformation
Go-to-Market strategies
Certification
Microsoft Certified Professional
Honorsandawards
- Won Best CX Digital Auto Marketplace for the year 2022/23 in the Gulf Business Tech Awards UAE
- The Rising Star award received from Mitsubishi Motors Japan for best Omni channel partner in a ME region
- Most Engagement Mechanic, IWS awards from Bosch
- Digital disruptor award from Energizer Batteries in region
- Best Emerging Ecommerce Partner UAE award from Exxon
- Top Digital Marketplace awards from Amaraon Batteries
Significantaccomplishments
- Digital After-Sales Mobility Solutions: Introduced innovative after-sales mobility solutions to large B2B fleet corporations, key account (KAM) accounts, and dealer networks. Provided digital DMS offerings that create a seamless CX journey, enhancing customer experience and optimizing fleet management convenience and turnaround time (TaT) through SaaS-driven AI technology offerings.
- Diversified Strategy: Successfully diversified strategy from a single brand to a multi-vendor model encompassing all Major makes and models. Built strong collaborative partnerships with Regional and International distributors.
- Increased Customer Retention: Increased customer retention by 82% through improved CX/UX engagement, CRM, and loyalty programs
Internationaleventsattended
- Automechanika Germany
- UAE
- Shanghai
- Turkey
- India
- KSA
Countriesvisited
- Germany
- France
- Italy
- Turkey
- Netherlands
- Belgium
- Georgia
- Armenia
- Turkmenistan
- Azerbajin
- China
- Hong Kong
- Singapore
- India
- Sri Lanka
- UAE
- KSA
- Oman
- Qatar
- Kuwait
- Egypt
- Bahrain
- Ethiopia
- Djibouti
- Kenya
- Tanzania
- Nigeria
Uae
Golden Visa
Trainingundertaken
- Stakeholder Management
- Project Management & Execution
- Conflict Management & Resolution
- Leadership Development Program
roshandecunha@gmail.com
Personal Information
- Date of Birth: 02/17/78
- Nationality: Indian
Training
- Bosch AC Delco
- Denso
- Toyota
- Mitsubishi
- Honda
- Michelin
- Dunlop
- Bridgestone
- Continental
- Hankook
- EXXON MOBIL
- TOTAL
- SHELL Valvoline Lubricant
Languages
English
Advanced (C1)
Hindi
Advanced (C1)
Arabic
Elementary (A2)
Timeline
General Manager Automotive - EMEA
Bavaria Middle East
04.2019 - 03.2021
After Sales Divisional Manager
German Gulf Enterprises
04.2009 - 03.2019
After Sales & Parts Manager
Al Futtaim LLC
12.2003 - 03.2009
Business Head, After Sales, Strategy, Digital Platforms
Ghassan Aboud Group
4 2021 - Current
PGDBA in Digital Business Transformation -
MIT Sloan
MBA in Marketing - undefined
Canadian Institute
Bachelor's in Commerce - undefined
Mumbai University
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Adplatform<ul><li>Roles and Responsibilities</li><li>Hiring and team building</li><li>Managing team’s career progression and performance reviews</li><li>Managing Performance improvement plan and firing</li><li>Mentoring</li><li>Product roadmap planning and execution</li><li>Accountability of the entire delivery execution including the risk mitigation planning.</li><li>Stakeholder management</li><li>Adhering to Apple Privacy and Security Guidelines for platform</li><li>Design and implementation of new architectures and solutions to manage all online services for AdXchange in Apple Ads.</li><li>Design and implementation of new architectures and solutions deliver Budget experimentation in Apple Ads</li><li>Design and implementation of new architectures and solutions to manage data for Ad Platform.</li><li>Creating and maintaining all the data and analytics and revenue pipelines for Ad Platforms</li><li>Driving the solution for data ingestions and data processing across Ad platform</li><li>Defining the Strategy for data governance and data access</li><li>Collaboration with business to deliver relevant data and insight for our strategy and decisions.</li><li>Managing storage, processing, copy/synchronization etc. appropriate to scale</li><li>Enabling machine learning and algorithm groups by proving them right frameworks and data</li><li>Advancing team’s design methodology and quality programming practices and evangelize those techniques across Ad platform.</li><li>Deliveries</li><li>Setup 8+ member team to design and deliver Budget Allocation and Budget experimentation.</li><li>Leading Ad Delivery services team, responsible for delivering various capabilities like query understanding, targeting, fraud etc.</li><li>Delivered and Lead Design for observability for budget, and data platform in Ad platform.</li><li>Setup 11+ members high performing team to handle various business needs such as analytics and micro services for Display Advertising as well as Data Platform</li><li>Instrumental in driving Data Platform throughout the SDLC from inception, design, development, testing and deployment.</li><li>Instilled a strong team culture of high-quality delivery by constructive feedback, cross collaboration, focus and motivation.</li><li>Delivered Realtime and Batch Platform with various integrations</li><li>Delivered new DIP design for Data Platform</li><li>Delivered design of all the components of Data processing platform</li><li>Transitioned Display data work to India seamlessly and delivered many critical business impacting features and organizational security initiatives.</li><li>Closely worked with various stakeholders to understand the requirements which resulted into efficient remote work culture.</li><li>Seamless Display execution and set up best practices for 24X7 production on-call.</li><li>Tools and Technologies</li><li>AWS, S3, Kafka, Spark, Hadoop, EMR, Hive, Scoop, Flume, Cassandra, Airflow, Oozie, Gobblin, Schema Store, Icloud, Grafana, Kubernetes, Vertica, Alation, snowflake, druid, Iceberg, Java, Scala, IntelliJ, Oracle, MySql, Git, RIO, Spinnaker, Elastic cache, Grpc, Agile.</li></ul> at Apple - Adplatform