Raju Kaul
Noida
Summary
- Synopsis-CORESTRENGTHS – Over 25 yrs of rich, multi-cultural and global experience ( India, East & West Africa ) in handling (FMCG, Lubricants, Fuels, Gas) Channel Sales, B2B/B2C/Retail, Sales & Marketing, Product Launches, Retail & Distribution management, Team Management, Handling Large Team, Route To Market/Go To market strategies-ATL/BTL activities, Excellence in Execution, Profit and Loss accountability, Acquisitions and Mergers. A dynamic FMCG, Oil & Gas professional/management graduate MBA (Specialisation Oil & Gas, hydrocarbon value chain from well to wheels), PG Diploma sales & marketing, PG Diploma Retail Management with rich experience in the areas of Channel Sales, Strategic Planning, Sales & Marketing, Business Development, Customer Relationship Management, Distribution Management, Team Management, People Management, Product Pricing & Schemes. Achievements: Rose in a career growth path from Sales Representative to Chief Operating Officer, exposure to Domestic and International Markets. Associated and worked with the best global brands (PepsiCo, Castrol, Mobil, and Godrej).Worked from grass root level in different markets, formulated and implemented marketing & sales strategies, product STP, SWOT analysis to have competitive advantage and sustenance. Handled large turnover of USD 300 million/annum, Profitability of USD 30 Million, Large team, Core products FMCG, Lubricants, Oil & Gas.
Versatile Business Head with exceptional business sense and in-depth understanding of Oil& Gas operations, best practices and strategies.Dedicated Oil & Gas professional with a history of meeting company goals utilising consistent and organiser practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organisational brand. Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgement to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance. Sustainable growth-minded budget coordinator with collaborative approach to determining specific, detailed quarterly and annual revenue and expenditure targets. Sensible personnel manager, implementing employee-focused wellness programs and generating industry-leading worker satisfaction ratings.
Overview
30
30
years of professional experience
Work History
Head Business Development-Gas
ETG Group (Falcon Gas Mozambique Lda)
06.2022 - Current
- Responsible for the construction of LPG bottling plant with capacity of 200M3 in South Region.
- Engaged in product training, demonstrations, consumer awareness, branding and acquisition initiatives to raise awareness and revenues.
- Target LPG of 200 MT/month.
- Oversaw budgets, payroll, and accounts payable.
- Ensured compliance with all regulatory requirements by staying current on industry developments and implementing necessary controls within the organisation.
- Oversaw the preparation and submission of all tax filings, mitigating potential risks associated with noncompliance.
- Directed budget development, budgetary controls and recordkeeping to make informed financial decisions.
- Developed comprehensive project plans with clear timelines, milestones, and budget requirements, ensuring timely delivery of high-quality results.
- Developed strong relationships with stakeholders through regular communication updates, fostering trust and confidence in the team''s ability to deliver results.
- Identified plans and resources required to meet project goals and objectives.
- Monitored project performance to identify areas of improvement and make adjustments.
- Reduced project costs, negotiating contracts with suppliers and optimizing resource allocation.
- Maintained compliance with industry standards and regulations, conducting regular audits and updates to project practices.
- Expanded market reach by identifying and pursuing new business opportunities.
- Negotiated favorable contracts with vendors, reducing operational costs and fostering long-term partnerships.
- Established and managed monthly, quarterly and yearly sales plans.
- Conducted thorough market research to identify emerging trends in the industry that informed future business decisions.
- Managed budgets, forecasting financial needs, and ensuring fiscal responsibility across all departments.
- Set and monitored annual budgets for departments and entire business.
COO
Mount Meru Petroleum Mozambique LDA
07.2019 - 02.2022
- Petroleum (Fuels and Lubricants) Responsible of Sales, Cash flow, P&L, Budgeting,Working capital,Inventory management, HSSE,Cost control,MIS.
- Devising, implementing and formulating strategies of sales and marketing of Retail network & Bulk Sales
- Procurement and importation of fuel to keep the demand supply balance
- Pricing, schemes and acquiring & acquisition/merger of new retail stations as per the company expectations/targets
- Total volume of 10 million liters (Retail & Bulk) per month with Gross profitability of USD130 per M3 in a month
- Lubricant volume 100kl/month. GP/M3 $300
- Total Retail stations at present 17 with mix of COCO, DODO and CODO outlets
- Target to construct 50 stations till 2023. Handling large team and projects from inception till commissioning
- Team motivation, recruitment, Trainings and encouragement to the departments of supply and logistic, finance, legal, sales and marketing, back office support, HR and operations team for the effective control and optimum output from the departments in terms of expected goals and objectives
- Reporting to BOD.
- Managed budgets and financial forecasting to ensure fiscal responsibility and maintain profit margins.
- Established metrics-based performance evaluations for a more objective assessment of employee contributions.
- Identified and pursued business development opportunities to grow organization and increase revenue.
- Managed financial, operational and human resources to optimize business performance.
- Developed innovative sales and marketing strategies to facilitate business expansion.
- Monitored key business risks and established risk management procedures.
- Devised and presented business plans and forecasts to board of directors.
General Manager Retail
NIPCO PLC
04.2014 - 09.2018
- Nipco Plc -Major Down Stream Oil & Gas Company with presence of 200 fuel stations (COCO, CODO, DODO outlets) pan Nigeria from, 4 years, 6 months
- Fuels(PMS & AGO), LPG & Lubricants
- Responsible for the business of White fuels, LPG and lubes (Shell & Lukoil brands and then Mobil brand after Mobil Nigeria acquisition) Handled Retail network of 200 retail outlets, Formulating Sales & Marketing strategy for Retail network expansion, LPG skid installation and Automotive lubricant throughput at each outlets
- Responsible for setting up sales force, Distribution/Retail Network as well as supportive activities
- Brand building, Channel Strategies of Retail network of 200 NIPCO outlets (COCO, CODO, DODO),LPG bulk buyers and 20 LPG skid
- Monitoring sales on Weekly, Monthly and quarterly basis
- Rolled out cash and carry model entire Nigeria for lube ready stock van
- Target of achieving 50 new RO and 30 new LPG skid by the end of 2018.Handled.Retail volumes(PMS & AGO) of 45 million liters per month, LPG of 25000T/month and lubes of 200 Kl per month
- Collected Lube Order of USD 1.6 Million order from NLNG for Shell Lubricants
- Handled turnover of USD 300 Million/annum (Oil& Gas), Profitability to the tune of USD 30 million per annum
- Evolving and executing marketing strategy and plan in the areas of
- Marketing and Retail & LPG skid acquisition and commissioning, Documentation and approvals for commissioning the RO and LPG Skid outlets within the timeframe in line with company specifications
- Commissioned 15 LPG skid plants from location till selection, marketing feasibility, Govt approvals till operations/safety and branding
- Was a member of a core committee team in the acquisition of Mobil Oil Nigeria Nipco Plc
- Worked on brand Positioning, customer care, and consumer perception of Nipco brand image and loyalty for quality and quantity
- Introduction of POS system in the forecourt
- Loyalty cards, Wet management inventory system
- Pump tolerance adherence and nozzle throughput activities
- Branding of stations as per the company standards
- Liaison with Govt for licenses and approvals
- Sales promotion and BTL&ATL activities to increase throughput and brand promotion
- Pricing of White fuels (AGO),LPG and Lubes as per market pricing trends
- Maintaining and growing Profitability to the tune of USD 30 million per annum
- Retail auditing,CAPEX and OPEX to plan for the investment
- Relationship management and people management
- Meeting financial objectives by forecasting requirements, preparing an annual budget, scheduling Expenditures; analyzing variances; initiating corrective actions
- Responsible for business turn over to the tune of approx.300 million USD per annum.(retail and LPG bulk)
- Handling large team of Territory managers, Regional Managers, Legal, finance and MIS officers
- MIS and Reporting to MD
- Implemented Demand Generation Activities to increase retail foot falls
- Implementing HSE strategies and ensure compliance as per safety standards.
Regional Sales Manager
XADO INDIA LUBRICANTS PVT LTD
08.2013 - 03.2014
Head-Sales
CONOILPLC
10.2009 - 01.2013
Deputy Sales Manager
CASTROL INDIA LIMITED
01.2003 - 01.2009
Sr. Sales Executive
Godrej Tea Ltd
08.2002 - 03.2003
Customer Executive
PepsiCo India Holding Pvt. Ltd
05.2000 - 06.2002
Sales Officer
Indo Mobil Ltd
11.1997 - 02.2000
Sales Representative-Northern Region
Apar Industries Ltd (Special Oils refinery Div)
04.1995 - 10.1997
Education
MBA - Oil & Gas
University of Petroleum And Energy Studies
Dehradun2019
Post-Graduation Diploma - Retail Management
Symbiosis
Pune2009
Post-Graduation Diploma - Sales and Marketing Management
YMCA
New, Delhi1997
Bachelor of Science - Physics, Chemistry & Math
Kashmir University
Kashmir1995
Skills
- Interpersonal Communication
- Active Listening
- Excellent Communication
- Teamwork and Collaboration
- P &L
- Budgeting
- Cash Flow
- People Management
- Business Development, Sales & Marketing strategies
- Product Launches
- Core products :FMCG, Lubricants, Oil and Gas
Additional Information
- Achievements/Awards: Top Performance award (Retail Specialist) volume growth, systems & processes in Nainital conference in year2003. Area Champion Tigers in Thailand conference in year 2004. Overall performance award (NFW) in year 2006. Outstanding NFW Award in year 2007. Best FMS award N-Team Road show conference Jaipur in year 2008 and many certificates
- Date Of Birth : 01/10/1971
Timeline
Head Business Development-Gas
ETG Group (Falcon Gas Mozambique Lda)
06.2022 - Current
COO
Mount Meru Petroleum Mozambique LDA
07.2019 - 02.2022
General Manager Retail
NIPCO PLC
04.2014 - 09.2018
Regional Sales Manager
XADO INDIA LUBRICANTS PVT LTD
08.2013 - 03.2014
Head-Sales
CONOILPLC
10.2009 - 01.2013
Deputy Sales Manager
CASTROL INDIA LIMITED
01.2003 - 01.2009
Sr. Sales Executive
Godrej Tea Ltd
08.2002 - 03.2003
Customer Executive
PepsiCo India Holding Pvt. Ltd
05.2000 - 06.2002
Sales Officer
Indo Mobil Ltd
11.1997 - 02.2000
Sales Representative-Northern Region
Apar Industries Ltd (Special Oils refinery Div)
04.1995 - 10.1997
MBA - Oil & Gas
University of Petroleum And Energy Studies
Post-Graduation Diploma - Retail Management
Symbiosis
Post-Graduation Diploma - Sales and Marketing Management
YMCA
Bachelor of Science - Physics, Chemistry & Math
Kashmir University
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