Jai Shankar Kumar
IIM- C I Strategic Management I Marketing I Profit Centre I
+91 9955990648
jaishankarholcim@gmail.com
EDUCATION
Executive Program from IIM
Calcutta , MBA
Bachelor of Arts Hons. (English)
from T M Bhagalpur University,
Bihar.
TECHNICAL
COMPETENCIES
• Sales Forecasting
• Logistics Management
• Market Planning
• Sales Promotion
• Channel Management
• Strategic Leadership
PERSONAL
COMPETENCIES
• ANALYTICAL SKILLS: -
Excellent ability to
analyses complexities.
• LEADERSHIP: -
Extensive experience of
leading teams.
• INQUISITIVE: - Creativity
with a quest to change
complex conditions.
• INNOVATIVE: - Extensive
experience of analysis of
case studies and give
unique solutions.
BUSINESS NETWORKING
PROFESSIONAL PROFILE
A Professional seeking an opportunity to implement my innovative
approach and skills for organizational development in an Esteemed
Organization.
VALUE PROPOSITION
Delivering world class solution to the organization, focus on top line Growth
& bottom line expansion, ensuring total customer satisfaction driven by
personal core values such as Ethical Business practice, Transparency &
Integrity.
Delivered through thought Leadership & Innovation in formulating Highly
efficient business strategies, remapping processes & developing systems
for effective customer satisfaction & business targets.
Strategic sales and marketing specialist with vast experience in Sales &
Marketing in Established Companies, Start-Up Ventures and Turnarounds
in Building Materials, Cement and RMC Business.
Worked with a Top MNC in India, specialized in Building materials: ACC –
Holcim, UltraTech, Shree & MPB - with significant contribution in
Increasing Market Share by 9 to 13 % over and above Existing Share.
WORK SUMMARY
Shyam Steel Manufacturing Ltd.
AVP – Sales & Marketing
Managing BH , JH & Eastern UP with over 1500 Crores Monthly Turnover
➢ Strategically looking after Dealer Network of around 1400 Dealers
spread across 3 States
➢ Introduced CRM / Technical Co ordination & Project Sales Feasibility
for improvement & growth as core areas
➢ Have been pivotal & instrumental in developing Manpower with
Logistics support & Opening up Various Depots with Distributor
appointment for overall Growth.
M P Birla Group

Vice President : S & M

• Managed Communication with the client and continuous implementation on change

management, knowledge management, integration and interface management, stakeholder
management.
• In-charge for developing Business for Loyalty and Rewards Program in the Cement and Building
Materials Industry

SENIOR SALES & MARKETING PROFESSIONAL Personal Attributes

With over 25 years of experience in Sales &

Marketing, Business Development,
Inventory Control, Channel and Relationship
Management. Highly competitive, self-
starter, disciplined and goal oriented
Professional. Track record of consistently
achieving sales Targets. Adept at handling
Sales and Marketing operations to stimulate
Sales growth and realize Organizational
objectives.

CORE COMPETENCIES

Sales & Marketing: Identifying new streams for

Revenue growth & developing plans to build Functional Skills
consumer preference. Using sales forecasting
to ensure the sale as well as profitability of
products. Analyzing Business developments &
monitoring Market Trends.

Business Development: Developing new clients

and negotiating with them for securing
profitable business. Forecasting sales targets
and executing them in a given time frame thus
enhancing clientele. Organizing promotional
programs & participating in exhibitions for
greater Brand visibility.

Channel Management: Networking with

financially strong and reliable Dealers/
Distributors resulting in Deeper market
penetration and improved Market share.
Appointing new Business / Channel Partners
to expand product reach in the market and
coordinating with the partners to assist them to
Promote the Product.
EMPLOYMENT DETAILS :

AVP Sales & Marketing – East (Sales & Marketing)

Penna Cement Industries Ltd. East ( Kolkata )

AREA OF EXPERTISE

- Leading Sales & Marketing Operations and Promoting Penna Cement, Developing Market
Segments to acquire good Market Share of product.
- Collaborating with Sales Promoters, Dealers and Retailers regularly -- Achieving Daily Dispatch
Plan / NCR Targets set by Management
- Analyzing the Performance of State and Overall Productivity Ensuring Pro Rata Sales in
allProduct Variants
- Administering a chain of Business Partners 272 Dealers and over 318 Retailers. Acquiring
Dealers & augmenting the sales of brand in the territory.

AVP ( Sales and Mktg. – BH / JH / Eastern UP ) : Shree Cement

AREA OF EXPERTISE
Appointed SP / CFA across BH / JH in 2015 along with MOU &
Yearly Scheme for Whole sellers , Dealers and Retailers .
Assessing the Training needs of Associates and conducting Suitable programs.

- Accountable for selling the product by contacting Dealers, Retailers and Direct Institutional
Clients. Identifying new profitable product and product lines.

- Effectuating innovative sale programs to improve the product awareness and escalate business
volumes. Enhancing the dealer infrastructure and appointing new partners in untapped markets.

- Maintaining different MIS Reports with help of ERP for Top Management on Daily, Monthly
and Yearly basis. Can work under High pressure and ensure to achieve companies Targets
RHM ( Sales & Mktg. ) BH /JH – UltraTech Cement

Key Achievements

- Brought down DSO from 21 days to average 7 days

- Increased Trade sales by 17 % over last year
- Increase in NCR on YOY Basis
- Increased Channel partners from active 312 to 526 within a year
- Increase Dealers Productivity from 37 to 78 PMT
- Appointed HA / SP for Bhagalpur ,Begusarai, Muzaffarpur, Saharsa, Hazipur,
Samastipur, Arrah & Dehri Grew by over 27% in all these depots by way of better
Serviceability ,Reach and Strong relationship
- Instrumental in increasing ‘Premium” Cement sales to an average of 18500 MT in a
year

ACC Ltd. (1998 -2011) - As Sales Head – Andhra Pradesh, Jharkhand

Area I / C Dhanbad – Jharkhand and as Asst. Manager – Patna, Muzaffarpur , Gaya , Dehri ,
Koderma , East / West Champaran )

- Worked with Mc Kinsey & Co With a specific Project along with the regular
responsibilities.
- Managing all the function & controlling the day to day activities of the Sales Office.
- Sales & Budget planning for the year , Sales plan for each Officer for their area ,
Evaluate it & correct it if necessary, making them responsible for their commitment.
- Controlling a sales volume of Rs. 225 Crore per annum with a growth of 26% in
volume & 32 % in value with an increase in EBIDTA of 17 %.
- Stellar role in increasing sales volume by 26% in Andhra Pradesh by converting
customers from OPC to Blended Cement.
- Entrusted with the additional responsibility of Institutional Sales / Bulk Sales.
- Responsible for Data Management at Regional Sales Office.
- Instrumental in improving Dealer Penetration level from 25% to 38%.

Worked in different depots of Bihar – Muzaffarpur, Darbhanga, Motihari , Bettiah ,

Gaya , Nawada , Dehri , Arrah, Buxar, Nalanda , Nawada ( 1998 -2007 )
- Worked as Area I/C – Dhanbad and looked after Koderma w/h, Deoghar w/h ,
Sahebganj w/h and Dhanbad w/h ( 2007 - 2009 )
 ARVIND GARMENTS: As Area Executive (Marketing & Channel Sales)

Arvind Garments, a unit member of Arvind Mills (Lalbhai Group) having group
turnover of Rs.2500 Crores is a leading name in Garments. Leading Brands include
Lee, Arrow, Flying Machine & Wrangler. Lalbhai is also known as the “People
who brought the Jeans Culture to India”.

RESPONSIBILITIES ASSIGNED

- Sales Planning & Budget Planning for the year.

- Controlling and increasing the Sales of Jeans, Accessories at Bangalore, Vijayawada, Ranchi region.
- Expansions of existing network by appointing new Dealers and Distributors.
- Controlling over a Sales Team of 2 Sales Supervisors & Monitor their performance and Guide them.
- Launching of New Products, Conduct Product Promotion in the Market, Control the activity and Monitor
Performance. Organize Dealer and Distributor Meets.

Company / Role &

Date of Joining Date of Leaving Geography Designation
Organisation Responsibility

Order Collection ,
Arvind Garments Bangalore , AP &
1st Sept 1996 31st Jan 1998 Area Executive Payment , Training &
(Lalbhai Group ) Telangana
Development

Sales , Dealer
Bihar , Jharkhand, AP
ACC Ltd. ( Holcim) 1st Feb 1998 14th Oct 2011 Sales Head Networking , Logistics
& Telangana
, EBIDTA

Regional Head Networking , Sales ,

CFA Appointment ,
UltraTech 15th Oct.2011 9th Feb 2015 Bihar , Jharkhand Sales &
CRM , Premium
Marketing
Product Launch

Product Launch , BP
Shree Cement Ltd. 10th Feb 2015 19th Nov 2016 Bihar , JH & Eastern UP AVP - Sales Appointment , Sales &
Dealer Networking

Product Launch at
GM - Sales &
J K Lakshmi Cement 20th Nov 2016 28th Mar 2019 BH , JH & West Bengal WB , JH & BH , SP
Marketing
Appointment & Pricing

Associate VP- Product Launch at

Penna Cement
1st Mar 2019 31st Oct 2021 West Bengal & Odisha Sales & WB & OD , SP
Industries Ltd.
Marketing Appointment & Pricing

Pricing , Premium
Bihar , JH & West VP - Sales &
M P Birla Group 1st Nov 2021 25th Aug 2023 %age , TDC ,
Bengal Marketing
Profitability

Volume , Distributor
Shyam Steel
9th Oct 2023 Till date BH & Eastern UP AVP - Sales Appointment , CRM ,
Industries Ltd.
Logistics

ACHIEVEMENTS IN PROFESSIONAL CAREER

1. Awarded as 2nd best Region in ‘East A’ by “UltraTech Cement Ltd.” in overall performance for the .
 ACHIEVEMENTS IN PROFESSIONAL CAREER

1 Awarded as 2nd best Region in ‘East A’ by “UltraTech Cement Ltd.”in overall performance for the
Year 2012-13 and 1st in 2011-12.
2. Awarded for ‘Developing ROCE ‘for Profitability Discussion with Channel Partners for East.

3. Awarded for designing ‘Scheme Meter ‘for Entire East which is helpful tool for Officers across in explaining
to Channel Partners.

4. Received ‘Letter of Appreciation’ from CE – South West & MD (ACC Ltd.) for overall Sales Performance
of Telengana & AP (FY 2011).

5. Have been on Board of Consultations for CRISIL, Infoline Research, Insight Alpha, Advantus Global, B &
K Securities, RAIN Group, HDFC Securities, Motilal Oswal, Lynk – Hongkong and Third Bridge India.

6. Earned ‘Professional Sales Management ‘Degree from XLRI – Jamshedpur in the year 2000.

7. Obtained Degree in ‘Executive Program – Growth Strategies for Business Leaders ‘from IIM –
Calcutta in the year 2020.

PERSONAL QUALIFICATIONS

Qualification Year of Passing Stream Institute University % age

MBA 1996 Marketing LNMI Patna Magadh University 68%

Executive Growth
Programme 2020 Strategy IIM Calcutta IIMC Good

ACADEMIC QUALIFICATIONS

Year of
Qualification Stream Institute Board / Univ. %age
Passing
B.A (English) TNB Bhagalpur
Hons. 1994 English Hons. College,Bhagalpur University 67%
TNB
1989 I.Science
10+2 College,Bhagalpur BIEC, Patna 66%
Mount Assisi
ICSE ICSE
10th 1987 School Bhagalpur 61%

ACADEMIC ACHIEVEMENTS

Awarded Ph.D. in 2008 by Magadh University for my work on ‘Globalization – Management of Economic
Future’
PERSONAL PROFILE

Date of Birth : 1st January, 1972

Father’s Name : Dr. Girija Prasad Sharma
Linguistic Abilities : English & Hindi
Nationality : Indian
Address : ‘SHAKUNTALA ‘ , H-68 , Road No. 1 , Chanakyapuri , GAYA -823001.