Vikas Toshniwal

Biography

  Experience Business Head (APac, MEA, EU, CIS regions) - Foods & Industrial Processing Enzymes Company NameAdvanced Enzyme Technologies Ltd Dates EmployedApr 2013 – Present   Employment Duration4 yrs 6 mos LocationMumbai Advanced Enzyme Technologies Ltd. (AETL) is a 60 years old Mumbai-based Indian MNC player in enzymes with exports to 45+ countries across 6 continents; equipped with state-of-the-art manufacturing facilities and R&D Centres in India and the US; AETL prides itself in being one of the few manufacturers across the globe that offer a wide spectrum of enzymes derived from various natural origins: plant, fungal and bacterial, and cater to numerous industrial applications.  As a Business Head, I'm responsible for developing & executing route-to-market strategy (including establishment of application-focused distribution network in key markets) and driving global business expansion & growth based on aggressive market penetration in multiple geographies (except Americas) for wide spectrum of applications covering FOODS and NON-FOOD INDUSTRIAL Processing, including SPECIALTY applications. Industries catered to :  # FOODS & BEVERAGES -  * Baking, * Fruit & Veg. processing, * Oenological (wine) processing, * Malt extract mfg, * Brewing, * Starch & Grain processing, * Edible Oil extraction, * Protein modification, * Dairy & Cheese processing, * Yeast Extract (flavour enhancers) manufacturing, * Tea mfg, * Bio-active compounds and Herbal & Natural extractions. # NON-FOOD / TECHNICAL - * Bio-ethanol & Cellulosic Ethanol production, * Pulp & Paper processing, * Textiles processing, * Detergents & Cleaning solutions, * Agro processing, * Effluent treatment, etc. Industry Sales Manager (Household Care, Pharma, Leather) - South Asia Company NameNovozymes South Asia Pvt. Ltd. Dates EmployedOct 2010 – Aug 2012   Employment Duration1 yr 11 mos LocationBangalore NOVOZYMES A/S (HQ at Bagsvaerd, Denmark) is a world leader in bio-innovation, and the most reputed manufacturer of Industrial Enzymes that can potentially help re-engineer thousands of everyday products to deliver enhanced sustainability performance, introducing energy cost savings, and decreased raw material costs for our customers. As Head of Industrial Sales, I was responsible for strategy development & implementation, and driving market penetration & disruptive growth in diverse target industries, viz. Household Care (detergents), Leather (tanneries), Pharma (API manufacturing), with a cumulative business of approx. US$ 3.0 Mn (~ INR 18 Cr.) Played a pivotal role in conceptualization & implementation of completely localized India-specific ‘GAME-CHANGER’ PENETRATION & GROWTH STRATEGY for industrial enzymes in Household Care business named as PROJECT ‘SMARTR’ ('10x' disruptive growth strategy), slated to catapult this business from 4th to 1st position in Novozymes India sales contribution within next 4-5 years. The 1st pilot testing of the concept has been a grand success with one of the key prospects placing single largest order in the 10+ years' history of HHC business, thereby growing the existing business potential by 100% (doubled turnover within 1 year). Originator of the most successful formulation idea that made the Project 'Smartr' a runaway success. Active contribution to technical brainstorming sessions; Instrumental in generating new product concepts & development as a part of this growth project so as to support strong growth ambitions and ‘brick-walling’ against competition.  In lead role within the IGM (Industry Group Mgmt.) team comprising SEAIA (SEA, India, Australia) Regional Sales, Technical & Marketing Managers, drove strong co-ordination on industry related decisions. Marketing Manager (MRO), Business Manager (SFI) - India & SriLanka Company NameBrady Company India Pvt. Ltd. Dates EmployedDec 2007 – Sep 2010   Employment Duration2 yrs 10 mos LocationBangalore BRADY CORP (HQ at Milwaukee, US) is an international manufacturer and marketer of complete solutions that identify and protect premises, products and people. Its products help customers increase safety, security, productivity and performance and include high-performance labels and signs, safety devices, printing systems and software, and precision die-cut materials.  Dec'07 - Aug'09 : Business Manager for SFI business (Safety & Facility Identification) Sep'09 - Sep'10 : Marketing Manager for MRO business (Maintenance, Repairs & Operations), a new division created out of merger of SFI & PCI business (Power & Communications Identification). Business Management in intrapreneurial role, with major anchoring responsibility of a solid pillar for laying strong foundation of Brady business in India; As a process owner for channel strategy development, created a detailed plan for market penetration and process for distributor identification & appointment. Almost single-handedly scouted & appointed 7 distributors spread across key markets, within the 1st year. Identified customers' CBIs (Critical Business Issues), and created impactful CVP (Customer Value Proposition) presentations for key product categories; Developed first-of-its-kind plant safety survey guideline & template. Created all necessary tools for enhancing salesforce effectiveness. Completed market mapping (market size estimation and potential for individual product-lines in various industry verticals such as O&G, Petrochemicals, Chemicals, Pharma., FMCG, etc.); Conducted rapid market assessments, identified high-potential target segments, and developed go-to-market strategies as well as business strategy with 3-5 years outlook. Worked closely with Engg. team for driving various product related initiatives such as NPD, Localization & Customization (developing India-specific product offerings). Instrumental in setting up of processes such as Pricing Process, Demand Generation Process, etc. Marketing Manager (Non-wovens) Company NameE.I. DuPont India Pvt. Ltd. Dates EmployedMar 2006 – Nov 2007   Employment Duration1 yr 9 mos LocationGurgaon, India DUPONT is a well-reputed world leader in market-driven Innovation and Science, serving markets as diverse as agriculture, nutrition, electronics and communications, safety and protection, home and construction, transportation and apparel. As a National Segment Manager, led the new business development of : Sontara® spunlaced non-wovens product range application in diverse target industries, viz. coating substrates, automotive & engg., pharma & biotech, offset printing, electronics & PCB assembly, filtration and organized retail.  Tyvek® HDPE spun-bonded non-wovens product range application in automotive & engg. industries. Effectively used the Six-Sigma tool to enhance the sales process efficiency and established the application of Sontara® in ‘Offset Printing’ segment. Key Account Manager - West India (Commercial Graphics) Company Name3M India Ltd. Dates EmployedFeb 2004 – Feb 2006   Employment Duration2 yrs 1 mo LocationMumbai 3M is a diversified technology company with a strong reputation of global innovation. Over the years, 3M's innovations have improved daily life for hundreds of millions of people all over the world, and have made driving at night easier, made buildings safer, and made consumer electronics lighter, less energy-intensive and less harmful to the environment.  In my role as KAM, I negotiated with major corporates (BoB, SBI, VIP, Godrej, Bridgestone, others) to get 3M approved & specified, signed National Contracts, and implemented on a Pan-India basis (by managing channel of convertors). Developed a first-of-its kind improvised sales tool - "Life Cycle Cost Assessment (LCCA)" for creating a very strong value-proposition to convince key accounts to "invest" in our division's product offering. This was later adopted successfully within the CG Division. Effectively demonstrated use of all sales tools (including the "LCCA") to win the first ever single largest order in 15 yrs of CG Division’s history in India. Received the most coveted “TRAILBLAZER” Award for outstanding sales performance in 2004. Led dedicated team of distributor salesforce; cultivated habit of continually exploring innovative ways of lead generation; ensured channel co-ordination, prompt customer service and timely order executions. Successfully completed Six Sigma 'Green Belt' Certification Project, resulting in first business win for a new product category and subsequently its launch; awarded recognition of ‘Top-rated Project’. Assistant Manager - West India (Corporate & Institutional Sales) Company NameMaruti Suzuki India Ltd. Dates EmployedJun 2001 – Jan 2004   Employment Duration2 yrs 8 mos LocationNew Delhi Area, India MARUTI SUZUKI is a leading manufacturer of passenger vehicles in India. Lovingly referred to as the people's car maker; over the past three decades Maruti Suzuki has changed the way people in India commute and travel. As Assistant Manager for Corporate Sales, I was responsible for driving B2B sales and handled bulk deals with corporates, PSUs, fleet & cargo operators, DGS&D and CSD. First to crack the bulk deal for “VERSA” in the fleet operator segment. Instrumental in the development of Maruti OMNI “CARGO”, and subsequent creation of an entirely new target segment- Logistics/Courier industry; Successful in bagging major orders from DHL, UPS, Fedex. Further, the product has been able to achieve global footprint as well, with penetration in African and other markets. Successfully negotiated and entered into an MoU with Air India in Apr’02 ensuring sales of only MUL vehicles in this key corporate.

Research Interest

 16+ years experience in B2B business (Domestic & Exports) with challenging & progressive roles in Industrial Sales, Marketing & Business Development, Product Mgmt, Strategy, General Mgmt ('Business Head'), coupled with expanding geographical responsibilities and exposure to working with stakeholders/clients in APac & EMEA regions in global multi-cultural environment. With over a decade of 'hands-on'​ leadership roles (in matrix organization structures), have been passionately leading from the front in setting up of new industrial businesses relatively from scratch or nascent stages.