Shishir Bansal
Summary
Dynamic sales leader with a proven track record at Signify, excelling in team leadership and account management. Achieved significant revenue growth through innovative strategies and strong Specifier relationships. Skilled in specification sales and effective communication, driving successful project specifications and conversions across diverse markets.Brings up vast experience in working closely with the Architects,Consultants and Contractors
Overview
17
17
years of professional experience
Work History
Head-Specification Sales & Business Development
Signify (Formerly Philips Lighting)
06.2020 - Current
- Spearheading a proficient team of Specifier Account Managers focused on premier specifier accounts in Indonesia
- Leading a dedicated Lighting Application Specialist and Business development team of Indonesia, Singapore, Philippines, Malaysia, ensuring our products are the preferred choice in project specifications and tenders.
- Collaborating closely with Architects, Consultants, Lighting Designers and Contractors and EndUsers to secure product specifications and Project conversions to Orders
- Accountable for meeting ambitious monthly sales targets encompassing end-user engagement and project sales.
- Overseeing a dynamic team of 9, driving a significant business volume of 27 MEur across specification sales and lighting application domains
- Close working and active membership in Green Building Council, Architects association and Lighting Designer associations
Regional Sales Head-Specification & BD-North India
Signify (Formerly Philips Lighting)
06.2017 - 05.2020
- Spearheaded a team of specifier account managers and lighting application specialists, driving product specification in projects across North India and Doing Business development across the region to ensure sales conversions
- Consistently achieved monthly sales targets through dynamic end‑user engagement and project sales initiatives working closely with the End users and Contractors
- Increased sales revenue by implementing innovative marketing strategies and optimizing team performance.
- Managed a 10‑member team, accountable for generating a business volume of 20 MEur in specification sales and lighting applications in the Northern region.
- Collaborated with product development teams for continuous improvement of offerings based on customer feedback and evolving market needs.
- Launched new products successfully by collaborating with cross-functional teams and executing comprehensive go-to-market plans.
- Implemented effective CRM tools to track leads, maintain accurate customer data, and optimize the sales process.
- Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams.
- Established a robust pipeline of prospects through diligent prospecting efforts, leading to consistent increases in new business opportunities.
- Analyzed market trends to identify new opportunities for business expansion and growth.
Key Account Manager-Specification Sales & Bus.Dev.
Signify (Formerly Philips Lighting)
05.2014 - 05.2017
- Pioneered product specification within projects and tenders, effectively embedding our products into client solutions while nurturing key specifier accounts to bolster specification business and collaborating closely with contractors for project completion and sales realization
- Built and maintained strong client relationships to drive business growth.
- Achieved monthly sales goals by executing targeted end-user engagement and optimizing channel sales strategies.
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Developed and delivered presentations to key customers to position products and services.
- Negotiated contract renewals with existing clients, securing long-term commitment and fostering ongoing collaboration.
- Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Delivered detailed product presentations, effectively communicating value propositions and features to decision-makers.
Sales and Business Development Consultant
Endo Lighting Corporation
10.2012 - 05.2014
- Drove product specification processes with architects, consultants, End Users and Contractors to secure business growth and market penetration by converting specification pipeline to sales
- Achieved targeted revenue growth by implementing effective sales strategies and tactics.
- Negotiated contracts and closed sales with new and existing clients.
- Successfully listed products in approved categories for major government departments, including PWD, CPWD, and the Airport Authority of India.
- Engaged with contractors and specifiers to foster relationships and drive specification efforts.
- Led educational seminars and dynamic presentations at government departments and architectural firms, showcasing technical process and thought leadership.
- Finalizing the pricing and the margins during product management
- Set up and maintained global account management and reporting tools and processes.
- Optimized sales funnel management practices, leading to increased lead conversion rates and shorter sales cycles.
- Analyzed competitor strategies and market trends to stay ahead in competitive landscape.
Assistant Manager-Project Sales
Bajaj Electricals
12.2011 - 10.2012
- Expertly managed BOQs and contributed to the design process to meet project specifications.
- Collaborated with the management team to develop strategic plans for business growth and improvement.
- Coordinated with vendors to ensure timely delivery of products and resolve any supply chain issues.
- Collaborated with management team to set sales targets and strategies, achieving consistent sales growth.
- Spearheaded business development and sales initiatives within the lighting division, focusing on luminaires, LEDs, and lighting controls.
Project Engineer
LSI India
08.2008 - 12.2011
- Provided technical expertise throughout all phases of the project, ensuring accurate execution of designs and specifications.
- Monitored installation of materials and equipment for compliance with drawings and specifications.
- Cultivated strong relationships with clients, leading to repeat business and referrals.
- Expertly install, control, and program lighting controllers and dimmers, specializing in inductive and high-frequency ballast systems for LED applications, with proficiency in control plate programming for optimal light management
- Generate comprehensive quotations, bills of materials, and single-line diagrams for intricate lighting control systems and automation technologies.
- Engage with clients, consultants, and architects in meetings and conferences to ascertain precise project requirements for lighting and control systems, ensuring alignment with client visions.
- Design sophisticated lighting layouts and control schemes, develop logical circuits, and craft detailed dimming schedules and specification sheets tailored to individual project needs.
Education
Master of Technology - Energy Studies And Environmental Management
Indian Institute of Technology
New Delhi,India07-2013
Bachelor of Technology - Electrical And Electronics Engineering
Uttar Pradesh Technical University
India06-2008
Skills
- Teamwork and collaboration
- Problem-solving
- Multitasking
- Excellent communication
- Critical thinking
- Decision-making
- Team Leadership
- Sales Accumen
- Product Management
- Account Management
- Organization and time management
Accomplishments
- Core member of Technical Advisory Group of Green Building Council of Indonesia
- Speaker Award ‑ Green Business Certification Inc. (GBCI)
- Speaker Award ‑ CII ‑ Indian Green Building Council (IGBC)
- Speaker Award ‑ Government of India,Ministry of HRD CEO Award ‑ Signify
- Won CEO awards for two times in a row for best performing Region Award
- Qualified GATE Examination for M.Tech
Timeline
Head-Specification Sales & Business Development
Signify (Formerly Philips Lighting)
06.2020 - Current
Regional Sales Head-Specification & BD-North India
Signify (Formerly Philips Lighting)
06.2017 - 05.2020
Key Account Manager-Specification Sales & Bus.Dev.
Signify (Formerly Philips Lighting)
05.2014 - 05.2017
Sales and Business Development Consultant
Endo Lighting Corporation
10.2012 - 05.2014
Assistant Manager-Project Sales
Bajaj Electricals
12.2011 - 10.2012
Project Engineer
LSI India
08.2008 - 12.2011
Master of Technology - Energy Studies And Environmental Management
Indian Institute of Technology
Bachelor of Technology - Electrical And Electronics Engineering
Uttar Pradesh Technical University
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