1. MAHESH KUMAR RAICHANDANI
E-Mail: mkrai.tkm@gmail.com
Phone: +91 7760141259
Business Operations | Sales & Marketing | People Leadership
Automobile Industry Expert with experience in India as well as Asia Pacific Region with vast exposure in
both New Car as well as Used Car and Tractors/ 3 Wheelers sales operations
CORE COMPETENCIES
Strategic Planning
Business Operations
Sales & Marketing
Revenue & EBIDTA Growth
Business Turnover Management
Channel Management
SOP Development & Implementation
Process Improvement
Business Development
Brand Management & Strategy Execution
Training & Development
Strategic Alliances & Partnerships
Team Management & Leadership
ACADEMIC DETAILS
• PursuingM.B.A.(Marketing)
ICFAIUniversity
• B.E. (Mechanical)
Barkatullah University, Bhopal in
1999
PERSONAL DETAILS
Date of Birth: 7th
December 1976
Languages Known: Hindi English
Address: A9-1704, Elita Promenade,
J.P. Nagar 7th
Phase, Bangalore –
560078
PROFILE SUMMARY
• Offering nearly 17 years of dynamic career in Sales & Marketing and
Business Operations in Automobile industry
• Thorough knowledge and experience in all functions in automobile sales –
Planning / Strategy / Sales Operations / Marketing / Systems / SOPs /
Training / Used Car business etc.
• Accelerating the success of the company by implementing new business
models and managing end-to-end operations post set-up
• Designed and executed channel sales & distribution strategy to achieve
segment-wise targeted sales volumes, area-wise market shares, and
coverage objectives
• Explored ideas and market insights to create plans for and develop high
impact results working cross-functionally to increase sales and enabling
exemplary Return on Investment (ROI) for shareholders
• A People’s Person imparting continuous on job training to the team
members for enhancing their productivity & operational efficiencies
through knowledge enhancement / skill building
• A decisive leader and team player accomplished all team targets,
attained promotions for the team and created the roadmap for their long
term development
NOTABLE ACCOMPLISHMENTS ACROSS THE
CAREER
• Revamped the Used Car Business Operations in TKM and got a
recognition for the same as Best in India
• Successfully launched first ever Used Car Auction business for an OEM
in India [First of its kind in India]
• Initiated the Toyota Auction Mart business for TKM by preparing the
complete business operations roadmap from scratch till launch, led the
overall operations
• Merit of being selected for special assignment at TMAP (Toyota Motor
Asia Pacific), Singapore for 1 year for prestigious project of Used Car
Development for AP region
• Successfully organized Asia Pacific level Used Car workshop in India
for 15 countries participants
• Organized first ever All India Used Car best practise workshop which is
now benchmark for any conference for TKM
• Notable contributions in:
o Rolling out of DESI 2011 & 2012 (Dealer Expectations Standards
India - Annual dealer Evaluation Program) with combined Sales
and Service programs under Han-Sa Renkei activity
o Finalising the strategy for Regional Office operations
Expanding Regional Office Structure for TKM with creation of
5th Regional Office
o Established EC50 Concept at the dealerships for effective
enquiry management for improving sales efficiency
• Steered sales target achievement and market share enhancement in
states of MP CG Gujarat Goa during 5 year stint at West Regional office
for TKM

2. • Instrumental in changing the designation of Sales Team Members for
TKM from Sales Officers to Territory Managers
ORGANISATIONAL EXPERIENCE
Since May’05 Toyota Kirloskar Motor Private Limited (TKM), Bangalore as Manager
Growth Path / Deputations:
May’05 - Mar’10 Sales Operations at West Regional office, Mumbai
Apr’10 - May’12 Deputy Manager – Regional Office Development Department, Bangalore
Jun’12 - May’13 Assistant Manager –Toyota Sales Operations Support Division, TMAP Singapore
Since Jun’13 Manager – Toyota U Trust Division, Bangalore
Key Result Areas:
In charge of Used Car Planning Department and Used Car Auction Department. Responsible for planning and
development of all SOPs, Systems, tools & training modules to strengthen dealer operations. Planning and execution of
marketing strategies and training programs to support dealer performance and company objectives. Responsible for

3. business performance and profitability of Bangalore auction and detail feasibility study for all India expansion of Auction
Business Model.
Used Car Planning Department:
• Planning and monthly review of annual targets/projects/activities (Division Hoshin) for U Trust division
• Development and roll out of various policies / guidelines to strengthen U car operations like certification and warranty
product, warranty handling process, DMS utilization, display and refurbishment standards for retail vehicles & so on
• Developing tools to strengthen collaboration between new car and U Car teams at Dealerships as well as TKM for
improvement in Sales volumes & dealers efficiency
• Driving various marketing and brand promotion activities like digital media programs to enhance online reach and
generate additional leads on National level
• Conceptualization and implementation of new ideas / pilot projects to enhance dealer operations and achievement of
company objectives
• Planning and execution of all training programs required for dealer manpower to implement ideal SOPs and TKM
philosophy
• Development of parameters and KPIs to evaluate dealer performance for annual awards and incentives
• Propose strategies to support new car model launches through exchange business and support other divisions as a
consultant for various projects related to Toyota customer retention (telematics / Finance & Insurance / Service
offers / TOPs / Lexus launch project etc.)
Used Car Auction Business:
• Development of detailed business SOPs and training modules to successfully run the auction business on monthly basis
• Conducting auction events and managing the entire business cycle from marketing and turnover and profitability /
ROI
• Comprehensive planning and budgeting for business enhancement and growth through new initiatives and ideas
• Market research and industry benchmarking to develop comprehensive business model for All India expansion of TAM
• Relationship building and liasioning with external stakeholders to grow business volumes – U car brokers/ other
OEMs/ finance/Insurance/Leasing companies etc.
Toyota Sales Operations Support Division - TMAP (Toyota Motor Asia Pacific), Singapore:
• Facilitated various pilot projects in Philippines and India to develop, implement and finalise the SOP for U car
Operations
• Designed standard SOP manual for AP region to be used for supporting all AP region distributors to establish Ideal
U car Operations
• Devised, acquired approval and executed AP region valuation training program for U Car projects in collaboration with
TMT, Toyota Motor Thailand, for all distributors in AP (Regional Inspection Training Program)
• Acted as a Part of the organizing committee of first
o “Used Car Conference” for AP region in New Zeeland
o AP Sales Service conference in Singapore
• Rendered support in implementation of U Car business model in Pilot dealers in Philippines & Indonesia
• Maintained coordination with GKC – USA, TMC – Japan and various stakeholders for the department activities
• Rendered support to TMAP Pakistan team to initiate the Used Car business project in Pakistan
• Represented TMAP and TKM in international U Car conference held in Warsaw, Poland (by GKC)
Regional Office Development Department (ROD), TKM Bangalore:
In charge of improving regional office working efficiency and consultation skills with TBP culture. Defining roles and
responsibilities of RO team members. Study and proposal on RO structure in line with TKM’s future growth plans in India.
Responsible for All India Dealer evaluations program for annual awards and Incentives roll out.
• Proposed strategy for RO restructuring based on TKM objectives, comprehensive study, industry benchmarking etc.
leading reorganization of TKM sales operations.
• Developed and rolled out Roles & Responsibilities for Regional Office Sales Team members for effective management
• Designed module to evaluate competency levels of sales team and worked on the development of competencies
• Crafted projects to enhance sales team’s capabilities to efficiently work as an ideal business consultant to dealerships
• Imparted training to Regional Sales Team on developing Toyota Culture at dealerships for continuous improvements
in all operations through SGA concept (Small Group Activity)
• Worked as an OJT (on job training) facilitator for zonal through jointly review sales operations at dealerships and
discussed the gap areas and improvement plans and guide zonal on monitoring systems
• Successfully rolled out and managed annual dealer evaluation program DESI from 2010 till 2012.
• Steered ambitious Project ZERO (Zealous Enhancement of Regional Officers) for enhancing Sales efficiency of identified dealers
in all India

4. • Facilitated development and implementation of team building exercise for all 4 Regional office team members and
respective HO team members for better communication and coordination in functional areas
• Pursued the much required change in the designation of sales TMs at RO
• Successfully conducted first ever and highly appreciated All India Regional Office Conference which is now held every
year
Sales Operations at West Regional Office Mumbai:
In charge of sales operations in markets of MP, CG, Gujarat & Goa. Responsible for achievement of sales targets, market
share, customer satisfaction, SOP adherence, dealer staff training monitoring and review, review of sales promotion &
marketing programs. Additionally handled - demand & supply operations for entire zone, office accounts and petty cash
for the RO.
PREVIOUS EXPERIENCE
Apr’04 - Apr’05 Piaggio Vehicles Pvt. Ltd., Pune as Territory In-charge
Spearheaded Sales Operation in Western Maharashtra region as a key member of West Zone working directly under National
Sales head and Managing Director.
Sep’99 – Apr’04 TAFE (Tractors and Farm Equipment) Ltd., North India as Territory Executive
Spearheaded Sales Operation in Madhya Pradesh (Bhopal, Indore, Gwalior regions), North Punjab, Haryana, Western Himachal
Pradesh and Jammu and Kashmir
Growth Path / Deputations:
Sep’99 – Apr’01 Project Trainee
Apr’01 – Dec’02 Sales Executive
Dec’02 – Apr’04 Territory Executive
WORKSHOPS / SEMINARS
• Participated in Global conference on Customer Retention, Warsaw, Poland by GKC as TMAP Representative
• Part of TMAP organizing committee for Asia Pacific Used Car Asia Pacific Workshop – Auckland, New Zealand
• Attended workshops on:
o Cross Cultural learning workshop at IIM Bangalore for 3 days
o Team Work at Pegasus Institute, Bangalore for 3 days
o Customer Satisfaction Seminars by Indian Academy of Management (IAM)
TRAININGS / PROGRAMS
• Merit of attending trainings on:
o Development Centre Program by Thomas Profiling
o Managerial Development Program by Man-ford
o Toyota Business Practices TBP
o Various Training Programs by Toyota – TBP, TWF, TWSM, PDCA, DMDP, Team Building and various functional and
management programs by other companies
• A keen participant of:
o Organizing Committee of first ever “Asia Pacific Used Car Conference” by TMAP Auckland, New Zealand in Jun’12
o Toyota Way in Sales and Marketing TWSM-Discovery program in Japan for 15 days in 2008
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