ASHISH JANI
Summary
- Senior leader with over 20 years of global experience in P&L leadership, product management, sales & marketing, M&A, & business transformation.
- Experienced, data-driven leader with demonstrated success in market share growth, profitability expansion, and building and scaling successful teams.
- Developed and implemented commercial transformation initiatives to drive above market sales growth.
- Leading commercial and operational initiatives leveraging Artificial Intelligence (AI) to drive process improvement.
Overview
19
19
years of professional experience
Work History
VP, Sales & Business Development
ESAB Welding & Cutting
Bethesda, Maryland
01.2024 - 12.2024
- Sales Leadership – Lead North America businesses for specialty alloys, robotics and digital solutions, gas equipment, powersources and strategic accounts.
- Responsible for achieving sales, and profitability goals for assigned business units.
- Develop and deploy go-to-market strategy and tactics for sales, business development, and account management functions.
- Deploy standard work around funnel management, sales activity management and growth bridge.
- Establish sales incentive programs and define sales quotas, profit goals, and product mix expectations.
- Track actual performance against expectations and modify strategies, territories, or incentive plans.
- Provide monthly and quarterly forecasts for financial planning.
- Lead Commercial Transformation strategy development and deployment in North America.
- Realigned commercial organization to drive strategic growth and product mix change.
- Developed new compensation programs to drive behavioral change and focus on critical initiatives.
- Recruited new sales leadership to transform go-to-market approach.
- Strategic planning and M&A: Lead strategic planning and M&A activities for the region.
- Partner with sales, operations and marketing to develop 3-year strategic plans.
- Lead 80-20 deployment across the region. Build playbook for account management, funnel management and product rationalization.
- Lead customer / industry research and build framework for business & market intelligence to develop market segment strategies.
- Lead Policy Deployment Initiatives in the region to drive key strategic initiatives.
- Lead regional M&A activities through funnel development, outreach, and due diligence functions.
- Talent Management: Develop high performing and scalable team through hiring high potential candidates, training, coaching, performance management and defining career path.
- Create a culture of accountability, entrepreneurship, sense of urgency, safety, ethics & integrity.
- Partner with HR to drive continuous improvement in employee engagement score.
VP, Product Management & Marketing
ESAB Welding & Cutting
Bethesda, Maryland
01.2023 - 01.2024
- P&L Leadership – Lead North America product line P&L. Responsible for achieving sales, profit, and working capital goals.
- Expanded market share by 150+ bps through targeted customer growth initiatives and new products.
- Expanded EBITDA by 300+ bps through strategic pricing, material cost-out and plant productivity projects.
- Improved working capital turns by 1.0+ through strategic inventory management and proactive supplier and customer terms negotiations.
- Pricing Excellence: Developed portfolio strategic pricing strategy to capture stranded profit; Achieved 600+ bps in price realization.
- Trained the organization on value pricing and capturing stranded price and profit.
- Strategic Planning: Developed and deployed short term and long-term strategic plans including product roadmap, target market segments, pricing and positioning strategy, manufacturing footprint and supply-chain optimization.
- Deployed 80-20 strategy across sales, marketing, and operations.
- Lead product roadmap and new product commercialization strategy; Collaborate with R&D, sales leadership, and customer advisory council to generate ideas for innovation.
Acquisition Integration Leader
ESAB Welding & Cutting
Ellicott City, Maryland
09.2022 - 03.2023
- Lead integration of Ohio Medical into ESAB’s Global Gas Control Business. Lead key activities from due diligence to sign-and-close period and post close integration of the acquired business.
- Assembled a cross functional team responsible for due-diligence and integration activities. Established goals, key milestones, and key results to be measured through the integration process.
- Build comprehensive project plan for integration and develop checklists, standard reporting templates and review cadence.
- Ensure attainment of key synergies as outlined in the acquisition white paper. Develop KPIs and bowlers to measure and report synergy attainment.
- Align the leadership teams in both the companies and ensure clear and consistent visibility into progress.
- Proactively identify potentials risks or slippages and develop mitigation and improvement plans.
- Identify key talent at acquired business and work with Human Resources to build retention plans.
- Own internal and external communications plan around acquisition and integration progress.
VP, Specialty Metals, Retail & E-Commerce Business
ESAB Welding & Cutting
Ellicott City, Maryland
04.2021 - 12.2022
- P&L Leadership – Lead North America business for Specialty Metals Group, Retail, and e-commerce segments.
- Responsible for achieving monthly, quarterly, and annual financial commitments. Conduct monthly business reviews and provide monthly / quarterly forecasts.
- Collaborate with operations, supply chain, marketing, and finance to deliver cashflow commitments.
- Develop annual budget / forecast including revenues, margins, headcount, OPEX, etc.
- Sales Leadership: Empower and enable sales teams to successfully achieve sales and profitability objectives.
- Negotiate existing and new customer contracts including product pricing, programs, rebates, terms, liability, etc. to solidify and expand customer relationships.
- Own C-Level customer relationship at key customers.
- Create short and long-term account strategies to grow share at existing customers and gain new business and successfully penetrate under-developed channels / markets.
- Act as a champion for value selling and value pricing with sales team.
- Develop and implement standard process around funnel management, activity tracking, and customer scorecards.
- Strategic Leadership: Own segment go-to market strategy for North America including product roadmap, pricing, channel development, advertising, and promotions.
- Own product pricing and positioning strategy in the sales channels to ensure we capture brand value.
- Act as a subject matter expert for e-Commerce and retail business. Provide cross-functional leadership to enable growth in e-commerce and retail customers including product management, marketing & branding, supply chain, IT, finance, and operations among others.
- Achieved 2021 sales growth of >40% through execution of growth initiatives and new business wins in Retail / E-Commerce.
- Expanded ESAB’s presence in new markets including Tool & Hardware channel, and MRO channel – Secured new business wins in 2021 worth $12M in new channels.
- Completed rebates and pricing renegotiations with key customers to expand profitability by 400 bps in 2022.
- Developed and implemented e-commerce partner strategy to ensure coverage in key marketplaces.
Director, Filler Metal North America
ESAB Welding & Cutting
Ellicott City, Maryland
01.2018 - 03.2021
- P&L Leadership – Accountable for achieving sales, profit, pricing, and vitality goals as outlined in the annual budget.
- Developed and maintained relationships with key customers and suppliers. Actively worked on developing new business and competitive conversions. Lead pricing, contract negotiations and offer / quote development.
- Actively developed and executed on cost saving (material, engineering, packaging) project funnels.
- Lead continuous improvement projects across different business functions.
- Strategic Planning: Developed short term and long-term strategic plans including product roadmap, target market segments, pricing and positioning strategy, manufacturing footprint and supply-chain optimization.
- Set strategy for participation with various approval agencies, trade associations, and user groups.
- Lead market and competitive intelligence activity for the portfolio.
- Set standard analytics dashboard for daily management KPIs to ensure portfolio objectives are on-track.
- Actively managed portfolio through SKU rationalization using 80-20 approach.
- Product Roadmap and New Product Development: Collaborate with R&D, sales leadership, and customer advisory council to generate ideas for innovation.
- Conducted VOC to identify unmet customer needs and build new product development funnel.
- Built business cases to prioritize new product ideas and approve product development roadmap.
- Lead development of marketing collaterals that clearly articulates value proposition, benefits and features, competitive differentiators, and monetization to product commercialization.
- Pricing Excellence: Developed portfolio pricing strategy to capture value of the products.
- Set objectives for pricing realization based on profitability goals and drive deployment of pricing actions.
- Developed standard pricing KPIs to measure pricing realization.
- Trained the organization on value pricing and capturing stranded price and profit.
- Achieved portfolio growth of 22% over 2 years through execution of target growth initiatives and new product.
- Expanded gross profit by 500 basis points between 2018 and 2020 through strategic pricing initiatives, localization, and restructuring.
- Implemented enterprise-wide big data initiative on pricing in 2018.
- Developed and implemented restructuring and localization strategy to drive fixed cost reduction, simplify supply chain and improve customer experience.
- Lead Policy Deployment to expand profitability on low margin-high volume customer base & developed standard process framework to rationalize and manage SKUs.
- Implemented need-based customer segmentation and aligned communication, positioning, and pricing strategy.
Director Channel Marketing & Sales Operations
ESAB Welding & Cutting
Ellicott City, Maryland
02.2017 - 12.2017
- Contributed to overall business profitability by developing the pricing strategies, standard processes, and targeted initiatives with fact based analytical approach.
- Prepared price goals for annual budgeting and direct implementation of approved actions. Made monthly price measurement forecasts and action planning initiatives.
- Developed standard process around funnel management. Lead design, development and administration of sales incentives and commission programs.
- Provided business analytics around financial, operational, customer, products, etc. to regional and global leadership.
- Lead product master database for North America.
- Built organizational capability through coaching, employee development, recruitment, and team building.
- After taking over North America pricing function in April 2017, developed and implemented initiatives to expand margins by $5M in 2017.
- Developed and implemented standard processes and dashboards for pricing and channel marketing functions to drive customer service excellence.
- Partnered with third-party agency to develop data driven pricing analytics and recommendation tool that can be leveraged by product management to improve pricing efficiency.
- Lead transition of CRM system from Salesforce to Microsoft Dynamics.
Channel Marketing Manager – Hydraulics Business North America
Eaton Corp.
Eden Prairie, Minnesota
03.2016 - 02.2017
- Lead a team of 10 members responsible for managing a network of 1,000+ distributors worth ~$700M+ in revenues.
- Responsible for effectively managing $6 million marketing budget.
- Developed and managed marketing programs to drive sales growth through distribution network.
- Developed distribution strategy to drive growth through channel partners.
- Lead the launch activities of new programs such as project management, resource planning, outside vendor management and internal and external stake holder communication.
- Developed program collaterals and oversaw the development of program portal and program administration.
- Lead planning and execution of Eaton’s annual global Distributor Meeting (EDM), Eaton Distributor Advisory Council meetings, Top 24 Awards and participation in industry conferences.
- International Channel Marketing liaison with counterparts and distributors in Europe, South America, and Asia Pacific.
Manager, Sales Operations & Business Planning
Eaton Corp.
Eden Prairie, Minnesota
08.2013 - 03.2016
- Sales Operations: Developed & administered standard processes to improve productivity of the sales team.
- Sales Opportunity Funnel Management: Developed annual sales planning and tracking process using CRM. This process was identified as a best practice and deployed in other regions.
- Marketing & Business Strategy: Lead development and implementation of key strategic projects such as distribution channel strategy, market segment strategy, and competitive conversion plans.
- Conducted market research, VOC and analyzed market trends, customer needs & competitive landscape to identify future growth opportunities.
- Sales Planning & Forecasting: Supported sales forecasting process in the region.
- Market Intelligence: Developed custom PMI Index to effectively monitor market conditions. Tracked key customers and competitor actions to align Eaton’s strategy and market position.
- Business Analysis & Planning: Driven monthly business reviews in the region across sales, marketing, finance and manufacturing to ensure sales and profitability goals were achieved.
- Account manager for key distributor to develop and grow corporate level relationships. Designed and implemented unique customer growth programs to drive incremental sales and expanded the presence from 12 to 34 locations.
- Developed key management presentations for communication, strategic projects, customer meetings, M&A, etc.
Business Planning Manager (Hydraulics Asia Pacific)
Eaton Corp.
Shanghai, China
03.2012 - 07.2013
- A member of Hydraulics Asia Pacific regional leadership team responsible for business planning & strategy.
- Strategic Planning: Lead development of regional strategic plans and identified long term growth opportunities for the region. Key strategic projects included construction segment growth strategy, focus product growth strategy, country growth strategy and others.
- M&A: Lead efforts on identification and prospecting of key acquisition targets. Identified key strategic issues and portfolio gaps for the region that needed to be addressed through acquisitions and alliances.
- Development of Standard Business Reviews: Developed standard business review process to evaluate monthly performance of each county (China, Japan, India, South Korea and ANZ).
- Management Presentations: Lead on development of key management presentations for business communication, corporate leadership reviews, customer proposals, capital proposals, etc.
- Financial Analysis: Worked with regional finance controller to develop monthly finance review package.
Senior Analyst - Business Development / M&A
Eaton Corp.
Pune, India
07.2010 - 03.2012
- M&A: Worked with business leaders to identify key strategic issues and portfolio gaps that need to be addressed through M&A.
- Built pipeline of potential acquisition targets and built relationship with the target companies. Assessed strategic fit of the target company and worked as a project manager for the potential transaction.
- Strategic Planning: Supported in the development of industrial sector strategic planning process. Lead efforts on implementation of key strategic actions in the Asia Pacific regions.
- Management Presentations: Supported on the development of key management presentations.
Associate / Project Manager, Business Consulting
Adventity Global Services
Gurgaon, India
06.2007 - 06.2010
- Lead a team of consultants and managed portfolio of consulting clients.
- Executed on business / market strategy projects through a team of analysts to ensure timely delivery with high quality analysis and insights.
- Lead projects in multiple segments such as travel, financial services, manufacturing, electrical, etc. across the regions.
- Instrumental in developing and managing ‘Travel Industry’ practice.
Business Consulting
Evalueserve India
, India
02.2006 - 05.2007
- Business and Industry Research, Market Intelligence, Financial Analysis, Business Consulting, Project Management and Business Development.
- Developed automotive industry practice.
Education
Masters - Marketing Management
University of Pune
India01.2006
Post Graduate Diploma - Foreign Trade
University of Pune
India01.2005
Bachelor of Engineering - Production Engineering
Bhavnagar University
India01.2004
Skills
- P&L management
- Business Transformation
- Sales & Marketing leadership
- Strategic planning
- Change management
- Talent management
- Mergers and acquisitions
- Operational excellence
Summary
Senior leader with over 20 years of global experience in P&L leadership, product management, sales & marketing, M&A, & business strategy in progressively challenging roles, Experienced data driven leader with demonstrated success in market share growth, profitability expansion, and building & scaling successful teams., Developed and implemented commercial transformation initiatives to drive above market sales growth, Leading commercial and operational initiatives leveraging Artificial Intelligence (AI) to drive process improvement
Professional Development
- ESAB Strategic Leadership Program, Center for Creative Leadership (2023)
- Leadership Development Program, Center for Creative Leadership (2019)
- Eaton’s Future Leader Zone Program (2016)
- “Negotiating to Yes” training by Joe Haubenhofer
Timeline
VP, Sales & Business Development
ESAB Welding & Cutting
01.2024 - 12.2024
VP, Product Management & Marketing
ESAB Welding & Cutting
01.2023 - 01.2024
Acquisition Integration Leader
ESAB Welding & Cutting
09.2022 - 03.2023
VP, Specialty Metals, Retail & E-Commerce Business
ESAB Welding & Cutting
04.2021 - 12.2022
Director, Filler Metal North America
ESAB Welding & Cutting
01.2018 - 03.2021
Director Channel Marketing & Sales Operations
ESAB Welding & Cutting
02.2017 - 12.2017
Channel Marketing Manager – Hydraulics Business North America
Eaton Corp.
03.2016 - 02.2017
Manager, Sales Operations & Business Planning
Eaton Corp.
08.2013 - 03.2016
Business Planning Manager (Hydraulics Asia Pacific)
Eaton Corp.
03.2012 - 07.2013
Senior Analyst - Business Development / M&A
Eaton Corp.
07.2010 - 03.2012
Associate / Project Manager, Business Consulting
Adventity Global Services
06.2007 - 06.2010
Business Consulting
Evalueserve India
02.2006 - 05.2007
Masters - Marketing Management
University of Pune
Post Graduate Diploma - Foreign Trade
University of Pune
Bachelor of Engineering - Production Engineering
Bhavnagar University