Soni Rani
Moncton,Canada
Summary
Key Account Management Professional with over 10 years of experience handling 200+ accounts and $5 million Sales across heavy equipment, construction & agricultural equipment, and IT equipment & managed services sectors.
Results-driven professional with comprehensive experience in account management, focusing on building strong client relationships and driving business growth. Adept at negotiating contracts, resolving client issues, and aligning services with client needs. Proven success in fostering team collaboration and adapting to dynamic environments, showcasing excellent communication and problem-solving skills.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Account Manager
Hilti Inc.
05.2024 - Current
- Cultivate long-term, profitable customer relationships with construction contractors through timely engagement and presence in New Brunswick and Prince Edward island
- Creating effective daily schedules to optimize client potential and enhance sales productivity in both provinces by using Maps and Outlook meeting functions in Salesforce
- Serving as a Hilti Champion by delivering high-level customer consultations and representing the brand effectively in the marketplace by sharing the right information and solutions with the clients
- Utilizing Salesforce to track interactions and monitor sales progress, ensuring accurate reporting and accountability
Account Manager, Major Accounts
Canon Canada Inc
10.2022 - 04.2024
- Spearheading accounts worth $500,000 with 120+ existing accounts with all customer-related support for IT equipment & managed services
- Successfully secured 40% new business within a territory through face-to-face contact and completing a full sales cycle: from lead generation to nurturing client relationships
- Travelling 80% of the time across the territory to develop new accounts and develop strategies to acquire their businesses and enhance market share
National Account Manager
Cummins Inc.
12.2018 - 09.2021
- Company Overview: Cummins specializes in diesel and alternative fuel engines and generators, and related components and technology with over $26 billion in revenue
- Led over 20 Agri & industrial accounts with over $5 million sales nurturing key account relationships for account growth
- Planned annual targets and successfully achieved revenue and profitability goals for all accounts across all channels through effective account management strategies
- Surpassed the targets by 30% in first year of sale with additional sales of $1.5 million for Agri business
- Developed sales funnel value of $10 million through prospecting new clients & business Opportunities across the country
- Tailored product & services for a major client with potential revenue of $3 million offering replacement for rotary pumps with in-line pumps for diesel engines
- Worked with Central team for BSIV Engines execution in market and brought 6 new customers for the segment
- Worked with OEMs to spearhead the campaign of fuel pump replacement in more than 1,000 Machines across the country for key accounts through dealers, distributors and service technicians with a budget of $1.2 million
- Ensured Collection Realization & Control of Payment receivables and Credit Exposure for all accounts
- Negotiated commercial contracts & warranties in line with company policies
- Won 2x Customer Service Excellence award for outstanding customer relationship management across all major channels
- Coordinated with plant team for capacity to meet short term & long-term sales targets
- Cummins specializes in diesel and alternative fuel engines and generators, and related components and technology with over $26 billion in revenue
Business Development Specialist
CNH Industrial
08.2014 - 11.2018
- Company Overview: CNH Industrial designs, produces, and sells agricultural machinery and construction equipment (Case IH and New Holland brand families) worldwide with a revenue of $33 billion
- Managed a territory with $2.5 million sales and 50+ dealer accounts for spare parts business and achieved annual sales targets of spare parts business
- Follow up on sales leads, call or visit potential customers, and initiate mailings and other related activities within the territory
- Enhance the market share by 10% YOY by knocking out the competitor
- Met and exceeded quarterly sales quota for 8 straight quarters by 5-20%
- Prepared channel sales reports with insights for sales leadership ensuring communication of personal sales activities within territory of existing accounts, competition, current and future market conditions
- Identified business opportunities in the region, played a major role in launching the Loyalty Program across the country
- Maintained customer records including purchase orders, credit approvals; following up on credit issues, payment collections in ERP and MS office applications
- CNH Industrial designs, produces, and sells agricultural machinery and construction equipment (Case IH and New Holland brand families) worldwide with a revenue of $33 billion
Sales Manager
Castle Valves
08.2013 - 07.2014
- Company Overview: Castle Valves is a pioneer in technology for its Butterfly, Balancing, and Check Valves
- Awarded Sales employee of the quarter in Castle Valves in 2014
- Managed approx
- 1Mn CAD Sales with Q1 achievement of 120%, Q2 (2014) of 110%
- Enhanced market share by New Business development with 70% FY2014
- Maintained 50+ existing accounts with all customers related support
- Castle Valves is a pioneer in technology for its Butterfly, Balancing, and Check Valves
Education
Post Graduate Diploma - Global Business management
Conestoga College
Post Graduate Diploma - Project management
Conestoga College
Post Graduate Diploma - Machine Design and Robotics
NRI Group of Institutes
Bachelor of Technology - Mechanical Engineering
G B Pant Engineering College
Skills
- OEM Key Account Management
- Sales Cycle Leadership
- Business Development
- Nurturing Business Relationships
- Account Strategy Planning
- Execution
- Relationship Analysis
- Financial Analysis
- Product Competitiveness Analysis
- Account Sales Achievement
- Expansion Goals Achievement
- Upselling
- Cross Selling
- Sales Leads Generation
- Product Demos
- Prospecting
- Sales Trends Identification
- Whitespace Identification
- New Products Launches
- New Services Launches
- Client Needs Assessment
- Tailored Solutions
- Value Proposition
- ROI Analysis
- Client Proposals Development
- Quotes Development
- Negotiations
- Pricing Strategy
- Terms & Conditions
- Channel Specific Marketing Strategy
- Sales to Existing Clients
- Sales to New Clients
- Sales Forecasting
- Budgeting
- Sales Pipeline Management
- Customer Satisfaction Measurement
- Customer Satisfaction Enhancement
- Customer Issues Resolution
- Remediation
- Voice of the Customer
- Accounts Receivables Management
- Financial Management
- After-Sales Services
- Support
- Marketing Campaigns Planning
- Marketing Campaigns Execution
- Marketing Budget Planning
- Advanced Presentation Skills
- Advanced Communication Skills
- Customer Database Management
- Salesforce CRM
- MS Office
- Advanced Excel
- BAAN
- Oracle
- SAP
- Power BI
- Project Management
- Continuous Improvement
- Sales Team Leadership
- Coaching
- Account development
Accomplishments
- Business Development: - Developed strong relationships with key referral sources which resulted in 12% increase in referrals over one-year period.Initiated two key partnerships which resulted in 15% revenue growth.
Certification
- Being an Effective Manager and a Coach
- CNH Global Competencies
- Effective Communications & HR
- Dale Carnegie Course
Languages
English
Full Professional
Timeline
Account Manager
Hilti Inc.
05.2024 - Current
Account Manager, Major Accounts
Canon Canada Inc
10.2022 - 04.2024
National Account Manager
Cummins Inc.
12.2018 - 09.2021
Business Development Specialist
CNH Industrial
08.2014 - 11.2018
Sales Manager
Castle Valves
08.2013 - 07.2014
Post Graduate Diploma - Project management
Conestoga College
Post Graduate Diploma - Machine Design and Robotics
NRI Group of Institutes
Bachelor of Technology - Mechanical Engineering
G B Pant Engineering College
Post Graduate Diploma - Global Business management
Conestoga College
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