Vishal Desai

Vishal Desai

Works at:

RS Components (Electrocomponents PLC)

Location in:

Leicester, United Kingdom

Vishal Desai

Currently

Works at:
RS Components (Electrocomponents PLC)
Location in:
Leicester, United Kingdom

Bio

An MBA graduate and an Engineer with grades in top 10%, both in the academic and professional career. 7+ years of international experience in business strategy consulting covering USA, UK, Israel, Germany, Mexico and India across manufacturing, telecommunication and IT services domains

Currently working as a Marketing Manager for Corporate Customers, spanning 18 markets in EU and 12 markets in Asia, in a global FTSE 250 organisation, responsible for effective design of a long term corporate customer strategy with my sales counterparts and its implementation through an integrated contact strategy based on B2B Marketing principles.

Proficient in marketing strategy, consultative selling, corporate strategy across Electronic components, mobile technology, pharmaceuticals, healthcare, IT services, clean energy and telecommunication domains.

Vishal has worked/studied in

  • Germany
  • India
  • Israel
  • Mexico
  • Singapore
  • United Kingdom
  • United States of America

Vishal speaks

  • English
  • Hindi
  • Kannada
  • Konkani

Vishal has experience in

  • Consulting
  • Consumer goods
  • Healthcare
  • Pharmaceuticals / Biotech
  • Technology
  • Telecoms

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Work

2015 – present

Global Head of Large Customer Marketing

RS Components (Electrocomponents PLC) , France, Hong Kong, United Kingdom
  • Lead Content, Corporate and Services Marketing for Large Customers (Corporate, Key & Global Accounts =~£360M). Responsible for all touch points globally of customer experience: Micro-site, sales and marketing
  • Work with the Brand team, Product Manager, Corporate Sales and agency teams to input into the development and execute ATL and BTL marketing campaigns
  • Currently re-branding complete set of Services and Business Solutions, channel size: £170M
  • Delivering training capabilities to Corporate Account Sales Managers for consistent customer messaging
  • Developed and deployed a commercial value proposition through sales and marketing, aligned with Challenger Sale© model, realizing £3.4m of improved gross profit in UK. Launching in France and Germany
  • Implemented Thought leadership marketing campaign for acquisition, retention and repurchase with Social Media and Video Strategy. 350+ leads (200 leads in 34 new organizations). 3 Deals worth £3.2M signed
  • Delivered an 18-month content marketing strategy with proprietary content aligned to sales strategy
2012 – 2015

Large Customers Marketing Manager (EMEA and APAC)

RS Components (Electrocomponents PLC) , Germany, Singapore, United Kingdom
  • Lead a team across Singapore, UK and Germany, responsible for designing value propositions and marketing campaigns for Corporate and Key Customers globally, with a budget of around £500K
  • Leadership: Chosen as one of the top 500 global leaders in RS
  • Multi-Channel Campaign: Designed a multi-channel, multi-lingual (17 languages) post-contract marketing program consisting of road-shows, e-mail, customised ecommerce homepages, direct mails and an online planning tool to co-ordinate these activities globally
  • Global Marketing: Launched the above program across 30 markets, after designing implementation processes with local marketing teams. Pilot in UK have generated 15% incremental revenues
  • Innovation: Proactively researched and defined a game-changing Value Proposition centred on a USP derived through contact persona research, RS’s asset and competitors’ value map analysis
  • Sales Proposition: Worked with the Head of Corporates (UK, EMEA and APAC) to develop the sales proposition and story based on the above USP aligned with the Challenger Sale© model. Successfully realised £3.4M of reduced discount exposure in annualised revenue terms within 10 months in UK
  • Thought Leadership Collateral: Worked with universities to generate whitepapers, with FTSE 100 customers for case-studies and with agencies to generate animated value dashboards. Currently working on an e-mail, direct mail and Social media campaign to support both ATL and BTL marketing
  • Corporate Strategy: Led the secondary research and value proposition work stream for corporate go-to-market strategy. Mapped and selected the right markets based on industry-sector needs, quantified opportunities and RS’s product and service levels to design localised value propositions
2011 – 2012
(Oct – Nov)

Strategic Marketing Manager, UK

RS Components (Electrocomponents PLC) , United Kingdom
  • Marketing Management: Built a unique quantitative needs-based segmentation model(UK), drawing insights from 5 customer research reports and tacit knowledge, validated through mystery-shopping against 11 competitors and primary research on the customer’s decision making process
  • Innovation: Mapped, As the head of the Value-Proposition and Innovative-Services work stream, RS’s services to the above model, led to designing a roadmap for consolidation, re-packaging and innovation RS’s 40 services and generating 67 new service ideas
  • Branding: Designed a services-led value proposition and incorporated new brand positioning in all of UK’s marketing material, successfully moving away from a price and feature led messaging
  • New Business Development : Designed a strategic model to segment, prioritise and thus target a new business sector worth £720m for business development as a part of UK (2012) growth strategy
  • Lifecycle Marketing: Worked with global lifecycle managers to use the relevant USP and messaging at the right lifecycle stage. Implemented in the awareness, nursery and development phases
  • Executive Engagement: Liaise with and present to head of Sales, Marketing and Sales Operation teams whilst reporting to Head of Customer Strategy, as a part of the 6 member UK strategy team
  • B2B Sales VFM Proposition: Defined a process and a new team structure aligning marketing and sales activities to ensure an efficient and effective implementation of the VFM strategies
  • Marketing Management: Influenced the customer research design, choice of USP’s and the key value factors in the messaging framework designed to implement multi-channel consistency
2011
(Jan – May)

MBA Market Strategy Consultant, UK, Mexico, KSA

GlaxoSmithKline (GSK) , United Kingdom
  • New Product Planning: Assessed financial and strategic viability of growth opportunities of new products in LATAM market. Recommended strategy to increase market share by 20% in 3 years
  • B2B Marketing: Redesigned value proposition and client engagement strategy based on product differentiators and stakeholder analysis, reduced acquisition time by 3 months, saving $10K per client
  • Value Based Pricing: Segmented the market using cluster analysis and conducted conjoint analyses to define 15% higher price points, based on product differentiators, improving margins by 5%
  • Financial Analysis: Conducted cost benefit and NPV analysis to evaluate the timeline and scale of resources needed to achieve the company objective of increasing sales volumes in 3 markets
  • Primary Research: Mapped the needs and wants and recognised Key decision Makers and influencers in the pharmaceutical consumption chain of three different markets
  • Executive Engagement: Engaged with the senior management in UK to gain support and launch the new marketing strategy simultaneously launch it in 3 emerging markets
2010 – 2011
(Jun – Jan)

Business Strategy Consultant Roles, UK, USA

iPLATO Mobile Healthcare Technologies , United Kingdom
  • Market Analysis: Conducted secondary and primary analysis of the US healthcare, insurance and Telecommunications market to find B2B mHealth opportunities worth $1.65M
  • Portfolio Strategy: Analysed the current value proposition, client insights and competitive offerings to plan the product portfolio offerings, for the US and Indian market.
  • Strategic Marketing: Initiated and redesigned the value proposition for this white space in the UK mhealth market and realised an increase of 10% in revenues within 7 months
  • Strategic Analysis: Recognised white spaces, through innovative value map analysis, in the UK mHealth services sector worth £6M annually
  • B2B Marketing Strategy: Introduced new research and documentation tools to design a new sales pitch and shorten the customer acquisition time by 2 months in NHS
  • Strategic Analysis: Conducted mHealth competitor analysis, and worked with the CEO to reposition the company as a service company based on core competencies. Raised the operating margin by 5%
2010
(Jan – Mar)

MBA-Market Entry Strategy Consultant

National Nuclear Laboratory , United Kingdom
  • Financial Analysis: Quantified opportunities of Asia’s renewable Energy Sector and conducted a 5 yrs break-even ROI and NPV analysis for NNL’s innovative technology product
  • Market Entry Strategy: Recommended route-to-market (channel marketing) and competitor mitigation strategy, based on primary research of potential partners’ CxO’s and customers
2004 – 2009

SME Senior SME Application Lead - USA, Israel, India

Amdocs , India
  • CRM solutions: 5 year experience in designing enterprise solutions for companies in USA and Spain
  • Product Innovation: Selected as the member of the elite ‘Amdocs Innovation Board’, for numerous technical and business innovations which helped Amdocs to lower its client’s costs
  • Innovation: Designed a company strategy aimed at marketing innovation and creative thinking in employees, complete with 3 year milestones and implementation plan, resulting in 13 new product offerings and 2 patents being filed within the first year
  • Product Design and Delivery: Led the entire product lifecycle from the design till user testing phase for a CRM system, worth $3M. As an implementation manager successfully delivered the system reducing customer’s contract process time by 20% and access to better customer segmentation tools
  • Process Analysis: Performed region wise merger analysis and subsequently designed a system with more efficient online processes, resulting in 20% reduction in overhead costs, amounting to $200K
  • Client Engagement: Negotiated and managed the deliverables, change of scope, budget and effort estimates with the client for an On Going Support (OGS) project worth $250K annually
  • Gap Analysis: Led a gap analysis on customer’s data structures for a conversion of legacy CRM systems to Amdocs CRM systems, which included work in Israel for a Telecommunication client
  • Process Innovation: Designed a software system to automate the above repetitive process using a new technology and algorithm. Resulted in 400% efficiency increase and a $100K saving for Amdocs
  • Customer’s Process Innovation: Introduced innovative tools as a part of reducing Total Cost of Operation (TCO) initiative. Reduced development process time by 10%

Work

2015 – present

Global Head of Large Customer Marketing

RS Components (Electrocomponents PLC) , France, Hong Kong, United Kingdom
  • Lead Content, Corporate and Services Marketing for Large Customers (Corporate, Key & Global Accounts =~£360M). Responsible for all touch points globally of customer experience: Micro-site, sales and marketing
  • Work with the Brand team, Product Manager, Corporate Sales and agency teams to input into the development and execute ATL and BTL marketing campaigns
  • Currently re-branding complete set of Services and Business Solutions, channel size: £170M
  • Delivering training capabilities to Corporate Account Sales Managers for consistent customer messaging
  • Developed and deployed a commercial value proposition through sales and marketing, aligned with Challenger Sale© model, realizing £3.4m of improved gross profit in UK. Launching in France and Germany
  • Implemented Thought leadership marketing campaign for acquisition, retention and repurchase with Social Media and Video Strategy. 350+ leads (200 leads in 34 new organizations). 3 Deals worth £3.2M signed
  • Delivered an 18-month content marketing strategy with proprietary content aligned to sales strategy
2012 – 2015

Large Customers Marketing Manager (EMEA and APAC)

RS Components (Electrocomponents PLC) , Germany, Singapore, United Kingdom
  • Lead a team across Singapore, UK and Germany, responsible for designing value propositions and marketing campaigns for Corporate and Key Customers globally, with a budget of around £500K
  • Leadership: Chosen as one of the top 500 global leaders in RS
  • Multi-Channel Campaign: Designed a multi-channel, multi-lingual (17 languages) post-contract marketing program consisting of road-shows, e-mail, customised ecommerce homepages, direct mails and an online planning tool to co-ordinate these activities globally
  • Global Marketing: Launched the above program across 30 markets, after designing implementation processes with local marketing teams. Pilot in UK have generated 15% incremental revenues
  • Innovation: Proactively researched and defined a game-changing Value Proposition centred on a USP derived through contact persona research, RS’s asset and competitors’ value map analysis
  • Sales Proposition: Worked with the Head of Corporates (UK, EMEA and APAC) to develop the sales proposition and story based on the above USP aligned with the Challenger Sale© model. Successfully realised £3.4M of reduced discount exposure in annualised revenue terms within 10 months in UK
  • Thought Leadership Collateral: Worked with universities to generate whitepapers, with FTSE 100 customers for case-studies and with agencies to generate animated value dashboards. Currently working on an e-mail, direct mail and Social media campaign to support both ATL and BTL marketing
  • Corporate Strategy: Led the secondary research and value proposition work stream for corporate go-to-market strategy. Mapped and selected the right markets based on industry-sector needs, quantified opportunities and RS’s product and service levels to design localised value propositions
2011 – 2012
(Oct – Nov)

Strategic Marketing Manager, UK

RS Components (Electrocomponents PLC) , United Kingdom
  • Marketing Management: Built a unique quantitative needs-based segmentation model(UK), drawing insights from 5 customer research reports and tacit knowledge, validated through mystery-shopping against 11 competitors and primary research on the customer’s decision making process
  • Innovation: Mapped, As the head of the Value-Proposition and Innovative-Services work stream, RS’s services to the above model, led to designing a roadmap for consolidation, re-packaging and innovation RS’s 40 services and generating 67 new service ideas
  • Branding: Designed a services-led value proposition and incorporated new brand positioning in all of UK’s marketing material, successfully moving away from a price and feature led messaging
  • New Business Development : Designed a strategic model to segment, prioritise and thus target a new business sector worth £720m for business development as a part of UK (2012) growth strategy
  • Lifecycle Marketing: Worked with global lifecycle managers to use the relevant USP and messaging at the right lifecycle stage. Implemented in the awareness, nursery and development phases
  • Executive Engagement: Liaise with and present to head of Sales, Marketing and Sales Operation teams whilst reporting to Head of Customer Strategy, as a part of the 6 member UK strategy team
  • B2B Sales VFM Proposition: Defined a process and a new team structure aligning marketing and sales activities to ensure an efficient and effective implementation of the VFM strategies
  • Marketing Management: Influenced the customer research design, choice of USP’s and the key value factors in the messaging framework designed to implement multi-channel consistency
2011
(Jan – May)

MBA Market Strategy Consultant, UK, Mexico, KSA

GlaxoSmithKline (GSK) , United Kingdom
  • New Product Planning: Assessed financial and strategic viability of growth opportunities of new products in LATAM market. Recommended strategy to increase market share by 20% in 3 years
  • B2B Marketing: Redesigned value proposition and client engagement strategy based on product differentiators and stakeholder analysis, reduced acquisition time by 3 months, saving $10K per client
  • Value Based Pricing: Segmented the market using cluster analysis and conducted conjoint analyses to define 15% higher price points, based on product differentiators, improving margins by 5%
  • Financial Analysis: Conducted cost benefit and NPV analysis to evaluate the timeline and scale of resources needed to achieve the company objective of increasing sales volumes in 3 markets
  • Primary Research: Mapped the needs and wants and recognised Key decision Makers and influencers in the pharmaceutical consumption chain of three different markets
  • Executive Engagement: Engaged with the senior management in UK to gain support and launch the new marketing strategy simultaneously launch it in 3 emerging markets
2010 – 2011
(Jun – Jan)

Business Strategy Consultant Roles, UK, USA

iPLATO Mobile Healthcare Technologies , United Kingdom
  • Market Analysis: Conducted secondary and primary analysis of the US healthcare, insurance and Telecommunications market to find B2B mHealth opportunities worth $1.65M
  • Portfolio Strategy: Analysed the current value proposition, client insights and competitive offerings to plan the product portfolio offerings, for the US and Indian market.
  • Strategic Marketing: Initiated and redesigned the value proposition for this white space in the UK mhealth market and realised an increase of 10% in revenues within 7 months
  • Strategic Analysis: Recognised white spaces, through innovative value map analysis, in the UK mHealth services sector worth £6M annually
  • B2B Marketing Strategy: Introduced new research and documentation tools to design a new sales pitch and shorten the customer acquisition time by 2 months in NHS
  • Strategic Analysis: Conducted mHealth competitor analysis, and worked with the CEO to reposition the company as a service company based on core competencies. Raised the operating margin by 5%
2010
(Jan – Mar)

MBA-Market Entry Strategy Consultant

National Nuclear Laboratory , United Kingdom
  • Financial Analysis: Quantified opportunities of Asia’s renewable Energy Sector and conducted a 5 yrs break-even ROI and NPV analysis for NNL’s innovative technology product
  • Market Entry Strategy: Recommended route-to-market (channel marketing) and competitor mitigation strategy, based on primary research of potential partners’ CxO’s and customers
2004 – 2009

SME Senior SME Application Lead - USA, Israel, India

Amdocs , India
  • CRM solutions: 5 year experience in designing enterprise solutions for companies in USA and Spain
  • Product Innovation: Selected as the member of the elite ‘Amdocs Innovation Board’, for numerous technical and business innovations which helped Amdocs to lower its client’s costs
  • Innovation: Designed a company strategy aimed at marketing innovation and creative thinking in employees, complete with 3 year milestones and implementation plan, resulting in 13 new product offerings and 2 patents being filed within the first year
  • Product Design and Delivery: Led the entire product lifecycle from the design till user testing phase for a CRM system, worth $3M. As an implementation manager successfully delivered the system reducing customer’s contract process time by 20% and access to better customer segmentation tools
  • Process Analysis: Performed region wise merger analysis and subsequently designed a system with more efficient online processes, resulting in 20% reduction in overhead costs, amounting to $200K
  • Client Engagement: Negotiated and managed the deliverables, change of scope, budget and effort estimates with the client for an On Going Support (OGS) project worth $250K annually
  • Gap Analysis: Led a gap analysis on customer’s data structures for a conversion of legacy CRM systems to Amdocs CRM systems, which included work in Israel for a Telecommunication client
  • Process Innovation: Designed a software system to automate the above repetitive process using a new technology and algorithm. Resulted in 400% efficiency increase and a $100K saving for Amdocs
  • Customer’s Process Innovation: Introduced innovative tools as a part of reducing Total Cost of Operation (TCO) initiative. Reduced development process time by 10%

Education

2009 – 2011

Manchester Business School

Business Strategy and Marketing Management (MBA)
2010

Indiana University - Kelley School of Business

Marketing Strategy and Corporate Entrepreneurship (MBA)
2000 – 2004

Mumbai University - KJ Somaiya College of Engineering

Computer Engineering (Bachelors)

Clubs

2009 – 2010
(Nov – Nov)

Business Technology Club

President
2009 – 2010
(Nov – Nov)

Marketing and Retail Club

Member

Achievements

  • Winner of the ‘Entrepreneur’s Award’: MBS - Venture Capital Investment Competition(2010)
  • Awarded the J.N Endowment Scholarship for foreign Higher Studies (2009)
  • Event Management: Planned and organised the 'Innovation Challenge 2009' competition in Amdocs India with 600+ contestants (2009)
  • Managed 24 people for an orphanage associated with Amdocs to help in sorting their logistics and operations. Helped them get registered and fundraise donations (2005)
  • Awarded the ‘JRD Tata Scholarship’ for superior academic achievement (2001)

Additional Info

Website
uk.linkedin.com/in/vishalsureshdesai
Nationality:
  • Indian