Tulasi Wahal

• Manage ExxonMobil Automotive Lubricant (motor oil) sales territory representing 4 distributors, over $11.4MM in profit margin and 140 customers. Accountable for overall territory growth and Profit & Loss statements. • Increased overall territory volume to 107% of plan, flagship volume to 133% of plan, and territory gross margin to 106% of plan by leading team of 3 Distributor Sales Managers and 5 Distributor Sales Representatives. • Conducted deep-dive analysis into market and identified market trends, geographical and resourcing opportunities, and competitor insights. Study led to increased prospect volume, efficiency gains in sales cycle and a higher close rate.

• Developed 3-year strategic product launch and elimination plan by identifying commercial needs through market data analysis and modeling; execution will result in over $26MM gross margin gains & significant operational gains. • Led cross-functional teams to launch 4 new Industrial products which generated over $5.8 MM incremental gross margin. Managed internal and external communications and oversaw development of marketing collateral. • Instituted “Product Launch & Communication Strategy” tool to enhance speed-to-market for new products and increase cross-functional collaboration. Tool enabled early identification of sales needs and competitive intelligence.

• Managed over $500MM in raw material purchases and oversaw Supplier relationships. Stewarded KPIs and business continuity planning. Identified and executed on supply chain and quality improvement opportunities with suppliers. • Conducted external audits and risk assessments of supplier, resulting in corrective actions that ensured 3-month safety inventory at all key suppliers. • Achieved over $20MM in COGS savings by leading project with cross-functional team replace lead supplier and implement multiple raw material resourcing changes.

• Led technical team for implementation of Automotive Petroleum Industry Specification refresh for engine oils resulting. • Mitigated 5 large supply disruptions through coordination efforts with research and development and operations.

• Oversaw lab processes and auditable procedures, and led lab employees through a Quality Practices and Guideline Audit, resulting in 3.8/4 in Audit Scores. • Supervised 8 employees’ activities. Handled overtime requirements, task delegation, and training requirements.

.