Santosh Kumar

About Santosh Kumar

As a seasoned sales leader with over 20 years of experience in the automotive industry, my journey has been one of relentless transformation—of self, of teams, and of businesses. Over two decades ago, I began my career with a deep curiosity about what truly drives sales beyond numbers - what makes customers choose, partners trust, and teams excel. That curiosity evolved into a conviction: sales isn’t just a function; it’s the engine of strategic growth.Today, as the National Sales Head for India Replacement at Apollo Tyres, I lead one of the country’s most dynamic sales ecosystems, architecting go-to-market strategies that don’t just chase targets —they redefine them. Whether it’s turning around underpenetrated markets, launching profitability-driven transformation programs like Project ANexx, or securing institutional / Fleet business partnerships, every initiative is designed to accelerate Apollo’s position as a market leader and margin-maximizer.What sets my approach apart is the fusion of visionary strategy with frontline agility. I’m passionate about building systems where data, intuition, and execution intersect—where a hyperlocal sales strategy in a Tier 3 town aligns seamlessly with a board-level agenda.Along the way, I’ve had the privilege of:• Driving enterprise-wide sales transformation across India’s most competitive regions.• Steering multi-crore P & Ls with an eye on both topline growth and bottom-line strength.• Integrating traditional and digital distribution to create truly omni-channel ecosystems.• Leading award-winning business units that consistently outperform industry benchmarks.But more than the milestones, it’s the people—teams I’ve mentored, partners I’ve empowered, CXOs I’ve collaborated with—that define my journey.If you’re as passionate about transforming commercial strategy into sustained impact as I am, let’s connect. The future of sales isn’t just faster or bigger—it’s smarter, more inclusive, and built on shared vision.

Experience

1. National Sales and Distribution Head

   Apollo Tyres Ltd

   Oct 2024 — Present · Gurugram, IN

   Led the India Replacement Channel business with complete strategic and operational ownership, enhancing Apollo Tyres’ positioning in a highly competitive market. Spearheaded multiple market development initiatives, revitalizing underperforming regions through hyper-local strategies and frontline capability building. Championed a high-impact transformation program focused on improving profitability, operational efficiency, and market leadership. Designed and implemented national go-to-market frameworks, ensuring cross-functional alignment and optimized customer segmentation. Strengthened channel partner engagement through innovative incentive models, while securing strategic institutional partnerships to build long-term revenue streams. Drove digital transformation across the distribution network, improving operational accuracy and partner satisfaction. Played a key role in managing supply chain contingencies and aligning the Replacement Business agenda with Apollo’s broader commercial vision through collaborative governance and risk foresight mechanisms.

Education

• Indian Institute of Management, Kozhikode

  Senior Management Programme

• Bharati Vidyapeeth

  Master of Business Administration - MBA, Marketing/Marketing Management, General

  2003 — 2005