This month, we are highlighting team member Duraisamy Gopinathan, who is a senior manager of regional sales based out of our CCTY India office in Gujarat, India. He joined CCTY when the office opened eight years ago.
You’ve been with the office since day one—what was that experience like, and how has the team grown since then?
Being part of CCTY since its inception in India has been an incredibly rewarding journey. As a brand completely new to the Indian market, we had to think creatively and take a proactive approach to connect with key decision-makers. This meant staying on top of constantly evolving techno-commercial demands across core industry segments through detailed market research—digging into state chambers of commerce, industrial associations, and direct customer channels.
We leveraged every available resource—existing contacts, social media, and consistent in-person visits—to identify the right stakeholders. At times, we involved engineering and manufacturing teams directly to tailor solutions and respond quickly to customer needs.
Sales, at its heart, is about relationship building. It requires not just knowledge, but also the ability to connect, often with humor, and earn trust that leads to privileged insights. Being involved in building a brand from the ground up is both a challenge and a privilege—it’s truly a once-in-a-lifetime career opportunity.
Ultimately, brand value comes down to the benefits we offer compared to alternatives. The greater the value to the customer, the stronger our growth in sales and profitability.
Building trust with large OEMs takes time—what’s your method for creating strong, lasting partnerships?
As the “face of CCTY,” my goal has always been to become a recognizable and trusted presence. I make it a point to spend as much time as possible with our contacts during visits, establishing friendly rapport with a wide range of people. This gives me valuable insight into ongoing customer projects, including new product development and cost-reduction initiatives.
Trust is built through consistent attentiveness to customers’ real needs. When issues arise—whether related to product, pricing, or delivery—we adopt a “brick-wall” strategy: aligning our engineering, logistics, and marketing resources to swiftly and collaboratively resolve problems. I see myself as the nodal point that brings all these functions together to maintain high levels of customer satisfaction.
Which customer success story do you feel defines your work with CCTY?
One standout example is our partnership with a leading transmission and drive system OEM. Today, we’re proud to be their trusted supplier of gearbox bearings.
This journey was both exciting and demanding. We worked hand-in-hand with their engineering and supply chain teams to provide tailored, high-quality solutions. Our ability to quickly develop and deliver samples in line with their testing timelines was a critical success factor.
Ultimately, what defines our success is being welcomed by the customer not just as a supplier, but as a strategic partner and solution provider. That level of trust and recognition speaks volumes.
What qualities do you think are essential for someone managing strategic accounts in a fast-moving industry like ours?
In a dynamic industry like ours, innovation is absolutely key to sustainable growth. But innovation doesn’t happen in isolation—it’s driven by the 4 Cs: Creativity, Collaboration, Communication, and most importantly, Commitment.
Commitment has two dimensions:
- Mental: honesty, sincerity, and integrity
- Physical: putting in the hard work to meet goals on time
When combined with a strong team mindset, these qualities empower us to consistently deliver value through improved design and delivery—always staying one step ahead of the competition. Strategic account management requires not only technical know-how but also a deep sense of ownership and responsibility to continuously create value.
What role do you see India playing in CCTY’s global growth over the next few years?
India is fast becoming a pivotal market for global growth, particularly in sectors like construction machinery, agricultural equipment, and automotive. These industries are experiencing robust expansion, and most global OEMs are increasing their footprint here.
CCTY is well-positioned with a broad portfolio of solutions designed for these core sectors. We see significant growth potential coming from India, both in terms of volume and strategic value.
Take, for instance, the shock absorber market—it’s large, competitive, and highly demanding. CCTY has developed specialized products like TLA bushings tailored for this sector. We’re currently at an advanced stage of market entry, and the opportunities ahead look very promising. India will no doubt play a major role in CCTY’s global success story.
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