Distribution Expert,Channel Management,Training,Formulating channel engagement programmes
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Senior Sales & Marketing Professional Merchandizing & Distribution Strategist
Channel Management Key Account Management Customer Relationship Management
Product Launch & Brand Building Strong MNC Experience
PROFILE
Senior Sales and Marketing professional with over 15 years of experience
MBA in Marketing & Personnel Management
Broad-based, cross-industry tenures at leading organizations including Bharti Airtel, Philip Morris, Reliance Infocomm, Pepsi and P&G
Advanced exposure to sales, marketing and merchandising activities
Proven competencies in operational and business development, distribution strategies and budgeting
Demonstrated expertise in channel management, focusing on new and existing trade channels
Proficiency in spearheading initiatives for rural brand building
Excellent people management, communication and leadership skills
PROFESSIONAL EXPERIENCE
ARA HOLDINGS - AUGUST 2011 ONWARDS --- ENTREPRENUER
SET UP A SUCCESFUL COCO PEAT MANUFACTURING UNIT IN TAMILNADU (DEALING IN EXPORTS OF THE SAME MAINLY TO EAST EUROPEAN COUNTRIES ).
HAD TO CLOSE DOWN THE UNIT OWING TO UNFORSEEN DISTURBANCES IN DECEMBER 2011.
UNITECH WIRELESS (SOUTH) PVT LTD (UNINOR)
SALES & DISTRIBUTION HEAD KERALA DEC 2010 JULY 2011
Handled the entire kerala sales handling four zones and 33 TSM.
Responsibilities included formulating monthly trade schemes for kerala.
First Prepaid Sales Head to be elevated as Sales & Distribution Head in Uninor.
PREPAID SALES HEAD (ROK ) JULY 2010 NOV 2010
Took care of the entire karnataka sales operations excluding bangalore.
Was responsible for ensuring business planned from the five zones.
A team of five zonal managers reported into me .total team size including tsms and asms are were 34.
Achieved stupendous business results(+200%) in just 4 months in terms of revenue and activations by putting in a robust distribution and service model in ROK.
VIDEOCON MOBILE SERVICES, GURGAON FEB 2010 JULY 2010
PREPAID HEAD SOUTH INDIA
Was part of the national core team in charge of formulating launch strategy and ensuring execution of the same in every circle.
Distribution planning in the two operational south Indian states.
Distribution dimensioning , appointment of channel partners and launch of services in Gujarat.
Formalising the channel engagement programs & acquisition costs for the zone on a monthly basis.
Ensuring distribution infra readiness so as to enable smooth rollout of prepaid services in South India.
BHARATI AIRTEL LTD, COCHIN Sep 2009 Feb 2010
Head Modern Trade & Rural Distribution, Kerala Circle
Responsibilities include driving acquisitions from the Modern Trade Channel in Kerala.
Improving store productivity of all Modern Trade partners.
Improving channel engagement to increase ITR.
Improving stock reach and visibility in MT.
Distribution expansion into new local chains.
BHARATI AIRTEL LTD, AHMEDABAD Nov 2007 Sep 2009
Head Distribution, Gujarat Circle
Was heading the companys distribution activities in Gujarat reporting to the VP-Sales & Marketing
KEY RESULT AREAS
Conceptualizing the distribution strategies and driving the distribution extension activities in existing and new towns through the zonal sales team to create infrastructure which can support the companys objective of achieving market share leadership in the circle.
Single point contact for all sales related activities at Airtel Stores across Gujarat for all Bharti products like DTH, Insurance etc apart from both prepaid and postpaid sales.
KRAs also include training of the field sales force both on roll as well as distributor staff on selling skills so as to maximize effectiveness in the field.
Was part of team which developed the training module for FOS which was rolled out nationally by BLS.
Successfully established the rural distribution model in the rural areas so as to have profitable operations both for the company and the channel partners and which is best equipped to capitilise the opportunities in the rural areas.
Major achievements include doubling distribution width in Gujarat which in turn led to movement from a No.5 player to No.2 player and becoming the first Bharti 1800 circle nationally to achieve PVR project excellence in distribution spread.
Spearheaded several projects like Saurashtra Relaunch and Project Guru which aimed at maximizing RD productivity and was appreciated for the same by the management.
Was consistently one of the best 1800 circles of Bharti in all distribution KPIs right from 2008 beginning to 2009 March.
PHILIP MORRIS INDIA SERVICES, CHENNAI June 2006 Nov 2007
Sales Manager
Was handling the companys business in South India through a team of Area Sales Managers and reporting to the National Sales Manager.
KEY RESULT AREAS
Managed the sales infrastructure in a leadership role including budgeting and conceptualizing corporate strategies, towards increasing sales and market share
Responsible for the entire scope of sales, trade marketing and merchandising activities of the company in South India
Piloted business planning to drive revenue and profitability
Currently, spearheading the launch of the companys flagship brand, Marlboro in Chennai
Involved in consolidating and increasing market share for the products in the designated territory
Set aggressive sales targets and implemented strategies for achieving profitability
Ensured smooth operations of the two C&F points, Chennai and Bangalore in South India
Conceptualized and implemented distribution strategies, and established complete sales systems and processes
Worked closely with the marketing team to implement the business plans, capitalizing on growth opportunities in the market
PHILIP MORRIS INDIA SERVICES, DELHI December 2003 May 2006
Duty Free Supervisor
Was responsible for the duty-free sales of prestigious tobacco brands like Marlboro and L & M in North and West India, Nepal and Bangladesh. Based in Cochin till November 2004, supervising the sales operations in South and East India, Sri Lanka and Maldives.
KEY RESULT AREAS
Set challenging business targets and provided direction to the sales team towards achieving these goals
Conceptualised and implemented strategies to increase brand visibility at airport outlets
Spearheaded business development through existing trade channels, and developed new channels
Ensured the compliance of all dealers with the companys business policies
RELIANCE INFOCOMM LTD., TRICHUR October 2002 December 2003
Junior Manager
KEY RESULT AREAS
Played a key role in the launch of the companys wireless services by setting up a retail chain for this mega telecom project in the district
Set up a chain of stores and appointed a group of direct sales agents as part of the retail chain, to trigger off one of the most aggressive connection acquisition drives in the telecom industry
Involved in the selection of the districts distributor for the sale of prepaid cards
PEPSI COLA INDIA MARKETING LTD., CALICUT December 1999 October 2002
Customer Executive
Was responsible for all sales activities in Calicut and Wynad districts.
KEY RESULT AREAS
Motivated the sales team in achieving business targets as per plan
Implemented an integrated marketing approach, executing promotional activities through optimum utilization of the companys resources
Effectively managed a team of sales persons to drive performance, achieving and maintaining a dominant market share
Piloted innovative sales initiatives to bring about a complete turnaround in low share markets
Won The Challenge of Champions contest, an all-India contest held in 2002
PROCTER & GAMBLE INDIA LTD. July 1998 Nov 1999
Key Account Manager
Led a team of six sales executives.
KEY RESULT AREAS
Played a crucial role in Project Golden Eye, receiving comprehensive exposure in designing quality coverage plans
Involved in the recruitment and training of sales executives
Established a high-performance distributor network, ensuring cost-efficiency and reducing distribution overheads
Spearheaded initiatives that enabled the team to double the RPS (P&G Retail Performance Standard), one of the critical performance measures from 7% to 13%
PROCTER & GAMBLE INDIA LTD., MAHARASHTRA July 1996 July 1998
Territory Officer
Was responsible for several territories in Maharashtra including Solapur, Pune, Thane and Mumbai HQ.
KEY RESULT AREAS
Played a key role in the launch and restaging of key brands like Ariel, Pantene, Head & Shoulders, Whisper and Sinex successfully
Managed the Ariel Rural Penetration Project in micro interiors, accomplishing business objectives
Achieved 54% growth in business, adapting and leveraging corporate initiatives at the ground level
EDUCATION & CERTIFICATION
Masters Degree in Business Administration (Marketing & Personnel Management)
Shivaji University, Kolhapur, 1996
Bachelors Degree in Arts (English Literature)
M.G. University, Kottayam, 1994
PROFESSIONAL DEVELOPMENT
Business Managers Programme at IIM Ahmedabad Bharti Airtel Ltd.
Accelerating Performance Through People Bharti Airtel.
Managing Indirect Distribution, Pepsi Cola India Marketing Ltd.
Achievement Orientation, Pepsi Cola India Marketing Ltd.
CBD College (Communication Skills, Objection Handling & Selling Skills), P&G (I) Ltd.
Professional Marketing Program, P&G (I) Ltd.
GE College, P&G (I) Ltd.
Account Penetration Workshop, P&G (I) Ltd.
PERSONAL INFORMATION
Languages English, Hindi and Malayalam
Date of Birth July 16, 1973
Passport Number F8790309
Interests Reading and Music
