Gurugram, Haryana, India
I have done my MBA in the flagship PGP program in IIM Bangalore. I am currently building and scaling up Arani Ecosteps. Arani has reformulated daily use personal care and home care essentials so that they can be packaged without using any plastic at all. I have earlier worked with the Retail Assets team at Axis Bank in Mumbai CO. I handled sales process design, sales manpower management, strategic project implementation, digitalization initiatives, competition benchmarking and channel cost management. I have previously worked as an Area Business Manager for Sales in Samsung Consumer Electronics Division in Bangalore. I was responsible for INR 5 Crores/month business achievement within the assigned territory by planning and implementing the most effective Dealer/ Distributor Network for placement of Samsung Products in the market. I have done my summer-internship with GlaxoSmithKline Consumer Healthcare Ltd in their Rural Sales Division. I completed my undergraduate studies from IIT Madras in Development Studies. During my coursework, I interned with organisations like UNICEF and Centre for Civil Society. I am strong in Sales & Marketing, Business Development, Retail Management, Analytical skills, Market research and Analysing Consumer Behaviour.
Reformulating daily use essentials to remove single-use plastic from primary packaging
Process redesign for retail asset products, cost savings initiatives, benchmarking on fee and sales incentives Cost savings achieved, manpower rationalized and additional fee income in retail assets products
Responsible for Strategic Project initiated to increase business from distribution manpower of 12000 FOS 8% jump in business/FOS in FY18 and 5% jump in FY19, compared to a trend of 3-4% annual decline Project Rewarded at Retail Assets Business annual town hall; Top performance rating for FY18 Initiated automated hiring process Pan-India, for recruiting 10000+FOS, saving 30000 man-hrs annually Developed candidate profiles with performance to demographics correlation to determine ideal role fit Designed & launched a rewards scheme for high performers. Y-o-Y growth of 8% in % of high performers Improved business yield from high performers, reduced attrition from 27% to 24% annually in FY17-FY19 Launched pan-India training program for FOS, across 40 cities for 10 products, with 10000 trainee annually Planned the batch scheduling across products, design & development of training material, android app Started systematic competition data collection, internal sales communication & market storming activities
Core Responsibilities 1) Handling distribution network of small independent dealers & direct dealers operating multi-brand outlets 2) Achieving avg monthly sales of 2 crore INR in AV products (Panels, DVDs & Home Theatres) 3) Driving sell out, stock audits, target achievement, pay-out management for the partners 4) Handled new product launches in 2015 & consumer offer roll-out during Cricket World Cup 2015 5) Managing implementation of ATL & BTL activities, POSM placement, organising visibility drives. 6) Forecasting & planning demand, allocating counter-wise & promoter-wise targets, placement of products 7) Interviewing, evaluating and recruiting sales team members and sales officers for the company Support Activities 1) Ensure Proper scheme is communicated to channel partners and operate as per pricing norms 2) Sales enhancement and visual merchandising: To oversee desired product display, BTL activities at counters, POP distribution, ISD placement as per defined guidelines. 2. Team Performance Review & Training: Tracking & analysing high performing promoters 3. Effective Coordination with the support departments: Co-ordination with HR, Sales Admin, Product Manager, Service, Commercial, Logistics, Marketing, to solve issues at hand in a time bound manner
1) Handling distribution network of 94 small independent dealers, 27 direct dealer outlets and 4 Exclusive Stores in Mysore city and upcountry markets of surrounding 5 districts. 2) Achieving avg monthly sales of 2.5 crore INR in AV products (Panels, DVDs & Home Theatres) 3) Handling sales teams of FOS, TSOs, Service Team, Visual Merchandising Team and logistics 4) Forecasting and planning demand, allocating counter-wise and promoter-wise targets, placement of products. Support Activities 1) Ensure Proper scheme is communicated to channel partners and operate as per pricing norms 2) Sales enhancement and visual merchandising: To oversee desired product display, BTL activities at counters, POP distribution, ISD placement as per defined guidelines. 2. Team Performance Review & Training: Tracking & analysing high performing promoters 3. Effective Coordination with the support departments: Co-ordination with HR, Sales Admin, Product Manager, Service, Commercial, Logistics, Marketing, to solve issues at hand in a time bound manner
1) Responsible for AV business with 9 Channel Partners including 7 exclusive Samsung Partners 2) Monthly business volume of 1.5 crores in Audio Visual products 3) Driving product sell out, monthly stock audits, target achievement, pay-out management for partners 4) Scouting and searching new partners for exclusive brand shops. Opened 2 new brand shops 5) Handled the launch of Diwali Consumer Offer in September and Bandhan Consumer Offer in Dec 6) Managing implementation of ATL & BTL activities, POSM placement, organizing visibility drives 7)Forecasting & planning demand, allocating counter-wise & promoter-wise targets, placement of products
1) Worked on a project to increase footfalls at brand shops. 2) Organised visibility drives for brand shops.
Rural Sales Team 1) Worked on a project to develop new sales channels in eastern and southern India. 2) Brought micro-finance partners onboard to provide financial support to develop micro distributor network 3) Brought new micro distributors into network 4) Set up partnership with a major public sector agricultural lender to provide micro-finance to micro distributors