Regions covered: Tamil Nadu, Andhra Pradesh & Telangana

Team Size : 2 Zonal manager + 3 Technical Officers + 18 Sales Officers

Job Responsibility:

1. Channel Management

• Build & maintain effective Dealer Network
• Retain & Expand business in Body Shops: Passenger Car Dealerships
• Expand B Class & Garage network

1. People Management

• Keep Frontline team motivated to give pathways to Achieve Targets
• Identify areas of improvement within team & take suitable action for Career growth
• Nurture talent for future opportunities

1. Pricing & Sales Hygiene

• Ensuring effective scheme communication
• Regulating MOP of critical Sku
• Keep tab of competition products & new launches

1. Tactical BTL

• Engage Dealers for new launches with BTL activity
• Engage with local influencers – Garages to optimize sales
• Engaging in trials with competition Body shop.

Areas covered: 14 Districts -

Team Size: 9 CSO + 60 DSP

Job Responsibility:

1. Ensuring Volume & Value target category wise

1. Channel Management

• Build & maintain effective Channel of Distribution
• Optimize resource for maximum coverage
• Ensuring a Healthy Product mix

1. Pricing & Sales Hygiene

• Ensuring price hygiene and stability in market
• Schemes & Accounts reconciliation with trade partners

1. Tactical Marketing initiatives

• Design market specific schemes to maximize sales
• Engage Retailers with Store level new launches
• Engage with local influencers to optimize Sales
• Keep tab of competition products & new launches

Key Achievements as Branch Head/Area Manager: Tamil Nadu North

• Increased Revenue Sales from 7 crs/month in 2019 to 9 Crs /month
• Revamped Distribution network which increased Sales by 30% GOLY
• Have Set up Ecolink Fans network in the region: Set up a base for Fans Sale:
• Promoted from H16 to H17 in 2 years.
• Best Performer Southern Region in 2021 & #1 Region Q-1 2022
• 4 out of 7 CSO got promoted from my team in my tenure.

Areas covered: 17 Districts -

Team Size : 7 ASM+ 5 Team Leaders + 4 RSO + 150 Canvassers

Job Responsibility:

1. Ensuring Volume, Category contribution & achieving market share objectives

1. Channel Management

• Building an effective network for achieving the Sales plans as per ABP
• Assessing & appointing right Dealers & Distributors after thorough screening, activating low performing Dealers and unlocking certain key counters etc.
• Ensuring a healthy Channel mix from among- the traditional distributor - retailer - direct dealer channel, modern formats & company showrooms

1. Pricing & Sales Hygiene

• Taking decisions on trade margins for different channel partners
• Ensuring adherence to credit norms & receivables norms as per policy and taking corrective/ preventive actions where necessary
• Schemes & Accounts reconciliation with trade partners

1. Tactical Marketing initiatives

• Having strong in-shop presence in top counters
• Ensuring brand presence at different customers touch-points like exhibitions, trade fairs
• Canvasser Management

1. Business Intelligence

• Monitoring market & competition and providing timely feedback to HO
• Identifying & quantifying new markets

Key Achievements as RBH:

• Increased overall Refrigerator market share from 13% to 16% :Source GFK’17
• GOLY 35% in chain stores :Vasanth & Sathya
• Revamped Distribution network which increased Sales by 25% GOLY
• Promoted from Deputy RBH to RBH within 16 months

Job Responsibility:

1. Key account management: Handled Vasanth & Co, Viveks & Trichy Distribution
2. Ensuring Sales Volume target with right product mix
3. Conducing BTL activity and setting up ISB in showrooms
4. Implementing Trade schemes & getting dealers on board
5. Competitor product mapping & strategy analysis
6. Canvasser Management: Training – Target setting & driving secondary sale
7. Accounts reconciliation and Receivables management

Key Achievements:

• All India – Star Performer award -2013 & 2015
• Increased contribution from Key account : My account Vasanth & Co was the no.1 in value contribution for the zone from 2015
• Promoted as Manager within 15 months of service.

Job Responsibility:

1. Identify new customers & initiate development activities
2. Tracking Power & Infra Projects across the state.
3. To conduct trials & get approvals from OEM clients
4. Market Mapping & keeping track of competitors
5. Coordinating budgets, forecast and reports & accordingly effectuating business

Key Achievement:

• Successfully conducted trial & got approval for products from Essae Digitronic
• Upgraded product line from existing set of customers- MIL KSB and Elgi motors