Sales Supervisor
Unilever
Total years of experience :15 years, 6 Months
Unilever Gulf Mar 2013 - Present
ROLE & RESPONSIBILITIES: Sales Supervisor (Self Service Supermarkets - Dubai, Shj, Ajm)
• Handling 385+ customer accounts through direct distribution with a team of 11 Field Sales Executives and 33 field merchandisers (Unilever Field Services).
• Deliver Avg. monthly channel business of AED 10 Million+ with strategic sales planning (by salesman by account) to drive growth of 17% within agreed Trade marketing investments.
• Drive volume growth & ensure 95% distribution coverage across key categories in Home & Personal Care, Food & Bevrages business.
• Winning with customers by devloping & planning trade marketing events with cross functional teams for specific category growth or a new product.
E.g Successfully executed trade marketing plans for “Lipton Dip N Win”, ”Fair & Lovely Beauty Festival”, “Summer Coolers Activation” across major contributing customer’s.
• Winning in Stores by ensuring min. 65% Perfect Store compliance by maintaining baselevel SOS (Share of Self), OSA (On Shelf availability), Innovation distribution, POSM implementation in the outlets.
• Conduct training sessions for the sales team through classroom coaching, and on field trainings followed by performance improvement plans.
• Meet 99% collection targets and ensure minimal customer overdues.
KEY ACHIEVEMENTS
• Delivered 15% & 12% channel growth for Self Service in 2013 & 2014 respectively.
• Leading Market shares as at ND 2014 for Self Service in categories such as Black Tea (65%), Skin Cleansing Bars & HW (47.1%), Skin Lightening Creams (62%), Deodrants (35.9%), Hair Care (34.8%) & Fab Con (58.3%).
• Achieved incredible market share growth for Laundry category (OMO) from a 2013 MS Avg. of 6% to MS 11.6% in 2014.
• Landed global best practices projects on Category Mangament (For Lipton), Customer Joint Business Plan (JBP) & New Product Launch for brands OMO, Dove, Fair & Lovely, Lifebouy, to improvise Sales & Category Growth.
• Implemented strategies such as loyalty bonus schemes to lead growth on the “tail end” customer’s, thereby generating consistent sales from non performing accounts and reduction in de-growing accounts by more than 50%.
• Doubled the F&B business for Knorr, Lipton during Season of Ramadan in 2014 by having special visbility agreements, planning right promotions with right customer’s.
• Implemented “delivery window agreements” for key accounts & Unilever logistics, to streamline deliveries and merchandising schedule.
• Negotiated & closed key customer agreements (E.g. Sunrise City; Bluemart; Madina group; Ramla Hyper) with 50 bps reduced TMI (trade marketing investment).
• Increased Perfect Store compliance from 40% by primarly reducing OOS (Out of Stocks) rate on shelfs.
• Build strong customer relationship to drive retail advantage. E.g. Landed OMO re-launch distribution across 100 + stores in less than 48 hours and covering retail universe in a week.
• Successfully completed trainings on Consumer & Shopper Insight, Field Sales Capability Measurement (FCS).
This role is to handle $3.5 Million+ business in Dubai & N.E by providing leadership to a team of 50 on Distributor roll. The primary role is to effectively plan / manage the distributors, all channels with deployment of resources, in order to meet agreed brand and business objectives which includes:
• To drive value / volume growth by translating country level plans into implementable brand / SKU level, channel-wise action plans.
• To create & implement PULL at distributor end as well as for existing customers (Carrefour, LULU, Grand etc) & and build business relationship with new accounts to eventually achieve net revenues for the territory.
• Regular trade visits with distributor (New Medical Centre) across channels (Modern Trade, General Trade, Wholesale) to ensure product visibility, availability, pricing and promotions followed by reports and action plans.
• Devise annual secondary sales forecast inline with LY sales trends and agreed with country/brand managers.
• Develop and implement appropriate in-market trade schemes and promotions to achieve brand objectives.
• Design quarterly cover plans to discuss and implement with distributor (NMC) to fill distribution gaps; monthly sales targets.
• Monitor customer performance (Channel wise) through Secondary Sales tracker, Account Investments Vs Sales %.
• Verify & analyse NMC Monthly Stock & Sales reports to ensure adequate stock and resolve overstocking issues, if any.
• Bi-monthly analysis of Retail Audit data (ACN) to ensure numeric, weighted distribution and market shares.
• Plan and execute distribution strategies for new Fair and Handsome launch and ensure availability across 85% of universe.
• Manage, track and Monitor quarterly sales budgets through negotiating displays, event participation, promotions schemes etc.
• Implement training plans for distributor staff on Brand Knowledge, Planograms, and Selling Skills.
ROLE & RESPONSIBILITIES: Project Engineer (Development & Pre-Sales Role)
Client: Nortel Networks (Canada)
• Development & Testing of identified requirements for software migration, and upgrades for CDMA products.
• Ensure maintenance of applications & functionalities for CBM (Core Billing Manager), SDM (Super node Data Manager).
• Generate compliance reports from technical and functional user requirements to ensure 95% project compliancy rate.
• Part of the team which, managed end-to-end solution from creating design documents, installation manuals to performance/regression testing for on field CBM (Core Billing Manager) product.
• Cross coordination across onshore & offshore business teams involved in the project for onsite solution deployment.
• Prepare a weekly status report to provide timely & satisfactory responses to customers and project managers on deliverable and project status.
• Contributing to planning and analyzing high-level software requirement and solutions through functional and technical expertise.
ACHIEVEMENTS
• Attained “Outstanding Employee Award 2008”.
• Plan & led weekly Knowledge Transfer Sessions. Thereby, developing a repository of more than 100 sessions, which delivered online training platform on technology for new members joining the project.
• Modeled and recommended an automated solution, which improved the process efficiency for addressing client complaints from 30 minutes to flat 5 minutes.
Masters in Business Administration Apr 2010 - Mar 2011 Major: Marketing Management (GPA - 3.2 Out of 5.0) S. P Jain Centre of Management (Dubai/Singapore) MBA Internship (s): 1. Nokia, Dubai (3 Months) • To understand consumer expectations from Nokia Care after sales service in U.A.E and South African market and formulate strategy to improvise on service GAPs. • Primary tools in use Face to Face/Telephonic Interviews, Questionnaire design, Net Promoter Score, and SPSS. 2. State Bank of India, Singapore (2 Months) • To conduct a Market Research on customer satisfaction and perception study for SBI customer's vis-à-vis competitor. • Recommended, key drivers for improving overall banking experience by using tools such as SPSS, Need Gap Analysis, and Online Questionnaires.
Bachelor of Engineering Aug 2003 - June 2007 Major: Instrumentation Engineering (Aggregate Percentage - 72.5%) R.V. College of Engineering, Bangalore