Anil Aswathi

• Handled the entire kerala sales handling four zones and 33 TSM.
• Responsibilities included formulating monthly trade schemes for kerala
• Responsible for ensuring business planned from the zones

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 company’s objective of achieving market share leadership in the circle.
• Responisbilies also included driving acquisitions and revenue through Modern Retail channel as well as alternate distribution model (IFFCO).
• Designing and rolling out channel engagement programmes so as to improve ITR scores.
• First person responsible for all sales related activities and target achievement of Airtel Stores across Gujarat for all Bharti products like DTH, Insurance etc apart from both prepaid and postpaid sales.
• KRA’s 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.

SALES MANAGER (June 2006 - Nov 2007)
Was handling the company’s 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 company’s 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


Duty Free Supervisor (December 2003 - May 2006)
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 company’s business policies

KEY RESULT AREAS:

• Played a key role in the launch of the company’s 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 district’s distributor for the sale of prepaid cards

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 company’s 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

Key Account Manager (July 1998 - Nov1999)
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%


Territory Officer (July 1996 - July 1998)
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