Arun Na

Managing the countries 13 multiple distributor operation by covers top-to-top alignment and relationship management in addition to maintaining close working relations with stakeholders in supporting functions: finance and supply chain. Executing broad-based strategic projects, like go-to-market redesign, new business integration and distributor consolidation.

AWARDS
Q3, 2022 Food Service Recognition Award

Recruited new customer base for training and development programmes. Analysed course content and recommended improvements and be part of the lecture panel. Worked collaboratively internal and with partners to deliver chosen training modules. Created learning materials such as training documents and presentations. Networked with clients, potential clients and other consultants. Tracked costs and benefits of each delivered programmes.

Identify new business opportunities by tapping the potential customers, To plan, design, develop and implement different sales activities by researching the customer's needs and requirements, To ensure that the all the sales and marketing activities are carried out within the agreed budgets, volume, sales, and within the given time scales.

 Updates go to market approach to maximize sales, distribution, coverage and visibility across channels
 Reviews and updates the objectives and negotiation guidelines with key customers, and suggest means to maximize the ROI
 Closely monitors the field execution of the sales teams to deliver the sales targets and requested sales fundamentals (distribution, coverage and visibility) and provide corrective actions when required
 Sales management with International KA, local KA self-service, groceries, wholesale and pharmacies

Organizational Impact | Contributions:
• Volume and MS performance: TCCC achieve double digit annual growth rates in Sparkling and Still, and MS gain +2 points total, +4 points in on premise channel, excess of gross revenue 19% PY
• Agency management: Agency audit done, established a ‘new way of working’ with advertising agencies, appointed based on strategic alliances with local and international.
• NPD & Speed to market: Successful launch & re-launch of 4 brands to capitalize on specific market opportunities in Qatar.
• Campaigns: Directly responsible for Coke Studio UTC, Burn F1Race, Coke-McDonalds, DQ value pack, Burger King Discount, COPA cup, and FIFA Beach Soccer world cup 13 in Qatar.

Purpose and Scope:
• Plan, design and deliver all local trade activities to enhance Qatar business
• Work in close coordination with General & Modern Trade managers to enable channel specific planning and trade spending with maximum ROI
• Work with the aid of sales development to produce locally relevant POS material to enable effective in-store communication
• Analyze customer specific sales data to gain insights into customer performance
• Release customer insight updates based on monthly AC Nielsen retail audit
• Work closely with Market Development & Execution Director on DME budget spend planning and tracking
• Allocate trade marketing budget to provide effective tactical support to sales teams throughout the year
• Design & update regular retail shelf planograms as per local needs
• Provide relevant training to Sales Force (in alignment with brand marketing team)

AWARDS
 Qatar won RED execution runner up trophy 2012-Global
 Awarded Live positively for actively participation

Organizational Impact | Contributions:
 Maintained double digit growth by channel and division to contribute to doubling business target
 Enhanced the Arpico (Only hyper retail Chain) business by 19% and the Eastern territory business grew by 22% in 2009 and 2008
 Ensured that in the year 2010 vs. 2011 Colombo territory grew by 12% and contribute 7% GT (general trade) business.

Purpose and Scope:
• Enable business growth - Achieve Primary & Secondary Sales targets and business partner’s ROI.
• Identify retail space in the market & implement Distribution Infrastructure for market coverage
• Create and implement annual business plan taking into account all levers of growth: commercial agreements, marketing actions, merchandising and retail opportunities, profitability, trade terms, securing sites
• Build a strong partnership and strong collaboratively working relationships with key accounts
• Monitor the accounts’ performance against business plan and develop alternative strategies when needed
• Manage & development of sales merchandisers and ensure all in-store execution
• Continuous tracking of competitor activities and identify and explore new sales opportunities and markets for growth of business
• Efficient stock management at business partner's stock points
• Handling business partners & appointing new business partners

AWARDS
• National award from Chairman for March 3B contributor - 2010
• Best Growth Contributor for the year - 2007
• Best Growth Champion in National at Unilever Sri Lanka Limited - 2006

Organizational Impact | Contributions:
• Grew Gillette Market share from 21% to 29% in a course of 3 years.
• Introduce Mach3 triple blade razor to SL market
• Launch and activation to Oral B Exceed cris-cross action tooth brush
• Business to Business with Reckitt Benckiser (Lanka) Ltd
• Display dazzle in key supermarkets
• Successfully operated a number of CP/ TP (consumer/trade promotions).
• Designed and executed many cross promotions to effectively piggy back on established brands for sampling as well as market penetration.

Purpose and Scope:
 Prepared annual sales plan clearly identifying markets basis sales and trends.
 Assess the positioning of each male grooming product and their consistency with the positioning of the brands and Gather & analyze information required for the Long Term Plan
 Draw up marketing mix strategies and an action plan for them
 Lead and co-ordinate all actions and ensure adherence to budget and schedules across all cross-functional departments internally, and all external departments (suppliers & agencies)
 Coordinated data analysis with ASM's and supported brand wise growth with creative & innovative trade plans.