PSM / Business Manager
Redington Gulf
مجموع سنوات الخبرة :13 years, 4 أشهر
Redington Gulf Feb 2012 - Till Date
PSM / Business Manager- Value Division
◇ The main responsibility is to lead the Sales Team by providing them necessary guidance and training on business development, partner enablement, Product Knowledge, vendor Programs, pricing and roadmap information.
Responsibilities
◇ Meeting revenue and margin targets for assigned products.
◇ Train and enable the Sales Team to articulate the basic vendor message, and Redington key offerings in order to provide maximum reach and coverage into the partner base.
◇ Maximizing opportunity for fulfillment business. Maintain sales in and sales out proposition, smart buying and Spiff and other promotion to get the material liquidated within assigned days.
◇ Ownership and reporting on Vendors including Quarterly forecast and weekly predictions into BDM/BSM with accurate and timely information on lead management, initiatives/programs, pipeline and Big Deal Tracker. Running the business on P & L model.
◇ Engagement directly with top business partner in the region.
◇ Designing and execution of specific initiatives/programs to deliver the partner specific Vendor Business Development Plan including assigning delivery responsibility between myself, the Sales Team and the Partners.
◇ Recruitment of new partners and identify win back partners and the relevant plan to execute. Design and run TOB (Term of business) to excite breadth partners.
◇ Understand the Vendor's business including core strategy, financial performance, business/growth goals and total Middle East revenue.
◇ Projection of sales and survey of customers buying plans
◇ Working with the Sales Team and their Partners to plan out and create a Partner specific Vendor Business Development Plan that will increase sales of the Vendor's products, solutions and services into the Partners that fully leverages the combined resources, expertise, strengths and differences of the Vendor, the Partners and Redington. This includes Lunch & Learn, Call out Days & Lead Generation campaigns.
◇ Vendor relationship mapping for named partner accounts. Leverage the Vendor territory salespeople within the named partner accounts for each region. Understanding each Partner Account Plan and how it relates to the sales of the Vendors product, services and solutions. As pre-agreed with the relevant Sales Team, attend regular meetings within the Partners to include QBR's, Executive, Marketing, Finance and Technical in order to drive the Partner Account Plan.
Huawei Telecommunications Private limited June2011 - Feb 2012
Regional Sales Manager - Channel
◇ Responsible for develop channel partners and enable partner-led sales model.
◇ Scaling up partner's team to a level up and make them more self-dependent.
◇ Handle a team and monitor and guide them achieving the assigned target.
◇ Run channel marketing strategy, incentive program etc.
◇ Entrusted with overall responsibility to manage channel and sales strategy to maximize growth and revenue in the territory.
Cisco Systems India Private limited JULY 2008 - June 2011
Sales Specialist - SMB
◇ Sales and business relationships with tier -2 channel partners through Distributors and Small business sales acceleration through Tier-2 partners.
◇ Driving partner recruitment, enablement and sales in 2-Tier cities with Distribution partners
◇ Maintaining and tracking Partner profitability. Customer and Partner Pipeline development and management.
◇ Executing quarterly demand generation and marketing activities, leveraging Marketing programs and content.
◇ Provide on-boarding & off-boarding recommendations to ensure Cisco has balanced Distribution coverage
Reports directly to the head of enterprise business and coordinates activities with Distributor Account Manager.
◇ Develop and maintain relationships with new and existing clients to expand sales.
Initializing and driving lead generating activities towards customers though partners.
◇ Coordinate the relationship between Marketing and the Partner
REDINGTON INDIA LIMITED JUL 2006 - JULY 2008
Area Sales Manager- Cisco
• Leading channel sales and operations of "Networking SBU"
➢ Responsible for revenue and profitability for Northern region.
➢ Territory coverage- Delhi and NCR, Punjab, Haryana, UP, Rajasthan, Jammu & Kashmir, Uttrakhand and Chandigarh.
➢ Products portfolio: - Networking (Cisco, Linksys, and 3COM)
• Planning business and territory
➢ Setting Sales targets for the region and strategizing for efficient and effective target achievement across the region.
➢ Planning QBR's with vendors for respective regions.
➢ Sales planning and analysis
➢ Capital Expenditure budgeting and planning for Road Shows/marketing campaigns.
➢ Collections and credit management.
➢ Competition Mapping.
• Inventory Management
➢ Working with Business Team for stock planning.
➢ Inventory control with a focus on optimising inventory level.
➢ Liquidation plan for inventory greater than 90 days.
• Business Development
➢ Identifying opportunities for business development and distribution reach by developing new channel partners.
➢ Conducted workshops for product and sales training for SMB select Partners.
• Achievements
➢ Market share of more than 65% for Cisco as compared to competition.
➢ Contributed to an annual turnover of Rs. 110 Cr in 2006-2007, registered 100% annual growth over 2005-2006.
➢ Played a significant role in reviving revenues in tune of $1 million per quarter for disti led business.
QUANTM NET TECHNOLOGIES LIMITED AUG 2004 - JUN 2006
MANAGER - NETWORKING
◇ Successfully developed a wide base of satisfied clients with proactive services / cost effective solutions.
◇ Identified high potential market segments and provided needed marketing thrust to convert opportunities to concrete business transactions.
◇ Registered remarkable revenue generation the year with strategic exploitation of existing regular accounts and other potential customers.
◇ Built a cohesive team of committed performers and regularly provided them training and motivational inputs.
SMC NETWORKS FEB 2003 - JULY 2004
PRODUCT MANAGER
◇ Handled all business and marketing aspects of SMC. Includes marketing requirements documents, forecasts, non-disclosure presentations, road-map presentations, pricing proposals, sales training, end-of-life plans, upgrade/feature enhancement plans, competitive analyses
◇ I was providing comprehensive product information to Sales. Providing comprehensive customer and market requirement information to Engineering.
C.I. INFOSOLUTIONS MAY 2001 - FEB 2003
EXECUTIVE - BUSINESS DEVELOPMENT
◇ Cold calling, lead generation
◇ Developing and maintaining close relationship with the customers.
◇ Handling customer services, preparing quotations, bids and offers, sales presentations, order processing, etc.
◇ Coordinating with the principal companies for stock and shipment status, new promotions, and execution.
◇ Close co-ordination with the accounts for credit status, invoicing & payment outstanding and follow-up with the customer accordingly.
◇ Reporting to the Manager Sales.