Head of Strategy and Planning
Swarovski
مجموع سنوات الخبرة :17 years, 6 أشهر
Took responsibility of the EBITDA measure and improved gross margin by 5% in one year, by analyzing and improving product mix across markets, channels and customers
Structured overall new business development (NBD) process for the region, increasing percentage of NBD contribution to 10% of business from less than 5% previously
Responsible for driving top line and bottom line growth of Swarovski Professional (loose crystal) for Asia South region (including Middle East, Indian subcontinent, South east Asia and Australasia) and for defining and driving key global priorities as part of Global Sales Strategy (GSS) team
Steered Asia South from 8 years of decline to growth driving three main pillars:
1. Marketing strategy
Optimized distributor program: Drove growth of key identified partners by designing practical sales offerings including performance rebates, exclusivity of territory, exclusive access to products, new business via access to our small customers driving transperancy and growth of selected customers by 9%
Segment strategy : Analyzed market needs and consumer trends through detailed research, focus groups and interviews and designed marketing strategy for selected segments covering all aspects including product push, enhanced marketing collateral, end product inspirations, customer education and launch and finally measurement systems
2. Drive growth for the region: Identified opportunities across geographies, segments, customer profiles
3. Optimized Sales operations:
Better planning and measurement
Defined and formalized sales process input to the first global sales academy launch
Responsible for developing and implementing strategic initiatives to foster sustainable growth, process efficiency and to deliver organization wide performance
• Designed a 3 year corporate plan by analyzing business fundamentals including current capabilities portfolio, growth drivers, market trends, competitive positioning and future organic and inorganic growth opportunities
• Enriched existing database of customers to isolate high value customers, studied nature of their existing relationship and frequency of orders to identify gaps in current marketing strategy
• Studied potential bundling opportunities for a new strategic business line and delved into detailed financial feasibility of different bundling options
• Analysed a potential market to expand into the North African region
a) Performed market and financial feasibility study by evaluating 3 distinct business models and compared potential Return on Investment for each model
b) Presented a case of possible strategic fit with the long term vision of the organisation and with respect to resource and skill availability
• Developed revenue and yield management strategy for the DWTC Hotel Apartments:
a) Designed a replicable model to separate costs from the P&L and allocate them by type of rooms and lease agreements to automatically calculate the marginal unit cost
b) Built in drivers like marginal cost, seasonal impact, event impact and competitive positioning to recommend an annual pricing strategy
• Recruited, trained and led a team of researchers to carry out field research to collect information on visitor spend and purchase behavior to calculate the economic impact a show has on the overall economy
• Liaised and built relationships across the organization to drive systematic objective setting, monitoring department achievements through the year, assessing risk and mitigation plans and facilitating consolidation of overall performance management
Responsible to develop marketing strategy for Technology and Telecommunication clients enabling them to launch new products in new markets through customer segmentation, product positioning, pricing strategy, channel selection and competitor benchmarking
• Built the marketing plan for one of the largest US based telecom groups to enter the digital media industry and facilitated the new product launch
a) Identified attractive customer segments through a detailed analysis of macro-economic factors, sector trends and competition
b) Held interactive workshops with potential key clients to communicate the value proposition of the new product and understand & incorporate their product expectations
• Developed the business case for a US Technology company to introduce ancillary services and improve overall revenue and yield
a) Analyzed drivers that could adversely affect the business case and developed strategies to survive these scenarios
b) Identified key performance metrics that would help measure the efficacy of marketing plan and beacons to highlight potential issues
• Studied the Indian Market for a major Handset Manufacturer to analyze potential reasons for loss in Market Share
a) Studied handset features, built out product profiles and matched them to market requirement to identify product feature gaps
b) Analyzed changing consumer demand, competitive behavior, technology trends and shifts across value chain to identify strategies to regain market share
• Evaluated internal Deloitte strategy to merge 2 regional Deloitte entities into one for better go-to-market and brand management
• Rated a top performer for key projects and was presented with a recognition award for outstanding performance
• Won Firm wide knowledge building competition for a paper written on “Digital Education: Impact on Publishers and Distributors”; Presented content as training material across the US firm.
Led the bid development team responsible for the order booking of C&A Oil & Gas business unit developing proposals, price estimates and bidding strategy
• Streamlined the proposal development process to reduce offer preparation time by 30% while increasing bid-win ratio from 15% to 35%
a) Standardized pre-qualification documents, application-specific proposal documents and costing sheets
b) Designed rate contracts with key clients, facilitating repeat orders from the clients
c) Generated leads by identifying cross-sell and up-sell opportunities
• Customized pricing and sourcing strategy to successfully bid in the GCC market
a) Booked the order for MPW Kuwait for an EPC C&A project by identifying and liaising with local vendors to understand end client expectation while staying cost effective
• Achieved order booking of USD 27.5M a growth of 70% for the year 2007-‘08 as the team lead of Bid development team:
a) Booked the Onshore control center project from ONGC worth USD 18.6M, largest order for my business unit by networking across divisions to leverage expertise and negotiating commercial contracts and MOU’s with vendors and strategic partners
b) Recognized potential, conducted field surveys, aided customer understanding to book the Jaipur Water Supply Project worth USD 4.7M largest yet for the water vertical
• Enabled the consultant Accenture to design and set up a call centre focusing on pre-sales and after-sales to support more than 600 stockists and a USD 1B large product portfolio
Selected to be part of the Wharton Global Consulting Practicum Project Description Devised a market growth strategy for CISCO’s Wireless networking business unit in India
Led the Debating Society of VESIT and won several accolades for scripting and acting in Street Plays