Jayaraj Gopinath

Responsible for spearheading the sales, marketing & logistics of Tobacco, Nicotine, and FMCG products. Domestic & Duty Free
Key Deliverables:
Strategic Planning: Leverage a strong understanding of competitive dynamics, customer needs, regulatory impacts, market trajectory,
and company capabilities to gain support for the strategy and fuel execution planning.
Business Operations: Direct the business activities to achieve the desired results consistent with the strategy and mission.
Business Turnaround: Drive business back to profitability by reviving the segments and leading transformative initiatives.
Business Development: Tap new business opportunities to expand the market share, grow revenue, and diversify the business.
Sales Management: Qualify inbound demand to build a strong pipeline that leads to real opportunities for the sales teams.
Marketing Management: Strategize product entry across markets, brand visibility, and enhance product reach within the markets by
actively preparing and executing marketing tactics.
Purchasing: Create and execute the strategies/policies to understand purchasing needs and forecast purchase volume for budgeting.
Client Engagement: Direct the staff to adopt a consultative sales and business development approach, including developing rapport
with new and prospective clients.
Liaison & Coordination: Chair and handle the forecast meetings with management to evaluate the sales results/issues, projections,
variances, initiatives, and opportunities. Closely work with top management to develop a strategic vision, drive change, introduce new ideas,
and boost product business performance and productivity.
New Market Development: Identify and penetrate the new markets having product potential, devise market-entry tactics, and build
a presence within the market to grow the business.
PnL Responsibility: Pinpoint and capitalize on untapped business opportunities for optimal revenue growth and profits.
Team leadership: Encourage the team members towards productivity and inculcate a spirit that fosters business excellence.

❖ Demonstrating strategic leadership skills towards heading sales, marketing & logistics of Tobacco,
Nicotine and FMCG products.
❖ Strategizing long-term business directions by executing strategies for achieving targets in line with
organizational objectives.
❖ Contributing to the business vision and directing by influencing strategies & monitoring execution of
major business initiatives.
❖ Defining KPI’s, performing market study & making innovative sales strategies to identify right partners,
vendors & dealers to accomplish long-term goals & profitability.
❖ Facilitating growth in terms of volume & market share by introducing new ideas
❖ Establishing strategies & making high-stakes decisions to combat mission-critical business challenges.
❖ Providing strategic direction to Sales Team pertaining to sales patterns, trends & future sales to drive
business decisions.
❖ Partnering with the Leadership Team in business development decision-making to optimize profitability.
❖ Devising strategies/policies to understand purchasing needs and providing forecast of purchase
volume for budget preparation.
❖ Leading forecast meetings with management to review sales results/issues, projections, variances,
initiatives & opportunities.
❖ Skillfully formulating budget plans, sales scope & objectives, ensuring project feasibility and win-win
for key stakeholders.
❖ Working towards accomplishing the operational excellence through quality, distribution visibility,
pricing and promotions.
Significant Accomplishments:
❖ Boosted the customer satisfaction score to >90% by strengthening the trade capability.
❖ Showcased excellence in successfully delivering Forecast Accuracy (>90%) of inventory.

❖ Launched brand Ariane Fine Porcelain and led worldwide business establishing the brand as a
successful porcelain tableware.
❖ Front-led functions: Recruitment, Sales & Marketing, Business Development & Promotional functions.
❖ Conceptualized and optimized business development strategies as per company targets, product
specifications, market data, and budget factors
❖ Engaged in strategic planning, pricing strategy, foreign suppliers’ coordination & market development
to introduce the products
Significant Accomplishments:
❖ Essayed a success story by managing business of 11 million USD by the second year of operations.
❖ Expanded the distribution network to 30+ countries within 2 years since inception.

Shouldered the entire responsibility of rolling out the brand Ariane Fine Porcelain.
Piloted the worldwide business establishing the brand as successful porcelain tableware.
Managed various functions, including recruitment, sales & marketing, business development & promotional functions.
Developed and enhanced business development strategies as per company targets, product specifications, market data, and budget factors.
Rolled out the products by handling the strategic planning, pricing strategy, foreign suppliers coordination & market development.

Held responsible for formulating and implementing the sales strategy basis on buying trends.
Built the RAK Porcelain and ranked as the No 1 Porcelain tableware brand in emerging markets.
Dexterously steered the complete sales lifecycle right from market study, negotiations, contracts, and finalizing the deals.
Chaired, drove sales promotional campaigns and rolled out the new products for brand building.
Developed, assessed, and reported on the business development divisions strategy. Played a stellar role in handling the budgets, sales forecasts
& reports accordingly as per business plans & requirements to achieve maximum sales & enhance business revenue.
Administered the client services, and negotiations, handled the reports, and conducted the reviews.
Achieved organization profitability through effective strategic and tactical management decisions and new business development.

Key Deliverables:
❖ Devised and formulated the sales strategy basis on buying trends.
❖ Managed sales lifecycle functions starting from market study, negotiations, contracts & closing deals.
❖ Conducted sales promotional campaigns, launched new products with focus on brand establishment
❖ Managed the budgets, sales forecasts & reports accordingly as per business plans & requirements
to achieve maximum sales & enhance business revenue.
❖ Fully responsible for client services, negotiations, managing reports and reviews
❖ Developed, reviewed and reported on the business development division’s strategy, ensured the
strategic objectives were understood & executed by the team. Impacted organization profitability
through effective strategic and tactical management decisions and new business development.

❖ Fully responsible for client services, negotiations, managing reports and reviews
❖ Developed, reviewed and reported on the business development division’s strategy, ensured the
strategic objectives were understood & executed by the team. Impacted organization profitability
through effective strategic and tactical management decisions and new business development.

Jan 1994 - Aug 1997 Medical Detailing Officer
Aug 1997 - Dec 2001 Senior Medical Detailing Officer
Jan 2002 - Apr 2003 Coordinator Diabetes
Jan 2004 - Apr 2004 Field Operations Executive
Value Contributions:
❖ Recognized from the management for expanding the business to 15 folds from 15, 000 to 350, 000 /-
❖ Established the stagnant infant food market of Mumbai to a healthy growth rate of 105%
❖ Bagged the tender for the supply of various brands for 2 years.
❖ Managed - NAN, Lactogen, Cerelac, Nestum, Nestogen, Nutren, Petpamen, Build Up, Maggi & Kit Kat

Commended by the management for diversifying the business 15 folds from 15, 000 to 350, 000/-.
Built and handled the stagnant infant food market of Mumbai to a healthy growth rate of 105%.
Prepared competitive bids and attained the tender for the supply of various brands for 2 years.
Catered NAN, Lactogen, Cerelac, Nestum, Nestogen, Nutren, Petpamen, Build Up, Maggi & Kit Kat.