GM and CEO
A leading Business houses of Middle East
Total years of experience :38 years, 11 Months
Conceptualised, strategized and successfully launched a new Trading Company from scratch in Dubai
It was a great memorable experience as the company has been brought from ground zero to the current turnover of 150 Mn Dhs (approx USD 40 Mn) and profitability of around 14 Mn Dhs (approx USD 4 Mn). Chairman/Owner gets a ROI of more than 100% year after year for the past four years.
We started our business in Dubai but gradually spread to all the emirates and the neighboring countries. Today, apart from UAE, we carry out business in Qatar, Oman and Iran. We plan to get into other GCC countries as well.
Besides expanding our territory we also expanded our product range from basic building material to oil and gas related products like pipes/fitting/valves etc.
All this was possible due to our excellent team effort which has also been acknowledged by our Chairman.
In addition to the efficient functioning of our team, It will also be worthwhile to mention that due to the trust of the Chairman, I am able to run this company like an entrepreneur with all the responsibilities including that of banking related aspects delegated to me. The Chairman has many other business interests in Oman and due to his preoccupation within Oman, he has been able to visit our office only twice in the last six years.
We represented internationally acclaimed Brands like Roca Sanitaryware and Finsa Timber/Plywood from Spain, H&R Johnson Ceramic tiles, Black and Decker power tools, Grohe bathroom fittings, Grace servicised waterproofing and Union Furniture hardware from UK, Reginox Sinks and Hackeka Bath Accessoris of Holland,
Besides the above we were the distributors of leading local brands like AlSham Tiles and Oman Ceramic Sanitaryware
Chief KRAs:
To achieve budgeted net profit
Attain budgeted ROI
To run the business with budgetedcapital, with no. of days stock and receivables.
Responsible for sourcing of new agencies
Identify the growth areas/Products/markets
Within a short span of about 18 months we were able to increase the Return on Capital Employed by 50%. This was achieved due to:
-Focus on cash sales for which, besides refurbishing and improving the business from existing retail showrooms, we also launched one of the largest and most successful Retail showrooms of Oman.
CAREER PATH WITH M/S Turner Morrisson
Nov’00-Dec’01 Vice President-Retail Based at New Delhi
Nov’99-Oct’00 Head-Operations(Pre launch) Based at New Delhi
Oct’96-Oct’99 GM (Distribution) Based at Chennai
Jun’94-Sep’96 DGM(Sales and Marketing) Based at Hyderabad
Chief KRAs;
Heading overall Retailing operations including setting up from scratch India’s FIRST Building/ Home accessories retail chain with complete responsibility for the P&L.
Achievements;
Vice President-Retail-Nov’00-Dec’01Based at New Delhi
-Handled the complete responsibility as Profit centre head of the Retail Business
- Commenced operations of the FIRST store of the retail chain spread over 30, 000 sq. ft. with 25, 000 SKUs.
-Achieved breakeven point within 10 months of the launch vis-à-vis a target of 18 months.
-Led a large taskforce including outsourced labour and professionals.
-Formulated and implemented the entire systems and procedures for the store.
- Conceptualised and Implemented Apartment Package Service for the FIRST time.
-Achieved monthly average of over 150, 000 footfalls and over 15000 invoices of high value.
Head-Operations(Pre launch)- Nov’99-Oct’00 Based at New Delhi
- End to end implementation of the Project from concept generation stage to implementation stage i.e. identifying & finalising the store location to planning the store layout & execution after international visits, personnel recruitment to competitive product pricing, bar-coding; conceptualising and setting up the template for space planning & visual merchandising, implementing ERP and formulating the operational strategy to the final launch.
-Build, train, retain and lead an aggressive & multifunctional team
-Benchmarking the store layout as per International standards to create a visually appealing ambience & aesthetics
-Liaised with Govt. Departments viz. Shops & Establishment, Labour, Fire etc.
General Manager (Distribution)- Oct’96 to Oct’99 Based At Chennai (Transferred from Hyderabad)
A group company, leading producer of waterproofing, Adhesives, Sealant and anticorrosive paints
-Increased turnover by 40% and margins by 45% with significant improvements at Factory level
and overall network, enhancing operational efficiencies and stringent cost control measures.
-Managed Two factories located in Chennai and Mumbai.
-Strengthened the distribution network infrastructure from 150 to 224 Distributors for better penetration & reach.
-Outsourced finished products from pre-qualified vendors.
-Planned participation in exhibitions, direct mailers and Shelf visibility at dealer outlets to leverage brand visibility & product awareness in niche markets
-Initiated the concept of sales promotion programs like meets for Masons, Carpenters, and Mechanics etc. and Contact Programs with opinion builders in the Construction sector.
-Built a cohesive team to drive the sales effort
-Successfully negotiated with the Workers Union and implemented the Wage Settlement.
After a successful tenure, I was promoted as Head-Operations and transferred to Delhi.
D.G.M. (Sales & Marketing)- Jun’94 to Sept’96 Based at Hyderabad
As Head of the 3 member team with the objective to turnaround one of the group’s sick company, achieved a turnover growth of 300% within a span of 18 months by;
-Reducing receivables from 150 to 45 days.
-Focussed on cash sales in critical cash markets vis-à-vis credit sales.
-Introduced No Risk Dealer-friendly schemes for enhancing/restoring dealer confidence & motivation
-Formulating innovative sales strategies for achieving business objectives.
-Ensuring timely responses to the channel and key clients for enhancing company image.
Subsequently I was promoted as GM (Distribution) and transferred to Chennai
The Company is a brand leader in production of cotton, synthetic, blended & dyed yarn
Joined as Commercial Manager:
Chief Tasks Handled;
-Headed the Commercial operations including Purchase, Excise, Stores, Logistics and Sales administration for 1 unit out of 6 at Baddi (H.P.).
- Proactively introduced cost effective measures to alter the product mix to eliminate low revenue generation products, outsourcing cheaper import substitutions to reduce cost of operations, standardised packing procedures & rationalised vendors in each category by motivating them to qualitatively improve the product/service levels
- Played a significant role in acquiring the ISO9002 accreditation.
- Automated the order processing, contracts, invoicing, purchase and stores related activities.
Promoted to Sr. Manager (Commercial).
-Additionally given the responsibility of handling centralised purchase functions for all six production units
Achievements
-Promoted as Senior Manager within one year
-Reduced the stores’ inventory holding from 50 days to 35 days.
-Successfully brought down purchase, inventory & manpower costs as a result of managing centralised purchase operations for all six production units
Joined as Management Trainee, promoted as Asst. Marketing Manager, Delhi in Jan’87 and later as Sales Manager, Kuwait in Jan’89
Chief Tasks handled as Sales Manager in Kuwait:
-Franchisee trade operations to generate opportunities for business growth for brand leaders EMT (Germany), Game Time(U.K.), Sebel (Australia), Samsung (Korea) in the Middle East.The Product bandwidth handled included children playground equipment, furniture, landscaping SKUs etc.
-Operated the business as a profit centre & achieve profitability to be passed on to principal partners
-Optimised Inventory levels and monitor receivables & fund flow management
As Asst. Marketing Manager-New Delhi
-Developed major institutional clients like Dunlop India Ltd., Ceat, MRF, Good Year etc.
-Identified new market segments for 2nd grade products and thereby improving overall sales volumes
-Conducted relationship Management with various key department in the Government sector, Viz. Defence, Handloom, Min. of surface transport for pushing sales of polymer products