Sales Head - South India
Kohler
Total des années d'expérience :22 years, 0 Mois
• Build & Lead diverse & effective Sales / BD team of 42 members with 6 Direct reports. Drive the Leadership pipeline development for the organization. Revenue size : 32 Million USD
• Drive Top line Growth across Retail / Distribution & Project verticals (Residential / Commercial / Hospitality), across South of India - Karnataka, Kerala, Tamil Nadu, Andhra Pradesh & Telangana.
• Member of the India PMC - Profit Management Council leadership team.
• Weighted Distribution / Reach and Market Share acquisition: Channel & Geo expansion.
• Drive strategic relationships with premium Developers, Channel Partners & Influencers- Architects, Design & Build Contractors, PMC etc, to establish Kohler as the “preferred Luxury” brand.
• Drive customer & influencer engagement programs. Represent Kohler on various Industry forums
• Drive the 189 Million US$ Channel Sales & Distribution Business & DSO across BUs.
o Define the country channel Strategy of a robust Channel network of 500+ channel partners
o Launch Tactical /strategic sales programs to drive channel driven “Promo” Business : 53 million US$
• Budgeting & Provisioning for app 10 Million US$ of Sales Promotion & Sales Program
• Commercial Policy Roll Out - Channel segmentation, Scope of Products, Channel
Work closely with the BUs to identify the major Channel Gaps within specific geographies, and recommend specific channel appointment plans by category, size and locations to narrow down these gaps .profitability, incentive design structures, TODs, Payment terms, Channel financing, Supply Chain elements etc.
• Drive the 20 Million US$ Structured Cabling business.
• Leverage Digitization to improve Sales Efficiency and run Key Analytics
• Drive the SMB (Small & Medium Biz) Business- nationally, with Topline & Bottom-line Target.
Plan for the year is to drive the Topline of 37 Million $, with a Bottom-line target as well.
• Drive the Run rate business for Dual Product Categories- BackUPS & Smart UPS (Line Interactive + Online range) and track the Market share and Price premium index for the same.
• Responsible for conceptualization, formulation, communication & measurement of the Channel Programs for the categories.
• Strategy - Responsible for chalking out the differentiated channel strategy for the SMB segment. To enhance distributor capacity and coverage, distributor profitability programs, sales enablement, partner loyalty programs and partner marketing.
• Responsible for handling Redington India Ltd, from Sell IN & distribution management point of view. Handled RIL for business worth app 11 million $.
• Driving the Geo Expansion initiatives- to grow Width, Reach, and New Partner acquisition, Uniform MOP, via effective Channel and Distributor focused- Sales Programs and closely track the same.
• Responsible for playing a vital role in NPD (New product Development), Identification of Alternate Applications / markets Segments.
• Custodian of the Special Price Clearance Updation on the ERP system, internally, and closely track the GM movement on a monthly basis.
• Drive the optimum Product Mix, to yield the targeted GM and launch tactical programs accordingly.
• Frequent Speaker at various SME SMB customer events, meets.
Channel Sales Manager & Regional Manager Roles across Regions- North, South, West and East INdia- from Sep 2004 to Dec 2009
. Drive the Channel Sell Out business for the Region for BUPS and Smart Ups range of products.
• Achieve the Top line and Partner Width targets, coupled with channel partner trainings for the region and grow the business to the next level. Handle a team of direct reportees.
• Manage relationships with key channel partners and National Distributors for the region.
- Deputy-Manager-- Channel Sales, Bangalore, (September 2003 - Aug 2004)
Responsibilities:
* Total Account Management for IBM (PCD & ESG) & Toshiba Notebooks Tier 2 Channels in Bangalore.
* Developing Business with the Tier 2 Channel Partners (primarily System Integrators) and increasing the market share for TPIL in the given product group vis-à-vis Competition.
Leadership Styles and Situational
Full time 2 Year MBA from one of India's Elite Business Schools. Specialized in Marketing.
