Irfan Kakhandkikar

Achieving Target (Volume & GC)
• Budgeting, Sales Forecast, Cost Management & Managing Receivable.
• Pricing negotiation, Finalizing short & long term Sales Contract, Maintaining orders, schedules, sales projections
• Successfully heading technical projects by close coordination with R&D / Tech. team, production / planning, Finance, customer
service, Logistics for smooth business operation.
• Understanding customer requirements in term of product specifications, applications, cost effectiveness, providing best &
profitable solutions that meet customer & consumer requirements to win together against the market & competitors.
• Continuous improvement in After Sales Service by getting involve with customer team along with our factory team.
• Monitoring competitors’ activities - SWOT Analysis.
• Periodical business review / Gap Analysis

Designed Service Level Agreements (SLA) for departments within the organization to comply customer satisfaction.
• Country wise customer mapping.
• Developed Systems & Processes and streamline business operations. Conducting CAPA.
• Successfully launched innovative Solutions / NPDs with close coordination with R&D Team. (GF range, F Sweet +)
• Finalize business contracts (70% of budget numbers).

July’14 - Till Date with IFFCO - Saudi Arabia as Sales Manager ( Global Oils & Fats - Industrial Sales)

Nov’12 - June’ 14 with IFFCO - Saudi Arabia as Sales Executive (Global Oils & Fats - Industrial Sales)
Role:

• Developed Oils & Fats, Flour, Bakery Ingredient in Industrial business segment in KSA and other GCC Countries.

• Ensuring Budget achievement Volume / GC targets within facility and increase product portfolio within customers.

• Price Offers, Negotiation, Finalizing Short and Long term Contracts, Oil Booking at Destination, System Order entries.

• Coordinating within Company/ Customer R&D Team for New Product Developments, Production, Logistic, Customer Service & Finance Team for smooth supplies and meeting schedules.

• Preparing Sales Forecast, Annual Budgets, Monthly Sales Track records, Payment Receivable.

• Analyzing requirements of individual market areas, studying market trends and ensuring optimal level of customer satisfaction.

• Screening potential market across GCC. Create customer universe for Food and non Food customers.

• Focusing on NPD projects, Applications, Identifying customer’s product requirements, providing samples for analysis, follow ups with customer’s quality and R&D Department.

• Monthly, Quarterly Business Reviews, NPD reviews to meet deadlines for product closer.

Highlights:

• Holds the credit of increasing Customer Base in Food and Non Food market. Further, increased Product Mix within the customers.
• Increased sales by introducing new Packaging and increasing SKUs to individual customer.
• Maintained payment receivables till 4% overdue

Role:
• Responsible for Primary &Secondary Sales Targets, Delivering numbers in the assigned territory
• Led a team of 20 Sales Representatives& Merchandisers, undertook activities like Continuous Performance
Evaluationto improve Sales Efficiency.
• Administered activities likeExecuting Schemes, Tracking Stock& Sales, Budgeting, Planning for New Launches, achieving compliances of weekly billing, Key Account Management and Brand Wise Sales Progression.
• Handling both the GTM of Ready Stock and Presale along with Modern Trade & Wholesale Distributor.

• Appointing new distributor underConsolidation of two areas into one area.
• Accountable for Coaching, Training &Developing the sales team for gaining Numerical and Weighted Distribution.

• Responsible for assigning daily, weekly & monthly targets to the team; implemented various management strategies to increase revenue & adopted various control measures to reduce cost

• Developed Monthly Performance Chartsfor distributor’s brand vise performance (Last year vs. Current Year), Sales Figures, billing efficiency & PSRs sales trackers
• Executed New Launches, planned for various Promotional Activities, focused on SDOs of the company & increased Numerical and Weighted Distribution

Highlights:
• Holds the credit of converting the Ready Stock Model into Pre-sale Model and generated potential business and coverage.
• Distinctively used Zoning Strategy for timely dispatching to all the customer with 5 delivery van instead of 9 vans
• Bagged appreciation for being the first SE for achieving the company agenda for converting the GTM from Ready stock to Presale

Role:
• Responsible for primary and secondary sales targets.

• Identified, developed and managed more channels of business in the assigned area of Pune & Small Towns like, College/ Hospital Canteens, Recreation centers, Cenima Halls, Town Halls etc.
• Handled Pune Wholesale; Modern Trade. Assisted in putting systems in terms of Daily Sales Monitering, Wholesale Targeting, Weekly Phasing of Primary and Claim Submission

• Maintaining distributor ROI.

• Handled a team of 10 Sales Representatives and provided on-job training to Sales & Merchandising Team along with their brand wise target and achievement follow ups.

• Accountable in seeking new ideas and approaches to sales problems to consolidate market & mind share

• Reported all sales related activities, market trends & competitor activities in the territory

Highlights:

• Instrumental in developing new paths to increase the sales in Railway/ Bus Stations, Dental Hospitals, etc, to promote the Orbit Brand.
• Accreditations received for being the number One SMO in the West Region for developing Systems and Process as per Company Goals.

Role:

• Achieved Annual Sales Contracts ( AOP) along with product visibility, coverage and ensured availability of products to consumers through all trade catagories/ channels.
• Developed and managed strong relationship with Star Outlets to drive company sales plans successfully & ensured sales growth

• Studied nature of region for strengthening distribution network with respect to area bifurcation, beat formulation and outlet classification
• Planned secondary sales, training of sales team for harnessing manpower in optimum way to generate growth and improve productivity.

• Handled distributor’s claims, customer queries and maintained good relationship with all channel partners to achieve brand wise sales figures.

Highlights:

• Acknowledged for giving business growth by mapping the Untapped Market within the areas by correcting the Beat plans, Area Bifurcation and Route Formulation
• Acknowledged for successful launched on New Products and Sales Drive Run on monthly basis.