Kunal Dhody

Business Verticals Headed:

Etisalat SME Business | B2B Sales | Audio Video | ICT Devices | Mashreq Financial Products

Headed profitable operations (P&L ownership) of a revenue stream exceeding AED 300 Million for B2B Sales, Etisalat SMB business, AV and ICT hardware business.

Provided leadership on sales & account management, Market Expansion and GTM strategy for 4500+ SMB account segment.

Spearheaded a sales team of 60+ people including Area managers, Pre sales managers, operations & Key account managers.

Driving sales of Etisalat's mobility and fixed products and services along with digital product portfolio with focus on cloud solutions, email & web security solution, vehicle tracking solutions and online digital marketing solutions for SMB & Enterprise segment.

Identified business development opportunity and launched financial product portfolio for Mashreq credit cards and Neo accounts.

Developed Business Plans, Talent & Performance Management, to build a more responsive & market-driven B2B vertical.

Responsible for setting up new business and maintaining existing relationship with enterprise segment of accounts selling high-end audio products, telecommunication & digital products, ICT devices & solutions and managed services across UAE.

Focal Key Accomplishments:

Promoted to Management role in 2019.

Boosted & managed yearly business turnover of AED 200 Million+.

Delivered bottom line growth of 12% & 15% YOY growth over 2018 & 2019.

Augmented multi-product sales to 82% from 30% in top 100 accounts.

Won HP computing Hardware award for 2018 & 2019 consequently.

Headed portfolio segments of enterprise & SME customers with annual business volume of US$ 50M ending year 2020.

Awarded as “The most profitable business unit for the year 2018 & 2019” within Sharaf DG.

Established relationship with leading business houses of UAE such as Deloitte, Visa, Emirates, Coca Cola, Mashreq, Michael Page to name a few as their preferred vendor for ICT business and partnered in their marketing programs.

Spearheaded market assessment & strategic plan & launched AED 10 million cross sell revenue stream, resulted in 35% incremental business for the division across product domains of devices, IT managed services.

Business Verticals Headed:

B2B Sales | Audio Video | Etisalat SME Business | ICT Devices

Managing yearly business turnover of AED 120 Million Plus. Delivered 18% YOY growth over 2017.

Headed a motivated sales team of 37 personnel, maintained strong strategic vendor relationships, initiated quarterly & year end forecasts review meetings with brands & distributors, followed up on current and back orders to ensure liquidity of sales cycle.

Played a key role in roping Etisalat, the region's largest Telecom Operator into Sharaf DG portfolio.
Negotiated various business operations with Etisalat and acquired business operations for entire UAE such as - Etisalat Business Quick start, Etisalat managed direct and indirect business.

Worked closely with managed accounts to formulate growth plans and strategies, developing and implementing Audio and ICT devices business plans across offline and online channels for UAE market.

Introduced promotional strategies with overall objective of “Best in Market” across all key brands post GFK analysis on product and segment during key events like DSF, Gitex, black & white Friday sales.

Established & deepened senior management level relationships with the Value Added resellers to gain an understanding of VAR's business and key priorities.

For Focal Key Accomplishments

Promoted to leadership role in 2016.

Boosted B2B revenues by 21% having identified client priorities and challenges, by ensuring correct recommendation of most effective product and service solutions to expand regional growth.

Acquired multiple deals exceeding AED 60M in value by working collaboratively with System Integrator in UAE.

Achieved 18% growth in 2017 and 26% growth in 2018 having initiated, developed and implemented innovative growth strategies and GTM strategies while leveraging market insights.

Launched Etisalat SMB Hello Business Zone concept in Sharaf DG Time Square Center & One JLT. The concept was selected for UAE region Expansion, generated additional revenue stream by 20%.

Succeeded & launched, first of its kind E-commerce B2B portal business.sharafdg.com in UAE.
Awarded by Sound United Management Award for overall business contribution in 2019.

Generated AED 600K worth of digital channel revenue, with product portfolio consisting of Microsoft Office, Azure, data center, A2P messaging & IOT platforms in 2019.

Headed commercial division & part of core team for successful implementation of SAP S/4 Hana 2018.

Represented Sharaf DG as a delegate in prestigious events like SME 10X, Etisalat Digital Summit, & Bose sound expansion.

Developed, Managed & owned profitable E-commerce operations with P&L ownership of AED 35MN.

Headed two key brand differentiators: "Product not available, claim it Free" & "Best Price Guarantee."

Led the design and roll-out of an innovative inventory management methodology (centralized Purchase, Replenishment based MSL levels) for key retail accounts.

Focal Key Accomplishments:

Turned around E-commerce business from -17% to +20%. Re-engineered the business model, structured & reduced costs.

Awarded problem solving champion for conceptualization of non-returnable ageing stocks model leading to stock clearance of AED 72 million per annum.

Increased 36% registrations on mobile app & 25% increase in revenue through launch of Omni channel.

Sustained a 92% order accuracy rate while experiencing a 30% growth in volume.
Increased conversion by 35%, reduced bounce rate by 21%, and improved user engagement on the online platforms.

Launched web-based Supplier Portal application, a move towards sustainable vendor management.
Achieved & recorded the highest sales AED 16 million under brand promise for the year 2012.

Designed, conceptualized & executed Inventory control system (ICS) across 26 stores in U.A.E.
Improved stock availability from 83% to 92% for SKUs contributing to 90% of business.

Increased fill rates for hard goods from 74% to 81% for the year 2013.

Generated referral traffic by 75% and increased new visitor traffic by 9%.

Reporting To CEO

Achieved MOM increase in conversions, ATV, accessories sales & attachment sales with a team of 140 on role employees targeting
sales of AED 250 million+ per annum.

Forecasted, monitored and reviewed store sales target, budget planning & profitability across the store portfolio along with CEO.

Successfully led flagship big box stores - Deira City Center, Time Square Center, Dubai Mall & Safeer Mall.

Focal Key Accomplishments:

Achieved #1 position as store in-charge. Highest turnover in year 2009, with best GP% & YOY Growth.

Designed, developed & implemented extended warranty program enhancing annual profit of AED 6 Million.

Positioned key anchor store in 2009 to deliver its best performance ever by achieving 103% of top line & 101% bottom line against budget by providing average monthly growth of 22%.

Successfully lead & achieved sales target by 102% in GITEX 2011 - 2013 leading to an overall average YOY growth of 26%.

Awarded knowledge sharing champion for conceptualization of forecasting model with precision of 98%

Designed & implemented an innovative & effective perpetual inventory count model leading in reduction of stock variance value by 30% for the year of 2011.

Scored consistent and positive high scores of 91% in mystery shopping for individual stores led.