Manager GT & MT in Field fresh foods in Chennai
Del Monte Foods
Total years of experience :16 years, 9 Months
Del Monte Foods
Manager GT & MT in Field fresh foods in Chennai from April2012
Reporting to the Regional Manager for South and leading a team of 5 TSM in Tamilnadu.
Responsibility Outline:
• Develop Sales promotion plans for delivering sales volumes
• Develop and administer credit policies and ensure timely collections.
• Analyse sales outlet performance at regular intervals to initiate corrective action.
• Ensure periodic meetings at MT customer outlets to calibrate customer expectations, understand competitor plans in order to proactively counter competitive action.
• Build positive and impacting relationship with all channel partners within the framework of company policies.
• Execute policies on market returns and arrange for appropriate disposal of damaged and expired stocks
• Establish a salient relationship with the Category heads of MT and negotiate with them for the better business output.
• Implement and administer policies, plans, systems and targets in respect of local key accounts.
• Ensure Trade Promotion schemes are properly executed as defined by the marketing function.
• Oversee administration of CFA operations
• Collaborate with Regional Head Sales to enhance capabilities of Channel partners.
Ensure compliance as per local laws.
Key Accomplishments
➲ Appointed 24 Distributors in 6 months Period.
➲ Appointed Super stockist In Chennai.
➲ Successfully Launched Beverage Division separately in Tamilnadu, which replicated in entire South.
➲ Identified and Appointed Distributor for Institution and did 10L of Additional business thru this New Channel.
➲ Awarded Spot award for consistently doing business with reduced Cost.
➲ Successfully increased market share through EDS-EVERY DEALER SURVEY across MT in Olive Oil Category which generated consistent incremental business of 5 lacs.
•Develop Sales promotion plans for delivering sales volumes
•Develop and administer credit policies and ensure timely collections.
•Analyse sales outlet performance at regular intervals to initiate corrective action.
•Ensure periodic meetings at MT customer outlets to calibrate customer expectations, understand competitor plans in order to proactively counter competitive action.
•Build positive and impacting relationship with all channel partners within the framework of company policies.
•Execute policies on market returns and arrange for appropriate disposal of damaged and expired stocks
•Establish a salient relationship with the Category heads of MT and negotiate with them for the better business output.
•Implement and administer policies, plans, systems and targets in respect of local key accounts.
•Ensure Trade Promotion schemes are properly executed as defined by the marketing function.
•Oversee administration of CFA operations
•Collaborate with Regional Head Sales to enhance capabilities of Channel partners.
Ensure compliance as per local laws.
PEPSICO INDIA HOLDINGS PVT. LTD., CHENNAI
Assistant Manager - Sales and Operations (Dec 2002 to April 2012)
Reporting to the TDM and leading a team of 8 Customer executives, 2 Sales trainees, 12 ISP's, 134 PSR's.
Responsibility Outline:
➲ Handling the appointment of stockist, sales promotion, stock distribution and market penetration.
➲ Handle South Chennai Territory Consisting of Chennai Metro, Mahabakipuram, Chengulpet, Kalpakkam, Kanchepuram and Tiruvallur
➲ Responsible for a turnover of 147 cr per annum.
➲ Key accounts in the territory & their volume performance
➲ Brand/ pack analysis
➲ Innovation / New SKUs performance
➲ Current schemes running with the CPC
➲ DAF online process and getting approvals
➲ QPS/Display schemes for the month
➲ FMO Performance
➲ Visi Cooler Deployment and Redeployment and monitoring through Visi Scores
➲ Retail Initiative outlets & the volume performance of these outlets
➲ Account opening target for the month
➲ Analysis of Nielsen reports on market shares
➲ Competition deals in the market and reactive or proactive decision making in gaining share In the outlet
Key Accomplishments
➲ Was a winner of World cup ka Shikari contest 2003 at Unit level.
➲ Was a winner of Challenge of Champions in 2003 at the Unit level.
➲ Was a winner of Challenge of Champions in 2004 at the Unit level.
➲ Awarded MU Ring of Honour in 2004 at Region Level.
➲ Awarded Spot award for consistently doing business with reduced CPC in 2005.
➲ Successfully increased market share through EDS-EVERY DEALER SURVEY across Karaikudi territory, with the help of Promoters.
➲ Was successful in increasing the market share of Pepsi products at Karaikudi from 58% to 70% during 2004 to 2006.
➲ Got appreciation for Achieving AOP by October in 2007.
JOHNSON AND JOHNSON, CHENNAI
Area Business In-charge (Jan 1997 to Dec 2002)
Reported to the FLM.
Responsibility Outline: ➲ Responsible to achieve business plans, primary and secondary sales objective in line and develop business strategy for all brands.
➲ Monitor sales process at all distribution points.
➲ Took charge of the whole distribution channel of the designated area.
➲ Successfully oversaw the distribution management of the area in terms of infrastructure, WS appointments/separation, profitability and ensured that there were no outstanding issues between the company and business partners.
➲ Initiated the training and development of the sales forces that were in the front line.
➲ Supervised the annual growth of sales in the territory.
➲ Monitor the launch of new product and provided market support and ensured product development.
➲ Ensure maximum utilisation of all promotions given by the company.
➲ Develop a monthly scheme and liability management.
➲ Managed within the specified sales budgets and successfully generated sales.
➲ Was able to control at all distribution points by preventing old code stocks by monitoring stock rotations.
➲ Initiate the development and implementation of merchandising strategy as laid out in the business /marketing strategy.
➲ To induct the distributor team.
➲ Pursuing MBA (Marketing Management) from Symbiosis Institute.
➲ Masters in Public Administration from Madras University.
➲ B.Sc from A.M. Jain College, Madras University. ➲ Attended FCMG professional Selling course from NIS Sparta.