Country Head
KOBIAN PTE LIMITED
مجموع سنوات الخبرة :28 years, 11 أشهر
AREAS OF EXPERTISE
Strategic Planning
•Using sales forecasting and strategic planning to ensure the sale and profitability of products; analysing business development and monitoring market trends.
•Identifying, developing & evaluating marketing strategy based on business objectives. Conceptualizing & implementing business strategies & projects with a view to penetrate new accounts & expanding existing ones.
Sales & Marketing
•Steering Sales / Marketing operations with focus on bottom line, by ensuring optimal utilization of resources.
•Identifying and developing new streams for revenue growth. Develop marketing plans based on consumer preference and drive sales volumes.
•Conducting competitor analysis by keeping abreast of market trends and competitor moves, to achieve market share metrics. Evolving market segmentation & penetration strategies to achieve targets.
Channel / Dealer / Corporate Sales Management
•Developing and appointing new business partners to expand product reach in the market and working in interaction with the dealers and distributors to assist them to promote the product.
•Chalking out budget plans to achieve the desired targets.
•Effectively reorganized unit offices in my territory so as to optimize customer service requirement & efficient coverage of the potential markets.
•Managing distribution network/ supply chain for distributing goods for achievement of targets within specified parameters.
Team Management
•Providing direction, motivation and training to field sales team for ensuring optimum performance.
•Recruiting, mentoring & training personnel & managers to deliver quality services in market.
Other Specialties:
1. Distribution Management
2. Working Capital Management
3. Techno Commercial Operations
4. Market Intelligence / Trends Analysis
5. Strategic Investment Planning
6. Risk Mitigation & Control
7. Logistics Planning
8. Transfer Values, People Development & Capability Enhancement
9. Profit Centre Management
10. Resourceful in finding solutions to challenges, Lateral thinking.
11. Commercial Acumen for Customer Management
12. Business plan development for Performance Improvement.
13. Budgeting
South “Mobile Devices”, Based out of Hyderabad.
The Company: Established in 1993, Supertron Electronics Pvt Ltd \[SEPL\] is one of the leading Indian company in Telecom & IT product distribution and services with an ISO 9001:2008 Quality Certification, with a Turnover of 4000 Crores. 53 Strategically located offices in India. Authorized Distributors for GIONEE, LG, PANASONIC & HUAWEI (HONOR) Mobiles
The Accountabilities
•Handling Business of 60 Crore (Monthly) - Gionee, LG, Panasonic, Apple & Honor (Modern Trade & General Trade Biz).
•Meet Topline and Bottom-line Targets of Primary, Secondary & Tertiary of each Location (Telangana, AP & Karnataka, Kerala, Tamilnadu). Expansion to other locations in India.
•Responsible for P&L of the Division.
•Enhance Business Performance and deliver market share & Revenue Objective from all regions.
•Define and Executive strategy for smooth operations and expansion of vertical.
•Built strong inter functional coordination and monitoring systems, to maximum flow through from order to execution.
•Appointed & groomed a strong empowered team to drive business with self-initiative which is providing bench strength to the organization.
•Financials (Credit Control Management) - Financial Discipline.
•Regional Distribution Evaluation - Finance, infra, Manpower, Market Coverage, Relationship Management, Credit Management, Financial Health.
•Distribution / System Productivity
•Gap Analysis
•Ensuring High Brand Visibility
•Forecasting of Stocks & Sales. Plan and Implement Sell in and Sell out incentive programmes.
•Ensure alignment of performance with the AOP Plan
•GTM Strategy with the agenda of maximizing revenues & profitability.
•Understand and review the complete telecom ecosystem, understand customer and market reality and align the internal workforce to deliver accordingly.
•Target Designing of ASMS, TSMs & FOS.
•Maintaining Cordial relationship with Retailers & RDS.
•Tracking ROI of Regional Distributors on monthly basis.
•Daily Reporting Structure & Review Business / Team
West Africa & Ethiopia
The Company: Manufacturer of “MERCURY” and “IXA” Brand of IT & Telecom Products (Tablets, Mobile Phones, Motherboards, Casings, Speakers, UPS, Inverters, Batteries, Stabilizers, Scanners, Memories, Keyboards & Mice, and Other Computer Peripherals.). And also trading / Distributing Non IT Products like White Goods & Electronics, Surveillance, Mobile Phones (Mercury, Samsung, and Apple), General Trading Products, etc. Trading in HP, Acer, Toshiba & Dell Laptops and Samsung, SONY & Panasonic LCD TVs. Factories in India and China. 19 Strategically located offices worldwide and more than 250 global distribution channels. Current Market Reach includes Europe, USA, Middle East, Asian Countries, India and Sub Continent.
The Accountabilities
•Country Manager of the $48 Million West & Partial East African Distribution Biz.
•Meet Topline and Bottomline targets for individual SKU’s
•Handling Overall Operations of including Sales to Distributors. Also responsible for 2 Tier Sales to Regional Distributors, Online Sales, Resellers. Responsible for P&L Accountability of the Region, Strategic Market Planning, Business Development, Sales Forecasting, Pricing, Preparation of Annual Budgets and Business Plans, Development of fresh business through new products, product extensions and untapped commercial opportunities, Training to Distributors and Dealers (Channel).
•Analyzing Competition Pricing and Schemes and formulating pricing strategies, products mix discount and special combination.
•Maintaining Excellent Relationship with Distributors and Dealers. Generate Business through Existing Channel and Regular Recruitment of New Channels (Dealers / Resellers / System Integrators). Extensive Business Travel to upcountry markets to enhance Sales and Dealers confidence on product.
•Comprehensive Marketing Activities including ATL & BTL Activities. Initiation of sales promotion schemes on region basis. Target, Plan and execute the channel sales program.
•Handling the Service Team (5 Branches) to provide direct support to the customers. Pre and post-sales support to the Channel in the form of Marketing, pricing, technical clarifications, service.
•Managing logistic functions for cost effective transport and inventory management solutions. Prevent Stock Loss due to ageing and unplanned ordering.
•Solution Selling to Corporates.
•Conceptualizing and implementing sales promotional activities as a part of brand building and market development effort. Create New Plans to increase the product and brand awareness for the Corporates, Institutions, Channel Partners, and Government & Oil Industry.
•Liaising with banks for facilities (LCs, Bank Guarantee, Other facilities), Credit Control Management.
•Liaising with all Government Tax Departments, Immigration, and all regular operations.
•Working on Cost Effective Air and Sea Local Clearance of shipments.
•Identifying New Corporates, SMEs, Government & Parastatals
Mobility Distribution Division)- West Africa (Based in Lagos, Nigeria). Handled Samsung, Blackberry & Apple Mobile Distribution.
The Company: Reputed Distribution House in entire Africa. Authorized Distributors of Samsung, & Blackberry Mobile Phones, HP Products (IPG / PSG / ISS / Supplies), Samsung IT Products, Microsoft, APC Sun, Oracle. Retail Chain of Apple Stores.
The Accountabilities
•Heading the Mobile Phone Distribution Division and responsible for P&L Accountability of the division
•Meet Topline and Bottomline targets for individual SKU’s.
•Recruitment and Training of Sales Staff.
•Handling Overall Operations including negotiations with Vendors, Weekly, Monthly and Quarterly Sales Planning & Projection. Appointing Distributors and also Direct Sales to Dealers. Market Planning, Business Development, Sales Forecasting, Pricing, Preparation of Annual Budgets and Business Plans, Development of fresh business through new products, product extensions and untapped commercial opportunities.
•Analyzing Competition Pricing and Schemes and formulating pricing strategies, products mix discount and special combination. And work with the sales team to achieve weekly target.
•Maintaining Excellent Relationship with Vendors and Dealers. Generate Business through Existing Channel and Regular Recruitment of New Channels (Dealers / Retailers). Extensive Business Travel to upcountry markets to enhance Sales and Dealers confidence on product.
•Organizing Regular Road shows. Initiation of sales promotion schemes on region basis. Target, Plan and execute the channel sales program.
•Managing logistic functions for cost effective transport and inventory management solutions. Prevent Stock Loss due to ageing and unplanned ordering.
•Handling Major Retailers.
•Credit Control Management and Receivables
The Attainments
•Developed
•New Dealers in Lagos and Upcountry.
•Introduced Many New IT Dealers for the Mobile Phone distribution
•Content and Executive Sales Training Modules
•Successfully started sales points in Kano, PH and Abuja.
•Started from Zero to USD60 Million in 12 Months.
•Top Performer by Samsung consecutively.
•Started Apple Stores across the region
•Built Distribution of Blackberry Mobile Phones across the region as Regional Partner
The Company: Manufacturer of “MERCURY” and “IXA” Brand of IT & Telecom Products (Tablets, Mobile Phones, Motherboards, Casings, Speakers, UPS, Inverters, Batteries, Stabilizers, Scanners, Memories, Keyboards & Mice, and Other Computer Peripherals.). And also trading / Distributing Non IT Products like White Goods & Electronics, Surveillance, Mobile Phones (Mercury, Samsung, and Apple), General Trading Products, etc. Trading in HP, Acer, Toshiba & Dell Laptops and Samsung, SONY & Panasonic LCD TVs. Factories in India and China. 19 Strategically located offices worldwide and more than 250 global distribution channels. Current Market Reach includes Europe, USA, Middle East, Asian Countries, India and Sub Continent.
The Accountabilities
•Country Manager of the $46 Million Nigerian Distribution Biz.
•Meet Topline and Bottomline targets for individual SKU’s
•Handling Overall Operations of Nigeria including Sales to Distributors, Also responsible for 2 Tier Sales, Responsible for P&L Accountability of the Region, Strategic Market Planning, Business Development, Sales Forecasting, Pricing, Preparation of Annual Budgets and Business Plans, Development of fresh business through new products, product extensions and untapped commercial opportunities, Training to Distributors and Dealers (Channel).
•Analyzing Competition Pricing and Schemes and formulating pricing strategies, products mix discount and special combination.
•Maintaining Excellent Relationship with Distributors and Dealers. Generate Business through Existing Channel and Regular Recruitment of New Channels (Dealers / Resellers / System Integrators). Extensive Business Travel to upcountry markets to enhance Sales and Dealers confidence on product.
•Organizing Regular Road shows. Initiation of sales promotion schemes on region basis. Target, Plan and execute the channel sales program.
•Handling the Service Team (3 Branches) to provide direct support to the customers. Pre and post-sales support to the Channel in the form of Marketing, pricing, technical clarifications, service.
•Managing logistic functions for cost effective transport and inventory management solutions. Prevent Stock Loss due to ageing and unplanned ordering.
•Solution Selling to Corporates.
•Conceptualizing and implementing sales promotional activities as a part of brand building and market development effort. Create New Plans to increase the product and brand awareness for the Corporates, Institutions, Channel Partners, and Government & Oil Industry.
•Liaising with banks for facilities (LCs, Bank Guarantee, Other facilities), Credit Control Management.
•Liaising with all Government Tax Departments, Immigration, and all regular operations.
•Working on Cost Effective Air and Sea Local Clearance of shipments
The Attainments
•Enhanced Business from USD 6.8 Million to USD 46 Million
South India and also incharge of the Service and entire operations of these branches.
The Accountabilities
•Managing Sales, Marketing and service operations for the regions
•Handling distributors like
Andhra Pradesh & Karnataka
The Attainments
•Involved in appointing Channel Network across Andhra Pradesh and Karnataka.
•Credited for achieving target of
•Rs.4.8 Crores for the year 2001.
•Rs.6.1 Crores for the year 2002.
•Identified Major Accounts
•Appointed Distribution Network & 2 Tier Distribution
•Targeted Key Clients like DRDL, HMT, DLRL, NRSA, ECIL, CMC, and Channel Partners
•Effectively handled the Distribution in the Region, Tenders of Government, and Public & Private Sector Companies & Banks
TOSHIBA LAPTOPS
CUSTOMIZED SOFTWARE PACKAGE FOR ADVOCATES (LAWYERS)
The Attainments
•Received Best Employee Award (Thrice) for Dirhams 5, 000 / 8, 500 & 15, 000 respectively.
•Successfully established and stabilized imports through implementation of effective marketing strategies including appointing of a Logistics Partners, prospecting potential buyers and cost effective pricing of the product.
•Identified and developed new business opportunities
MASTERS IN BUSINESS ADMINISTRATION
BACHELOR OF BUSINESS ADMINISTRATION
BACHELOR OF COMMERCE
TRAVEL MANAGEMENT AND TOURISM