Business Manager
Cogence Advisors
Total des années d'expérience :26 years, 4 Mois
Cogence is a Boston (USA) based consulting organization. Indian operations provides finance, strategy and transaction consultancy to Indian and overseas clients.
Business Manager - Managed the technology partnerships and client relationships for IT, Telecom and Homeland security industry. Built the business from scratch to $ 30 Mil.
Partner relationship- Established technologies tie ups for Aviation, Telecom and Homeland security sectors.
Interfaced the project- Managed the approvals from ministries and relevant technology agencies.
Services/implementation - Recruited IT services providers within framework set by NSQC (National skill qualification committee).
Responsibilities and Achievements
Remitted to establish the business unit for value added distribution at emitac. Managing a portfolio of Hp ESSN, Microsoft and Azeti for the group. Managed approximately $21.73 mil during 2011. (Business during previous year - $ 14.13 mil)
Established the business unit for value added distribution
Increased the HP share of value business by 12%. Signed up the contract for Azeti for distribution in ME.
Increased the profitability in 2011
Focused on the profitability for 2011. Converted the loss making BU to break even in three quarters. Emitac is number 1 distributor for HP ESS in volume space.
Focus on revenue
Increase the revenue by 36% over the previous year (Corresponding period). Emitac delivered highest volume on ESS for hp 2011 in the assigned territory. For the year 2010 it was rated 3rd.
Increase the vendor base
Currently negotiating with various technology vendors for distribution contracts for products that fit in the VAD model.
Inventory Management
Trained the product management team with best practices for optimum inventory management. Inventory holding cost improved by 32% during last four quarters.
Specialization and value added distribution
Ensured that all human resources are certified and aligned with vendor’s specialization requirements to maximize the rebates and value offerings to the channel. Recruited the team for establishing the value added distribution business at emitac.
Managed a business of $ 6.8 mil during 2010 on Linksys. Cisco SB share of the business is $ 1.6 Mill.
Maximized the business.
Delivered 147% plus of annual target from Linksys and 120% on Cisco Small and Medium business products in 2010. TDME was awarded best distributor in the region for Linksys in 2010.
Identified and Recruited partners for Linksys and Cisco reward program.
Recruited 14 partners for Cisco SME business and 16 new partners for Linksys retail program in 2010. Achieved the highest channel breadth among all Cisco SME distributors in 2009. Increased the VARs business in assigned territory by 170 %.
Developed the SI business
Conducted partner analysis and provided the required trainings. Supported the reseller partners by reaching the end users and providing the commercial inputs and maximized the use of technical resources available with the vendors.
Channel management
Assigned quarterly targets to the channel partners and the channel sales team and provide necessary technical and commercial support to achieve the targets.
Forecast and Pipeline
Maintained the pipeline for the team and ensured the accuracy of forecast. Being regularly acknowledged for best results on Cisco and Linksys commits among all distributors.
Product & promotional planning
Liaisoned with the channel partners and vendors on the latest global technology trends, new product launches, pricing and promotional activities.
Marketing campaigns to reach new regions.
Implemented specific plans for under performing regions by making the optimum use of vendor’s financial and human resources. Increased the business in Pakistan, Morocco, Libya, Lebanon and Jordan by 85%.
Award and recognition
Received the award for the “Best product manager of 2009”. The award was recognition towards for achieving best inventory management, business development initiatives, team motivation, Marketing activities and Channel management.
Remitted to set up the infrastructure and manage Cellucom strategic diversification into Mobile computing and IT distribution in the GCC region.
Product and vendor analysis, synergy of business models and compatibility with vendor objectives in meeting and fulfilling Cellucom 5-year business goals and growth plans.
Secured the prestigious contract for Toshiba notebooks distribution in Qatar for Retail, SMB products.
Maintained and strengthened the relationships with the channel partners at all levels.
Customized and rolled out Vendor's Partners/affiliation programs for different regions involving local resellers.
Managed the channel PR in co-operation with marketing department. Liaised with the PR agencies, Organized 4 partner events and 7 road shows during 13 months in Qatar.
Achieved revenue of US $ 18 mill within first year. Toshiba Market share increased by 21%.
Achieved yearly revenue of $ 22 Million in notebooks category for 2007. Over achieved the targeted customer breadth by 30%.
Management Objectives and Achievements as Regional Account Manager
Increased the total sales in assigned territories to $ 17 Million. Sales during the previous year $ 8 Million.
Increase vendor line penetration. Vendor breath into channel increased from 11 vendor lines to 23 with revenue & GP focus across all 30 plus vendor lines.
Grow retail channel and effectively increase customer breath. Increased the customer breadth by 5% every quarter, achieved the figure of 200 plus trading customers.
Achieved the highest yearly growth in PC/Notebooks and servers for HP, Acer and Fujitsu siemens.
Achieved the highest sales growth of 42% in software OEMs and licenses with assigned corporate resellers.
Achieved highest revenue for Linksys and 3COM for three months. Increased the revenue for networking products minimum 30% in the assigned regions.
Increased the retail business by 30%. Developed 22 mid size Retailers in Bahrain, Kuwait and UAE.
Managed multi-level Channel relationships - Build and maintain relationships at all levels in Resellers to update Resellers frequently on promotions, vendor business/product strategy, training and new products.
Managed the following territories - UAE, Bahrain, Pakistan, Saudi Arabia (Eastern Province), Kuwait, Kenya and other African countries.
Product Manager (SMC Networks) Jun’02 to Nov’03
Increased revenue by 85% over previous year.
Identified and established dealer network for Accton and SMC products in GCC and Levant. Collaborated with system integrators and value added resellers for projects. Recommended products and negotiated pricing. Increased project business by 40%.
Managed all customer related issues. Streamlined RMA process by implementing procedural changes and reduced turnaround time by 30%.
Managed allocated marketing funds. Developed and executed marketing and promotion campaigns focused on maximizing product breadth and customer breadth.
Developed the business for ERP, CRM and turnkey solutions through initiating, developing and maintaining customer relationship.
Established the business unit for accounting and financial management solution.
Managed over 45 institutional and corporate accounts in Automobile, Retail, Banking and Financial sectors. Yearly revenue increased by minimum 25 %.
Promoted the firm as Oracle, Microsoft and Lotus implementation partner and performed presales activities.
Secured the prestigious contract for complete implementation of a turnkey solution with Grassiano Transmissioni.
Conducted user interview and prepared detailed functional presentations as well as generic and customized product demonstrations.
Coordinated with technical team for system requirement analysis, business process re-engineering, and preparation of system design and participated as functional consultant.
Established and managed a separate business unit for Financial and Account solutions.
Led a team of 8 members which included 3 Enterprise account managers, 2 Sales executive and 3 Customer Support Managers.
Won several awards including the ‘Best Employee Award’.
Masters in Management program with focus on Finance. The degree required 48 courses to be passed in 2 years. Major in Business finance and had Sales & Marketing as Minor. Aligarh University is ranked 3rd out of all colleges offering this program in India.