Vipin Viswakumar

NEXUS INTERNATIONAL (Dubai, UAE)
------------------------------------------------------------------------

• Managing Sales Team performing field sales promoting a manufactured range of wall and floor ceramic and porcelain tiles to the construction industry and associated businesses
• Handling key accounts for the organisation depending on the potential and sensitivity of the client
• A ‘specification specialist’, targeting specifiers, interior designers, Architecture & Design community and Developers
• Focus on new business development with commercial architects and refurbishment projects (commercial, domestic and mixed developments)
• Revenue responsibility of entire UAE, with main focus to Dubai.
• 80% new business development, 20% account management existing projects.
• Working as the sole Architect & Design specification specialist
• Assisting the General Manager in the building of the territory in conjunction with support team.
------------------------------------------------------------------------

EXPERTISE:


• Proven field sales track record selling porcelain and ceramic tiles and mosaics
• Experience selling into architects, interior designers Architecture & Design community and other specifiers in UAE
• Highly motivated and able to work autonomously and on own initiative
• Expert in handling ‘hard to deal with’ main contractors and sub-contractors when required in respect of getting the project built
• All round capability in managing and expanding existing business and generating new relationships

• Managed a team of 4 business development officers and developed business for the company promoting 10 brands (Engineering products, Tyres and Building Materials) of European, Asian and Chinese origin, where we were the exclusive agents for 5 brands.
• Devised the strategy for attaining the commitment made to the top management in accordance with market situations and change in government policies.
• Set the monthly target for the team based on potentiality of each individual and monitored the sales activities closely through daily reporting system so that they stay on track and progress towards the target continually.
• Making sure that the team over achieve the assigned target and redesigning the target accordingly.
• Mapping potential Clients and delegate these leads to individual or handle it personally depending on the potentiality and sensitivity of the client and thereby increasing client base for the company.
• Taking individual sales projection from the team, assessing them and making a realistic sales projection for the division to the top management.
• Collecting market feedback and analyze the trends and financial situation of the market for any changes in strategy or direction and thereby keeping upto date with products and competitors.
• Reporting to Finance Manager at the Head Office with Monthly sales achievement of the division and discussing the action plan for the coming month.

KEY ACHIEVEMENTS

• Company turnaround by increasing revenue by 3 times in 7 months span with individual contribution as well as doubling existing member’s contribution.
• Kept generating the biggest LPOs back to back that the company has ever invoiced since inception and there by setting an example and motivating the team.
• Added new products and brands to the portfolio, revised the market strategy and successfully launched them in the market.
• Redesigned the company brochure, set the Mission for the division and developed the website for the company for the first time.
• Positive recognition from Principles, top management and clients alike.

Creating a corporate brand image, positioning the business as a leading supplier of world-class hygiene products
 Proactively identifying and pursuing new business opportunities which increase and retain the customer base for over 1, 000 hygiene products
 Developing positive professional relationships and brand awareness in order to promote and sell products to both existing and prospective customers
 Building brand loyalty through customer interaction, product demonstrations and the recommendation of products to suit specific client requirements
 Driving customer satisfaction by collaborating with colleagues in the Operations, Finance, Logistics and Technical Service teams
 Conducting market research and reporting feedback on customer requirements, competitor products, competitor activities, new trends and potential new product opportunities
 Providing strong leadership and direction to management trainees, including monitoring their sales activities and sales pipelines and conducting performance appraisals
 Delivering comprehensive training to colleagues regarding products, prospecting and sales, and supporting them in maximising their return on time investment
 Planning and implementing marketing campaigns in order to generate additional revenue, and Managing promotions from concept through to delivery
 Delivering a daily sales report detailing customer visits, meeting minutes, sales projections and sales planning
 Accurately forecasting customer requirements to support the Operations Manager with stock management
 Successfully negotiating prices, terms, specifications and deliveries with both Buyers and Managers
 Effectively planning visits to high potential clients and prospects to increase conversion rates


KEY ACHIEVEMENTS:
 Consistently achieving monthly sales targets and ensuring that payments are collected on time and in accordance with agreed terms
 Winning the Summer 2014 contest for highest sales contribution for the period.
 Playing an integral role in the establishment of the business from its first day of trading, and launching the company brand as its Ambassador
 Successfully capturing market share as a new brand competing against global market leaders, by focusing on individual customers and sharing best practices
 Making the highest number of customer visits consistantly, resulting in increased customer loyalty

3yrs (2008, 09, 10) as SALES/SERVICE ENGINEER, Voltas Ltd (TATA enterprise), India


• Responsible for the sales and marketing of various spinning machines, its spare parts and wire
clothings from LMW and consistently increasing market share and revenue.

• Sales and marketing of lubricants from Klueber Lubrication including lubricating oil, paste and blocks and electrical motors from LEDL ensuring maximum revenue returns.

• Responsible for market analysis and feedback on new product performance and effectively partner with principal company to develop new solutions.

• Accountable for promotion of products: perpetrate customer awareness on technical knowhow and unique value proposition.

• Scheduled reporting on customer and market requirements to the senior management.

• Playing a key role within textile machinery division within a multinational corporation with a key accountability for the erection, commissioning and servicing of textile machinery.

• Team Management: Managing a multi-functional team of up to six engineers and an additional team of ten, including skilled, semi-skilled and unskilled workers at client sites for installation and commissioning works, delegating duties, ensuring each individual has the appropriate safety equipment and capability to complete assigned tasks and ensuring that the short term goals are in line with the long term ones.

• Project Management: Responsible for executing projects from start to finish, ensuring all projects are carried out on time and to the required quality standards.

• Accountable for training entry level team members (Engineers) on Sales, Process control and Quality management, successfully creating a positive learning environment ensuring full understanding

• Responsible for conducting machinery audits, adhering to company and industry best practice and legislative requirements and carrying out regular quality inspections to ensure consistency and compliance

• Trouble shooting complex and diverse issues, ensuring all problems are resolved in timely professional manner with minimum interruption and risk to the project


KEY ACHIEVEMENTS

• Achieved the 'Performance Linked Award' for the contribution given to the company's success during the economic meltdown of 2008 (July 2010)

• Instrumental in the success of a high profile and prestigious ABIL-6 project for key client Abhishek Industries Ltd which was completed and handed over to the customer in a record speed of 5 months against the previous best record time of 9 months

• High Productivity: Consistently completed erection and commissioning works in 3 and a half days against the allotted standard erection time of 5 days throughout the career and thereby
increasing revenue, productivity and customer satisfaction with no compromise to quality.