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Kunal
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Regional sales manager
Job Type: Full-Time

Education

From 0 to 2000
Dr BRA University, Agra, india (MBA)
No added languages

Experience

Regional Sales Manager
FMCL
July 2012 - Present Day (4 years 8 months)

I am profit Center Head for Lagos Region for brands like Scanfrost, IGNIS, Philips Lighting, Philips Small Appliances. Handling a team of 40+ Sales and back office people.

Also I am heading B2B Business of Appliances, lighting business PAN Nigeria.

Regional Sales Manager
ItzCash Cards Ltd
April 2009 - June 2012 (3 years 3 months)

Role : Channel Sales, Distribution Sales, Key Accounts, and back office head for entire North India.

Key Position Objectives –

  • Was heading India’s 1st prepaid cash ItzCash Card in terms of Sales/ Operation/ Key Accounts Management for north India.
  • There was 2 model B2B and B2C. 70% of the business comes through B2B. B2C is a growing model with the start of Open Loop Card (OLC).
  • Created network to sell prepaid card, reload them and also consumer can come there and do their online transactions even if they don’t have any online payment instrument.
  • Responsible for new franchisee development and retaining existing franchisees for entire North India, driving profitable business through them.
  • Responsible of organized retailers like Chroma, The Mobile Store, Hot Spot etc.
  • These cards were used mainly on recharge of all prepaid/ all DTH/ post paid bills/ travel needs/ b-buying etc .
  • Handling Key Accounts like IRCTC, Dish TV, Tatasky, BSNL ,MTNL, Oxigen, Sugaul & Damani, Paytronics, Yatra.com etc on regional level.
  • Handling a team of 8 ASM, 40 Sales officer/Executive and 3 back office executive.
  • Handling a business of INR 5 billion annually. Preparing Annual Business Plan for each merchant, as well as revenue generation plan through new franchisee creation and renewal of old franchisees. Budgeting Promotion support. Ensure the attainment of Revenue targets as per annual business plan.
  • Engage with the Marketing teams of the key accounts to ensure that promotional schemes, offers, etc are being provided as per the company policy to the consumers.
  • Proactively monitor and analyze the changing trends in market share, competitive environment and consumer behavior and develop strategies for better competitive positioning and growth of business.
  • Preparation of the annual, quarterly promotional calendars, aligning them with accounts and ensuring implementing of the Event Calendar for the account.
  • Closely monitor order processing, inventory management, delivery schedules, new products launch, collections etc.

ACHIEVEMENT:

  • 40% of the revenue comes from Telecom and DTH vertical. Another 40% from rail and air vertical.
  • Contributing 25% of total sales.
  • Implemented Sales Force Automation successfully.
  • Target vs achievement is 110% 2010-11.
  • Successfully launched Freedom Card (In association with Master Card and IDBI Bank) in Delhi-NCR.
  • Successfully launched Amway Card, BSNL’s Trust Card in North Region.
  • Successfully launched Insurance Vertical in North Region and achieved Bangkok Contest.
  • Lowest attrition rate in my region.

SAP & Sales Force Automation Project:

  • I was as part of SAP Implementation as a core team member for Sales & Distribution module.
  • Initial one year I was on the same project where IBM implemented SAP ECC 6.0.
  • I was also responsible for Sales Force Automation project where I was project lead.
  • From vendor finalization to handheld finalization, requirement definition, testing, authorization matrix, administrative powers, I was responsible from scratch to the finalization of the product.
  • Our field force can see on time data of their area retailers, sales, analysis, can manage feed and manage orders, can feed retailer leads.
  • Supervisors can track the field force’s geographical position any given moment. Also, they are having additional rights both on handheld as well as system.
  • The Sales Force Automated System is well integrated with SAP.
All India Key Accounts Manager
MIRC Electronics Limited (Onida)
March 2006 - March 2009 (3 years 1 month)

a.) Worked at Corporate Office, Mumbai as Key Account Manager (PAN India) from June 2008 to March 09

  • Was responsible for Next Retail, Chroma, Reliance Retail, Home Solutions All India account. I was single point of contact for these modern retail trade partners in terms of Sales, payment, accounts, service, scheme formulation etc.

b.) Worked at Delhi as Sales Manager (North India/ Key Accounts) from April 2007 to May 2008.

  • Taking care organized Retail Sales, Institutional Sales (B2B/ Government Sales for entire north India.
  • Handling accounts like Vishal Mega Mart, Home Solutions, Reliance Retail, Next Retail, Spencers, Chroma, Jumbo Electronics etc on regional basis.

c.) Worked at Bangalore as Asst Sales Manager (AP & Karnataka) from March 2006 to

  • To handle Key Accounts (Retail) on all India basis.
  • I was responsible for organized retail business during my tenure at Delhi and Bangalore also.
  • Responsible to Drive Onida TV, DVD Player, AC, Washing Machine, Microwave business Nationally through selected Modern Trade players as well b2b segment.
  • Preparing Annual Business Plan for each Key Modern trade partner and budgeting Promotion support. Ensure the attainment of Revenue targets as per annual business plan.
  • Maintaining direct rapport with Category Head and Senior Buyer & merchandisers of all major retail companies assigned to me such as Reliance Digital, Big Bazaar/FVRL, Metro Cash n Carry, Spencer, Next Retail.
  • New SKU approvals, store level BTL support and increasing shelf space and store merchandise.
  • Interacting with internal customers for smooth operations.
  • Plan promotional activities at the stores to enhance secondary sales. ISD deployment and training.
  • Engage with the Marketing teams of the key accounts to ensure that promotional schemes, offers, discounts etc are being provided as per the company policy to the consumers.
  • Proactively monitor and analyze the changing trends in market share, competitive environment and consumer behavior and develop strategies for better competitive positioning and growth of business.
  • Work closely with the Modern Trade partners in generation of orders and also chart out plans for improving secondary sales at stores.
  • Closely monitor order processing, inventory management, delivery schedules, new products launch, collections & AR.
  • Handling a team of 8 front sales people, 100+ promoters based at different locations.
  • To look after E–Commerce business of Onida through different portals/ to handle cross promotions etc.

ACHIEVEMENT:

  • Got 2 promotions in 2 years.
  • Highest growth (260%) was there in north India in 2007-08.
  • Bagged biggest order in the History of Onida of 2200 nos Washing Machine, 1250 TVs from a single party, single location with 100% advance terms.
  • Formulated and implemented New Year Cross promotional scheme with Bharat Petroleum Jammu and Kashmir & Punjab (Although that was not my region.).
  • Implemented innovative employee welfare scheme with few big corporate which is giving good mileage to the region.
Area Manager
LG Electronics India Pvt Ltd
February 2005 - March 2006 (1 year 1 month)
  • To look after Channels Sales/ Dealer Distributor network in Amritsar/ Gurdaspur and Jalandhar Area
  • Handling 7 distributors/ 23 direct dealers and 200+ sub dealers.
  • Handling a team of 6 RSO and 10 distributor sales person.
  • Also taken care of Institutional Sales.

ACHIEVEMENT:

  • In this short span of time in LG, among top 5 Area Managers in the year 2005.
  • Achieved targets consistently every month.
  • Grabbed 1600 numbers 165/200 ltrs direct cool refrigerator order from Coke, from Feb 2005 to August 2005, 2nd highest all India.
Sales Officer
VIP Industries Limited
December 2002 - February 2005 (2 years 3 months)

Job Profile: Company is market leader in Luggage segment (Suitcase & Briefcase).

I was looking after CSD (Canteens Stores Deptt) Sales of the company in Jalandhar Depot as well as Pathankot Depot and responsible to handle high market share of the organization in highly competitive industry. To Liaison with Govt. offices, to tackle Defence Personals from Sepoy to Brigadier, to get order, to coordinate supply, to monitor distribution channel, to check after sale services were my prime job. I had raised the market share of the company in my 27 months tenure by 7%(from 73 % to 80%), which was achievement because in high market share environment with competitors like Samsonite, Aristocrat, and Safari to retain share over 70% is a difficult task. The company has declared me Regional Sales Champion in 5 quarters in the financial year 2003-04.There was 2 Sales Assistants and 1 mechanic working under me.

Sales Executive
Optico-Op Middle East
July 2000 - November 2002 (2 years 5 months)

Company was engaged in Life Style products, mainly German Sunglasses trading. I was responsible to develop the business of the company in the North Indian Market. Products were including Luxury Sunglasses. Brands like Filtral, Xtreme, Jill Mero, Kookai, etc.

  • Handling channel sales for Punjab/ Delhi/ Rajasthan / Haryana.
  • Responsible for primary sales and secondary sales.
  • Forecasting the sales, helping the managing director in importing goods from Germany.
  • Also, I was there in Sharjah for 4 months to assist my MD in developing the business in Oman/ KSA/ Kuwait etc.