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Summary

Pivotal Six Sigma Green Belt Sales professional offering experience in Distribution Channel Management & Business Development in implementing successful sales strategies and motivating highly galvanized teams to produce significant top-line & bottom-line results. Extensive expertise in client needs analysis with a consultative approach to hardware, software &application sales. Distinguished background in recruiting & developing “A Players” to drive revenue across multiple sales organizations. Adept at designing and executing effective sales strategies to optimize market opportunities. Exemplary communicator with the passion and drive needed to cultivate and foster professional and profitable relationships while maintaining trust. Expertise in Distribution Network and providing Consultative & Solution Sales in fiercely competitive scenarios and assisting in New Channel Expansion, holding Strategic Partners and building/maintaining relationship.

Work experience

Huawei - Consumer Business Group

Mar 2021Till Date

Channel & Distribution Manager

  • Responsible for creating the commercial division by recruiting VAD, VAR’s, SI’s Retail & IT resellers Channel partners to drive business across MEA.
  • Spearheading a team of 6 performing associates, generating sales growth across verticals.
  • Responsible for Sell-in, Sell-out & Sell-through for PC's, Laptops, Displays, TWS & Smartphones.
  • Serve as the expert to the partners for complex information regarding product, services, and software transitions, promotions, and configurations.
  • Liaison between the internal & external sources to create Market Analysis & competitive information to Strategize on GTM region wise to drive a common vision.
  • Focus on product training & development for VAD, Channel partners & Retailers.
  • Implement Sales & Marketing budget for the fiscal year across VAD & partners.
  • Implement pricing / product positioning as per region requirements.
  • Created a systematic periodic review pattern (weekly, monthly, quarterly & yearly) across VAD, partners & Retailers for effective Sell-in, Sell-out, Sell-through & funnel management.
  • Responsible for Product launch & promotion across region.
  • Monitoring productivity, impact & influence across countries & regions.
  • Strengthened relationships with C'level professionals across partners, end-customers & Retailers.
  • Collaborate with HR to roll-out a talent nurturing scheme, motivating & promoting professionals. .
  • Partnered with the Store Manager to create the Winning Together Action Plan, designed to boost morale by recognizing and sharpening performance levels & skills of Associate, yielding yearly Engagement scores of 71% vs 62% and Participation of 75% vs 43%.
AL Mawakeb, ADCB, FAB, Oro 24, Danube, Emaar, MBRH, Union Cements, Abu Dhabi Coop, Apparel Group, Keolis, ADDA, Alain Distribution, ADNOC, Etisalat, etc..

HP Inc.

Nov 2017Oct 2020

Partner Business Manager

  • Initially responsible for Samsung Printer A4 & A3 revenue.
  • Managed Print Hardware, Supplies, Displays & PC
  • Product Positioning, Branding, market communications and Sales training
  • Managed the complete end to end sales & product cycle.
  • Developed & managed partners in UAE, Iraq & East Africa.
  • Implemented channel partner programs and key initiatives.
  • Implemented on Omni – online channel with partners.
  • Responsible for market share growth & SOW.
  • Responsible for P&L of the region and maintain MOP.
  • Ensured complete Sell In & Sell out with T1 & T2.
  • Formulated, developed & implemented yearly business strategies to attain revenue goals & profitable sell-through.
     Revenue         FY'17-18      FY'18-19 FY'19-20
PC NA  +5%   +8%
Accessories NA  +2% +9%
Display NA  +4%    +6%
Print  +8%    +33%  +5%

Samsung Gulf Electronics

Feb 2017Oct 2017

Manager

  • Responsible for Printing, B2B Channel & Trade business in UAE, Iraq & East Africa for A4 & A3 category.
  • Developed and implemented plans for Distributors & Partners that exceeded expectations in revenue/ growth.
  • Provided direction to accomplish expense management & resource allocation based on market demand.

Redington Gulf FZE

Mar 2012Dec 2016

Regional Sales Head - Print & Lifestyle

  • Managed the Printing (A4, A3, LFP HW & Consumables), Components, Video Conferencing & accessories business expansion in UAE & OGCC.
  • Worked closely & directly with our valued partners & developed a potential base of partners across Middle East, CIS & Africa.
  • Leveraged tactical buying & sales-drive techniques to expand merchandise & strengthen revenue.
  • Responsible for analysis, planning, operations & assessment of revenue potential in business to ensure timely review of sales achievement. inventory control, overall gross margin & managing the business within the deployed working capital.
  • Successfully started the MPS business & implemented the van sales for the Lifestyle division.
  • Developed & implemented a new quota methodology for the sale team.
  • Developed distribution programs to drive partners sales to improve revenue.

PPS & COM Division

      FY'11-12      FY'12-13       FY'13-14   FY'14-15
Brands 10 7 7 7
Single Billed 272 290 348 322
Revenue YnY  Flat +15% +16% -8%
Team Size 4 6 6 6

Lifestyle Division

FY'14 - '15 FY'15 - '16
Brands 12 9
Single Billed 136 193
Revenue - 18% +210%
Team Size 3 4

HP Inc.

Jul 2007Jan 2012

Channel Manager - PSG

Managed both direct & Indirect business of accounts through a set of channel distributors. SI Partners. VAR, Strategic IT consultants & Dealers. Acquired major customers of competition in less than first six months. Identify and drive the processing of account structural changes in the systems to maintain the account reporting integrity. Implement global Account Activation strategy, methodology and processes at Account level. Implemented Technology solutions like Client Virtualization (ie. Thin client solution & POS Solution). Manage and own the annual global revenue planning process. Prioritized the penetration of the market sectors, analysing & aligning product positioning to exploit market conditions. 

Acquisition  Team Lead

Named Accounts AM

Global Accounts GAM

           SMB / Media              PBM / DBM

FY'07 - '08 FY'08 - '09 FY'09 - '10 FY'10 - '12
100% Rev  + 25% Rev Flat Rev +20% Rev
Individual 2 Salespersons 1 Salesperson 3 Salespersons

TVS Group,  Murugappa Group, Ashok Leyland, Suzlon Energy, VIT University.

BMW, Daimler, L&T, Vestas, Kone, ABB, Nissan, Hyundai, Nokia, Arcelor Mital etc

Sony-Ericsson, GEC,Siemens, Saint-Gobain, Foxconn, KONE etc

Prasad Studios,Ocher Studios, Prism & Pixels, Red chillies, Sun TV Network, Hammerplay etc

HCL lnfinet Ltd

Feb 2006Jul 2007

Branch Manager

Managed all aspects of member service, operations, risk, and sales activities. Responsible for enhancing the Vertical Focus (Enterprise & Mid-Market) along with serving Value Added services to existing Named Accounts Managing the Node Total Expense Ratio. Trained and developed new employees. Responsible for Node annual revenue and managing the entire portfolio of ZICOM (CCTV) products, BMS, Internet & Networking products and services. Managed Sales & Marketing, Customer Care, Service, Technical, Accounts & Projects. Delivered a business revenue of $60M which includes Hunting & Farming accounts. Co-ordinated with the service providers like BSNL and Airtel.  Assisted and created a revision of policies and procedures. Maintained branch objectives through corporate required initiatives. Develop account strategies for all appropriate clients and market segments. Anticipate and identify client challenges, real and perceived, that may evolve from time to time and partner with the appropriate operations team leader to provide solutions in accordance with Company policies and procedures.

 ITC, GATI, Conagra, Priya Foods, Visakhapatnam steel plant, HSBC, Deccan Airways, Dr. Reddy's Laboratries etc

Bharti Cellular Ltd.

Aug 2003Feb 2006

Manager

Entrusted with the responsibility of meeting objectives set for increasing gross addition, reducing churn. Responsible for primary, secondary & tertiary sales and maintained ARPU @ INR325. Delivered a growth of 25% YOY along with matrix / dotted line reporting Channel Managers, Sales & Marketing colleagues.

FY'03 - '04 FY'04 - '05 FY'05 - '06
Distributors 2 8 12
Single Billed 600 3200 4800
Gross Adds +100% +180% +30%
Revenue + 30% +120% +28%
Team Size NA 4 6

MIRC Electronics Ltd. - ONIDA

Jul 1999Aug 2003

Territory Sales Manager

Responsible for planning and generating the primary & secondary revenue. Maintained a flat growth in the de-growing market. Instrumental in developing C-class town through cycle distribution. Conducting SWOT analysis in every market and evolving strategy for better performance. Devising Sales forecast, market share planning and implementing product mix to the market requirement.

FY 1999 - 2000 FY'00 - '01 FY'01 -'02 FY'02 - '03
45000* 94000* 72000* 70000*

*units

Education

Microsoft

Aug 2021

Azure Administrator Associate

Sales & Distribution Management

20032005

Master of Business Administration

Electrical & Electronics Engineering

19951999

Bachelor of Engineering

Skills

Channel & Distribution Management

Managing internal & external interfaces. Maintaining fit between product, market & channel. Analysing existing channels, taking on new channels and managing channel transition. Develop/gain support & commitments. successfully.

Operations Management

Delegate responsibilities & maximize staff utilization by tracking & analysing the performance, analyse & motivate the team by understanding the customer needs to meet the organizational values & mission

New Business Development

Met or Exceeded plan in each of past years in sales - both in Leadership role as well as previously as individual contributor.

Account Management

Experienced in running operations & account management for global/ named/ partner accounts.

Budgeting & Forecasting

Analytical in weekly, monthly, quarterly & annual forecasting responsibility of Revenue and Working Capital deployment.

Complex Sales Negotiations

Deep experience & familiarity with complex contract creation, analysing & negotiations, particularly for large complex multi-million & long term agreements.

Team Management & Development

Successfully hired, trained, guided & grown new executives across the region.

Core Competencies

  • Strategic Sales Leadership                
  • Territory Management
  • Interpersonal Communication
  • Market Analysis Penetration
  • Operational Analysis
  • Business Process Improvement
  • Budgeting & Expense Reports
  • Financial Assessment
  • Team & Culture Building
  • Business Development
  • Marketing Strategies
  • Customer Service & Retention
  • Channel/Stakeholder Relations
  • Data Analysis Management
  • Marketing Program Management 
  • New Business Development
  • Product Management

Awards & Recognition

  • The Best Contribution Award - Huawei - AMJ 2021
  • CEO Award - Redington (Best Sales Performer)
  • Achieved the Vendor (Canon) Incentive program for the fiscal year 2013 & 2014.
  • Outstanding Performer Award from Imation for the fiscal year 2015.
  • Quiet Easily Done - HP Inc  – for breaking into Murugappa group & TVS Group
  • National Topper - HP Inc - AMJ'06 & JAS'06.
  • Chairman Award - Airtel -  2004 & 2005
  • State Top Performer - Airtel - in All India Prepaid sales contest (SHOWDOWN)

Professional Development

  • Negotiation Techniques
  • Transformational Leadership, Dubai, 2013  
  • Managerial Economics, Dubai, 2012
  • Fitness Evaluation – Chennai, 2011                                        
  • Executive Speaking, Chennai, 2008
  • Team Building, Chennai, 2004
  • Business Enhancement skills by American Management Association (AMA)                                                                                                                             

IT Skills

  • Proficient with the use of MS office suite & Internet applications.
  • Certified AutoCAD professional - Cadd Center, Chennai.
  • Certified 3DMax & Maya - Image Infotainment, Chennai.

I believe

“Heights by great men reached and kept, Were not attained by sudden flight, But they, while their companions slept, Were toiling upward in the night………"   Henry Wadsworth Longfellow