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SENTHIL K. NATARAJAN

Techno-commercial strategist with 17 years of food ingredients experience in multinational environment and international markets

Summary

Result-oriented and ambitious strategist in a variety of sales-focused settings with technical solutions. Adept at working effectively to achieve organizational objectives in individual and cross-functional team environments. Skilled in developing comprehensive and effective sales plans that deliver revenue and profitability growth and client retention. Demonstrated ability to serve as a tenacious and self-driven client advocate. Expertise in consultative and solution selling.

Work History

Regional Sales Manager (Middle East)

AB MAURI MIDDLE EAST FZE, DUBAI, UAE
Oct 2013Present

Responsibilities:

  • Personal selling activity to key customers and distributors in Middle Eastern countries.
  • Develop strategies to increase or develop business with in the middle east bakery clientele
  • Protect existing market share and increase profitability of business with customers and distributors.
  • Develop and optimize AB Mauri's distribution network
  • Support distributors by promoting and introducing the Company's products to final customers.
  • Constantly be aware of competitor's activity in the field and communicate this to the business
  • Develop a product portfolio offering to the distributors to maximise revenue

Major Achievements:

  • Improved the sales of dry yeast by 40% YoY and achieved an increase in market share by 5% in GCC markets.
  • Introduced fresh and frozen yeast for the first time in GCC and commercialised the sales for AB Mauri, first time for AB Mauri in the region
  • Strategic mapping done of Middle East and have identified the Top 4 countries in the region and devised strategies for each of them. Introduced 3 new distributors who were responsible for 15% of the turnover in the first year of introduction
  • Improved the overall margin situation by 12% and turnover by 3.5% CAGR by introducing new SKU's with the distributors effecting in growth
  • Achieve new high margin generating products by bringing the trends & expertise globally found in AB Mauri and implement market suitable products in the region.

Key Account Manager

EUROFRAGANCE MIDDLE EAST FZE, DUBAI, UAE
Jul 2011Sep 2013

Responsibilities:

  • Market Responsibilities: Middle East, Indian Sub-continent & Africa
  • Increased the turnover of the flavours business by 125% in one year with the new business wins accounting to more than 47% of the new turnover. In addition to this, the bottom-line was boosted to +27. 5% YoY.
  • Promote the flavours to as many food companies as possible & build the brand equity for Eurofragance in the region.
  • Provide Pre & Post-sales support to the customers in the region by appointing distributors/agents in each and every region to ensure thorough market coverage.
  • Closely co-ordinate with headquarters in Spain for concept promotions & innovation presentations with clients.

Major Achievements:

  • Achieved a close working relationship with the key clients of Eurofragance resulting in generation of pipeline projects worth EUR 2.5 Mio from scratch.
  • Worked closely with the marketing team in head-quarter to develop a strategic marketing approach which would address the local customer & market requirements.
  • Created high visibility of the brand of the product through continuous participation in innovation forums, partnering with clients in creation of awareness, exhibiting in Gulfood, etc.

Business Development Manager

FOOD SPECIALITIES LIMITED, DUBAI, UAE
Jan 2008Jul 2011

Responsibilities:

  • Handled agency and later distribution business of Firmenich flavour ingredients catering to GCC countries along with Yemen & Sudan.
  • Promote the Firmenich flavours by extensively conducting concept promotions with innovation theme in the region comprising of Saudi Arabia, UAE, Kuwait, Oman, Bahrain, Qatar, Yemen & Sudan.
  • Provide Pre & Post-sales support to the dairies, beverage, confectionery & bakery companies.
  • Overall responsible for order processing, commercial forecasting & payment recoveries from clients.
  • Liaise with supplier to make concept promotions & innovation presentations with manufacturers.
  • Gather market information & trends and use them in market trend monitoring tools.

Major Achievements:

  • Achieved breakthrough with some of the major accounts in the region where there was no previous history of sales of Firmenich products with those accounts.
  • Developed & established working relationship with some of the key personnel in these large accounts.
  • Continuously achieved budgeted sales turnover (value based) in Firmenich products for 2008.
  • Effectively used Firmenich marketing tools to explain the trends in certain categories & translate the success stories into the other categories.

Technical Sales Manager

CHR. HANSEN (INDIA) PVT. LTD., MUMBAI, INDIA
Sep 2003Nov 2007

Responsibilities:

  • Interact and effectively expand business with top selected dairies in India region.
  • Establish the Chr. Hansen products through extensive marketing in the Indian sub-continent region comprising of India, Bangladesh, Sri Lanka & Nepal.
  • Provide Pre & Post sales technical and commercial support to the dairies.
  • Supervise & guide distributor groups for business development.
  • Evaluate Techno-Commercial parameters for sourcing from India.
  • Develop novel dairy products and market through the dairies. Gather market information and trends, forecast annual sales & budget costs.
  • Work with organised retail players and innovate interesting concept products with manufacturers in India.
  • Using excellent interpersonal relationships develop close working groups with the customers.
  • Liaison with International key accounts

Major Achievements:

  • Achieved 400% sales increase, consistently from 2003-04 to 2006-07 (value terms).
  • Achieved breakthrough in all large accounts with at least a winning launch for each client.
  • Instrumental in developing and launching Amul Masti Buttermilk, Prolife Ice-cream etc.
  • Conceptualised & Launched "Smart Chef": A dairy culture for the unorganised fermented milk market.
  • Improved bottom line by 17% in 2006-07 compared to 2003-04 by prioritising product mix.
  • Continuously achieved budgeted sales turnover (value & volume) & achieved High performer status at Chr. Hansen.

Customer Service Executive

DÖHLER INDIA PVT. LTD., PUNE, INDIA
Aug 2001Aug 2003

Responsibilities:

  • Processed orders from customers in India, Sri Lanka, Bangladesh and Nepal and transferred to the principals in Germany for execution.
  • Provided pre & post sales commercial support to the customers.
  • Forecasted annual sales & budgeted costs, and selling expenses.
  • Initiated business with major customers and launched some innovative products and concepts like acidified sour milk drinks with fruit, Flavoured sweetened mineral water, Alco pops, Wine Coolers in the market.
  • Worked on more innovative fresh dairy product launches like stirred fruit yoghurt, ice creams with fruits and ripple sauces, spritzers etc.
  • Offered application knowledge about compounds, flavours, flavour emulsions and blends marketed by Döhler-a major blending and compounding house in the world
  • Liaison with the Indian dairy and beverage customers and transferred the enquiries and indents to the parent company in Germany and continuously followed up for import shipments.

Major Achievements:

  • Was integral part of the team that conceptualised the Milk & Fruit concept in India: Nestle, Amul & Parle Agro launched products based on this concept.
  • Worked on usage of flavours & fruit compounds in making various alcoholic & non-alcoholic beverages resulting in many launches.
  • Continuous streamlining of order processing and demand forecast from customers in the India region.

Management Trainee

HATSUN AGRO PRODUCTS LTD., CHENNAI, INDIA
Jul 1998Jun 1999

Responsibilities:

  • Established ISO Quality System Procedures.
  • Documented & Implemented ISO-9002 quality management system.
  • Handled Production & Quality Control of Ice creams.
  • Worked closely with the shop floor staff for achieving the targeted production by implementing proven tools like 5S, Quality Circles in a very effective way.
  • Conducted Hygiene training to the shop floor employees.

Major Achievements:

  • Streamlined quality assurance systems(all incoming, in process and outgoing stages), as per ISO procedures.
  • Independently handled successful implementation & documentation of ISO-9002 quality system.
  • Set up a new bacteriology laboratory for testing ice creams in Chennai.

Education

Master of Studies

Madurai Kamaraj University
Jul 1999Aug 2001

Information Technology & Management

Bachelor of Technology

National Dairy Research Institute
Aug 1994Oct 1998

Dairy Technology

Training

  • Business English Certificate - Vantage, Cambridge University: Level 1 certificate in Business English.

  • Strategic sales management from Miller Heimann, UK.

  • Opportunity driven Key Account Management from Marcus Evans, Malaysia.

  • RESOLVE Training for solution selling methods - an effective in-house training program from AB Mauri

Personal Data

Marital Status : Married

Visa status in Australia : Permanent Resident

Notice Period : Two months

Location Preference : Flexible

Skills

Market Strategy

Effective in identifying the opportunities in the market and transforming those into product and service offerings that creates a niche resulting in Customer engagement

Key Account Management

Expertise in handling in the complex accounts through a prioritised and organised key account management

Distributor Management

Effective strategist to design a multi-distributor strategy and manage the business continuity through a win-win strategy for both sides