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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 eventuating in developing an effective organisation. Skilled in developing comprehensive and effective sales plans that deliver revenue and profitability growth and client acquisition and retention. Demonstrated ability to serve as a tenacious and self-driven client advocate. Expertise in consultative and solution selling.

Work History

KEY account manager - dairy

additive solutions pty ltd
July 2017till date

Responsibilities

  • Sell speciality ingredients including Cultures, Enzymes, Probiotics, Prebiotics, Vitamin/Mineral and nucleotide premixes for dairy and enzyme solutions and stabiliser systems to the food processors in Australia and New Zealand.
  • Techno-commercial solution selling approach to promote the ingredients on offer as part of the basket offering the company brings in the portfolio of principal partners
  • Sales budgeting, forecasting and regular follow-up of the accounts to ensure the objective of the business is fulfilled per principal partner
  • End to end project management from conception to completion resulting in a product launch using one or more ingredients from the company's portfolio

Achievements

  • Managed to initiate fresh business with several new clients in various categories - Dairy, Nutraceuticals, Fruit and Vegetable processing, Bakery and Confectionery in the first 12 months of commencing work
  • Fresh business accounting to 7.9% of the total turnover of the business in annualised value with a healthy EBIT
  • Managed to create new internal reporting standards that defined the strategy of taking a highly focussed approach to the business with select principals
  • Set-up an applications kitchen to create different prototype samples to present to customers that ushered in solutions selling approach among the team members

Regional Sales Manager (Middle East)

AB MAURI MIDDLE EAST FZE, DUBAI, UAE
Oct 2013June 2017

Responsibilities:

  • Personal selling activity to key customers and distributors in Middle Eastern countries.
  • Lead a team of sales professionals to handle the key customer channels for bakery ingredients for AB Mauri.

  • Develop strategies to increase or develop business within 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
  • 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 Million from scratch.
  • 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 gross margin was boosted to +27. 5% YoY.
  • Worked closely with the marketing team in head-quarter to develop a strategic marketing approach that would address the local customer & market requirements.

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, 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.
  • Develop novel dairy products and markets 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

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 customers developing and launching many trend creating products in the market like buttermilk, 
  • Conceptualised & Launched "Smart Chef": A dairy culture for the unorganised fermented milk market.

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.
  • 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

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
19992001

Information Technology & Management

Bachelor of Technology

National Dairy Research Institute
19941998

Dairy Technology

Skills

Technical expertise

Superior understanding of fermentation related product conceptualisation, development with complex ingredients including enzymes, cultures, flavour ingredients, yeast and yeast extracts in food and nutraceutical industries

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