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Objective

A very proficient, creative and energetic team player seeking a challenging position which will utilize my extensive sales, business development & operations experience, and that, allows me to grow both financially & professionally.

Interest

Cars, Travelling, Adventure, Nature visits, Computers

Summary

A result oriented profit-centre head and a certified six-sigma (6σ) professional handling leadership roles with 17+ years of experience in sales & business development operations through distributors/ dealers/ key accounts, branded-retail operations, marketing aesthetics, market analysis & inventory management in varied industries viz. Telecom (Voice & Data) & Telecom Devices (Handsets, Datacards & Accessories), Retail (Telecom, Garments & Petroleum), HP Storage Cylinders and Auto Component & Lubricants.

 

Expertise also includes strategic planning, handling business launch, growth management, change management, project management and policy formulation, with technology blend.

 

Adept in formulating business strategies for enhancing volumes and profitability. Proficient in designing and effectuating market entry strategies relevant for enhancing business growth, managing operations in large business environment, identifying & stabilizing new markets, expanding distribution network and channel management for maximizing sales.

 

Efficient Team Leader & Player possessing demonstrable leadership capabilities in managing complex business challenges & large teams, mentoring & driving results through active engagement of employees in line with organization's vision and goals.

Work experience

Sep 2014Present

DEPUTY GENERAL MANAGER

RELIANCE JIO INFOCOMM LTD.

A leading provider of mobile telephony, broadband services, and digital services in India, to provide 4G services on a pan-India level using LTE technology

Presently managing the 4G operations (wireless, wireline, handset & device products) for Kanpur territory; heading the entire area comprising of 11 centers in 6 districts with a team of 18 direct reports and 230+ staff. Notable achievements are-

  • Re-validating Jio Center (JC) boundary in Kanpur, Kannauj & Jalaun. Mapped 11000+ category retailers on GIS.
  • Enrolled 11 RDS & 68 ARDs for business. Presently selling 34497 devices per month, and acquiring 82K customer MoM, highest in the circle.
  • Rolled out 57 Jio Points, till date.
  • Maintaining a RMS of 35% (14.07CR pm) and CMS of 35.3% (110K Acq), highest in the circle.
  • Signed 7689 LoIs for WiFi Hotspot.
  • Mapped Tx for FTTx business soon to be launched, identifying provision for S2 & OLT.
  • Ensured smooth transition & operations by delivery of customized business solution (Application Hosted Services, Hosted Messaging & Co-location services) on the guidelines & approvals from RDC & NOC.
  • Home-pass mapping for 8200 route KMS completed, out of a scope of 20000 route KMS (top in the circle).
  • Attrition rate of 2.2 % during last year, lowest in the circle.
  • Identifying HNI customers in the entire area for soft launch and following up progress status of Jio Centres with EPC, IT, NPE, EB & RE teams to ensuring completion within specified time-line.
Apr 2012Aug 2014

GENERAL MANAGER

SAHUWALA CYLINDERS (P) LTD
  • Contributed to a turn-over of INR 304CR during the last fiscal year with an EBITA growth of 7.7% and revenue growth of 11.8% during 2013-2014.
  • Generated new accounts in Africa & Armenia for HP cylinders and in Thailand & India for LPG cylinders along with 12 new accounts in North & East India and penetrated into 133 new accounts for HP cylinders.
  • Tied-up with IGL & MGL for development of CNG kit & cylinder business; secured for the first-time CNG cascade order from MGL.
  • Maintained business with OMC’s (IOCL, HP & BPCL) for North & East India; signed up business agreement for 3 retail sites and pursued & obtained their PESO approvals.
Nov 2010Mar 2012

DEPUTY GENERAL MANAGER

SAHUWALA CYLINDERS (P) LTD.
  • Contributed for a turn-over of INR 272CR with an EBITA growth of 6.8% and revenue growth of 38% during 2012-2013. Grew EBIDTA by 27% and sales volume by 47% during 2011-2012.
  • Secured order of 25000 HP cylinders from National Gas, Muscat.
  • Developed the system & process on retail outlet automation and accounts reconciliation of ALDS, at national level
  • Rolled-out 21 retail sites (Petro & RFC) including COCO & DODO outlets.
  • Rolled out 05 LP Bottling Plants, in north, within a record time of seven months.
  • Achieved procurement & supplies of LPG plant equipment for 07 PSU orders in record time and a total saving of INR 4.1CR during the year.

Negotiated for DG at retail outlets, with a saving of INR 48,000 per DG set; filed and obtained LP bottling tender from BPCL worth INR 42CR.

Jul 2009Oct 2010

SR. MANAGER

TATA TELESERVICES LTD
  • Enhanced customer acquisition by 17% and revenue by 29%, re-aligned territories within existing & new channel partners for increasing business volumes, channel profitability & better service to the market. Grew CMS by 5% and RMS by 3%.
  • Corrected distribution by appointing 08 new pre-paid distributors & 01 Open Market Handset distributor. Increased retail outlets by 32%.
  • Increased data acquisition from 42pm to 508pm and data revenue from 30K pm to 1.2L pm.
  • Increased beat productivity by increasing callage, packet size & volume of retailers per beat in close monitoring with field staff; QoA improvement from 91% to 97%.
  • Re-aligned LUBTS strategy by re-locating them to potential towns.
Jan 2008Jun 2009

MANAGER

TATA TELESERVICES LTD.
  • Completed the Green belt project on ‘Increase of retail profitability by offering customizes add-on & VAS’ resulting in an increment of revenue by INR1.60CR within a span of six months for BU & organization (2008-2009).
  • Rolled-out 49 outlets (COCO, Franchise & SIS) in a span of a year and ensured brand presence in all potential towns under the assigned zone; Maintained staff attrition rate at 5% during entire tenure which was the lowest in the circle.
Apr 2007Jan 2008

CHIEF MANAGER

RELIANCE INDUSTRIES LTD
  • Headed the AutoLPG retail business potential estimation, for the region (Rajasthan, UP & Bihar). Rolled out 11 outlets (COCO & CODO) and generated a Market Efficiency of 141%.
Feb 2005Mar 2007

ASST MANAGER

RELIANCE INDUSTRIES LTD.
  • Held 4th position in all-India and 1st in state for driving maximum fleet card share of sale (38%) in 2006-2007.
  • Held 7th position in all-India and 1st in state for driving maximum fleet card share of sale (33%) in 2005-2006.
  • Grew Market Efficiency from 80% to 162%.
  • Maintained staff turn-over at 9.5% thorough-out the period which was lowest in the state.
Apr 2004Feb 2005

ASST MANAGER

GABRIEL INDIA LTD

Served the flagship company of ANAND GROUP in the after-market division of ride-control products (Shock Absorbers/ Struts/ Front Forks), as Area Manager (Rajasthan).

I achieved in transforming the potentially and financially weak territory into a seller and revenue earner by rationalizing the dealer/ distribution network (concentrating dealers from 14 to 8) and, generating demand for the product with the assistance of a staff of 19 people (03 Area Officers, 05 Market Sales Representatives & 11 Contractual) & 01 CFA.

Milestones Achieved in 2004-05:

  • Achieved the highest-ever sale of Rajasthan in the month of December 2004.
  • Reduction of receivables from 8 lacs to zero.
Sep 2003Mar 2004

SR. EXECUTIVE

GABRIEL INDIA LTD

Joined the flagship company of ANAND GROUP in the after-market division of ride-control products (Shock Absorbers/ Struts/ Front Forks), as Product Executive.

I was responsible for devising promotional schemes at national level, developing product pricing, preparing national budget for after-market business, preparing review presentations of Vice President & DGM, looking into manufacturing defects of product and advising solutions, preparing plant-wise supply indents, monthly compilation and reporting of national sale figures and pushing national data in Sales Software. In this role I was reporting to Vice President-Sales.

Milestones Achieved in 2003-04:

  • Rolled out the first road-show of the company on All-India basis.
  • Participated in budget preparation for the country with Vice President.
  • Had a sale & indenting software developed by First Software agency, to automate sales uploading & indenting process.
Jun 2001Sep 2003

STORE MANAGER

ITC LIMITED

Served the wardrobe brand retail-outlet of ITC Limited. My responsibilities included sales plan development, merchandise planning, boosting sales, ensuring high ATV by sales enrichment, carrying promotional activities, inventory management, institutional sales, Visual Merchandising, micro-marketing activities, market & competition analysis, reporting and MIS on Retail Pro 7.

Key Results:

  • 2002-03: Rated as the 2nd top outlet in the state in terms of customer retention & sales value achievement.
  • 2002-03 Participated in the launch of new brand JOHN PLAYERS in Bareilly.
  • 2001-02: Participated in the launch of 03 outlets in Kanpur, Agra & Ghaziabad.

Education

Jun 1999May 2001

MASTER's OF BUSINESS ADMINISTRATION

INVERTIS INSTITUTE OF MANAGEMENT STUDIES

Completed 02 years full-time course in Master’s of Business Administration with dual specialization in Human Resource Management & Finance. Degree was awarded from CCS University, Meerut.

Apr 1995Aug 1998

BACHELOR OF COMMERCE

UNIVERSITY OF ALLAHABAD

Completed 03 years full-time course in Bachelor of Commerce with final-year specialization in Mercantile Law & Taxation.

Skills

PROFIT-CENTRE HEAD

Formulate Annual Operating plan. Control and monitor the business aspect and the operational activities to ensure revenue generation, enhance top-line and strengthen the bottom-line and maintaining the same for growing market share. Ensure cost efficiency, especially in Sales & Distribution costs, Administrative costs and Cost to Serve, so as to maximize EBIDTA. Created and implemented effective sales & promotion strategies to meet monthly sales and collection targets for entire B2B (Distribution & Enterprise Account) and B2C (SIS, COCO & Franchise) business operations (EBO & MBO Format). Increased profitability of B2B & B2C business for respective zone/region. Monitor Sales trend, Expenditures, Inventory, Commercial Terms etc of the region and drive various schemes for each and every channel. Played the role of a catalyst and galvanize /build a team of RMs /AMs and strong field force to achieve the sales targets and growth objectives of the business. Effective Cost control, Credit control as well as operational legal compliance. Working & co-ordinating with CFT’s to achieve better & fast results.

SALES & DISTRIBUTION/ BUSINESS DEVELOPMENT/ KEY ACCOUNT MANAGEMENT

Achieved revenue and profitability targets for the geography operations across all channels i.e., distribution, modern trade, telesales, retail, direct sales etc. Formulated and executed Sales, GTM and Branding & Communication strategies such as to maximize revenues. Review and define distribution network for the assigned region through effective business-potential-survey techniques. Review Zone wise distribution reach of all competitors. Review and accentuated WoD & DoD so as to increase availability. Review channel health: distributor ROI, non moving stock, claims settlement, other issues. Monitor channel manager and distributor FOS training and certification.

 Identifying trend-setter ideas by researching industry and related events, publications, and announcements. Tracking individual contributors and their accomplishments. Proposed potential business deals by contacting potential partners. Discovering and exploring opportunities. Enhanced organization reputation by accepting ownership for accomplishing new and different requests. Exploring opportunities to add value to job accomplishments.

 Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials. Evaluating options, resolving internal priorities. Closed new business deals by coordinating requirements, developing and negotiating contracts, integrating contract requirements with business operations. Protected organization's value by keeping information confidential. Maintained an excellent client relationship with existing and potential client(s).

RETAIL OPERATIONS/ CSD

Providing staff with up-to-date product knowledge & motivating them for generation of high ATV’s. Putting up attracting VM’s and running lucrative customer schemes for generating high footfall at retail outlets. Make the schedule of staff, assign staff to specific projects such as cleaning or restocking. Notify staff of new procedures or policies. Ensuring roll-outs in prospective markets to enhance retail presence, at Pan-India level.

 Ensuring the right presentation and customer service standards by the retail staff, maintaining HSSE standards of the highest level in the premise for providing a delightful shopping experience to visitors. Capturing voice-of-customer for evaluating Customer Service Index (CSI).

COMPLIANCE & LIASONING/ INTER-PERSONAL RELATIONS/ CROSS-FUNCTION

Made it a practise to never fail on statutory/ corporate/ social compliance & obligations. Always understood the critical parameters of achievement for the project to be delivered in defined time-lines and rendered the same.

 Liaised with authorities/ people for smooth & faster achievement of objectives.

MARKETING/ FORECASTING/STARTEGY & ANALYTICS

Keeping a pulse on the customer requirements and market dynamics to enhance revenue and improve market position. Designed and implemented effective ATL, TTL, BTL & GTM activities to ensure target & mass customer’s communication. Enhancing visibility by efficient visual merchandising.

 Developing relations with associations and competitor’s employees for update on changing aesthetics of competition. Taking pulse of customer’s (channel & end-user) towards the satisfaction index of product & services, with the help of technology implementation. Understanding product proposition (self versus competitor) in the market and customer inclination reasons.

 Developed tracking system for recording the flow of product & services. Analysing bottom-line of SKU movement and developing strategy to optimise sales against SKU’s.

PRODUCT MANAGEMENT/ CHANGE MANAGEMENT/ CONTROL & ETHICS

Acting as a custodian for brand. Analysing product movement, warranty, stock-loss & ageing and devising strategy to overcome any alarming levels.

Effectuating change in working standards/ pay-out, channel & man-power structure, in order to improve the business share and brand value, whenever required.

 Delivering actionable suiting to the ethical standards of business practise.

COACHING/ MENTORING/ L&D

Always assisted team in developing their personalities and competencies. Function rotation to fit right people at right place.

Certifications

Sep 2009Feb 2010

Green Belt (Six Sigma)

Boston Consulting Group

INCREASE OF RETAIL PROFITABILITY

Aug 2008Jan 2009

Yellow Belt (Six Sigma)

Tata Teleservices Ltd.

Awards & Recognition

  • “Super Performer” consecutively for Q3 & Q4 2017-18.
  • “Super Achiever” consecutively for 2015-16 & 2016-17.
  • “Cosmic Performer” at Sahuwala Cylinders (P) Ltd. in 2013-14 & 2012-13.
  • “Apex Award” at Sahuwala Cylinders (P) Ltd. in 2011-12.
  • “Super-star Performer” at Tata Teleservices Limited in 2009-10.
  • “Super-star Achiever for Q3” at Tata Teleservices Limited in 2008-09.
  • “Excellent Performer” at Reliance in 2005-06.
  • “Best Retail Outlet” at Reliance in 2005-06 & 2006-07.
  • “Top Achiever” at Gabriel in 2004-05.

Projects Undertaken

20082008

INCREASE OF RETAIL PROFITABILITY

TATA TELESERVICES LTD.

Successfully completed the Green belt project on INCREASE OF RETAIL PROFITABILITY BY OFFERING CUSTOMISED ADD-ON & VAS.

20112011

AUTOMATION OF RETAIL OUTLETS

SAHUWALA CYLINDERS (P) LTD

Developed a system on RETAIL OUTLET AUTOMATION AND ACCOUNTS RECONCILIATION of ALDS, at National level.

20122012

MARCOM DEVELOPMENT FOR "ECON" BRAND

SAHUWALA CYLINDERS (P) LTD.

Devised corporate communication structure for brand umbrella ECON and corporate policies for a smooth working environment.