BHUPESH KUMAR

E-Mail: acgymg@r.postjobfree.com

Contact: 982-***-****/989-***-****

[pic]

Seeking assignments in Sales & Distribution / Business Development /

Channel Management with a growth oriented organisation.

An Overview

< A competent professional with nearly 10 years of experience in Sales &

Distribution, Business Development, Client Servicing in industries like

Telecom, Tyre & Building Materials.

< Currently associated with Armstrong World Industries (India) Pvt Ltd., as

Area In Charge (Regional Sales Executive) taking care of Entire

Rajasthan.

< A keen analyst, highly skilled in market forecasting, quick to identify

and formulate the strategies to exploit new business opportunities.

< Adept in handling business development, identifying new markets, lead

generation, client retention & successfully achieving the targets.

< Skilled in managing the teams to work in sync with corporate goals &

motivating them for achieving business and individual development

objectives.

< An impressive communicator with honed interpersonal, team building,

negotiation, presentation, convincing and analytical skills.

Core Competencies

Sales & Marketing

< Implementing competitive strategies for generating sales, developing &

expanding market share towards the achievement of revenue & profitability

targets.

< Managing profit centre operations with a view to achieve business growth

objectives / goals including sales volume and market share.

Brand Management

< Identifying market requirements & maintaining full ownership of taking

product through various lifecycles of product management including

feasibility, development, integration, testing & delivery.

< Building brand focus in conjunction with operational requirements;

utilizing market feedback & personal network to develop marketing

intelligence for positioning of the products.

Business Development

< Formulating & implementing strategies / policies and reaching out to the

unexplored market segments / customer groups for business expansion.

< Identifying clients, negotiating contracts / agreements and ensuring

maximum customer satisfaction by providing pre/post technical assistance

and achieving delivery & quality norms.

< Creating product awareness for the new product concepts in the niche

market & capturing the market share.

Key Account Management

< Developing relationships with key decision-makers in target organisations

for business development.

< Interfacing with the clients for suggesting the most viable product range

and cultivating relations with them for securing repeat business.

Client Servicing

< Mapping client's requirements and ensuring rendering of effective

solutions to the clients with help of management.

< Identifying improvement areas & implementing measures to maximise

customer satisfaction levels, taking escalations for resolving critical

issues, ensuring CTQ delivery & business continuity.

Employment Scan

Since June 2012 with Armstrong World Industries as RSE

Armstrong World Industries, Inc. is a global leader in the design and

manufacture of floors, ceilings and cabinets. In 2008, Armstrong's

consolidated net sales totalled approximately $3.4 billion. Based in

Lancaster, PA, USA.

Growth Path:

June 2012 - Dec 2012 : RSE- (Delhi NCR) - Responsible for channel sales

and project sales of Flooring Division.

Jan 2013 - Till Date : RSE (Area In Charge-AFP) -Rajasthan (Handling

Project & Channel Sales).

Key Highlights:

< As Area In charge-Flooring for Rajasthan, My responsibility to

establish Retail Channel (Distributor, dealer) for the Flooring

Products for channel sales and to tap architect, interior designers,

contractors,Govt offices to generate business through projects..

< I am responsible for independently leading AWI Sales strategy and

operations in Rajasthan by working closely with the territory

resources in order to deliver business results (i.e. sales, cash flow

and profitability) for the territory.

< Handling 4 Distributors (Stockiest) in Rajasthan (2 in Jaipur, 1 in

Jodhpur, 1 in Kota.)Along with approx 100 Dealers in Rajasthan.

< Managing team of 20 people including 15 sales people and 5 Sales

Support (on distributor payroll).

< To develop Distributor/dealer team, motivate & train them. Provide

technical and commercial help to dealer in the region. Who are

responsible for day to day market sales & support activity and beat

wise daily visit to Dealers across Rajasthan.

< To built up and develop close relationship with the Dealers, Sub -

dealers, Architects to promote d entire product range (Laminates,

engineered wood, vinyl flooring.)

< To ensure secondary sales generation to support existing / new

Stockiest/ dealers / sub-dealers.

< To target the potential customers (Residential/commercial/corporate)

for these products and develop the relationship with their decision

makers.

< Selling Products of Flooring (Laminate, Wood, Vinyl range) to

Architects, Interior Designers, Builders, Contractors and Developers.

< To hunt all the upcoming Residential & Commercial projects in

Rajasthan & make presentations to all key decision makers to convert

these queries into actual sale.

< To ensure proper laying activities through contractor and tile layers

network so as to develop trust with the customer for future

inquiries.

< To ensure proper marketing activities such as Retail Branding

(indoor/Outdoor), Dealer Meets, Site & Promotional Branding.

< Achieved 110% of budget in 2013.(By value and Volume)

< Achieved 47% Growth in Business in 2013 compare to 2012.

< Got Best Team Award in 2013 for best performance in India.

< In Delhi NCR in short time appointed 2 stockeist (1 in Gurgaon & 1 in

West Delhi) and nurture 2 existing Stockiest and increased the sales,

so got d independent responsibility of Rajasthan within 6 months of

time.

< Handled 5 Distributors (Stockiest) in Delhi NCR (3 in Delhi, 1 in

Gurgaon, 1 in Ghaziabad.)Along with approx 50 Dealers in Delhi NCR.

May 2008- May 2012 with Vodafone Essar Limited

Growth Path:

May 2008 - July 2010 : Channel Manager, Prepaid, Anand,

(Gujarat)

August 2010 - May 2012 : Relationship Manager, Prepaid,

Bathinda (Punjab) & New Delhi.

Key Highlights:

As RM, Prepaid (New Delhi)

< Territory handling Revenue Turnover of 2.00 cr/month & approx 7000 new

activations/month.

< Handling sales team of 17 people including 10 dse, 3 runners, 1

merchandiser, 2 back office staff with 1 off roll company employees

< Achieved 100% in each parameter. Became leader in market replacing airtel

& idea on no.2& 3.

< Developed Inderpuri, Pandav Nagar for 3G customer. Covered Untapped

market (kathputali colony) by doing canopy & umbrella activity to attract

bulk customer, MNP and data product promotion.

< Increase sales by 20% in 5 months and revenue 1.7cr in October 11 to 2cr

in March 12.

< New acquisition from 6000 in Oct to 7400 in March12 almost 25%.

< Being part of North Star (best zone in circle) Award winning team.

As RM, Prepaid (Bathinda)

< Responsible for the selling of Data card (dongles), Data Products and

handsets through primary and tertiary market.

< Involved in Field Marketing function, which involves gaining tremendous

long-term and continuous visibility for the brand &

product.

< Working the beat with DSE's & Tracking their productivity.

< Administered a team of 2 Distributors, 5 Sub Distributors, and 1500+

retailers.

< Handled territory revenue turnover of 2.50 crores per month and approx.

18000 sim cards (new activation).

< Managed the sales team of 46 people which included 25 DSE, 12 runners, 2

merchandiser, and 5 back office staff with 2 off roll company employees.

< Increased revenue by 30% from 1.8 cr in July to 2.5 cr in oct. acquitting

by 50% from 11500 in aug 10 to 17500 in oct 11.also increased

distribution network by adding almost 250 new outlet, and 2 Associate

Distributors.

< New markets developed like New town (upcountry market) added in by making

new Associate Dealer and providing service reach by appointing Vodafone

ministores.

< Sales Bond Award in August 2011 for Jan 11- jun 11

< Awarded Sales Bond RM for best performance in Vodafone Punjab Circle.

< No.1 in AVI Audit. *No.1 in zone in sales.* Achieved 3 time superstar

Award. *Top 3 in circle combat (Malaysia trip)

< Went Goa trip for being cluster topper.

< Being part of 2 times North Star (best zone in circle) Award winning

team.

As Channel Manager, Prepaid:

< Administered a team of 5 Distributors,40 DSEs,& 1 off roll employee and

1000+ retailers.

< Generated 1 Crore sales per month through selling airtime, SIM cards,

bonus card, handset & calling card.

< Ensured brand hygiene and its visibility in various aspects like in shop,

out shop and outdoor branding.

< Efficiently launched the scheme & events for trade, distributors and

large field sales team around 15 DSE's like "Score Kya Hai" - Trade

scheme, Mela, Trip Scheme and Top Gun Award ceremony.

< Achieved 120% of target on annual basis.

< Initiated a 3 day CIF collection to minimise doc pendency.

< Track business@ Retailer level to maintain the leadership in market,

added 2 new distributor, 3 associate distributors and 300 dealers.

< Went for goa trip best performance in prepaid sales in 2009.

< Got superstar recognition for thrice.

< Being part of 2 times Zonathon (best zone in circle) Award winning team.

< Recommended by Sales Head on quality & gas CSI improvement in Anand

district..

< Got certificate from CEO for contributing 1cr base in Gujarat.

< Consistent maintained in top 10 prepaid channel manager in 7th day

barring (quality parameter).

July 2007-April 2008 with Apollo Tyres Ltd., Surat as Territory In-Charge

Key Highlights:

< Administered the network of 30 plus dealers with large business turnover.

< Created demand at the dealer counter by convincing & attaching customers

like big fleet owners, transporters and the bus operators.

< Appointed, developed & managed channel members.

< Accomplished sales targets for wide range of product groups.

< Organised brand promotion and campaigns for various segments (Tractor,

LCV, Auto, & OED's) & attached the Customers to dealers.

< Managed & handled major fleets, OEM's (Honda, Ford, and Hyundai & Force

Motors). Govt. & private account (SMC, Surat Police Department, Forest

department,).

< Analyzed the market, monitored competitor activities & reported the

progress.

< Revenue growth by 20% in 10 months to reach a level of 2.2cr/month by

achieving 100% in each SKUs.

< Converted two key accounts from China Radial Tyre to Apollo Tyres in

Hajira Region. Improved Delivery beat system to minimise the cost.

< Key Accounts handled like Relogistics (reliance Group Company), Ideal

Movers (Essar Steel Logistics partner), Hajira, piramal tpt, Kataria tpt,

Surat tpt, pioneer tpt, (all r vendor of Essar steel, Reliance industries

& ONGC, Hajira, Surat.

July 2004 - June 2007 with Hyderabad Industries Ltd., Ahmadabad as Senior

Officer Marketing

(A C.K Birla Group Company deals in Building Materials

Product: Charminar AC Sheet & Aerocon Panels)

Key Highlights:

< Managed the dealer's network besides 8 major business associates.

< Built and maintained smooth relationship with corporate giants like,

Reliance, Torrent, Adani, Air force, Railways, etc. and ensured constant

generation of business from them.

< Overall responsible for sales in the region by meeting Builders,

Architecture, Contractors etc.

< Handling project sales in the region, Monitor costs, and supply and

demand.

< Handled all aspects pertaining to the company's retail business.

< Over achieved the sales target each by cracking two big deals.1.from

western railways through Bombardier transport and in Torrent pharma

(Bhatt project) through ABHAY fabricator.

< Increased the market penetration, & Sales and open new marketing channels

for Aerocon partition wall&AC Sheet (Building Material product Brand:

Charminar) in institutional/Consumer market.

< Dealership management and did consumer promotion required to promote the

product.

< Handled 8 business associates for proper execution of projects in Gujarat

State. (4 in Ahmedabad: 1 for govt project, 1 for private projects across

Gujarat.) Remaining six are for retail sales based @ major cities of

Gujarat.

Jan 2001 - Jan 2002 with Resinova Chemie Ltd., New Delhi as Sales Executive

Key Highlights:

< Responsible for new business development for the company product.

< Monitored and controlled distributor sales network.

< Selling Products of Building and Construction Industry to Architects,

Interior Designers and Developers, Contractors.

< Customers targeted like Architects, Builders, Interior Decorators, Civil

Sites, Automobile industries, Pump repairers, Marble, Tiles and Granite

Dealers & Applicators, Auto Spares Dealers, Auto Mechanics, Auto

Electrical Workshops, Sports Goods Manufacturers & Repairers, Marble

tools/machine sellers & repairers.

< Key clients handled along with retail market through dealer & distributor

also work with key account like SMEs.

Scholastics

2004 : MBA (Marketing Major & Finance minor) from Pioneer Institute of

Professional Studies, DAVV,

Indore. Secured 65% marks.

2001 : B.Sc. from A.N. College, Patna, affiliated to Magadh

University, Bodhgaya. Secured 62% marks.

1996 : Class 12th from R.N. College, Hazipur, B.I.E.C, Patna. Secured

58 % marks.

1994 : Class 10th from S.S.V.M High School, Ramdauli, under B.S.E.B,

Patna. Secured 73 % marks.

Research Projects

< "Study of Consumer Preference and Market Penetration of Sunfill (A Coca

-Cola Product)".

< "Survey on Consumer Awareness about Modi Xerox Photocopiers in Indore

City".

< "Study of Brand Loyalty among Consumers regarding toothpaste with Special

reference to Colgate

Training Attended

Training in Marketing and Sales Department (08 weeks)

Organization : Hindustan Coca Cola Beverages Private Limited, Patna

(A Unit of Coca Cola India Limited).

Overview:

< Increased the market penetration, opened new marketing channels and found

the new retailers required to promote the product (Cold Drink).

< Studied the consumer preferences regarding the powered fruit flavoured

concentrated drink mix.

Personal Vitae

Date of Birth : 6th June 1979

Languages Known : Hindi and English

Present Address : Palam, New Delhi-110045

Permanent Address : Kamalpur Sindhia, P.O. - Bidupur Bazar,

District-Vaishali Bihar 844503

Contact this candidate