International Business Development
Resume:
Stephen Premkumar
SALES OPERATION, P&L, RETAIL DISTRIBUTION, BUSINESS DEVELOPMENT STRATEGIST
C O N T A C T
*, *** ********** **** **, C.Pallavaram, Chennai 600043
*********@*****.***
MBA (Sales & Marketing) First Class
Madurai University, India
1993 – 1995
B.Tech/B.E (ECE) First Class
Coimbatore University, India
1988 – 1992
Led teams with a strength of 14 – 300 members
Controlled 20+ projects in various countries with budgets ranging from $ 500 K to $ 2M
Prepared Training programs on Team Building, Market Penetration, Project Management, Workflow Optimization, Retail Distribution, Merchandising, etc
Identify and adopt unique strategies to streamline business operations, reducing costs and increasing profits
Assisted the Aluminum Extrusion project under FDI scheme of Algeria gaining many incentives and cutting overall project costs
Established SARL PERADI METAL among the top 3 metal commodities exporter within a year handling exports of over 80,000 MT.
EDUCATION
Competent Professional offering result oriented experience of over 18 years in the domain of FMCG, International Trade, Commodities, Trade Marketing and Energy industry, targeting assignments at Senior Managerial level as Head Sales and Business Development functions with fast track industry such as International Trade, FMCG, Supply Chain.
P R O F E S S I O N A L S K I L L S
Think-out-of-the-box Professional driving Business Operations, Logistics and Distribution, Strategic Planning and Implementation, Cross border Business Development, Client Relationship Management, Revenue Generation, Financial Management and optimal utilization of resources, offering 18 years of International experience in generating revenues by providing support to teams, product promotions, handling business development operations, new market initiatives to maximize customer loyalty and maintain profitability.
Adept at Enterprise Sales of Analytics, CRM, Accounting and Payment Solutions, Sales Team Development, Value proposition, ROI Analysis & Market Strategy Development while delivering extraordinary results in achieving business growth objectives within start-up, turnaround and rapid change environments
Rich experience in developing new / emerging markets, business acquisitions, leading core teams in new set-ups, product segment and business verticals. Devising highly creative brand communication strategies. Skilled at capitalizing on market trends, identifying profit potential, creating value & positioning the company’s products and services to maximize market share
Devising strategies to augment business, streamline distribution networks for business excellence with proven abilities in striking business alliances to generate marketing synergies and add brand value to company’s image
Demonstrated skills in setting up and strengthening channel management & distribution network to generate competitive advantage and maintain leadership position in the industry
Taking new marketing initiatives to maximize business profitability, boosting turnovers with an ability to stimulate relationships with customers and business partners, new market penetration, market research and team leadership
Multilingual – English, French, Russian, Georgian, Hindi & Tamil
CAREER HIGHLIGHTS
P R O F E S S I O N A L E X P E R I E N C E
TRADE CONSULTANT
Georgia & Armenia Dec ‘15 – Present
Identifying suppliers and customers across various markets on B2B portals and initiating a negotiation to close a successful trade deal.
Follow-up on all aspects of the trade with relation to stock availability, packaging, price, payment and regulatory documentation to ensure a successful deal closure.
Products dealt with Raw Cashew nuts (Ivory Coast), Tires (China), Gold sludge (India), Saffron (Iran) and Chemical reagents (India) etc.
HEAD – BUSINESS DEVELOPMENT
Parspadash Rayan - Tehran, Iran Oct ‘16 – Feb ‘18
Primary responsibility for sales of the company's B2B and B2C Trade loyalty programs within the Iran market
Managed and trained a team of 6 sales personnel.
Presented the programs to companies such as Coca Cola, Mellat bank, BOSCH, BIC Perfumes, Unilever to name a few.
Successful launch of Turkish Airlines’ SHOP&MILES program for passengers and Travel agencies in Iran
Assist Iranian partner in administration and finance management.
REGIONAL MANAGER – TURKEY, ALGERIA
OB Makina Ltd (Group company) Turkey Aug ‘12 – Nov ‘15
Responsible to oversee the overall business development and negotiations with buyers and sellers of the machinery and commodities and making sure the P&L is in order.
Prepared regular financial statements for the Management
Manage the cash flow and prepare cash flow forecasts in accordance with policy.
Oversee the bookkeeping function including maintenance of the general ledger, accounts payable, accounts receivable and payroll
Developing and implementing the commercial strategy for the business.
Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share.
Negotiating trade contracts with suppliers from China and Turkey and successfully closed the deals with customers from Algeria.
Handled Export documentation through bank for payment collection
SR. MANAGER - BUSINESS DEVELOPMENT
SARL FEROB Metal (Group company) Algeria Feb ‘10 – July ‘12
Prepared periodic Financial Statements for Board of Directors on "Aluminum Extrusion plant" project
Coordinated with company’s engineering division and machinery suppliers in China, Italy and Turkey to submit TDS for purchase proposal and contract negotiation
Negotiated with banks for issuance of documentary credit or bak guarantee along with management to facilitate the purchases.
Coordinated with Logistics team for logistics solutions and issuance of export documentation.
Participated with the development and implementation of various modules of SAP system for the entire project
Planned the introduction of small scale Metal Furnaces at multiple collection stockyards all over Algeria to form AL ingots at site considerably reducing transportation overheads and reducing raw material cost of AL ingots by over 35%
Increased sale of Tobacco products in Georgia by 16% through a combination of streamlining retail route plans, increasing product shelf space, and developing a 6 month forecast planning from Factory to Retail point to avoid OOS situation and maintain stable product price
Established the SELLA ice-cream brand as a market leader within its product category through developing dedicated distributor network and aggressive marketing strategy increasing regional sales by 80%
Identified local partner & established the first Trade Loyalty service provider in Iran
Skilled negotiation
PL Accountability
International Sales Management
Cross Cultural Communications
Develop Marketing strategies
Strategic business analysis and pricing
Financial Mgmt. & Reporting preparation
Key Account Management
Business plan & Feasibility Study
Stock Forecast & Control
Budget preparation
Channel & Distributor Sales International Trade documentation
Pipeline development
Time-management and organizational skills with strong attention to detail
Sales team development and mentoring
Credit Sales & Risk Management
Bank Trade Operations
Business Opportunity Creator
COUNTRY MANAGER
SARL PERADI Metal (Group company) Algeria Aug ‘07 - Mar ‘09
Established the company as a leading player in the industry from scratch within a year.
Responsibilities includes; covered negotiating metal stock supply from different suppliers, Logistics to organize ship loading across 3 ports in Algeria
Organized Trade export documentation and working with local banks for financial instruments to facilitate the exports
Supervised Financial statements for presentation to Board of Directors
COUNTRY SUPERVISOR
BSA INTERCONSUMER Trading- Georgia Feb ‘02 – June ‘07
Responsible for national retail sales in Georgia with a team of 50+ sales force covering 4000+ outlet
Provided operational support for implementation of Marketing promotional schemes
Annual stock and order planning with quarterly review to avoid OOS situation in market
Assisted with managerial advice to Importer on product pricing within the global pricing strategy of JTI products vis-a-vis competition
Provided training to retail division.
SALES MANAGER
Iceberg Ltd Georgia Jan 2001 – Sept 2001
Nationwide sales of Iceberg brand of ice-creams through a dedicated network of regional distributors. Collection of sales proceeds and control of credit line given to the regional distributors
MANAGER
ESI E&C Construction Ltd-Georgia Nov 1999-Sept 2000
Negotiated a Power Purchase contract between the Energy project company in Georgia and the Electricity Authority of Armenia to ensure sales in foreign currency to fulfil the norms of funding from US EXIM BANK.
MANAGER
ATRO Georgia Aug 1996 - Oct 1999
Overall Administration with emphasis on Warehouse management, Customs clearance and banking operations
In charge of financial reporting to Head office and In-house sales of the products.
MANAGEMENT TRAINEE
Ashok Leyland Finance, India Aug 1995-Apr 1996
Assisted Chief manager with sale of heavy vehicles to commercial transport companies through leasing schemes in South India
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