Sales Project
Resume:
Profile
Managing client engagements by providing consulting services, implementing
strategic technologies and leading integration efforts across Customer
Relationship Management and Transactional Systems / Interfaces. Certified
SAP CRM & SD OTC consulting professional with over 20 years of Industry &
SAP Experience, focusing on business transformations enabled by CRM for Web
Channel, Partner Channel Management, Trade Promotion Management, Sales,
Service & Marketing. Industry experience includes Manufacturing, Technology, Hi-Tech, CPG, Pharmaceutical & Specialty Materials. Managed SAP Project
deliverables for Germany, China, US, UK, Singapore, India and Project Win
deals in Sweden and Canada.
Skill Set
. Managing CRM Implementation project for Partner Channel Management for
Germany & China
. Managing CRM Implementation project for Trade Promotion Management for UK
. Managing CRM Implementation project for CRM 7.0 Sales & Marketing
. Managing CRM Implementation project for CRM Internet Sales
. Managing CRM Implementation project for CRM Service
. Leading Cross-Functional Integration across SAP CRM Sales & Service, ECC
Order to Cash, Shipping & Billing, Trade Promotions Dispute Management &
Settlements, Web Channel Ordering, Catalog Management, Online Bill
Presentment & Payment, BW & Extracts for reporting
. Leading Technical Integration across B2B, Inbound IDOCs, Portal / Web
Channel Interface for Online Orders & Bill Payment, Web Channel Users,
Business Partner Data Mart, SAP CRM, ECC, BW
. Extensive experience in leading requirements gathering, workshops,
functional design, configuration, functional specifications, review
Technical Specifications, testing co-ordination to deliver solutions
meeting business needs, users & roles management
. Extensive experience in Unit, String, Integration Testing, Go Live preps,
Go Live activities, Post Go Live Support and knowledge transfer for
Support Teams
. Extensive experience with Test Scripts & Tests Management using Testing
Tools HPQC, Bugzilla etc.
. Extensive experience with Solution Manager, Project Documentation, ASAP
Methodology and Legacy Master Data migration
. POC & Demo for CRM Mobile Sales
. POC & Demo for CRM Loyalty Management
. Bid & Proposal for SAP CRM Loyalty Management
. Bid & Proposal for SAP CRM Utilities
. Implementation & Project Management SAP SD - OTC with ECC 6.0 as well as
4.7
. Implementation & Project Management SAP APO/BW
. Implementation & Project Management SD/SM/CS OTC
. Good understanding of Middleware, flow from CRM to R/3 & vice versa
. Good understanding of Java & ABAP debugging, logic & issue analysis &
BAPI tests & use of NWDS/NWDI
. Marketing - TPM Planning, Sales Budgeting, Profitability, Spending
Planning, Deal Creation - Products, Customers
. Good understanding of Portal, CRM-OTC Integration, Biller / Payer Direct, UME, SSO, User Roles
. Strong Upgrade Analysis & Deployment, Impact resolutions, Support Packs &
Enhancement Packs
. Good understanding of cross functional linkages between SD, MM, LE and FI
modules of SAP
. Strong in handling Customer Support, Systems Business & Sales
. Very good in Service & OEM Channel Mgmt, Tech. Presentations / Offering &
Projects Executions
Education & Certification
Degree of B.Tech. - Electronics & Communications Engineering from Nagarjuna
University, India in 1990 First Class with Distinction
Certified in SAP CRM Internet Sales
Certified in SAP CRM Marketing
Certified in SAP R/3 SD (Sales & Distribution)
Microsoft Certified Professional in Networking - Windows NT 4.0
Professional Experience / Projects
Industry: Hi Tech
Project Description/Scope: Blue Harmony Project
Role: Project Lead - SAP CRM Partner Channel Management
Duration: 21 months
Responsibilities/Deliverables:
. Managing workshops with Business Leads & Presentations for Channel
Management
. Managing the Claims & Incentive Payments processes for Partners
. Managing design, configuration & develop teams for the Channel management
deliverables of the project
. Lead, Mentor & Manage team members - Configuration Team 4 members,
Development Team 6 Members
. Lead business discussions & solutions with B2B Teams for IDOC Interface
for Partner Channel solution
. Functional Specifications preparation & To-be Business Process Flows
. Implementation of Sales In, Price Buckets, Sales Out, Inventory Reporting
& Reconciliation
. Partner Payments for Claims & Price Protection Credits
. Manage deliverables of Unit, QA & UAT Testing Phases.
. Manage BPPs creation & Training
. Cut-over & Go-Live planning
. Go-Live for R1.0 for China & Germany
. Post Go-Live Support & Training to Support Team for Hypercare
Industry: CPG
Project Description/Scope: One McCain Project
Role: Project Lead - SAP CRM TPM
Duration: 12 months
Responsibilities/Deliverables:
. Managing Workshops with Business Leads & Presentations for Trade
Promotion Management
. Managing the Deduction Claims & Dispute Claims Business processes for
Partners
. Managing the Funds Plans, Funds, Budget Allocations & Trade Promotion
Planning for Partners
. Lead, Mentor & Manage team members - Configuration Team 6 members,
Development Team 10 Members
. Lead sessions for Gap Analysis, Best Practice Suggestions, proposals &
discussions for viable options
. Functional Specifications preparation & To-be Business Process Flows
. Implementation of Account Planning, Funds Management, Trade Promotion
Management and Claims Management
. Complete Middleware Set-up & Environments Set-up
. Deliverables of Accessibility with ACE ( Access Control Engine ) &
Territory Management
. Deliverables of Approval by Value & Net Price List Functionality
Integration
. Testing & Support thru Development, Unit, Integration. UAT
. Cut-over planning & Go-Live
Industry: CPG
Project Description/Scope: e-Commerce Project
Role: Project Lead - CRM Internet Sales and Marketing
Duration: 7 months
Responsibilities/Deliverables:
. Manage Workshops with Business Leads & Presentations for SAP e-Commerce &
SD OTC
. Manage System Configuration & Demos for B2B, Order on Behalf & Agent
Scenarios
. Set-up for UME
. XCM & Webshops set-up
. TeaLeaf Installation for Web Analytics
. Marketing - Trade Promotion Discounts & Contracts Pricing
. Rebates Accruals & Settlements
. Promotional messaging at Ordering
. Pricing Conditions Maintenance
. Promotion Discounts, Analysis & Reporting
. Configuration & Set-up for Ship Tracking
. Requirements & Use Cases Study for Legacy System
. Gap Analysis, Best Practice Suggestions, proposals & discussions for
viable options
. Solutions for challenge requirements - Product Catalog, Call-off
Ordering, User Admin privileges
. Functional Specifications preparation & To-be Business Process Flows
. Technical Analysis at Java & ABAP for Technical Specifications
. Use of NWDS/NWDI for Source Code analysis & debugging
. Proto-typing for Multi-Sales Area & non-Catalog Products
. Test Plan for Unit, String & Integration Tests
Industry: Technology
Project Description/Scope: SAP CRM Implementation
Role: Project Lead - CRM 7.0 Sales, Marketing & Service
Duration: 5 months
Responsibilities/Deliverables:
. Manage Workshops & Presentations for SAP CRM 7.0 Sales, Marketing &
Service
. Lead Functional Requirements gathering per Business Process Flows &
Configurations for ELM, Account Management, Campaign Management, Lead
Management, Opportunity Management & Service Contracts
. Contracts specific pricing
. Rebates accruals & settlements
. Focus Testing & End to End Testing
. Testing of Business Roles & Reports
Industry: Pharmaceutical
Project Description/Scope: COMET Project US/PR
Role: Project Lead - CRM B2B Internet Sales ( ISA ) Contracts/Promotions
Duration: 20 months
Responsibilities/Deliverables:
. Portal - Web Ordering & Pay Online Integration
. View & Pages modifications for Internet Sales & Biller Direct
. Web UI Customization & Development for Usability & Nav Changes, Business
Roles, Header & Footer Links, Page Layout auto determination depending on
Single / Multi-ship, Additional Fields, Columns & Texts, Contract /
Discount Pricing, Extraction of additional fields, data & report onto Web
UI, Navigation logic across Ordering & Order History pages, Account
Identification associated with Contact / Agent
. Account Overview for Sold to / Ship to Addresses along with Credit
Management checks
. Promotion Discounts & Contracts
. Pricing Conditions Maintenance
. Roles & Authorization Tests
. Master Data load & Users migration
. User Acceptance Tests & Issue resolutions
. End to End Testing
. Training & Knowledge Transfer to Support Group
Industry: Hi-Tech.
Project Description/Scope: Volume Licensing Project
Role: Functional Lead - CRM Service
Duration: 3 months
Responsibilities/Deliverables:
. Interacted with Business Leads, Super Users to understand the existing
Business processes and functional requirements
. CRM Impact Analysis with key design changes for masters due to Volume
Licensing initiative
. Contracts specific pricing
. Rebates accruals & settlements
. Designed Middleware replication between ECC and CRM for Customer Master
. Roll-up logic elimination form the transactional and master data, IBase &
Contracts upon Invoicing
. Web IC design to accommodate Volume Licensing initiative
. New Design of IBase and Service Contracts to reflect Deploy to Partner
. New Design of CRM Impact Areas for Volume Licensing - Org., Contact
Persons, Consumers, IBase, Service Contracts, Service Orders, Middleware
& respective Messaging
. Created & review Functional Specifications & Technical inputs
. Reviewed of Technical specifications & Code Reviews
. Unit & Integration Tests across CRM & ECC
Industry: Pharmaceutical
Project Description/Scope: CRM Internet Sales
Role: Functional Lead - CRM Internet Sales and Marketing TPM
Duration: 8 months
Responsibilities/Deliverables:
. CRM Internet Sales & Marketing TPM
. Implementation of Product Determination Functionality - Configuration on
R/3 side, table update process for Records & Replication, Configuration
in CRM, Testing
. Implementation of Customer Hierarchy Pricing - Configuration on R/3 side,
table update process for Records & Replication, Configuration in CRM,
Testing
. Quotation & Sales Order Management
. Configuration of Transaction types, Item categories, Actions, Workflow,
Status & Date Profiles
. Domestic Pricing, International Pricing
. Territory Management, Rep. determination, Customer & Product Hierarchy &
dependant pricing
. Marketing - TPM
. Planning, Campaign Management, Calendar, Segmentation, ELM & Lead
Management
. Planning, Sales Budgeting, Profitability, Spending Planning, Deal
Creation - Products, Customers
. Account Planning, Event Planning & Sales Forecasting
. Promotions & Contract Management
. Pricing Conditions Maintenance
. Promotion Tracking, Analysis & Reporting of KPIs
. Implementation of Tracking Shipment carrier Functionality - Configuration
on R/3 side, table update
. process for Records & Replication, Configuration in CRM, Testing
. Production Support for Internet Sales
. Support Packs Upgrade Analysis & Deployment, Impact resolutions
. Enhancement Packs Upgrade Analysis & Deployment, Impact resolutions
. Production Support for OTC ( Order to Cash )
. Queue Management for Support Tickets & 24/7 Service
. Job Aid creations
. Support Document creations
. Management Reporting
. New enhancements Configuration & Testing
Industry: Specialty Materials
Project Description/Scope: CRM Service with OTC - Implementation for
Southern Hemisphere
Role: Functional Lead - CRM Service & Marketing TPM
Duration: 8 months
Responsibilities/Deliverables:
. Interacted with Business Leads, Super Users to understand the existing
Business processes and functional requirements & to proceed with
Blueprint & Scope
. Configured CRM Organization set up, Service Orgs, Billing, Service Teams
& Assignments, Resource Planners
. Installed Base Management, Organization Management and Service Scheduling
. Implemented Functionality of Contracts ( Free Pass ) & Release Orders
with Planned Scheduling
. Implemented Functionality of Service with Chargeable Components & Free of
Charge
. Implemented Functionality of Rebates & Commissions for Service Providers
. Configured Transaction Types, Billing Types Configuration
. Integration Testing, Outputs & Reports
. Master data management, middleware replication of Master data for
Business Partners,
. Products, Records, Conditions and Sales documents from R/3
. Test Scripts & Integrated Testing
. Validations & Data Loads
. Trained & Go-Live Preparations
. Go-Live & Support
. Production Support for CRM Service
Industry: Manufacturing
Project Description/Scope: SAP SD - SM/CS Implementation
Role: Functional Lead - SD - SM/CS - Complete OTC
Duration: 12 months
Responsibilities/Deliverables:
. Legacy System Study, Mapping and Interfaces
. SAP Training - Super Users
. Scope Confirmations
. Blue Print
. Domestic Pricing, International Pricing, Employee Pricing, One-Time
Customer Pricing
. Configuration of SD/SM/CS-Customer Interaction with Repair, Warranty &
Returns Processing
. Functionality of Equipment Repairs with Chargeable as well as Free
Components
. Preventive Maintenance with Third Party Job Scheduling
. Customer Contracts and Equipment ( Amplifiers ) Master Warranty
Management
. Technical Objects i.e. Functional Locations, Equipment, Material & BOMs
. Serial Number Management
. Work Centers, Capacities & Hierarchies
. Maintenance Task Lists, Maintenance Planning i.e. Preventive Maintenance
Plans, Time
. Scheduling & Preventive Maintenance Strategies
. Maintenance Processing i.e. Notifications, Orders & Completion
Confirmations
. Unit Test / Integration Test / Final Test
. End User Training
. Training documentation using Info Pak
. Migration & Go-Live activities
. Post Go-Live Support
Industry: Technology
Project Description/Scope: SAP Implementation
Role: Project Co-ordinator - SD/SM/CS/MM - OTC Integration
Duration: 18 months
Responsibilities/Deliverables:
. Project : DOM ( Direct Order Management )
. OM Interface FSAP-RSAP
. Buy / Buy-Back Sales Processes
. 850 / 856 Signals to TP
. Web Enabled Sales / Internet Selling
. Domestic Pricing, International Pricing, Employee Pricing, One-Time
Customer Pricing
. Data Migration & Reports
. Co-ordination of Testing & resolution of Issues
. UAT & Go-Live Co-ordination & Post Go-Live Support
. Project : DDO ( Direct Demand Optimizer )
. CDD Enquiry, Reservation, Cancellation Capability
. Quote to Order
. Off-line Calculator
. Reports
. Co-ordination of Testing & resolution of Issues
. UAT & Go-Live Co-ordination
. Enhancement : IPG ( Imaging & Printing Group ) Next Gen
. Co-ordination of Testing & resolution of Issues
. Data Migration
. UAT & Go-Live Co-ordination
. In-House Project: EMR ( Equipment Management & Re-marketing )
. Material Master Template with Validation Logic in VB
. PDM Data Migration
. Material Master Set-up, Installed Base Management
. Configuration of SM/CS with Repair, Warranty & Returns Processing
. Functionality of Equipment Repairs with Chargeable as well as Free
Components
. Preventive Maintenance Internal as well as Third Party Job Scheduling
. Customer Contracts and Equipment ( Enterprise Servers ) Master Warranty
Management
. Technical Objects i.e. Functional Locations, Equipment, Material & BOMs
. Serial Number Management.
. Work Centers, Capacities & Hierarchies
. Maintenance Task Lists, Maintenance Planning i.e. Preventive Maintenance
Plans, Time
. Scheduled & Preventive Maintenance Strategies
. Maintenance Processing i.e. Notifications, Orders & Completion
Confirmations
. In-House Project: PROPHET ( APO / BW )
. SD - BW - APO Data Exchange & Interface
. BW Data Modeling, Extraction & Queries
. Forecasted - Independent & Dependent Planning, Connect Rates
. Statistical Forecasting
. BW Reports, Testing & Co-ordination of UAT
. Others : Support for SD/MM
. Resolution of Issues of Order Management, Material Management & Logistics
. IDOCs Processing & Analysis of Fall-outs
. BDCs Processing & Analysis of Fall-outs
. Processing of GR/IR, Shipping Notifications & PGIs
. Handled Month End Closing
Industry: Technology
Project Description/Scope: SAP Implementation
Role: Functional Consultant - SAP SD - Complete OTC
Duration: 2 months
Responsibilities/Deliverables:
. Requirements study, As-is To-be, Fit/Gap Analysis, Business Blue Print
. Base Line Configuration with Documentation
. Preparation -Base Line Testing Scenarios / Testing
. Domestic Pricing, International Pricing, One-Time Customer Pricing
. Base Line Testing
. Final Configuration with Documentation
. End User Documentation
. Created / Check Reports
. Created / Check Forms
. Unit & Integration Test
. Migration
. Go Live & Support
Industry: CPG
Project Description/Scope: SAP Implementation
Role: Head Regional Sales & Service - SAP SD SM/CS - OTC
Duration: 60 months
Responsibilities/Deliverables:
. Implementation Experience in SAP SD :
. Organization structures & Document Types
. Customer Master Settings / Maintenance.
. Material Master Settings / Maintenance.
. Pricing Strategy and Condition Records Maintenance.
. Sales of Industrial Products & Systems in Andhra Pradesh.
. Business Presentations, Sales Plans and Forecasting
. Quotation Making
. Assessment of Customer requirement
. Costing, Preparation & Submission of Quotations
. Follow-up / Negotiations with Customer, Order Processing
. Manufacturing activities at Plant / P.O. on Vendors
. Drawings approval
. Arrangements of inspection / dispatch clearance
. Accounts Receivable Management
. Channel Management
. Monitoring Operating Profits
. Overheads Planning and Control
. Market Development for new products
. Vendor & Channel Development
. After Sales co-ordination & Customer support
. Customer & Channel Partner Training
. Competitor information, Achievement of Planned goals
. Maintained / Improving Market share
. Completed After-Sales Service Support for SIEMENS Products & Systems in
Andhra Pradesh
. Execution of Preventive Maintenance & Annual Maintenance Contracts
. Business Presentations, Service Strategies
. Accounts Receivable Management
. Channel Management - Authorized Service Centers & System Houses
. After Sales co-ordination & Customer support
. Trained to Engineers, Channel Partners & Customers
. Implementation Experience in SAP CS/SM :
. Call Logging & Notifications
. Actions & Workflow
. Corrective Maintenance with Free Components
. Preventive Maintenance with Job Scheduling
. Major Repair with Customer Contract and Warranty Management
. Technical Objects i.e. Functional Locations, Equipment, Material & BOMs
. Serial Number Management
. Work Centers, Capacities & Hierarchies
. Maintenance Task Lists, Maintenance Planning i.e. Preventive Maintenance
Plans, Time
. Scheduled & Preventive Maintenance Strategies
. Maintenance Processing i.e. Notifications, Orders & Completion
Confirmations
. Service Management, Master Warranty, Contracts
Non SAP Experience
Industry: Technology
Role: Senior Executive - CS & Project Systems
Duration: 8 years
Responsibilities/Deliverables:
. Worked in Customer Support & Projects - Industrial Drives & Automation
business division of
. Pre-sales activities related to project acquisition : Presentations to
customers, new product
. promotions
. Understanding Product / Project needs. Fulfilling the System requirements
of Customers.
. Preparing Project / Solution proposals.
. Project planning, monitoring and execution.
. Coordination with various departments / vendors for system assembly,
factory testing and rollout.
. Coordination for system Installation, Commissioning and hand over to
customers.
. Training the Customers Personnel
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