Sales Management

SURYA KUCHIBOTLA

SAPCRM Architect and Expert Hybris, Mobile,

Cloud and CRM

SUMMARY

Mr. Surya has around twenty two years of industry experience

which includes around Fourteen-plus years of SAP experience with

Ten years specializing in SAP CRM and four years of SAP Sales

and Distribution Module and has been exposed to both overseas

and Domestic environments in Design,Business mapping,

Development, Integration and testing . Surya has process

experience across numerous industries verticals, including

manufacturing, high-tech, consumer goods, financials, utilities,

and professional services.

Articulated solution and design for Financial Services client

for SFDC integration with SAPCRM using Mash up Technology,

Product Catalog Integration with Web UI, Loyalty Management

feasibility study using Rebates in ECC, SAP Hybris feasibility

study,VC and CRM integration with SSC for a client at NYC and

Minnesota, USA .

Has In-depth experience in Marketing, Sales and Service

Processes using Web Client -IC,BCM Contact Centre, ERMS, Web UI

Design, Configuration,Enhancement,CRM Web Channel

-B2B,B2C,ISCC-B2B,ICSS-B2C,Catalog applications, IPC, Tax

solutions using Vertex and Taxware,Groupware Integration,

Payment Card Integration with Paymetric,VC Integration with

SAPCRM and CRM VC standalone,Loyalty Management, TPM,Advanced

Returns Management using ECC and CRM,CRM Mobile sales on

Laptop,CRM Sales 2.1 on IPad.

Had published articles

1. CRM7.0 WebUI Web Channel New features for CRMEXPERTSONLINE.

(http://www.crmexpertonline.com/article.cfm?id=5212)

2. Learn About Loyalty Management in SAP CRM

Marketing(http://sapexperts.wispubs.com/CRM/Articles/Learn-About-Loyalty-

Management-in-SAP-CRM-Marketing?id=1C38CD9E852742438A261CC5D9ECD9D1)

3. How to Set Up the Cross-Selling Feature in the CRM Web Client UI

Exploring Skills on SAP 360,SAP Cloud for Customer with CRM

and ECC, SAP Jam.

He is an SAP CRM Telesales Certified Consultant in SAP CRM 4.0

release.

PROFESSIONAL SAP EXPERIENCE

Thomson Reuters, NYC and Minnesota, USA-http://thomsonreuters.com-SAPCRM

Expert &Architect

SFDC and SAPCRM Integration and MASH UP technology

SAPCRM SFA and Quote and Order Management

SAPCRM Product Catalog Management with VC and SSC

SAPCRM Loyalty Management,

SAPCRM Product catalog Management

SAP Hubris Prototype for ERP and SAPCRM solutions

Wacker Neuson Milwaukee, USA April 2013 to June 2013

BCM and MS lynch Integration for SAPCRM IC web Client

Requirements gathering, Solution Design for IC with BCM, FS and TS

specifications,Monitoring of Installation of BCM, Realization and

Deployment activities.

Accenture contract for John Deere,IL,USA- September 2012 to April 2013

Requirement analysis, fit gap analysis, Design, deploy and maintain SAPCRM

Implementation with CRM 7 EHP1 using ECC 6 EHP 4 SD MM FI business process

including Vertex and Brazil Tax Jurisdiction Determination Deployment .

WCEM feasibility to replace current Java ecommerce portal, ARM feasibility

study.

IBM Contract for Caterpillar, IL USA - July 2012 to Sept 2012

Designed Variant Configuration in ECC and CRM for Reference Characteristics

and Variant Functions and Configuration Engine

Designed Pricing for Caterpillar Machines and Engine Facility involving

Pricing Routines, Pricing Communication structure from ECC and CRM .

Landscape: CRM 7 EHP2 and ECC6 EHP5, Solution Manager.

CRM Managing Consultant - HCLAXON Solutions, USA - Feb 2011 to June 2012.

Worked in a Project in MN deploying Sales, Marketing,ERMS and CRM Sales 2.0

as a Solution Architect.

Worked with TXU energy for Deployment of IS utilities with SAPCRM. Worked

on CRM ISU Business Process of Residential and Commercial Industry Process

for TXU .

Due Diligence carried out for Loyalty Management.

Deployed Loyalty Management with Web IC and Web Channel Internal Project.

CRM Sr Architect, Wipro Technologies, USA March 2010 to Jan 31st 2011

1. Care Stream Health CARE - USA

Worked on a prototype to Integrate SFDC and SAPCRM with IPC and

Variant Configuration from SAP. This is to replace the existing legacy

systems with SAPCRM Environment: SAPCRM 2007 .

2. Heieneken Beverages,Netherlands

Worked on a Transition project on Mobile Direct store Delivery - MDSD

with sales and Distribution Module.

CRM Sr Lead Architect, Satyam Computer Services Ltd, NJ from Sept 26th

2008 to March 2010

1. Al Mansuar Automotive -Egypt - 20th September to 10th October

Designed, Deployed a proto type for Automotive Solution using SAPCRM

7.0 User Interface standalone. Demo includes business process mapping

from Marketing to Service Integration with CRM 7.0 includes

Campaign,Segmentation,Target Groups,Lead,OpportunityManagement . Sales

Cycle includes Quote and Order Management using a configurable product

for Automotive Industry. Customer Service using ICSS (B2B and B2C) CRM

7.0 has In house Repairs and Compalints,Service Contracts, Quotes and

Service Order confirmation

2. Dubai Electricity and Water Authority - Dubai- 1ST August to 15th

September

Support ed Go live Implementation for SAP ISU with SAPCRM 2007

integration for Utility Contracts and Master Data Integration.

Training for SAPBCM with SAP Germany

3. SANDISK, MILPITAS -Bay Area USA - 20TH April 2009 to 31st July 2009.

Serving consumers (with more than 240,000 retail storefronts

worldwide) and original equipment manufacturers (OEMs), SanDisk

designs, develops, manufactures and markets flash storage products for

a wide variety of electronic systems and digital devices. SanDisk also

licenses its technology to a number of other industry-leading

companies.

With flash memory's capability for storing large amounts of data in a

compact, removable or embedded format, SanDisk's products have helped

drive the exponential growth in sales of digital cameras, multi-

function mobile phones, USB flash drives, digital audio/video players,

and other digital consumer devices.

SanDisk currently has more than 1,100 U.S. patents, more than 600

foreign patents, and more than 1440 patent applications pending in the

U.S. SanDisk is the only company, worldwide, that has the rights to

both manufacture and sell every major flash card format, including

CompactFlash, SD, miniSD, microSD, Multimedia Card, Reduced Size

MultiMediaCard (RS-MMC), Memory Stick PRO and related Memory Stick

products, xD-Picture Card and USB flash drives.

SanDisk became a publicly traded company (NASDAQ:SNDK) in November

1995, and in 2008 revenues were 3.4 billion. With more than 3000

employees, worldwide, SanDisk is headquartered in Milpitas,

California.

Worked on SAPCRM Hi-tech Industry technology with CRM 6.0 release

integrated with ECC. Worked on Sales, and Trade Promotion Management

.Handled Go Live support on Sales and TPM.

Worked extensively on

Master data Integration with ECC

Solutions to Middleware Issues during TPM Integration with ECC

Design Registration and Opportunity Management,

Quotation and Sample Order Management

Worked on HP quality Centre for Tracking, monitoring and closing the

issues during Go Live Implementation.

4. Sigma Aldrich Corporation - Munich and St Louis 5-Dec 2008 to March 6th

2009.

Sigma-Aldrich is a leading Life Science and High Technology company. Our

biochemical and organic chemical products and kits are used in scientific

and genomic research, biotechnology, and pharmaceutical development, the

diagnosis of disease and as key components in pharmaceutical and other high

technology manufacturing.

Sigma has customers in life science companies, university and government

institutions, hospitals and in industry. Sigma-Aldrich operates in 37

countries and has over 8,000 employees providing excellent service

worldwide.

Managed CRM 2007 UI pilot project on Sales Force Automation for Users

spread across Europe and Americas. Designed, Deployed and Implemented SALES

FORCE AUTOMATION with CRM 2007 UI featuring Account and Activity

Management, Lead and Opportunity Management.

Visited Munich, Germany and delivered the project phases on time till date.

Managed a Team of four persons including 2 functional, 1technical, 1 basis

resource .

Landscape: CRM 2007 UI Standalone.

5. Involved in Pratt and Whitney Canada Go Live Implementation for CRM

Service.

6. Also Involved in Solution Approaches for Pratt and Whitney, US Client on

CRM 2007 project upgrade and Deployment of replacement of the Existing

Legacy Systems to CRM 2007

CRM Solution Architect, Intelli group Inc, NJ Dec 2004 to September 25th

2008

Harrow Council UK. July 23 to Aug 7th 2008.

Harrow is an outer London Borough in northwest London and approximately 10

miles from central London. Harrow is divided into 21 wards, each

represented by three councilors

Harrow has deployed CRM 40 with IC web client using Service Ticket

Functionality.

Visited UK for a 2 week assignment on Upgrade from CRM 4.0 to CRM

2005/2007.

PCUI is on CRM 4.0 with RMA functionality and the Upgrade to CRM 6.0Web

UI is

Evaluated and a design is submitted to the client .

Delivered a BSP object for adding a field on the service Ticket on IC web

client

Magellan GPS Navigation, CA

September 2007 -May 2008

CRM 5.0, IC web client,, ECC 5.0

. SAP CRM Lead Consultant

SAP CRM Implementation support

. Rollout CRM implementation for France and Gone live during November 2007

. Deployed IC web client CRM 5.0 for Telesales orders along with PCUI for

Repairs and Returns.

. Integration with third party Logistics providers for Order Fulfillment in

ECC 5.0 thro EDI.

. Support for US and France Operations

. Supporting call centers and Users across Magellan spread from India,

Philipines and France for CRM

. Delivered CSAT (Customer Satisfaction) report in CRM based on BSP to

trigger Surveys to Sold to party at the time of order completion.

. Various Reports are developed to compare the orders - Sales and Service

from CRM to ECC.

. Validations not as a part of Standard CRM are developed and deployed

. Supported Payment Card in CRM and ECC for Sales and Service Orders

. Supported Tax code in US and Canada thro TAXWARE

Toyota Financial Services, CA

April 2007 - July 2007

Worked as SAP CRM and Pricing Specialist for SAP America.

. The complete, end-to-end solution is designed for all financing companies

dealing with large volumes of leasing contracts and complex transactions.

With SAP Leasing, you can integrate lease origination processes, achieve

operational efficiencies, and build stronger relationships with customers,

vendors, and other partners.

. SAP LAM (Leasing & Asset Management Implementation) SAP CRM 5.1 NEW UI &

SAP ECC Implementation

. Maintenance & Support

. Contracts / Quotations, Business Partners, Middleware, Products, Pricing,

IPC, Tax Transaction Engine, Billing in CRM, Dealer Program Management,

Pass thro Dealer Fee, Bill Plan and CRM New User Interface and Financial

Customer care Business.

Port of SanDiego, CA

February 2007 - March 2007

Worked as SAP CRM Project Lead

. CRM Upgrade Recommendations from CRM 3.0 to CRM 5.0 .Recommendations for

the CRM module in addition to or other than CIC and Solutions Database.

Automation of current business processes

. Minimizing current customization Risks of upgrading CRM only without the

R/3 upgrade being upgraded at the same time. Steps that should be performed

in preparation of an upgrade

DIFC, Dubai.

December 2006 - January 2007

Worked as Solution Architect

. Go -live Implementation of CRM 5.0 release at Dubai Industrial Finance

Center, Dubai.

. Designed, Analyzed and Implemented SAP CRM 5.0 incorporating the

functionalities. Master data from ECC and Prospects from Goldmine System

(Legacy System).Lead Management Lead Management with Distribution Rule

.Lead Management data from Goldmine System. Opportunities with sales

assistant Methodology. Opportunities data from Gold Mine System .Activities

with Incoming Mail from MSOUTLOOK

. Activities with Outgoing Mail from CRM to MS Outlook .Activity Management

Activity Management from Gold Mine System Sales Contracts from ECC .Sales

Orders from ECC.IPC with CRM 5.0.The Integration from CRM to MS exchange

and vice versa is handled by Groupware using Middleware technology.

. For the first time we have deployed XIF adapter technology in SAP CRM for

uploading the master data from the Gold Mine System to SAP CRM system.

Eastman Chemicals, USA

April 2006

Worked as CRM Project Lead

. Training in CRM ISA complete application. Hands on trained on CR800

Module at Eastman.

. Landscape installed for the client on India Servers integrating R3 to

CRM40.Complete setup of Internet sales scenario including Master data,

Product Catalog, Catalog Views, Replication to Trex, IPC for Training with

integration to R3 system.

Maxxis International, USA

April 2006 - October 2006

Worked as CRMISA/R3SD Team Lead

. Full life cycle Implementation. Deployed ISA R/3 edition for Maxxis

International, Atlanta.

. Study, analyze, design and implement R3 ISA Edition. Scenarios Include

B2B Scenario/Business on Behalf scenario. Shop administration for web shop

management.

. Catalog management and Trex Replication using web Interface.

. TREX configuration. IPC CRM 4.0 data loader for R3 master data and

pricing.

. Order management Availability Check from R/3 .Deployed all the scenarios

for their automotive, bicycle and specialty divisions integrating with R/3

4.6C version.

. Involved in Setup of R3 ISA landscape, includes setting up ISA

WAS,IPC,TREX with HTTP, Data loader of IPC, Replicating standard products

into ISA THRO`SQL database for IPC standalone.

DLG, Copenhagen,Denmark.

September 2005 - December 2005

Worked as SAP CRM Project Lead

. Study of SAP CRM deployment at one of the biggest agri industry. Business

process includes Activity Management, Opportunity Management with Sales

Methodology; account management. Marketing Campaign Management, Marketing

Calendar, Target Group, Sales Process - Contracts, Release orders from R3

to CRM Using middleware.B2B & B2C for farmer and for private customer's-

Portal - Comprising of Fact sheet of Campaign Employee, views. Interface of

master data from non sap systems to SAP CRM

Owens Corning, India, Korea.

December 2004 - July 2005

Worked as SAP CRM Lead

. Design, implement, maintain SAP CRM 4.0 at their locations in Asia

Pacific Operations.

. Business Process Implemented

. Activity Management and account management. Lead Management for sales

prospect.

. Sales Cycle with Opportunity Management. Opportunity Management with

sales methodology, Buying centre, Assessment, plans activities per phase

and Triggering activities, Opportunity pricing for the material from R3

.Sales Transactions - Quotations and Complaint Credit Memo Request .Task

Management for all employees within the organization. Complaint Management

after sales

. Extensively worked on Partner Determination Procedures. Date Profiles,

Status Profiles, Org data Profiles, Text Determination Profiles. Automatic

organization determinations Creation of organization Model

. Replicating Business Partners from R/3 TO CRM .Replicating Products from

R/3 to CRM. Used IPC for pricing records replication from r3 to CRM and for

Replicating custom specific prices and routine mapping from R3 TO CRM via a

JAVA User Exit. Visited Korea for deploying the above CRM business process

to all their Asia Pacific regions.

. Designed, Implemented CRM Mobile Sales for Opportunity Management

. Activities around individual accounts view and create critical customer

data, customer contact information, product information, and activity

management using enhanced data synchronization with the CRM server.

L & T InfoTech

GE Energy, USA

May 2004 - November 2004

Worked as SAP CRM Project Lead

. Customer Interaction Center -CRM 4.0 .Design, Analyze and Implement and

support sales, service applications in SAP CRM. Provide support for

Interaction Center Win client in SAP CRM

. Good Knowledge of application areas and Navigation Areas. Customization

of IC win client Profile

. Understanding the concept of activity management in CIC .Complaint

Management. Deployed Opportunity management with sales methodology.

. Configuration of action box for creation of Business Partner, Fact sheet

Information, Getting Workflow of Inbox, Problems and Solutions.

. Extensively worked on Partner Determination Procedures Date Profiles,

Status Profiles, Org data Profiles, Text Determination Profiles. Automatic

organization determinations.

. Creation of organization Model. Replicating Business Partners from R/3 TO

CRM.

. Replicating Products from R/3 to CRM. Used IPC.

. For pricing Mobile Sales -CRM4.0.

. Developed a prototype model for l&t InfoTech for their operations in USA.

. Worked on Field sales Applications of Mobile Sales.

. Deployed Opportunity Management with Field sales.

. Configured Sales methodology for Opportunity management.

. Field account and contact management in Mobile Sales

. Creation of sales flow in CRM standalone and replicating the same to

Mobile sales.

. Usage of Conntrans, Mobile system Maintenance.

Keane India Ltd, India

November 2003 - April 2004

Worked as SAP SD/CRM Lead

. Off shore support for replicating R/3 Master Data to CRM

. Offshore Support for Baker Hughes Ltd, Lennox Industries and UK, US for

SD and CRM modules

Environment: SAP CRM 3.0, SAP R/3 4.x

NIIT Ltd, India

March 2003 - November 2003

Worked as SAP SD consultant

. SAP Implementation/Up gradation, SAP R/3 3.1h, 4.6b, 4.7 Enterprise.

. Methodology used ASAP. Project Study and required customization of the SD

module and other interface related modules like MM/PS/FI. Configured sales,

shipping documents including picking, packing and goods issue for standard

orders, returns, contracts, rush order processing.

. Customized and setup sales area, sales orders, sales item, schedule

lines, pricing conditions, procedures and access sequences, availability

check, purchase requisitions.

. Configuring customer master data, material master data and delivery

requirements.

. Created different sale/delivery/billing document types with emphasis on

number ranges, copy controls.

. Creating pricing procedures based on business requirements.

. Creation of new condition types/access sequences, condition tables.

. Test Procedures was set up with a variety of condition types like PR00,

K004, K005, KF00, PI01, and VA01.

. Knowledge of header condition types and taxing. Created Sales tax

determination procedures/applicable sales tax codes and its account

determination based on tax assessment location.

. Customized account determination procedure to facilitate proper interface

between SD and FI.

. Created Stock transport order and check it's processing for replacement

of the stock from one plant to another plant within the same co code.

. Customized output determination for sales/delivery/billing Requirements.

. Created reports using ABAP Query Coordinated with ABAP team in changing/

developing SAP script for Sales orders/Delivery/Billing Documents.

Kirloskar Electric Co Ltd, India

January 2000 - March 2003

Worked as Team Member

. SAP Implementation/Support, SAP R/3 3.1h, 4.0b all development was done

in SAP R/3 package and ABAP/4 using SAP R/3 customizing and implementation

tools like Project IMG, Reference model, Procedure model etc. Software ran

on Windows NT operating system.

. Other tools used to assist in the project were MS projects, ARIS and

VISIO tools.

. The project involved understanding the functional requirement and total

business flow of the Industry.

. The project embarked with a detailed analysis of the 'AS IS' business

scenario with 'TO BE' model.

. This facilitated the Gap Analysis and subsequent data mapping and process

mapping of the industry on to the R/3 system.

. The company is a large electrical engineering company with countrywide

sales network. It is involved in the manufacture and sale of electrical

motors, electronic drives, transformers.

. Customization was done on following areas of SD module and other modules

relating to interfaces with this modeless Configuration for the sales and

shipping orders and delivery documents including picking, packing and goods

issues for standard orders, returns, consignment orders, contracts,

scheduling agreements, rush orders processing. SD Customization for the

material determination, customer-material inf. Setup, and packing material

setup, customer master data, customer hierarchy.

. SD Customized and setup sales area, sales orders, sales item, schedule

lines, incomplete procedures, pricing conditions, procedures and access

sequences, availability check, purchase requisitions.

. SD Customized and setup transportation planning freight routes and

shipping process.

. SD Configuring customer master data, material master data and whole order

delivery requirements.

. MM- Configuration of Company, Valuation Area, Plant, Purchasing

Organization, Purchasing Group, Storage Locations, Material Types and

Material Groups, purchase req., purchase orders, scheduling agreements.

. Configured and developed pricing conditions for the variant configurable

BOM.

. Creating different Sales/delivery/billing document types with emphasis on

number range, copy control, incompletion procedures etc.

. Creating pricing procedures based on business requirements. Creation of

new condition types/access sequences/condition tables.

. Creating Sales tax determination procedures/Applicable sales tax codes

and its account determination based on the tax assessment location.

. Customizing account determination procedure to facilitate proper

interface between SD and FI.

. Setting of availability check/transfer of requirements to MM/PP from SD.

. Created stock transport order and check it's processing for replenishment

of the stock in one plant by another plant.

. Customized credit management functions and created credit limits at

various levels. Customized rebate processing for all the divisions.

. Text and output determination procedures setting for different

Sales/Marketing requirements. Creating routes & customizing the

shipping/transportation functions for proper shipment process. Customizing

and updating Sales Information Systems.

. Customizing variant configuration and creating variant pricing/BOM to

explode in sales orders.

. Also creating configured products and services testing all transactions

to check the correctness of customization and the proper interfaces with

other modules.

PROFESSIONAL NON SAP EXPERIENCE

Kirloskar Electric Co Ltd

April 1995 - March 2003

. Worked as Senior Marketing Engineer

Volt amp Transformers Ltd, India

July 1991 - March 1995

. Worked as Sales Engineer

Vijay Electricals Ltd, India

April 1988 - June 1990

. Worked as Production Supervisor

EDUCATION

Electrical Engineer.

Post Graduate Diploma in Computer Applications.

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