Sales Marketing
Resume:
SHARATH N KUMAR
*************@*****.***
Passport No. K2253495
H-38, Shriram Sadhana
MSR Rd, HMR Layout
Mathikere, Bangalore
560054
HIGHLIGHTS
• PGDM 8Yrs +Experience in Trade Marketing,Channels, Key Account Management & Retail Sales .
• Setup and Rolled out multiple pioneering initiatives in Category & Retail /Wholesale Formats in an iconic marketing company, Unilever.
• Managed and enhanced key processes in sales, distribution and customer marketing functions.
WORK PROFILES
Trade Marketing Executive – Home Care Unilever – (April 2019 – Till Data Key
Responsibilities
· Responsible for Trade Marketing planning, Execution & Measurement for the Karnataka, Kerala Clusters of 100 Crores
· -Works with Central Brand /Customer Marketing Team & Regional Sales, Supply Chain team Key
Achievements
· Translated brand marketing plans into customer marketing actions keeping Shopper, Trade & Stakeholders aligned.
Designed & Implemented Secondary Replenishment system to Drive Key Launches, Ensured Successful Launches Across Quarters.
Successfully Launched Handwash Variants & Vim Scrubber Drive across the cluster. Monitored and evaluated Key Schemes and activities to measure effectiveness and recommend improvements. Trade Marketing Officer (Customer Marketing) – Channels Unilever – (Nov 2014- March 2019) Key
Responsibilities
· Responsible for Channel Program Management of Retail, WS & Rural Stores with a Monthly Turnover of 175 + Crores for KN, KL
· Responsible for Visibility executions, Building Trade & Team Excitements and Performance tracking for all Channels.
· Working with Category, Account management team to design special activations / Launches across brands / categories in the respective channels.
Key
Achievements
· Received All India Award for Excellence in Marketing Operations for year 2018 from GM- Customer Marketing.
· Build& Piloted Secondary Tgt Setting using Micro level Elements (Seasonality, Month/Year Wise Tend & qualitative Inputs for Top 10% Ols ) which was implemented All India which resulted in Growths of key Ols. Designed Trade Schemes to ensure Growth, Availability & Visibility of Stocks & withstand competition. Retail Channels
· Successfully Implemented Festival Activations (Onam, Christmas,Ugadi)- In Store Marketing Activation - Giving Double digit CAT growths .( Planning till Execution Stages )
· Anchored & Implemented Retail Channels Revamp by Identifying Right set of Ols (Value, Assortments, Category), Right TOT (Competition Vs HUL), Right Geo (Town Pop Class) for South.
· Operated & Successfully Piloted the Darwin Program (Tertiary Sales Offtake Tracking Mechanism) for Bangalore.
· Influenced the Merchandiser KPI by revamping with Right Assortments for Right Ols which has improved the In-Store Audit Scores by 10%. ( Highest contributing element of the KPI) Wholesale & Rural
· Wholesale - Piloted & Anchored Mandi Instore Activity for Wholesale Stores (To tap the Tertiary Sales Opportunity )
· Rural (Shakti) - Piloted & Activated MDM Model (Consumer Live product Demo Model) for activation in Rural Mkts - Live demo of the product usage
SHARATH N KUMAR
*************@*****.***
Passport No. K2253495
H-38, Shriram Sadhana
MSR Rd, HMR Layout
Mathikere, Bangalore
560054
Territory Sales Officer (15 cr) –(Institutional Sales – Government ) Unilever Nov 2012- October 2014 Key
Responsibilities
· Deliver Revenue targets for Canteen Stores Dept. & Central Police Canteen ( IB) Across profit centres for the state of tamil Nadu
· Lead a team of 7 Sales Promoters & 43 FOS (Feet on Street).
· Manage the working relationship with 73(CSD) and 25(CPC) canteens: business profitability, issue resolution & compliance to HUL sales mission.
Key
Achievements
· Fastest growing territory in the branch with 24% growth (17% in CSD and 76%in CPC)in primary sales in a complex bureaucratic channel.
· Received Growth Award for the year 2013 from Modern Trade Vice President HUL for achieving 24% growth over 2012.
· Set up a Replenishment-led Dispatch Plan Routine at the depot which resulted in increasing average assortments from 55 to 275 and reducing Payment Outstanding from 45 to 32 days.
· Month-on-month achievement of secondary targets, growth of 22%.
· Focus approach in CSD channel led to70% contributing canteen growing at 30%.
· Perfect Stores score achieved for each quarter in 2013, 2014. This is a measure of right availability & visibility in key stores as per prescribed norms.
· Received Appreciation Letter from the DIGP CRPF AVADI Biggest Police Customer in South for excellency in operations Sales Officer (5 cr) Berger Paints May – Oct 2012
Key
Responsibilities
· Deliver revenue targets for the paints portfolio for Thrissur district in Kerala.
· Manage the working relationship with 25 distributors across the district. Key
Achievements
· Territory in-charge promotion within 2 months of joining. Handled a territory with potential of 1000KL /year. 60% year-on-year volume growth in the months of July & August. Mapping and profiling of dealer base done for the first time in the region. INTERESTS
EDUCATION PROFILE
PGDM Rajagiri Business School, Rajagiri Cochin Marketing & Finance 2010-2012 BBA Farook College, Calicut University Management 2006-2009
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