Profile Summary

• An achievement-oriented professional, offering 22 years of rich & versatile experience in Channel & Direct Sales, Distribution & Marketing, Business Development, SCM, & Trade Marketing and Profit Centre Operations

• Strategy Architect credited with successful formulation and implementation of sales & marketing strategies to improve sales opportunities; developed short & long-term strategic plans including annual business plans, promotion and innovation strategies with P&L & budget responsibility

• Experienced in various industries like Mobile Handset, Telecom (Pre-paid, Post-paid, PCO, Urban & Rural Distribution), FMCG, Apparel & Fashion across the states - Maharashtra, Madhya Pradesh & Karnataka with proven capabilities of managing monthly turnover of 210+ Cr. (Annual target of 2021 is INR3000Cr./ USD370mn.)

• Handling team size of 51 On Role and 1500+ Off Role employees

• Increased DPL (Dealer per Lac) of ROM from 8 to 11 & outlet base from 6000 to 9000 outlet in less than 18 months

• Created Parallel distribution Network of “Krishi Seva Kendra” dealers to enhance mobile devices reach to sub 10k pop towns which has become part of Best practices replicated nationally

• Steered efforts in increasing distribution point from 70 to 130 Top towns of ROM in a year’s time

• Skilled in identifying & establishing strategic alliances / tie-ups with suitable business partners, resulting in deeper market penetration to achieve profitability

• Successfully led the expansion of distribution network, accomplished steady increase in sales year-after-year and built relationships with distribution networks to develop the new opportunities. Area of Excellence

Channel Sales & Trade Marketing Brand Market Share Management Revenue Generation Channel & Distribution Management Market & Competitive Analysis Product Promotions & Launches Budgeting & Forecasting Profit Centre Operations Team Leadership & Partner Management

Career Timeline

KIRAN INDULKAR

Transformational Leader Business Growth Strategist Operational Excellence Client Relationship Management - Identifying & networking with Business prospects, generating business from existing accounts and achieving profitability as well as increased sales growth targeting assignments in Sales, Distribution Marketing & Channel Management with an organization of high repute admlhw@r.postjobfree.com +91-914*******/ 849064526 Jul'98– July’03

Feb'04-Sep'04

Since Aug’12

Sep'04–Oct'09

Oct'09-Aug'12

Work Experience

Aug'12-Till Now: Samsung India Electronics (Pvt.) Limited. Growth Path:

Aug'12-Jul'13 as Channel Development Manager: Rest of Maharashtra Jul'13-Jul'16 as Zonal Sales Manager: Pune

Aug'16-Till Now as Regional Sales & Distribution Manager: Rest of Maharashtra

(Managing monthly turnover of 210+ Cr. currently, AOP Target of 2021 is 3000cr) Key Result Areas:

• Actively developing sales & marketing strategies across 130 Distributor and 212 Brand Stores sell-in (Primary, Secondary & tertiary/activation sales) with more than 9k retail outlets by identifying opportunity areas in close coordination with Sales & Product Strategy Teams for Maharashtra

• Driving Key Account Business through channel sales (Sell in and Sell out) targets of Handsets, Tablets and Wearable’s Value Targets involving sales forecast, planning of process, monitoring all products

• Leading a sales team of 5 ZSMs, 21 Area Business Managers & 23 SOs as vertical head; motivating sales team to achieve primary /secondary/ Sell Out revenue targets.

• Driving Modern Trade business involving channel stock forecast, planning of schemes, monitoring stock level at depots/distributors; maintaining & improving sales counter & display share of Samsung Mobiles

• Using outlet insights to revamp visibility platforms and deploy category management strategies to increase in market share, sales, footfall/ traffic, gross margin, ROI, and customer satisfaction

• Managing marketing investment of company as well as channel partners effectively through Joint Business Planning (JBP)

& commercial planning

• Analyzing industry trends & prices in the market in conceptualizing & proposing specific interventions like promotional campaigns (seminars, meets, conferences) & advertisements on the Facebook platform for partners and launching new products; achieving NPPI guidelines in accordance with market segment and mapping

• Identifying areas for growth and creating product-line roadmaps to help drive adoption of the product, conducting research on customer feedback, in-depth analysis of key performance indicators

• Designing distribution strategy to achieve segment-wise targeted sales volumes and state & city-wise market shares; managing product distribution; optimizing channel functions, direct/ indirect channel partner’s counter-wise targets

• Resolving client issues that impact revenue and gross profit; liaising with clients and partners to build relationships and increasing business longevity and revenues

Highlights:

• Increased & achieved 100% Town Coverage up to population group 10 k, brought 400 new towns under device coverage, taking up the total town coverage count to 1400

• Instrumental is increasing the Exclusive footprint up to Pop Town 20k, enhanced exclusive outlets network from 124 to 201 outlets

• Implemented Distributor Partner ranking mechanism which allows team to review partners on Qualitative and Quantitative Parameters on Monthly & YTD basis

Zonal Sales Manager

• Spearheaded HHP (Handheld Products) business & AOP 0f 800cr Channel sales and business development for Pune

• Represented No.1 Zone Nationally with 70cr+ Monthly revenue

• Led a team of 7 & ranked Pune Zone to No.1 position in revenue from Rank 3 Nationally

• Awarded as best ZSM of ROM for the years 2013, 2014, 2015

• Accomplished highest revenue growth (+20%) in the years 2014 & 2015 nationally in Pune

• Expanded Pune’s Exclusive outlets network from 21 to 39 outlets Channel Development Manager

• Created Tier wise (population Group) Town classification Model for better business understanding & identified its opportunity gaps (This model became Best Practice and got replicated Nationally and till date considered in every business evaluation under the name “Vistar”)

• Identified Samsung reach gap on basis of Tier wise classification and increased distribution network up to population group 20k, enhanced town reach from 800 towns to 1400 towns

• Increased Distributors count to 42 to 65 distributors; achieved highest ROM Region in 2013 Oct'09-Aug'12: Sistema Shyam Teleservices LTD – MTS Growth Path:

Oct'09-Jan'11 as Zonal Head: Pune

Feb'11-Aug'12 as Deputy Director/DGM – Sales & Distribution Head (Distribution Head – Rom & Goa) Reporting to Sales & Operations Head – Maharashtra & Goa Highlights:

• Conferred with Best launched cluster Pan India with 48 distributors, 21 Branded Retail Outlets

• Acquired 1.25 lac Voice customers & 36000 data customers since launch; gained incremental market share of 2.5% and 46% in CDMA

• Awarded as the best cluster head title for 3 quarters in row (President’s trophy)

• Received Best Cluster Head of the year

• Steered efforts in rating Pune cluster among the top 10 clusters of India, positioned at No.6

• Led a team of 19 on role and 23 off role employees Sep'04-Oct'09: Reliance Communication Ltd., as Assistant General Manager: Cluster Head – Pune, Nasik Reporting: Sales Head – Maharashtra & Goa

Growth Path:

Sep'04- Mar'05 as City Lead for distribution channel, Apr'05-Dec'06 as Prepaid Lead Nasik Zone,

Jan'07- Jan'08 as Cluster Head – Nasik Zone,

Jan'08- Oct'09 as Cluster Head – Pune Zone

Highlights:

• Launched Reliance CDMA prepaid services in Nasik Cluster, in 2004 & made it the leading player in the segment in a short time, competing head-to-head with Idea and Airtel

• Launched Successfully Reliance GSM services in Pune cluster & acquired 25% market share within 3 months of its launch through creation of GSM infrastructure, channel appointment and launch plan and execution strategies

• Conferred with highest rating “EXCEPTIONAL” consistently for 3 years in a row

• Managed 60 Distributors, 30 Direct Retail Outlets and 4000+ indirect Retailers & a customer base of 7 Lac Customers in 57 cities and towns

• Led a team of 5 Senior managers under Distribution, Retail, Outbound, CSD, Commercial functions & achieved an annual sales turnover of Rs.110 crore

Feb'04-Sep'04: TATA Chemicals Ltd., as Area Sales Manager – Trade Channel: Mumbai, Thane & Raigad districts Reporting to: Regional Sales Manger

Highlights:

• Led sales and other key performance targets for the brand “Tata Salt” in Mumbai, Thane, Kalyan and Raigad areas with a team of 11 Sales Officers

• Spearheaded 2 Distributors and 45 Stockiest; achieved a sales turnover of INR 1-1.5 Crore per month July’03–Feb'04: Arvind Brands Limited., as Sr. Sales Executive - Mumbai & Thane Highlights:

• Responsible to handle the brands – Lee, Arrow, Wrangler & Flying Machine for General Trade, managed team of 5 Sales Officers and direct outlets and brand shops.

Jul'98–July'03: Titan Industries Ltd., as Sales Executive- Pune Zone Reporting to: Area Sales Manager

Highlights:

• Successfully launched 3 important brands - Titan's Fastrack, Steel and Edge slim watches

• Established India’s 1st exclusive showroom for the brand `Sonata` in Bhopal along with 5 Exclusive franchisee showrooms “The World of Titan” in Pune, Satara, Kolhapur and Sangli cities

• Received ‘Topmost Sales Achiever’ award for 3 years in row for achieving the highest sales growth in country in 2001-02

• Promoted 4 times in 5+years’ career stint with Titan from Jr. Sales Officer Rank to Sales Executive level

• Worked in Madhya Pradesh (Bhopal, Indore & Gwalior), Maharashtra (Mumbai, Pune & south of Maharashtra) Education

• MBA (Marketing) from Mumbai Education Trust (MET), Mumbai University in 1996-1998

• B.Com. from Mumbai University, Mumbai in 1995

Personal Details

Date of Birth: 14th April 1975

Languages Known: English, Hindi and Marathi

Address: Rohan Mithila” Bldg. No- V, Flat No- 003, New Airport Road, Viman Nagar, Pune-14, Maharshtra.

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