Key Account Manager

Indula dishan Rajapakse

Date of Birth: **th October 1978

Sri Lankan Nationality.

Married.

School: Veluwana college - Colombo 09, Sri Lanka

EducationEducation

G.C.E. Ordinary Level Examinations:

Sinhala Distinction

Mathematics Distinction

Science Distinction

Buddhism Credit Pass

Social studies Credit Pass

Commerce Credit Pass

English Credit Pass

Art Credit Pass

G.C.E. Advanced Level Examinations in Bio Science. (1998)

Zoology - c Botany - c Chemistry - c Physics – c

English

Sinhala

Project Energize 1Year- selling Story & Business plan process –Modern trade/Key Ac Mr.zainudden (Regional Sales Capability Development Director FBL Asia / Europe )

Core Competencies for sales and Marketing- Mr. Srikanth CIM

Speech craft Program – Toastmasters Club -2012

Presentation skills - Mr. Dayan Senevirathne -2009/2010

Selling Skills for Winning Customers -Mr. Milinda Wijeseka-2007

Leader ship & team building training program – Sri Lanka Special Forces Academy at Maduruoya -2011

Management of key account Operation- Metha abegunawardane2008

The art of managing Modern trade’ by prasanna Perera of SLIM-2007

OBT on team building work shop –Wild Drift -2010

7 Habit of Highly Effective People – capability development manager

Competency Development –system training (FBL Co-operative Group)

Confidence Building & personal development program

Fonterra HR Team –Sri Lanka

G.E.M.S Work shop – Tool kit CID,TTIFT – Fonterra Sri Lanka

Leader Ship Programme – Sri lanka Army at Minneriya – 2012

Modern trade Application Training –Merchandising Tool- FBL-SL

Modern trade sales fundamental sir lanka by Mr.zainudden hussain

(Capability Development Director-Asia,EME’) - 2010

‘Effective Selling Techniques’ (JASTECA Institute of management)- 2004

Safe Work practices – Fonterra HR Global

Knowledge and understanding of various industries-

-conducted by Mr. Janaka Kiridena – Head of Sales – Ceylon Breweries

Post Graduate Diploma in marketing – SLIM- 2012/13/14

Taxes & customer Strategy – conducted by Fonterra Globle Finance

Business communication & confidence building 6-month programme

Conducted by Dr Mahim Mendis.-2014

Training on finance aspects – Lahes,Corporate campus-2015

Driving & riding training- Institute of Advanced Motoring, Colombo

I Lead Health & safety Leadership Programme Award –Fonterra Brands 2015

Participated National Sales Congress – SLIM NASCO -2017

PROFESSIONAL EXPERIENCE

Channel Development Manager 2018- 2021 WM Mendis & Co.ltd

[Modern trade, Part of General trade, Premium on channel, Institutional]

(Modern Trade Manager 2016-2018)

Planning & Execution

To implement and achieve the Company sales budgets plans and objectives while developing a professional business relationship with each MT, GT, Institutional customer base

Discuss the way forward strategy plan Business Review with all stake holders

Responsible for Debtors handling with sales & Marketing team

Customer Development Specialist (Modern trade) 2010 – 2016

(Fonterra Brands Lanka Ltd)

preparing to customer information database, Privatizing Key Customers

preparing to sell, selling, preparing to negotiate, Negotiate

customer business planning, Preparing the Business review

Update and share company plans and Developments with customers

Modern trade Executive -2008 - 2010

Managed sales, collection of payments, merchandising & displays to achieve desired results

Ensured product availability at all times and avoid out of stock situations in all key accounts

Effective merchandising and the maintenance of all promotional plans, activities, advertising, point of sales material at store level.

Participated in regular “In – store “promotions and built impactful displays to generate faster consumer off take

Developed intimate knowledge of company’s products, brands and benefits as they apply to each customer

Provided regular reports on variances as against Budget, suggestions how to increase sales volumes

Provided prompt reports on product complaints

Key Accounts Representative 2007 – 2008 (Fonterra Brands Lanka Ltd)

Responsible for Selling, distributing, Displaying (POG) and Merchandising Company products range.

Achieving respective monthly and yearly sales targets.

Carrying out launch/ Re launch activities of the Company

Previous Employment (Gamma Pharmaceuticals pvt Ltd)

Medical representative 2005-2007

Responsible for sharing product knowledge, Detailing of doctors and Chemist Pharmacy channel merchandising Strategy and execution.

Development of Channel vies (Chemist/Hospital) Promotions by understanding customer profiles.

Responsible for value and volume targets of the respective account(che/Hos) for the month and year

Responsible for value and volume targets of Indian product range

(Emcure pharmaceuticals/Umedica Pharmaceuticals) covering All Colombo area (chemist & Hospitals)

Sales representative 2001-2005

Responsible for Selling, distributing, Displaying and Merchandising Company products range.

Achieving respective monthly and yearly sales targets.

Carrying out launch/ Re-launch activities of the Company

PROFESSIONAL SKILLS

& competencies

Preparing Customer Information Data base in identifying the Gaps opportunities and development to the customer business plan

Heading the most emerging super market chains in the Sri lanka by managing 3 Assistant Managers, 6 Territory Managers 2 key accounts specialist, 2 supervisors & 23 merchandisers in island wide.

Played a progressively one of role in managing departmental budgets with managers and larger Consumer promotion with larger teams for a Super market chain

As per the plan of Promotion Integration for Chain, supervised all outlet managers & support our team members with achieving the projected Volumes

Enhanced leadership skills by starting and operating the additional volume of the business

Provided consumer promotion handle for more than 15 years and process modifications to meet changing business needs and increase customer satisfaction for a largest super market chain

Merchandising Tool kit in the System – handling Pilot Project- 1year

Fact book – Maintain Cargills,Keells,Super K & Sathosa– Successfully Implemented to the System

Project Re-Fine Implementation – Set the MOQ in all MT Customers

Re-aligning the current POG based on the SOS > SOM for which me and the team gathered in store data from sample of outlets and implemented the modified POG by obtaining the hot spot in the isle as well as allocation eye level to the fast moving top brand and target level to SKU’s in order to trade- up

It was demonstrated in couple of occasions where I had to resolve unpaid 225 million overdue on April 2014 & 107Million overdue (Dec, 2008) of CFC and sorted out it successfully.

In the recent past, there were implications in listing, New SKU’s for which I took the initiative to resolve it and listed them successfully by setting an example to others

Leadership

Project Management

problem solving &

analytical skills

relationship

Management

Built and maintained relationship with all relevant stake holders in the Modern Trade, General Trade, Premium On, Clubs, Restaurant, Institutional, With CPU, General Managers(procurement), & General managers (Marketing & Finance) sales & Operations managers and outlet managers & executives up to ground level where the final implementation take place

In the Super market industry, maintained strong interdepartmental, inter-office personnel contacts, allowing for a better understanding of each other’s information and operational needs.

Managed relationships with cross functional teams in MT head office and customers both

Technical skills

Modern Trade Application training (merchandising toolkit)

BI Tool, SAP

MS office- PowerPoint, word, Excel, Ms access

JDE System (Finance Data analysing)

Retail accountancy System (R.A.S) -using super market chain

Fill rate and invoicing Tally System (System generated orders, report.)

Merchandising &’ POG’ management tool

Category Management

Efficiently equipped with well-developed organizational skills in order to get an advantage over competitors

A self-motivated team player who can not only influence his colleagues but also can play a role model to others

Confident, result-oriented and motivated on challenges thereby it enables the organisation to grow steadily and consistently.

Flexible and can adjust routine to accommodate changes therefore, a multi task person in achieving priorities based on the urgency and impotency

Ability to priorities works when faced with projects with competing deadlines.

Ability to proactively respond to new ideas and able to adopt quickly.

Excellent in stress management

Possess good negotiation skills with internal and external stakeholders

Creativity at the POP and as well on the job functions

Analytical and decisive on marketing environment in order to exploit opportunities, strengths, weaknesses and threats

Awarded as the

Best star Representative - Annual Best Rep Competition 2003-04

Best Representative - Annual Best Rep Competition 2004-05

Best Team Awards - Annual Best Rep Competition 2005-06

Awarded Highest Sales Achievement –Anchor FBL March 2011

Record Braking Millstone Achievement-Anchor Pediapro –Jul 2011

Best Supplier awards - Recognised by Jhone Keells Holdings 2013

Win iLead Health & safety leadership award - 2015

Excellence of best contribution award – General of SL Army 2019

Member of the Board of prefect (1994-1997)

School Head prefect in 1997

President of ADIC school project (1995-1997)

President of School science society (1996)

AIDS prevention Educational programme -BBC Media unit

(1995 -1997)

Captain of school ’Cabadi’team-Island competition-

won the first place-1996

Won the Athletic Championship Under19 –in 1997

House Captain –Inter house Athletic championship1995-1996

Badminton Zonal championship – 2nd place -1997

referees

1. JHP Anura Kumara 2. Suneth Abeykoon

Director Sales Former Director CEO

Gorge Stuart Tea Co. Ltd Perpetual Group

Gorge Stuart Group WM Mendis & company Ltd

Sri Lanka Sri Lanka +94-773-***-*** +94-772-***-***

Indula Dishan Rajapaksha

195/A/1 Regal Homes,Matthegoda, Sri Lanka

Contact : +94-750******

E-mail : ******.*************@*****.***

PERSONAL INFO

Education

LANGUAGE SKILLS

PROFESSIONAL QUALIFICATIONS

PERSONAL STRENGTHS

AWARDS

EXTRA CARICULAR ACTIVITIES

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