Sales Manager Business Development
Resume:
R.A. PRASAD
“Thushara”, Nedumon-PO
Ezhamkulam, Pathanamthitta Dist.
Kerala. PIN-691556
Mobile: +91-996*******
E-mail: **********@*******.***
CAREER OBJECTIVE
Seeking a management position in Sales & Marketing, preferably in FMCG, that will capitalize on my acquired expertise and developed skills.
FROFILE
Vast experience in FMCG Sales, Trade Marketing & Retail Management
Handled both Modern, General Trade, HORECA, etc.in the Arabian Gulf region and India.
In-depth knowledge of marketing processes and product management.
Excellent communication, written and presentation skills.
Recognition of ‘Brand Strategy’ and have experience with ‘Global Brands’
High level of proficiency in Customer Relationship Management
Excellent knowledge of MS office package.
KEY SKILLS
Business Development, Category Management, Key Account Management, Channel Partners Management, Trade Marketing, Field Marketing, Pricing, Performance Appraisal, Team Management. EDUCATION
Degree: Bachelor of Commerce (Degree attested)
University of Kerala, India
Diploma: Diploma in Management Studies (Marketing) (Diploma attested) The Institute of Professional Manager, Channel Islands, United Kingdom EMPLOYMENT HISTORY
NAMASTHE CONSUMERS PVT.LTD, BANGALORE, KARNATAKA (2024-Present) As NATIONAL SALES MANAGER (FMCG)
Products: Mosquito Repellent, Beverage, Pain Balm, Cough Syrup, etc. Accountabilities:
Oversee national sales, collection, promotions to achieve sales target.
Build positive working relationship with existing channel partners like CSA, Super Stockists, Distributors and Retailers for repeat business.
Identify and contact potential customers for new business opportunities.
Coordinate with sales team to plan promotional activities, trade shows and special events. Page:2/5
Motivate and guide sales team to achieve sales targets.
Maintain sales management and reporting tools to achieve business objective.
Coordinate with management to develop a sales plan, budget and schedule.
Interact with the sales team to develop sales plans and strategies.
Develop creative sales techniques and tactics to meet business goals.
Understand client needs and provide appropriate sales solutions.
Address client issues and queries in a timely fashion.
Prepare sales contacts, proposals and reports for management and customers.
Develop sales presentations for board of directors and customers.
Participate in sales conferences, industry meetings and social networks to represent company’s brands.
Hire, train and guide new RSMs, ASMs, Sos, SE and merchandisers, on their job responsibilities.
Increase market penetration and acquire shelf space in outlets to display SKUs.
Inventory management of CSA, Super Stockists, Distributors and Retailers.
Maintaining FIFO practice in all channel partners to keep all SKUs fresh.
Reporting: Ensuring Daily Sales Report, Weekly Inventory, Monthly Target Vs. Achievement Report.
TANISH MYZONE INDIA LTD, KOCHI, KERALA (2020-24)
As ASSISTANT GENERAL MANAGER (FMCG)
Products: Food Stuff, Coconut Oil, Lentils, etc.
Accountabilities:
Managed daily operations of company’s supermarkets and outdoor distribution to meet company goals. Developed pricing strategies with the goal of maximizing the company profits and while ensuring the companies customers were satisfied.
Provided direction and guidance to all staff in their assigned job duties.
Followed and enforced store policies, security measures and customer service standards.
Negotiated with vendors and distributors to manage product distribution, established distribution networks and developed distribution strategies
Provided excellent customer services for sales growth.
Developed positive shopping experience and ensure customer satisfaction.
Carried out periodic job performance appraisal of each staff and provided appropriate feedback. Submitted report every month along with their salary statement.
Performed inventory control to avoid over stock and low stock.
Managed product shortage, storage and rotation activities to reduce non availability of products in showrooms, spoilages and damages.
Ensured that supermarket shelves were maintained with perfect filling, clean and organized, supervised merchandise displays.
Ensured that shelves were loaded with fresh and clean products at all time.
Ensured that all products were properly tagged and labeled as per the govt. guidelines.
Assisted in recruiting and training staffs on assigned responsibilities.
Assigned daily workload and schedules to staffs; especially in repacking divisions.
Fixed product displays in store entrance and other sections according to merchandising standards.
Maintained the store clean, safe and appealing.
Developed process improvements to maximize sales and profitability.
Educated staffs about safety and sanitation procedures.
Maximized sales revenue. Ensured compliance with purchasing and contracting regulations.
Performed market research.
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TITAN FOOD STUFF TRADING LLC, DUBAI, UAE (2015 To 2019) As NATIONAL SALES MANAGER (FMCG)
Product: Energy Drinks
Accountabilities & Achievements:
Oversaw and lead all the operational and day-today activities of the company. Being responsible for ensuring smooth operations and achievement of company objectives
Sales Targets: Achieved the sales volume targets set for designated outlets spread across Dubai, Sharjah, Abu Dhabi, Al Ain and Northern Emirates, SKU wise, key account wise through a team of Sales Executives and Merchandisers. Analyzed and reviewed key account wise performance on a weekly basis and took corrective action to achieve the monthly sales and collection targets.
Business relations: Maintained close business relations with all the customers assigned store managers/supervisors & category managers/buyers and achieved a high degree of rapport and influence for the benefit of the business.
Availability: Ensured 100% availability of all Listed SKUs in each key account / store on the shelves at all times and achieved the monthly productivity targets and effective coverage targets
Visibility: Implemented the visibility plans as per the annual key account agreements and also negotiated visibility improvements at store level to increase share of shelf to achieve SOS targets.
Sales Promotions: Planned all sales promotions / event promotions well in advance along with SKU wise sales forecast and negotiated and implemented the agreed key account wise sales promotions in line with the key account promo calendars in consultation with the trade marketing team.
Business Reviews: Prepared and conducted monthly business reviews of the key account customers to discuss the progress of business objectives and action plans for the future.
Competition: Tracked and reported competition activity on a timely basis and presented counter- action proposals.
Merchandisers: Monitored the market working of the designated merchandisers and highlighted areas of improvement on a day-to-day basis and followed up for results.
Off-take Data: Analyzed the store Off-take data wherever available and proposed action points to correct and improve the situation.
BDA Implementation: Analyzed Business Development Agreements (BDA) signed with various key accounts and ensured all contractual obligations of both the parties are fulfilled.
Spends Evaluation: Analyzed of Market spends Vs Sales and presented profitability analysis / reports.
Collections: Ensured all collections as per the scheduled payment dates are realized without any defaults.
Expiry/damages: Ensured market hygiene was maintained at all times and all expired and damaged stocks were liquidated in line with the company policy.
New product Launch: Ensured all new product launch placements / activities are planned and implemented as per agreed schedule.
RELIABLE INTERNATIONAL CO. LLC, UAE (2012-15)
As NATIONAL SALES MANAGER (FMCG)
Products: Basmati Rice & Wheat Flour
Accountabilities & Achievements:
Spearheaded and grew sales by 110% in one year and successfully increased market share by achieving channel sales growth.
Fully responsible for achieving the company s targets in terms of sales, collection, distribution and visibility while maintaining a strong relationship with the consumers, customers and supplier.
Implemented sales fundamentals: coverage, distribution, productivity and visibility, Page:4/5
Carried out tracking of in-store performance metrics: SKU availability, share of space within the category, promotion implementation, etc.
Carried out regular performance review with important customers.
Analyzed volume performance, identified shortfalls versus budget and recommended corrective action plans.
Negotiated Trading Agreements, Rebates, Display Rentals, Listing Fee, Promotions with new and existing customers. Participated in Tender. Launched new products (SKUs)
Managed pricing to all customers with an emphasis on increasing sales and profits
Followed up on the collection with the sales team
Involved in the recruitment of Sales Team members and their performance appraisal.
Trained the existing or newly recruited Sales Executives to achieve the company goal. TRUEBELL MARKETING & TRADING, UAE (2009-2012)
As: NATIONAL SALES MANAGER (FMCG)
Products: Cigarettes (Scissors & Wills)
My KRAs were same as with Reliable International Co. LLC, mentioned above. TIFFANY FOODS LTD, (IFFCO GROUP), U.A.E (2006-2009) As SALES MANAGER (FMCG)
Products: Biscuits, Chips, Chocolates, Wafer, Confectioneries, etc. My KRAs were same as with Reliable International Co. LLC, mentioned above. THE KUWAITI DANISH DAIRY COMPANY, U.A.E (2004 to 2006) As SALES MANAGER (FMCG)
Products: Fruit Juices, Tomato Paste, Thick Cream & Ice Cream My KRAs were same as with Reliable International Co. LLC, mentioned above. BRITISH AMERICAN TOBACCO (ME), U.A.E (1994-2004)
As TRADE MARKETING EXECUTIVE (FMCG)
Products: Cigarettes -Rothmans, Benson &Hedges, Dunhill, etc.
Ensured timely implementation of all activities, exhausting all means and efforts to support achievement of company’s sales and brand objectives. • Owned responsibility for the development, execution and performance of all programs designed to increase presence and ultimate off-take
Lead efforts to leverage the brand positioning and solidify the company’s superiority through the customers. • Closely monitored the sales and shared development to ensure company’s objectives are achieved; communicated clear analysis and recommendations for improvements. • Played effective in above and below the line agency selection, kept on-going communication, monitored and evaluated performance. •
Developed and executed P.O.S. materials/brand/channel to communicate brand objectives. Developed for approval a clear assets strategy, lead asset purchasing, supervised placement, monitored and evaluated performance and return on investment.
Lead the development and execution of new product launches across all targeted channels (sales training, listing, pipe line filling, special displays, utilization of P.O.S Materials)
Lead the in-market co-ordination and communication of new packaging development and price changes. • Built customer relationship, retention, loyalty and up gradation programs. • Helped in improving the competitive position including relative trade advocacy and shopper preference as well as volume and value share within market.
Worked with the sales team of Distributors to ensure fare distribution of brands. • Successfully launched new brands and achieved fare distribution of brands • Managed financial accounts and assets for the territory to ensure that trade marketing resources were secure and used in the most efficient and effective manner possible.
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DABUR INDIA LTD, DUBAI, UAE (1992-94)
As MARKETING MANAGER (Middle East & North Africa) (FMCG) Products: Hair Oil, Tooth Paste, Soaps, Food Supplements, etc. Worked across a portfolio of brands across the region within a multifunctional sales and marketing team. Increased the numerical distribution of all SKUs.
Managed the creation and implementation of trade marketing materials that were appropriate within the region.
Worked with agencies on the creation of POS materials, display stand etc.
Participated in local, international trade fares and exhibitions, developed in-store events for brand trial.
Developed category management projects within major retailers across the region.
Worked with the sales team of the distributors in all GCC countries, Egypt and Yemen on the execution of promotional plans, fare distribution of SKUs etc. PERSONAL INFORMATION
Age & Date of Birth: 65 (30/05/1959) looking young and energetic. Religion: Hindu
Place of Birth: Adoor, Kerala
Languages: English, Hindi, Malayalam & Arabic
COMPUTER SKILLS
MS Word, Excel, Power Point &Lotus Notes, also familiar with HHT operation. TRAINING / COURSES
Knowledge of HACCP Standards, Person In-Charge for Food Safety, Retail Classification System
(RCS), Critical Success Factors (CSF), Strategic Imperatives, Planning Process. DRIVING LICENCES
Indian and Gulf Licenses.
Contact this candidate