ANIL.M
E-Mail : anil_8292 AT rediffmail.com
Senior Level assignments in Sales & Marketing, Business Development, Distribution/ChannelSales/ Retail sales/Agency Sales and Key Account Management with a growth oriented organisation preferably in life insurance/Telecom Industry.
SNAPSHOT :
A result oriented professional with over 10 years of comprehensive skills & knowledge in :
** Team Handling
** Negotiation
** Multiple Tasking
** Channel sales
** Low Attrition
** Product Management
** Business Operations
** Channel Management
** New Product Introduction
** Retail Sales
** Relationship Management
** Corporate Marketing
** Strategic Planning
** Business Development
** Promotion & Launches
** Key Account Management
** Customer Retention
A competent Professional with significant experience; Presently working as Area Sales Manager (Sales & Distribution) with Syska Led. Result focused & effectual leader with demonstrated skills in turnaround of underperforming businesses. Expertise in tapping prospects, analysing their requirements; rending guidance to the client and negotiating for the orders. Adept in conceptualising & executing strategies to drive business growth & achieve desired target as well as monitor competitor activities to retain market share. Exceptionally well organized with a track record that demonstrates self motivation, creativity & initiative to achieve personal & corporate goals.
THE BUSINESS SKILLS :
Sales & Marketing :
** Utilizing client feedback & personal network to develop marketing intelligence for generating leads; identifying streams for revenue growth & developing marketing plans to build consumer preference.
** Analysing & reviewing the market response / requirements and communicating the same to the sales teams for accomplishment of the business goals and effectuating pre-planned sales strategies for accomplishment of performance milestones.
** Exploring and developing new clients and negotiating with them for securing profitable business.
Key Account Management :
** Identifying prospective clients from various sectors, creating new business opportunities, generating business from existing account, thereby achieve business targets.
** Interfacing with clients for understanding their requirements & suggesting the most viable solutions / products and cultivating relations with them for customer retention & securing repeat business.
** Developing relationships with the customers in target markets for business development.
Team Management/ MIS :
** Imparting continuous on job training to the workforce for enhancing their productivity & operational efficiencies through knowledge enhancement / skill building.
** Managing a team of associates and monitoring their performance to ensure efficiency in process operations & ensure meeting of individual / group targets.
** Formulating MIS reports relating to sales, distribution management, stock control etc. & transmitting them to the top management for facilitating the decision making process.
PROFESSIONAL EXPERIENCE :
Sep’ 2017 to Present with Syska Led Lights Pvt Ltd, As A Area Sales Manager
Department : Sales and Distribution Vijayawada
Job Profile : Achieve sales Target in the region through implementation of sales plan as per the business plan for the Lighting products and ensure adherence to customer – service standards
Description of Responsibility :
** Driving primary, secondary & tertiary sales of LED Light’s in the Zone
** Responsible for Channel management (Handling distributors, dealers& retailers).
** Responsible for retail mapping & increasing distribution reach (retail penetration).
** Responsible for distribution management for larger market penetration.
** Awareness of competitor's sales, price, product & marketing strategy.
** Prior marketing strategy for short falls of sales& growth.
** Responsible for sales promotion activities (BTL activities).
** Looking after branding & advertising strategy in the territory for brand awareness.
** Solve the problems regarding service if any in the territory.
** Responsible for appointing, training & motivating distributor sales team for better result delivery.
** Responsible for sales systems & processes (DSRs, Sales Trackers & good at computer skills)
** Having innovative approach towards product launching and deploying
** Responsible in designing sale schemes within allocated budget.
** Relationship with the architects/builders to promote the brand and increase the regional sales volume for projects.
** Sales execution and planning support
** Execute direct selling activities by prioritizing effectively and in accordance with the overall corporate sales objective & target.
** Meet sales targets as per forecast requirements
** Oversee, direct and allocate the sales targets to the SE’s and monitor the adherence to the sales targets on a weekly/monthly basis
** Provide direction and leadership to the SE’s and establish monthly/quarterly sales targets.
** Increasing customer base and customer satisfaction
** Participate in promotional activities to ensure increase in market visibility of Lighting products which will help increase market share in the state.
** Build and maintain rapport with customers and identify new customer opportunities to acquire new customers to increase market penetration.
** Responsible for increasing the customer satisfaction rate and market share.
** Provide follow-up with customers to ensure customer satisfaction with products and/or services provided by Org.
** Dealer Interaction
** Daily interaction with Dealers and Retailers
** Meet key dealers and communicate offers and schemes
** Resolve dealer issues (if any) as and when raised
** Follow-up on collections
Sep’ 2015 to Aug’ 2017 with Reliance Infocomm, As A Retail Area Manager
Department : S & D Channel sales (Retail sales) Warangal, Khammam & Nalgonda
Primary Responsibilities :
Planning :
** Prepare the seasonal estimates of all stores in advance and to submit proposals for remodelling of existing stores.
** Find out new locations and negotiate for our expansion in order to increase business and market share.
** To constantly analyze & inform H.O. about market trends & general economic trends in respective areas & how these trends might affect our business.
** To submit proposals for temporary outlets to achieve extra business.
Merchandising/Store Management :
** To ensure that all stores are always supplied with Latest Offer brouchers.
** To monitor and clear store wise aged merchandise and ensure no stock older than 12 months in shops.
** To make arrangements to clear the stock which is not in complete assortment
** To study and report competitors’ actions in the district.
** To take specific initiatives to sell slow movers in the stores.
Promotion and Display :
** To ensure that Company Policy & directions on displays are followed to maintain the highest standard of continuous aggressive display & advertising in each stores.
** To ensure the display of New offers and chosen for you Articles in the prime area in every store.
** To ensure that seasonal guidelines are being implemented in the respective stores.
Business Plan Achievement :
** Prepare, implement and achieve operational business plan and estimates for the efficient operation of your region.
** Work closely with the product development manager and the merchandise manager in the development creation and timely establishment of a shoe line.
Budgeting, Control and Spending :
** To arrange for necessary budget outlays available for business spending requirements.
** Control expenses and see that expenditures are within approved limits, check weekly profit and loss account and take corrective actions.
Business Performance Monitoring :
** To review and monitor performance of all stores in the region on ongoing basis to exercise control, issue necessary direction, uninterrupted support and corrective actions so as to enhance the efficiency of entire regional business value chain.
** To ensure that there is an achievement of the required business growth over the previous year.
Market Intelligence and Strategy implementation :
** Visit competitors’ store and keep a tab on events occurring in market place so as to devise an appropriate strategy to excel in competition.
** Visit the stores regularly for the purpose of planning market strategy, reviewing the status of stock and supply, discussing with shop managers and shop employees and finally the product.
People Management :
** Hiring of appropriate staff Training of people on Product, Competitive products, Consumer and Operations
** Motivation and retention of staff
** Career Planning for high potential employees within the organization
Mar’11 to Aug’15 with Idea Cellular Ltd., Warangal Location as Territory Sales Manager (2 districts)
Department : Sales & Distribution Channel sales (Retail)
The Highlights :
** Holds the distinction of handling 2 districts consisting 11 channel partners with a portfolio of 2.2Crores per month.
** Managed Idea Channel partners with specific targets on corporate connections, Portability, Pre to Post Migration and Data Card Activations and handled 11 channel partners at Khammam & Nalgonda with minimum productivity of 15 activations per FOS.
** Stellar in managing collection, recovery of payments with average 97% as retention; conducted training sessions for FOS on the awareness of 3G products in order to increase the sales and revenue, recruitment of FOS at channel partners on sales and process.
** Lucratively visited corporate for large accounts by giving presentation on the products and live demo on 3G products.
** Holds the credit of getting activated 356 data cards for the month of Jul’11 which was the highest among all the channels which increased portfolio by 8%.
** Acted as a Topper in the month of June’11, Sep’11 and Oct’11 in AP Circle.
** With DRDA client in Oct’11 my annual target is gained by 35%.
** Handled major clients like DRDA, Postal Dept., SR Engg.
College, Venkat Sai Enterprises (John Deere Showrooms with 15 branches), Rice millers Association etc.
** Holds the credit of managing voice plans – Pre to Post migration, Portability, Fresh. Data plans – 2G and 3G data cards.
** Oversaw Portfolio – 3.2 Crores with customer base of 45000 approximately.
Jul’08–Mar’11 Max New York life Insurance Company Ltd., Vijayawada as Sales Manager
Department : Agency sales
The Highlights :
** Recruitment of agents through the recruitment funnel Development of agents prospecting habits, calling habits and work habits
** Daily fast tracking of prospecting habits (rule of 53) and successful work habits(rule of 10 by 10) and field demonstrations
** Supervise the activity plan of all agents to ensure that these are being fulfilled as per the desired levels
** Conduct weekly performance review (PRP) with agents
** Undertake joint field work with agents and demonstrate successful sales skills (FODs)
** Provide feedback to trainers on group and individual development of agents
** Ensure that agents under supervision perform as per the company’s rules and regulations
** Provide feedback on financial consultant’s performance particularly those with less experience.
** Successfully prepared a variety of status reports including activity, closings, follow-up and adherence to goals.
** Formulated reports on special developments, information and feedback gathered through field activity.
** Formulated action plans, schedules to identify specific targets and projected number of contacts to be made, followed up on new leads and referrals resulting from field activity.
June’05–June’08 with HDFC standard life insurance co. Ltd., as Sales Development Manager
Department : Agency Sales
The Highlights :
** Involved in identifying the corporate clients, collecting the data through internet and meeting them personally to know their requirement/ interest of the products; continuously interacted with the corporate through phone & e-mail for strengthening network.
** Identify potential Financial Consultants based on agreed profiles and ensure recruitment in accordance with business plan.
** To complete recruitment of the financial consultant as expected as communicated by the management, with in the given time frame. To also achieve minimum expected sales target on consistent base through my team.
** To continuously review performance of my own team and improve their productivity on an on-going basis.
** Provide leadership and management to the team.
** To endeavour to have and to achieve a team of highly productive financial consultants.
** Provide training and monitor development needs of Financial Consultants in the team.
Projects Done :
Title : A study on organisational functioning of companies with respect to B.P.C.L.
Organization : B.P.C.L, Vijayawada.
Tenure : 2 Months
Brief :
The project involved survey among the dealers and the consumers regarding the performance of B.P.C.L products and targeted dealers as the consumers.
Title : Survey on financial analysis of working capital
Organization : A.P.H.M.E.L, Vijayawada
Tenure : 2 Months
Brief :
The project involved in an analysis on the financial performance of last 5 years balance sheet and compared the same among them on the basis of their profits.
PROFESSIONAL QUALIFICATION :
** M.B.A (Marketing and Finance) from Andhra University, (D.C.M.S) Visakhapatnam2005
** B.Com. from Nagarjuna University, Andhra Loyola College, Vijayawada2003
OTHER QUALIFICATION :
Qualified in NSE's Certification for Financial Markets exam Capital Market (dealers) module.
COMPUTER SKILLS :
Well versed with MS Office & Internet Applications.
PERSONAL DETAILS :
Date of Birth : 12thAugust 1983
Languages known : English, Hindi and Telugu
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