Ramesh kumar , fmcg sales management & business development professional

Ramesh kumar , fmcg sales management & business development professional

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  Ramesh Kumar ManickamE-Mail: [email protected] Mobile: +919791058800 /+9144 26500467 Skype ID: ramesh.kumar5767 Job Objective: Seeking a challenging career in mid senior management positions in the area of Sales, Marketing, Distribution and Business Development in a FMCG organization, which will provide an opportunity to use my creativity and pursue continuous professional growth. Career Synopsis: An accomplished, results focused sales management professional with a strong work ethic, vision, leadership and extensive 19 plus years of experience of which, 8 plus years of demonstrable track record of successful development of territory and business in FMCG Sales, Marketing & Distribution of Food & Beverages in all the Trade Channels, and Key Accounts with conglomerates and multinationals in Middle East and India. Core Competencies: Business Strategy & Planning Key Account Management Sales Forecast & Budgeting Contract Negotiations Customer Relationship Management New Product Launch Channel Sales & Distribution Management Promotions (Trade & Consumers) Prospecting Product Category Management Business Development Team Management Experience: VIP Housing and Propertiees, Chennai, India Business Development Manager Sep’2013 – Present Role: • Promote the sale of housing plots, apartments and villas with the running projects in Chennai and its suburbs • Appoint Sales Managers and Marketing Executives. Motivate and train them to acquire clients, negotiate deals, complete paperwork and close sales. • Set weekly and monthly value targets for the sales team to achieve. • Track the target achievement through sales reports and meetings. Al Rabie Saudi Foods Co Ltd, Riyadh, KSA Sales Supervisor –Traditional Trade Dec’2006 –Jan’2013 Role: • Ensure appropriate inventory levels, achieve volume and value objectives of sales targets within budget in the designated sales region with a well organized Route Page 1 of 4
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  Plan. Effectively managepeople, time and policy parameters through efficient control and supervision • Update every account with Customer ID/Bar Code to enable and record the sales and study their performance and of a particular SKU category in every account • Target new prospects, identify client problems and provide solutions, negotiate and finalize sales contracts. Check the van hygiene and the personal hygiene of the sales team on a daily basis • Plan, implement and monitor all traditional channel sales strategies such as Sales & Distribution KPI’s, Display KPI’s as per the company’s merchandizing standards, and Collection KPI’s. Provide an annual drive-plan for the whole territory in liaison with the Line Manager/ Regional Manager • Accountable for new product launch plan. Ensure that all displays are maintained in the trade as per the signed agreement with the customer. • Control and track on all company assets in the trade and ensure that they are being used properly. • Lead from the front and boost the morale of the sales team to keep them under optimum efficiency. Identify each channel , their weaknesses/opportunities and develop priorities by collating and analyzing data from the available reports, retail audits and account sales in order to provide recommendations and solutions to further enhance distribution and asset utilization • Review Sales Call Sequences, Frequencies by Route/Van, and advice for modification of call plan to develop route efficiency. • Explain the Backlog in the target to the sales team on a daily basis, guide, motivate and counsel them in achieving the monthly budget. Monitor and update market trends and competitor activities to the immediate manager. • Prepare sales team appraisal, liaise with the immediate department head and arrange manpower , arrange vacations for the sales team, maintain company assets, sales vans and organize new vans for the new routes to be opened • Identify and enroll all the A & B accounts in the territory in a space rental programme (Display Scheme) for a stipulated period to create visibility for all the SKU’s, enhance the consumer off take and generate volume business • Conduct sales promotions (Trade/Consumer Promotion) for slow moving and new SKUs with prior approval from the senior management • Control and track on wastages for the given budget by strictly adhering to FIFO norms and develop plans to liquidate all near expiry products in the trade Highlights: • Expanded the business of short life juices by re-organizing the Daily Sales Route Plans for the assigned vans and generated additional revenue of SAR.1,081,586 from Jan,07 – Dec,08 by bifurcating the existing van route • Generated a total sales of SAR.4,347,865 (short life juices) in 2008 over the sales of SAR.2,663,738 in 2007 by adding a new van which increased the business revenue by SAR.1,684,127 with a YOY growth of 63.22% • With the existing and by adding new customers , helped to increase the total revenue of short life juices to SAR.12,284,778 in 2009 from SAR.2,263,738 in 2007, ensuring a business growth of 361.18 % Page 2 of 4
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  • Increased revenueby SAR.259,476 for the 4th Quarter of 2012 over SAR.1,569,701 in the 4th Quarter of 2011, with a business growth of 16.53% • Organized Trade Promotions for short life juices through Price Skimming and generated a sales revenue of SAR.1,008,824 in Jul’10 over SAR. 572,521 in Jul’09 with a business growth of 76.21% Western Bakeries Co Ltd, Jeddah , KSA (Now a Subsidiary-Company of Almarai) Sales Supervisor –Traditional & Modern Trade Jan’2003 – Feb’2005 Role: Handle the operations of the sales depot by developing and executing the company's sales and marketing programs efficiently in the assigned geographical area. Highlights: • Developed promotional programs with key customers to optimize revenue level by organizing consumer promotion with the prior approval from the division head Fonterra’s Saudi Newzealand Milk Products Co Ltd (SNZMP), Dammam, KSA Salesman –Traditional Trade Nov’1995 – Dec’1999 Role: Identify customer needs, manage time and ensure customer service by planning best routes. Provide in-store deliveries and merchandize the SKUs as per the planogram. Highlights: • Successfully maintained sales records and developed highly empathetic client relationships and earned reputation for exceeding sales goals. Awarded the Gold Medal for achieving the highest sales of 'Anchor' brand dry and chilled milk products in the Kingdom of Saudi Arabia during Mar'97 - Apr'97. Ravalgaon Sugar Farm Ltd, Chennai, India Sales Representative Oct’1992 – Oct’1995 Role: Identify, appoint and network with financially strong and reliable distributors, ensure deeper market penetration and increase market share. Highlights: • Holds the distinction of enrolling new accounts every month and maintain perfect record of Primary and Secondary sales. Eureka Forbes Ltd, Chennai, India Sales Representative Mar’1988 – Sep’1992 Role: Successfully interface and call on corporate, household and institutional customers directly, fix an appointment, demonstrate the performance of the product, explain its quality, benefits and close the sale. Training & Certification Page 3 of 4
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  Title: Skills forDealing with Others in the Workplace (14/07/2008 – 16/07/2008) Organization: Al-Tawail Management Consulting & Training. Riyadh, KSA Key Learnings: Skills to interact, persuade, motivate, and influence Title: Effective Communication Skills (01/12/2008 – 03/12/2008) Organization: Al-Tawail Management Consulting & Training, Riyadh, KSA Key Learnings: Effective Communication skills for motivation, solutions and success Title: Self Management and Achieving Superiority (10/07/2010 – 14/07/2010) Organization: Saudi Source Training Centre (SSTC), Riyadh, KSA Key Learnings: Skills - Self Management skills to establish priorities, Planning and organizing, Decision making, Conflict resolution, Flexibility, Delegation Academic Details Bachelor of Business Administration from Sikkim Manipal University, Gangtok, Sikkim, India (Distance Education Programme) - May, 2014 IT Skills MS Office Applications : Word, Excel, PowerPoint, Outlook Achievement • Acquired volume sales from key customers by enrolling them in a Display Rental Programme Personal Details Date of Birth: 28th Feb 1963 Marital Status: Separated Address: 88B, B1, ‘Star Emerald’ Apartments, 9th Street, North Jaganatha Nagar, Villivakam, Chennai – 600049, Tamil Nadu, India Languages Known: English, Arabic, Tamil, Hindi and Malayalam Passport: G0268652 Validity: 16/10/2016 GCC License: 4968017 Validity: 10/04/2020 Page 4 of 4