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Kandala Srikant- International (2)
- 1. KANDALA SRIKANT Contacts: +919985711705 E-mail: srikant.kandala@yahoo.com AREA SALES MANAGER Sales & Marketing Market Development Distributor Management Demonstrated record of achievement in conceiving & implementing ideas that have fuelled market presence and driven revenue PROFILE SUMMARY A dedicated & professional Area Sales Manager with the experience of 23 years in Sales Forecasting, Budgeting, Planning & Development, Key Account Negotiations, ROI, etc. Efficient in successfully developing and implementing short & long term strategies with related business plans to ensure sustainable growth Exhibiting leadership in managing, monitoring and motivating sales teams and building high performance teams Demonstrated ability in identifying and developing channel partners for achieving business volumes consistently & profitably Efficiently skilled in motivating, developing and directing people as they work, identifying the best people for the job Keen eyed in identifying complex problems & reviewing related information to develop / evaluate options and implement solutions Sound exposure in developing and streamlining key processes to enhance operational effectiveness and meet operational goals within the cost, time and quality parameters Well acquainted with developing comprehensive technical sales knowledge in the business offerings that along with financial and selling skills can be applied to opportunities across the business unit Skilled in developing and implementing strategic plans to increase efficiency & effectiveness within a business Ability to analyse,disseminate and effectively communicate complex information with strategic view and isolate key issues Possessingexcellentinterpersonal,presentation,communication and negotiation skillsand the ability to influencedecisions CORE COMPETENCIES Achieving marketing & sales operational objectives by contributing marketing & sales information and recommending strategic plans & reviews Meeting marketing & sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances and initiating corrective actions Providing information by collecting, analyzing and summarizing data & market trends Responsible for developing and incurring expansion in new markets as well as continued expansion among existing clients Developing and maintaining relationships with existing clients in an attempt to increase their current investments Determining annual & gross-profitplansby forecasting and developing annual sales quotas for regions; projecting expected sales volume & profit for existing and new products Identifying marketing opportunities by locating consumer requirements; defining market, competitor's share, strengths & weaknesses and establishing targeted market share Improving product marketability & profitability by researching, identifying & capitalizing on market opportunities Grabbing opportunities for business development within a defined area or sector Demonstrating leadership in accomplishing new & different requests; exploring opportunities to add value to job accomplishments WORK EXPERIENCE Hindustan Coca Cola Beverages Private Limited, Telangana State as Area Sales Manager- Splash Bars Aug15-Till Date Key Responsibilities Motivating the team to achieve Horizontal Expansion of Splash Bars resulting in higher volume Developing /building transactions through the 3 Cup Selling Strategy SKILLS SET Strategic Planning Sales & Marketing Client Relationship Management Market Research Revenue Generation Product Management Liaison & Coordination Budgeting Team Management
- 2. Maintaining quality through continuous training of Team and Retailer on Usage of Splash Bar Executing profit oriented tasks and providing presentation to trade, team and institutions to increase installations Handling a Team of 2 Sales Team Leaders, 14 Sales Executives and 4 Hunters Hindustan Coca Cola Beverages Private Limited for Andhra Pradesh (2000-2015) Growth Path; Sales Executive; Jun00-Jan03 Senior Executive (Key Accounts); Jan03-Jun06 ASM-Srikakulam District; Jun06-Jan09 Development Manager; Jan09-Mar 2012 Area Sales Manager Key Accounts; Mar12-Aug15 Key Responsibilities As Area Sales Manager Key Accounts Successfully delivered 18 Lakh Physical Cases of Volume from Key Accounts through strategic Negotiations Obtaining profitable deals by tactfully dealing with key customers and ensuring volume and value on continuous basis Operated a Team of 3 Team Leaders, 10 Executives & 9 Promoters in this Role Maintained the YOY Growth of 40% Cordially managed B2B Customers like Walmart, Metro, Reliance, B2C Formats like More, Spencers, Reliance, Big Bazaar, etc., IC Customers like Inox, Cinepolis, Satyam Cinema, Taj, Park, Novotel, Grand Bay, etc. Spearheaded the Marketing & Capability Development Department for Vijayawada, Chittoor & Vizag Units of Hindustan Coca Cola Beverages Private Limited As Area Development Manager Maintained and updated unit training calendar as per the Core Curriculum Guided and supported the sales force (Area Sales Managers, Sales Team Leaders, Sales Executives, Market Developers, Distributor Sales Men, Sales Men, Route Agents & Distributors) to achieve excellence in market execution which would thereby translate into volume growths and profitability Defined and developed customized trainingmodules and trainingsolutionsto suit the specific and generic needs of the Unit Performed timely training need analysis as per the business requirement by using tools to measure the levels of knowledge and skills for consistent tracking and reporting of the same Executed sample checking on the standard operating procedural compliance and reported to units and Region Updated and coordinated with unit/corporate on red outlets audited Developed and implemented certain Initiatives on staff motivation/skill building Responsible for the maintenance of unit wise training records and co-ordination with HR As ASM- Srikakulam District Radically improved the sales volume and market execution scores in the assigned area Studied the latest infrastructure, manpower and sales trends in the territory and designed a plan to arrive at the proper strategy Re-engineered existing facilities to provide better service to the outlets thereby improving market penetration for our products Observed competitors activities and planned counteraction wherever necessary Total No. of distributors handled 48, No. of Executives = 5, No. of Market Developers = 10 As a Senior Executive (Key Accounts) Sustained key outlets through active interaction with retailers & maintained a good rapport with the decision makers Coordinated with the market by updating self on upcoming projects, ventures, new outlets, and outlets owned by competition and to immediately seize the opportunity to acquire/convert them to companys monopoly Liaised and maintained with various Government Departments like East Coast Railways, IRCTC, Road Transport Authority, Defense and Naval Establishment for business prospects and also for approvals needed for regular conduct of business Planned and developed routes to optimizing service to outlets Determined promotions so as to increase Sales Volume, Increase Volume of Profitable Packs, Counter Competitor actions, enhance product image in the market, increase footfall and thereby revenue to the outlet Segregated the outlets by channel and developed an execution plan in these outlets thereby enhancing visibility of Products, Coolers, POSM and Sales Generating Assets Highlights Successfully achieved awards for: o Consistent Performer Rahul Dravid Award for Quarter II 2003 o Performance Award in Quarter I- 2004 o Fastest achievement of Base for Quarter II 2004
- 3. o Highest Growth achiever in Vizag City operations 2005, 33% growth till July 05 o Best overall contributor South operations from Region Award for Dec -05 As a Sales Executive Executed in dealer survey of the given territory & sequencing outlets for service Explored outlets to be serviced by Route/ Distributor through route planning Accountable for automation, infrastructure planning & appointment of distributors Managed new outlet activations and conversions of competitors outlets Instructed indirect operations involved handling distributors, distributor salesmen, fleet etc. Explored areas to be separated to distributors to increase product penetration, sales and minimize cost to company Planned for optimum carrying capacity of fleet during peak season Conceptualized marketspecific promotions,schemes;evaluated impact of schemes through pre-scheme vis--vis post-scheme analysis Planned and conducted events to enhance sales, tieups and negotiations for exclusivity PREVIOUS EXPERIENCE Worked for Builders Traingle L.L.C, Abu Dhabi, U.A.E as a Marketing Executive 1996-1999 Pampasar Distilleries Limited, Mumbai as a Marketing Executive 1992-1996 CREDENTIALS Education Bachelor of Commerce from Andhra University 1987 Masters in Business Administration in Marketing from Nagarjuna University 1991 PERSONAL PARTICULAR Date of Birth: 11 Jan 1966 Address: FlatNo. 103, Prameela Homes, Ravindra Nagar,Guntur 522 006 Language Known: English,Hindi & Telugu