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Zonal Head with 20 years of professional experience in Sales, Marketing & Business Development of Building Materials and Rubber products seeking new assignment
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- 1. SATHISH KP Contact No.: +91 8089041826 E-Mail: kpsnair2@gmail.com, kpsnair2@rediffmail.com Zonal Head with 20 years of professional experience in Sales, Marketing & Business Development of Building Materials seeking new assignment PROFILE SUMMARY A goal-driven professional with over 20 years of commendable success in Sales & Marketing, Business Development, Strategic Planning, Cost Optimization and Resource Management. Presently associated with Sicagen India Ltd in the capacity of Regional Sales Manager covering the state of Karnataka and Goa with proven expertise in revenue generation and ensuring yields across products & regions through BSMs and team. Experienced in strategizing & planning, sales process management, budgeting & forecasting, pricing and promotion, profit centre management, D & I Analysis, market research, ATL & BTL Marketing, organising and implementation. An excellent leader with strong abilities in Team & Talent Management, Team Performance Management and Training & Evaluation. Skilled in periodical reviews of business performance, monitoring gaps and implementing steps to close the gaps An effective communicator with excellent relationship building & interpersonal skills; strong analytical, problem solving & organizational abilities with good exposure in requirements and the works related to opening new stores and branches CORE COMPETENCIES Sales & Marketing Market Research & Strategic Planning Leadership Forecasting & Budgeting Profit Centre Management Business Development Training & Motivation Presentation & Communication Relationship Management SIGNIFICANT HIGHLIGHTS At Sicagen India Limited, Ernakulam & Bangalore (2005 to 2014 and 2015 to Present) Set-up the largest Warehouse in Bangalore 2017-18 Won Best Distributor - Karnataka Award from Jindal Pipes Ltd 2016-17 Brought the Karnataka Zone back to profits after continuous losses 2016-17 Complete efforts for setting up the new showroom for Sanitary ware, Wellness and CP Fittings 2014-15 Best BDP (South) - Sales Performance 2013-14 (Runner-up), 2012-13 & 2011-12 Bagged the Best Zone award for Kerala consecutively for 2 years 2012-13 & 2011-12 Received Best Branch Award consecutively for 3 years 2010-11, 2009-10, 2008-09 Won Best Structura BDP (All India) for initiatives award from Tata Steel 2010-11, 2013-14 (South) Best District Dealer (Silver Category) from SAIL- Palakkad Branch 2011-12 Key role in opening new branches Palakkad & Chengannur (Kerala) Efforts for obtaining dealership from SAIL Palakkad & Chengannur (Kerala) Efforts for obtaining distributorship from Tata Bluescope Steel (Smart Truss)/ Ador Welding Ltd Kerala At Thai Impex P Ltd, Calicut (2014 to 2015) Instrumental in the opening the largest showroom of Homefactory in Tellicherry, Kannur Dist of Kerala 2015-16 Re-written the work process for Home Factory retail outlets. 2015-16 Presented before the management the need to change from EBOs to MBOs thinking from buyers perspective, and changing the outlets to multi brand stores. 2015-16
- 2. At Eastern Treads Ltd. , Ernakulam (1996 to 2005) Implemented a strict financial discipline in sales thereby increased the cash sale to 70% from a meagre below 5% after taking charge of Sales and Marketing activities 2000-2005 Successfully worked in different departments that helped in gaining a thorough knowledge about almost all functions those were required to be carried out for running a business 1996-2005 Opportunity to work in 5 branches (Hyderabad, Bhubaneswar, Lucknow, Indore &Mumbai). 1996-2005 ORGANIZATIONAL DETAILS Sicagen India Limited (Building Materials Div.), Karnataka/ Goa & Kerala Business Development Partners for TATA Steel, Jindal Pipes, Finolex Cables etc. The Growth Path: Feb 2005- Nov 2014, Nov 2015 to Present Regional Sales Manager Karnataka & Goa (Building Products) - Nov 15 to Present, based at Bangalore Head Dealer Development - Kerala (Sanitary ware & Bath fittings) - Jul14 Nov 14, based at Ernakulam Business Head - Kerala (Building Products) - Apr11 Jul14 , based at Ernakulam. Sr. Branch Manager, Branch Manager, Asst. Manager Ernakulam (Building Products) - Feb05 Mar11 Job Responsibilities: Ensure successful achievement of the objectives set for the 4 profit centers in Karnataka and Goa. Achieving target levels of new and existing business through effective team management. Engaging with prospects, customers and key influencers for new sales opportunities. Building effective sales strategy & Implementation and also responsible for pricing and discount approvals. Building continuous pipeline by engaging with prospects, partners and key clients. Design, demonstrate & develop strategies for converting prospective pipeline into business. Demonstrating an effective Go-to-market strategy to reach customers and achieve competitive advantage with existing as well as new verticals. Work closely with the BMSs and the Operations Team to ensure successful smooth deliveries of client services. Regularly conduct performance reviews and report achievements versus budget forecasts to the Leadership Team. Managing the Market Excellence/ Intelligence process; gathering market and customer information. Establishing and monitoring performance reporting systems and also to ensure effective execution of marketing plans and sales promotion schemes. Recruit, develop, manage and motivate a growing team of sales professionals Ensuring continuous adherence to existing guidelines on various aspects of delivery, response to internal clients, and email etiquettes Ensuring adherence to people related policies/ procedures, maintaining integrity, discipline and confidentiality Adherence to ISO Procedures & Quality Management System of the organization. Extensive travelling for business purpose and branch visits and also to maintain cordial relationship with all the vendors. Ensure compliance of statutory requirements within the zone. Thai Impex (P) Ltd (Retail), Calicut, Kerala Chain of Retails stores for Tiles, Sanitaryware & CP Fittings. The Growth Path: Dec 14 to Nov 15 - Business Head (Retail) Job Responsibilities: Responsible for managing 16 retail outlets in the state of Kerala. Accountability for the Top-line and profits of all the Home Factory Xpress and Xperience showrooms. Heading Sales & Marketing, Operations and Commercial activities of the stores. Responsible for running all aspects of the business such as planning, execution and ensuring target achievement. Work closely and motivate team of RMs store managers, and other employees in the store. Building and nurturing a team for sustained growth for meeting and exceeding the sales goals.
- 3. Sales forecasting and budgeting. Develop and improve work processes to service clients to ensure customer delight. Completes showroom sales operational requirements by scheduling and assigning employees; follow up on work results. Pricing & Discount, Expenditure authorization & Control. Competitor Study, Customer survey and submitting reports to management on the findings. Implements enabling technologies like CRM, to field sales teams for maintaining data. Coordinate with HR team to ensure recruitment of right talents, proper training & grooming and lowering the attrition level. Periodical review of business performance of each outlet, take measures to close the gaps and giving presentation to the management. Eastern Treads Limited, Ernakulam, Kerala (Tread Rubber, Bonding Gum and Vulcanising Solution Manufacturer) The Growth Path: 2000 Feb05 Asst. Manager Marketing, Jul96 2000 Jr. Commercial Officer and Officer Internal Audit Job Responsibilities: Ensure achievement of business targets for the division. Effectively managed BTL activities with a view to promote and popularise the product Finding out New Dealers depending on the market potential, evaluation of performance of existing dealers, forming plans to improve their efficiency and contribution and termination of worst performing dealers Led the process of deciding Sales Targets in discussion with the management and ensuring achievement Provided required feedback to the management in strategic decision and pricing policies. Organized technical training sessions with the help of Technical Team to enlighten the re-traders about the best practices in re- trading Conducted branch/ sales team meeting on a periodical basis to review performance. Market study on competitors activities, new designs, new sizes, product performance and quality etc., and giving feedback to the management. ACADEMICS Management Programme (Sales & Marketing) Indian Institute of Management - Lucknow Bachelor of Commerce Calicut University Diploma in CA & IC Electronic Research & Development Centre TRAININGS & WORKSHOP ATTENDED 1 Professional Selling & Debt Collection The ConSELLtant 3rd to 5th Jan, 2014 at Checkers Hotel, Chennai 2 Strategic Planning & Leadership How Sales Consultants, Chennai 4th & 5th Feb, 2011 at Benz Park Hotel, Chennai 3 Leadership & Team Building How Sales Consultants, Chennai 22nd & 23rd Aug, 2008 at Mayajaal, Chennai 4 Blue Print for Success by Shiv Khera Qualified Learning Systems Co. Inc (USA) 25-27 Jan, 2008 at Bangalore 5 Business Simulation - Major Davids Diamond Rush Bharathi Resources Ltd. 3rd Dec, 2007 at Ramanashree California Resort, Bangalore PERSONAL DETAILS Date of Birth: 12th September, 1973 Address: 17/A, 6th Cross, Vivekananda Nagar, Kathriguppe, BSK 3rd Stage, Bangalore, Karnataka - 560085, India Languages Known: English, Hindi, Malayalam (MT) and Tamil