Experience

Crompton Greaves Consumer Electricals Limited

• Manufacturing
• 700 & Above Employee

• Business Head : E Commerce & Modern Retail

  • May 2019 - Present

  • Responsible for all aspects of E-Commerce / Modern Trade business including business planning, content strategy and development of promotional campaigns. Key owner of new customer acquisition, giving them the best of user experience on omni channel presence on online and offline business model. Ideate and develop various marketing campaigns to build brand and drive consumers through organic and paid channels.• Lead & manage cross functional departments within organization & platform to evaluate, prioritize, develop, manage, implement and test eCommerce initiatives. Participate in the development and execution of strategic and tactical business plans with other members of the cross functional team supporting the eCommerce strategy• Manage all aspects of web analytics related to E-Commerce and communicate relevant information to team members, executive leadership and cross-functional partners• Building and maintaining healthy business relations with senior management of E-Commerce (Amazon, Flipkart & others) & Modern Retail (Croma, D-Mart, Reliance & others)• Responsible for achieving business plan which includes revenue-targets (product-wise & category-wise), counter-share, collection-targets, brand-alignment, business hygiene and other aspects of strategic business unit.Notable Achievements:• Achieved the most coveted & prestigious CEO’s Trophy for our teams performance in FY21 • Deliver 3X in growth in E-Commerce & established the brand Crompton strongly on all E-Com platforms (Amazon & Flipkart)• Attained leadership in Fans & strong position in all the other relevant categories across MR & E-Com channel.• Led Crompton emerge amongst the top 2 brands in key categories such as Air-Coolers & Water Heaters on Amazon & Flipkart with a share 1.5X -2.0X of what Crompton have in offline channel.• Established certain nascent categories in SDA, lighting & pumps strongly on the platform wherein their contribution increased from 2-3% to above 20% in just a year.



Philips

• Netherlands
• Hospitals and Health Care
• 700 & Above Employee

• Business Head - Sales & Marketing (P&L)

  • Apr 2016 - May 2019

  Driving feasibility study and profit evaluations of new network expansion projects for revenue enhancement & greater market penetrationBuilding & maintaining healthy business relations with key retail accounts, ecommerce & modern trade partnersDeveloping effective pricing and channel engagement schemes continuously to create tractionCritical review of business across parameters of zone & branch performance, portfolio mix, market share, cash flows, channel hygiene, sales team productivity, channel width & depth, dependability on top 10 accounts, forecast vs consumption etcGenerate consumer understanding & insights to identify opportunities in existing business & increasing portfolio width with new categories; Initiating & signing off final compliance books with Philips global brand licensee product headsDriving forecasting accuracy & execution across sales team, product managers, factory & inventory controllers; Drive creation of product education materials for sales training needsProvide the planning & leadership to the marketing department by ensuring that the appropriate structures, systems, competencies & values are developed in order to meet and exceed the goals of the marketing planLiaise with the Philips global marketing team on development & growth strategy of brand in India & its alignment with the brand’s global imageryHighlightsRenegotiated and extended the Trade Mark License Agreement with Philips GBL and delivered saving of over 38% in royalties annuallyCreating stickiness in team towards relentlessly following the MPV 25 towns direct billing business model with a 10x10 focus grid wherein 10% market share is to be delivered in top 10 cities (achievement done for Delhi/ Bangalore/ Hyderabad/ Chennai/ Pune/ Ahmedabad/ Kolkata)

• National Head – Modern Retail, Ecommerce & B2B

  • Apr 2012 - Mar 2016

  Growth Path:National Head (DGM) – Modern Retail, E-Comm & B2B - Apr 2014- Mar 2016National Head (AGM) – Modern Retail & E-Comm - Apr 2012- Mar 2014Jointly prepared the retail identity of both brands & formulating strategy to drive superlative consumer experience with marketing & product teamsCreated & oversaw the implementation of all retail & B2B processes so as to create efficient & effective executionDevised customized offerings based on customer needs, profitability targets, budgetary constraints & account level analyticsNegotiated terms of trade for existing & new channel partners to successful completion; Formulated pricing, product, merchandising & in-store promotions in line with annual channel calendars & account specific marketing programsDrove strong review processes across STEP & MARS platforms & counselled, developed & groomed team for delivering stretch targetsLead KAM’s & finance teams for account reconciliation & risk management of business while developing alternate plans to mitigate risk by conducting technical & financial due diligenceHighlightsCreated a B2B vertical in 2014 &established an untapped channel for PhilipsDelivered gross value add of 2.7% on cost plus basis on entire portfolio across modern retail & B2B verticalsLed Philips to emerge amongst the top 2 brands in 2014-15 across all C&C and Hypermarkets & amongst the top 5 brands across CDIT formatsContributed to 47% of all India sales -Philips Ambilight products from Apr’15 -Jan‘16First department to successfully deploy & achieve 100% adherence on STEP (Sales Transformation & Enablement Program), 2013 & MARS (Marketing Analysis and Review System), 2015Registered Retail Satisfaction Scores of +90% in 2014 at WalmartRecognized as the No.1 brand in Metro for delivering value growth in high end television segment during 2012-13-14 consistentlyReceived the 2nd best brand award in refrigerator & washing category in Croma during 2013 for gross margin delivery

• Senior Manager – Key Accounts, Modern Retail

  • Aug 2010 - Mar 2012

  Responsible for complete account management including Sales, Business Development, Account Mapping, T&C Negotiations and Partner resource deployment.Supply Chain Management (setting up systems for order collection, execution, forecasting); Developed joint sales and marketing approach to leverage the partner’s relevant segment expertise.Overall accountability for collection, credit index, profitability and cost to sales for the Accounts; Provided key advise & inputs for Category Management (Consumer Promotions, Planogram)Strategically set up & organized key meetings between LFR account top management & Philips-Electrolux India & Global Teams for ensuring continued business growth and product expansion. Managed effective deployment of marketing funds to support achievement of business objectives.Brought in key training resources that ensure right levels of product knowledge among partners Highlights:Received Best Performance Award – Electrolux in 2011 and 2012 for 123% and 131% target achievementLaunched & executed ‘Minute to Fill campaign’ at Croma – adjudged the most successful campaigns across home appliances categoryRecognized as the ‘game changer’ brand in the television space in Hypercity during 2011



Samsung Electronics

• South Korea
• Computers and Electronics Manufacturing
• 700 & Above Employee

• Key Accounts Manager – Modern Retail

  • Sep 2008 - Jul 2010

  Growth Path: Key Accounts Manager - Modern Retail - Apr 2009 – Jul 2010Sales Manager – Regional Key Accounts, West - Sep 2008 - Mar 2009Was completely responsible for driving business with Pan India MR accounts & Setting up systems for order collection, execution, forecasting for AP1/ AP2Developed a joint sales and marketing approach that leveraged the partner’s relevant segment expertiseWas accountable for collection, credit index, profitability and cost to sales for the accounts; Ensured effective category management across portfolios by strategic engagement across consumer promotions and targeted planogramHighlights:As Key Account Manager – National Accounts - Led Samsung to become the No.1 brand in CROMA stores in terms of absolute business value overtaking HP (2009) Ensured Samsung Televisions, Microwave Ovens (MWO) & Refrigerators to achieve No.1 position for Brand in “Value Counter Share” above 40% in 2009; During the tenure Samsung Televisions in EZONE stores achieved No.1 brand in “Value & Volume Counter Share” at 36% for televisions For achievements & contributions at Samsung, recognized and conferred the “Best Employee” award in 2009 from the CEO & President of Samsung Electronics – West Asia, Mr. J S Shin



Whirlpool Corporation

• United States
• Manufacturing
• 700 & Above Employee

• Branch Sales Manager

  • Jan 2007 - Aug 2008

  Formulating long term and short term plans to enhance operations in line with the overall goals of the organization and industry trendsDeveloped & appointed existing and new channel partners to expand product reach in the marketPrimary & secondary management, managing distributor inventory, resolved sticky accounts and ensured tight control on outstandingDevised & implemented pre & post marketing activities for successful launch of new productsAppointed & monitored the performance of sales personnel & determining training needs to enhance efficiencyCreated buy-in at regional level to remove targets from territory for one quarter to change team mind-set Highlights:Sales Manager for Thane Branch, Mumbai oversaw marketing & sales operations, successfully created “Buy-in” with stakeholders at regional management level for a “Zero/No Target” timeframe for a quarter to re-energize a “Low Morale” team that went on to become “Top Achievers” and turned around the branch businessSuccessfully revamped the distribution network of the organization within 1 year of joining; Distribution contribution increased from 23% to 49% in 2007, increased “active billing to display points ratio” from 16% to 67% in within 6 months. The hugely successful “Distribution Strategy” model of Mumbai has been adopted as organization “Best Practice”



Ozone Group of Companies

• India
• Consumer Goods
• 100 - 200 Employee

• Zonal Sales Manager – West / South

  • Jun 2003 - Dec 2006

  Growth Path: Area Business Manager, Regional Business Manager & Zonal Sales ManagerAchievement of Primary & Secondary Targets (Region-wise/Product-wise) & Product visibility, forecasting & ensuring sales in accordance with forecastHighlights:Fastest Promoted Employee & Youngest ZSM of Ozone Group. Rated amongst top 3 Sales Professionals of the company at country level; Additional growth of 24% in as against the National growth of Company in 2005-06 Brought cost to sales ratio within the norms of the organisation within 7 months as Areas Business Manager