AAMER BAIG

(A) Roles and Responsibilities

• Leading the responsibility of both Primary and Secondary business for Telangana Urban and Semi Urban Markets for BAJAJ Electronics and PAI International LTD with a team of 04 Area Sales Executives, 04 Team Leaders and 140+ CSR staff 90 Stores in Telengana.
• Handling a business of 150-160 Crs per annum with an approximate business volumes of 36000 machines. Responsible for Primary and Secondary of the 02 Accounts through ASEs, TLs and CSRs and parallel working with all the important stakeholders at Dealer level.
• Analyzed and reported performance data, translating findings into practical improvement actions to maintain a Consistent Counter Share in the 02 accounts handled as per the KRA and company forecast.
• Introduced new methods, practices, and systems to reduce unproductivity and to make 70% of CSRs sell above 20 Numbers volume for better ecosystem at store level.
• To Maintain 100% Fill Rate in 02 Days of receiving Purchase Order for better replenishment of stocks.
• Strategically designing and maintaining the DISPLAY PLANOGRAM at store level as per the data analysis of the competitor and market trends and to discuss with stakeholders on the capacity secondary for New Product Launches.
• Strategizing Marketing activities at store level in terms of ATL and BTL to drive more walk-ins and care of customers for better stand of the brand at account level.
• Maintained, documented and presented progress reports to leaders.
• Conferred with customers each day to maintain current understanding of needs and preferences, resolve issues, and promote brand loyalty.

(B) Best Results Delivered In The Role

• Maintained a positive market share of Front Load of 36% in Bajaj Electronics and 43% in PAI Electronics; Top Load of 15% in Bajaj Electronics and 35% in PAI Electronics with Delta volume growth of 2% in FL category and volume growth of 5% in TL Category in the year 2022-23.
• Added 42+ CSR Network in 28 vacant stores for driving better Counter share with the help of team in the span of 04 months as a part of 'Project Nirmaan'.
• Eliminated functional bottlenecks by streamlining communication channels between service team and CSRs as a part of 'ONE IFB' resulting in many solutions at store level.
• Organized Events in ‘GATED COMMUNITIES’ nearby to LFR Outlets across Hyderabad cities to drive the footfall for both IFB Points and MBOs.
• Successful in First Ever Launch of ‘AC BRANDING’ in City and Upcountry Markets for better coverage.
• Initiative taken for the ‘MICROWAVE OVEN COOKERY CLASSES’ for PAI Accounts for the Launch of our ovens.
• Introduction of ‘Referral Scheme’ for Woman CSRs for better replenishment of Women to decrease the attrition.
• Launching Special Incentives for Dishwasher and WDR Category for better reach and also cross selling of the products and first manager to launch ‘CLUBBED INCENTIVES’ for TL and FL for Cross selling of product range.
• In-Shop Vinyl branding and New LED Brandings done in STORE.
• First DM to Appoint ‘AC SSD’ – Chaitanya cooling solutions in Kukatpally for IFB.

(A) Roles and Responsibilities

• Handled primary and secondary business of 02 direct dealerships (Jasper Industries and Sri Sai Durga Motors) with a highly motivated team of 02 TATA Motors Business Coordinators, 90+ Dealer Staff and 350+ FOS in 09 districts of Telengana state to drive the Commercial vehicle business of 150-160 Crores per annum in Semi - Urban and Rural Markets and maintaining adequate Market Shares for the brand with a volume of close to 2500 Vehicles per annum.
• Responsible for Project ‘MICRO MARKET SEGMENTATION’ that started in August 2018 for Telengana Areas in collaboration with ‘TATA STRATEGIC MANAGEMENT GROUP’ (TSMG)·
• Execution and achieving goals with the help of 'MICRO MARKET SEGMENTATION' that helped us to develop marketing messages, products and services that are tailored to the unique needs and preferences of each subgroup, which can result in higher engagement, loyalty, and sales for ACE & INTRA.
• Nurturing and handling the unique TGM (TATA Gramin Mitra) Network for 09 districts of Telengana state and growing the lead generation from the influencer marketing model with robust end-to-end calling system with collaboration of TBSS to attain 5% conversion rate of leads.
• Complete monitoring of leads and pipeline generation from all sources and converting the C0, C1, C1A and C2 into retails to achieve targets of 200-250 Vehicles a month.
• Rapport and relationship building with financiers like Tata Finance, IDFC, HDFC, Canara Bank etc and engagement activities with major banks for deeper penetration and funding support of vehicles.
• Monitored customer buying trends, market conditions, and competitor actions to workout strategies and achieve sales goals both in terms of primary and secondary sales.
• Responsible for Strong core planning for ATL and BTL activities including the events, budget and associated P&L to execute Vehicle Expos, Paper Ads, One Day Ownerships, Loaded Test Drive Campaigns, Mechanic Engagement Activations, Mini Customer Melas, Paper Inserts etc in the region. Also played a key role in executing successful digital marketing campaigns for the region.
• Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings and worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.

(B) Best Results Delivered In The Role

• Delivered continuous growth of 5% Delta market share in LPU & SPU segment in Semi-Urban areas for the FY 20-21.
• Maintained the Best Market Share across India for INTRA Category (SPU) of 42% in Nizamabad & Karimnagar districts consistently for 06 months in FY 20-21.
• Launched, Introduced and Nurtured a new dealer named 'SRI SAI DURGA MOTORS' for Nizamabad area from the scratch. From Zero, they moved to an average of 40 Vehicles per month i.e 24 Crs per annum with complete ground level mandal wise working sticking to the core GO-TO-MARKET model.
• Focused and ensured productivity from each NSE and TGM by training them in all product lines and generating pipeline through on ground activations. Taken up the base productivity of each NSE from 1.2 to 3.25 by the end of FY 20-21.
• Improved the TGM productivity from 12 retails to 46 retails by continuous engagement and hand-holding by the RBCs and NSEs.
• Introduced END – TO – END Tele-calling (NSE to directly give customer feedback of TBSS leads) as a mandate for all the frontline sales employees removing the telecaller that was a mandate for 4-5 years. The positive lead conversion has improved from 4% to 10% after this step and this has given an additional volume of 12 vehicles every month.
• Introduced Month on Month Incentive system to all the ground staff before 7th of every month introduced which was in a haphazard manner. Designing of incentive slab charts making each executive perfectly understand about the pending goals in turn supporting the productivity.
• Consistently TGM Mega Meets were organized every quarter to make sure that Green and Yellow TGMs are being felicitated in presence of Red TGM for next level motivation.
• First Ever TSM in South India to launch ‘FACEBOOK & INSTAGRAM PLATFORM’ for Digital Marketing & Lead generation which is continuously fetching 2500 Leads per month comprising of 10 conversions per month.
• Introduction of ‘Referral Scheme’ for the old customers of TATA ACE where customers become TATA Ambassadors and can earn out of their influence and word of mouth.
• Played a major part in the Radio & Local Channel Campaigns for the schemes and offers of the particular month in association with Radio Mirchi and Red FM.
• 02 RBCs under me got On Role Job in TATA Motors which is a major motivation for me.

(A) Roles and Responsibilities

• Handled a Team of 03 Business Coordinators, 09 DRM's, 16 DSE's and 450+ FOS staff for Andhra Pradesh state driving the primary and secondary business of 36 Cr per annum in core rural markets of the state.
• Generated average volume business of 70 Vehicles per month. Driving sales from the Mandal level penetration and responsible for planning and achieving retails across all dealers for all LOB’s (SPU, LPU and LCV) of Commercial Vehicles.
• Played a pivotal and strategic role in executing 'NEEV' & 'NEEV OVERDRIVE' for TATA Motors.
• Kickstarted the Rural Operations for TATA Motors in Ongole, Nellore and Chitoor areas in addition to other parts of Andhra Pradesh.
• Worked towards setting up a strong TGM Network of 465 TGMs in 10 Districts across AP and installing 12 ‘KISAN SEVA KENDRAS’ in the Semi-Urban areas. Handling recruitment, performance and individual rating (RYG) for TGMs.
• Set up a process of generating 3000+ leads per month from the TGM Influencer network that contribute to 40% of Rural secondary sales.
• Building efficiency, productivity, In-Market activations & distribution. Also, managing strong marketing activations in ATL and BTL Levels providing branding to the ‘KISAN SEVA KENDRAS’ churning them as the customer points for the TATA Commercial Vehicles.
• Out-of-the-box activations like SMS Blasts, Rural Local TV Ads, Rozgaar Melas, Float Van activations, RSETI based branding creating employment opportunities and Naka Spokesperson activations etc to support the lead generation for the network.
• Boosted brand awareness and generated leads while managing internal and external marketing campaigns and programs in the talukas and mandals with the help of local teams and also in coordination with third party agencies and generate demand for the product.
• Training TGMs on full range products in the mandal levels and effective improvement in operational issues for the influencers.

(B) Best Results Delivered In The Role

• Delivered a growth of 72% adding 35+ Vehicles in Semi Urban areas adding to incremental revenue of 1.2Cr per month by end of FY 17-18.
• Consistently grew more than 41% for 03 years with winning 03 Top performing awards and 04 star awards in the stint.
• First Initiative taken for the ‘RURAL TOUCH POINTS’ in the areas where outlets are distant then 100 kms. Launched Touch Points at Achampeta & Polvaram areas with complete marketing support from TATA Motors.
• Closing 54 Magic Vehicles in school season in Ongole and Nellore districts with the support of 'PROJECT BAAHUBALI'.
• Appointing the TGMs in HAATs (Santhas) in Villages to capture the complete database of vehicles in HAATs as the part of 'HAAT PE HAAT' project that helped us engage with 150+ SANTAS in AP.
• Creating strategies to capture new models for “GO – TO – MARKET” model and increase penetration. Also aligning with Dealers to convince & make their Semi Urban presence more productive with the support of TML Team.

(A) Roles and Responsibilities

• Handled Urban and Rural areas in both General Trade and Semi Urban channels directly and having an hands on experience of taking care of more than 09 distributors and a retail universe of more than 3000+ in the stint of 04 years.
• Managed a General Trade primary and secondary business of 24 crores per annum in Tirupati area for 02 years and also handled Exclusive Rural Channel business of 09 Crores per annum in Vijayawada areas of Andhra pradesh.
• Lead the prestigious venture of GSK - Project Harvest (2011-2013) and appointing 375 Rural Distributors across 04 Districts (Krishna, Guntur, Prakasam, Nellore) and created a business of 70 Lacs per month from scratch.
• Promoted the products, schemes and have drove sales with the huge ground team of 10 DSRs, 02 Merchandisers in GT Channel and also handled 10 RSRs in the Rural Stint of my career.
• Active part in expansions of dealerships and adding new distributors for GT and Rural areas.
• Established successful store level relationships by building rapport and maintaining consistent communication.
• Driving the brand strategies and also making local level strategies store wise in terms of display and schemes for better wholesale. Implemented promotions and marketing campaigns to increase territory sales and brand awareness.

(B) Best Results Delivered In The Role

• Taking over Regular Business of GSK in Chitoor and Kadapa Districts (2013-2014) – Handled 07 Distributors with the Retail Universe of 2200 and specially added 09 beats adding 320 New outlets to the existing distribution channel & there by added 08 lacs additional revenues to the existing business of GSK in given Territory and growing by 15% consistently for 02 years closing the area in positive with 1.8 Cr business per month.
• Added 70+ Outlets of Bakery which was under niche coverage adding 200 Cases of Biscuits every month.
• Sales Team Monitoring, Mentoring, Training and Reviewing is part of the role. Have guided, Trained & transformed 03 RSRs to DSRs (Promoted) in a span of 1.5 years.
• Appointed and handled 375 Sub DB across the territory including 07 Super Stockists.
• Perfect execution of ‘SAMRAT’ scheme in wholesale outlets making sure that outlet wise gifts and points are properly redeemed and activated.
• ‘Horlicks Vinayaka’ and ‘Boost Vinayaka’ Concept in Tirupati Outlet (Idol Made Of Horlicks and Boost) for 09 Days of Vinayaka Chaviti Celebrations increasing the sales of the products.
• ‘BRUSH RAJA’ concept multiplying the brushes business 300 times with 3% sale coming from the Sensodyne brushes with huge displays and purchase at wholesale outlets.
• ‘Small Horlicks Pack’ (Rs 3/- Pack) Execution with Cycle Vendors in Tirupati. (Ready To Mix)