ANOOP KALATHIL
Pune
Summary
Seasoned professional with over 20 years of experience in sales, marketing, and business development. Adept at driving volume and revenue growth while ensuring profitability. Skilled in establishing new business models, identifying emerging trends, and accessing new markets to boost revenue. Recognized for navigating complex sales cycles and implementing solution-based selling strategies to expand market share and enhance customer base. Demonstrated expertise in operational performance improvement, cost reduction, and lead time optimization through streamlined workflows and continuous process enhancements. Customer-centric leader with a passion for technology and value-driven solutions. Collaborates effectively across teams to elevate customer experience and drive measurable business outcomes. Proven track record in team management, leadership, and talent development. Fosters a high-performance culture with excellent communication and problem-solving skills to create a positive work environment.
Overview
22
22
years of professional experience
Work History
Zonal Sales Head
Mahindra Logistics Ltd
10.2021 - Current
- Managing regional team for B2B sales and responsible for the P&L of over INR 120 crore.
- Developed clientele base for Part Truck and Full Truck vertical right from scratch along with expanding footprints in the region.
- Played pivotal role in setting up new businesses; end-to-end responsibility for on-boarding of new clients.
- Build & maintain relationship with Promoters / Board / COO / Logistics /Supply Chain team of enterprise level clients for their logistics needs.
- Managed key CXO level client relationships to boost retention and maximize revenue.
- Expanded client base with strong lead generation strategy.
- Onboarded more than 180+ enterprise level clients and responsible to grow the business for the region MOM.
- Lead regional & cross functional teams in delivering strategic initiatives which have proven to improve system, process and bottom-line results.
- Increased regional sales revenue by 20%, contributing to an additional 30 million annually through strategic partnerships and targeted client acquisition.
- Improved sales team productivity, resulting in a 25% boost in lead-to-customer conversion rates.
Sales Head
Sostener Solutions LLP.
12.2020 - 09.2021
- Developed and executed sales strategies to meet company revenue targets and drive expansion.
- Cultivated and strengthened client relationships, leading to increased repeat business and high referral rates.
- Identified growth opportunities through in-depth research of potential customers and industry trends.
- Oversaw the complete sales lifecycle—from lead generation to proposal creation and deal closure.
- Streamlined logistics operations and renegotiated vendor contracts, resulting in significant cost savings and improved operational efficiency.
- Close deal generating 5 million in recurring annual revenue.
- Increased top line sales from 1.2 million to 8 million, reduced logistic cost by 5%.
- Negotiated cost saving and vendor terms, thereby reduced cost by 10% and improved cash flow.
Sales Manager
GoodPack India Pvt. Ltd.
08.2018 - 11.2020
- Led new business development and market expansion for returnable packaging in the Automotive sector.
- Engaged with CXO-level stakeholders to present tailored product and pricing models, successfully negotiating and closing key deals.
- Monitored Net Promoter Scores (NPS) and implemented initiatives to enhance customer satisfaction and loyalty.
- Identified, developed, and managed key sales drivers using sales force automation tools and robust pipeline/funnel management practices.
- Collaborated with regional and global teams to ensure cross-functional synergy and operational alignment.
- Increased annual sales from 15 million to 30 million within 2 years.
- Winning big deal with 3 years contract 2 million with Forging company yielding 18% revenue growth.
Regional Manager
PSL Logistics Pvt. Ltd.
08.2014 - 07.2018
- Developed new FCL (Full Container Load) for import and export business.
- Collaborated with the sales team to target strategic accounts and achieve monthly freight volume and revenue.
- Negotiated and secured long-term volume-based contracts with liners and CFS operators.
- Prepared and presented customized proposals and rate quotations, commercial negotiations with clients.
- Coordinated with operations, pricing, and customer service teams to ensure seamless shipment execution.
- Provided market intelligence to internal teams to refine pricing models and improve service offerings.
- Maintained accurate CRM records, updated customer interactions.
- Consistently exceeded sales target between 10 million to 15 million YOY.
- Managed daily sales outstanding within admissible levels, reduced DSO from 100 days to 60 days.
Manager
Sea Air Maritime Services.
10.2012 - 06.2014
- Sales & marketing, business development activities for all the products related to air & ocean and managed Freight Forwarding, Custom Clearance & Transportation.
- Developed partners and agents both international and domestic, negotiated terms and improved cash flow by 10%.
- Monitored collections and managed daily sales outstanding within admissible levels, reduced DSO from 100 days to 60 days.
- Extended effective logistic and freight forwarding solutions to client and enable them to reduce cost & improve.
Business Manager
On Mobile Global Ltd.
05.2011 - 09.2012
- Managed revenue of 165 million Vas (Voice & data), across all service offerings such as (CRBT, WAP Live, Wallpapers, Ringtones, Games, Alerts Services).
- Enhanced the Data Product Business (WAP, Phone back up & Rich Alert) by INR 5 million.
- Booked additional INR 15 million by selling new services Mobile Radio, Music ADDA and Contest.
- Successfully generated USD 5 Million in joint business in FY11-12 with new Media Pack.
- Augmented sales revenue of INR 55 lacs Retail & Kiosk Projects in partnership with Vodafone & On Mobile.
- Achieved MoM 12% growth in operator top line from INR 117 million FY 10-11 to INR 16.5 million in FY 11-12.
Territory Manager
Bharti Airtel Ltd.
03.2007 - 04.2011
- Increased revenue by 240% and reached sales turnover of INR 7.6 Cr. from INR 3.17 Cr.
- Expanded business and distribution channel from 87 DPL to 177 DPL & UAO from 32% to 53% within the first year.
- Designed plans & improved Rural Distribution – RD penetration to 2.3 BTS per RD from 5.4.
- Won the “Chak de Western Hub Contest” the only zone selected from M&G.
- Steered distribution performance & setting new benchmarks that assisted in selection for Best Cluster Award.
- Accomplished some milestones in Circle by achieving highest “Gross add to Population”; attained highest document compliance for Q4 08 – 09, highest DPL of 264 in circle Mar’08 & highest ICMS in circle in Q2 & Q3 (07-08).
Territory Manager
Oxigen Services Pvt. Ltd.
03.2003 - 03.2007
- Added 6 new distributors in taking the retail base to 800 outlets in 7 months, with revenue of INR 2.65 crores.
- Ensured zero outstanding (> 30 days) and reduced distributor claims period from 3 months to 2 months.
- Received Best Sales Executive Award in Pune branch in 2004 for achieving revenue target.
- Attended trade shows and industry events to promote company products and services.
Education
PDGM - International Trade
Symbiosis University
05-2010
B.Com. -
Pune University
06-2002
Skills
- Sales team management
- Revenue growth strategies
- Supplier relationship management
- Account growth management
- Client relationship management
- Logistics management
- Collaborative alliances
- Inventory optimization
- Team development and leadership
- Profit maximization strategies
Languages
English
Hindi
Marathi
Malayalam
Personal Information
Date of Birth: 4th February 1979
Timeline
Zonal Sales Head
Mahindra Logistics Ltd
10.2021 - Current
Sales Head
Sostener Solutions LLP.
12.2020 - 09.2021
Sales Manager
GoodPack India Pvt. Ltd.
08.2018 - 11.2020
Regional Manager
PSL Logistics Pvt. Ltd.
08.2014 - 07.2018
Manager
Sea Air Maritime Services.
10.2012 - 06.2014
Business Manager
On Mobile Global Ltd.
05.2011 - 09.2012
Territory Manager
Bharti Airtel Ltd.
03.2007 - 04.2011
Territory Manager
Oxigen Services Pvt. Ltd.
03.2003 - 03.2007
PDGM - International Trade
Symbiosis University
B.Com. -
Pune University
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