Passionate about New Ideas
BIJAYA KUMAR SWAIN
Kolkata
Summary
With a proven track record at Reliance Retail Ltd., I excel in driving business growth and fostering customer relationships. Leveraging strategic thinking and leadership, I've significantly enhanced sales outcomes and team productivity. My approach combines data-driven decision-making with effective stakeholder management, achieving a notable 68% increase in business within two years. Results-driven Head of Sales known for high productivity and efficiency in task completion. Possess strategic planning, market analysis, and team leadership skills crucial for driving sales growth. Excel in communication, negotiation, and problem-solving to achieve goals and foster strong client relationships. Ready to leverage these abilities to contribute to continued business success.
Overview
25
25
years of professional experience
Work History
Head of Sales - Eastern Zone
Reliance Retail Ltd.
Kolkata
10.2021 - Current
- Manage top-line and bottom-line numbers for the states of West Bengal, Assam & North East States and Odisha, aligning efforts with online brand positioning and pricing strategies, resulting in an impressive increase of 68% over a period of 2 years
- Handled Odisha and Jharkhand from October 21 to September 23
- Develop strategic plans grounded in market insights, capturing new business opportunities by coordinating online applications for sales and marketing efforts
- Maintain financial controls, plan business operations, control expenses, and identify growth opportunities, effectively boosting profits
- Streamline sales and distribution processes across all the states, enhancing profitability and productivity by leveraging insights from consumer behavior analysis and successful marketing campaigns
- Lead the recruitment, training, and management of a high-performing sales team of 210 members, fostering an ethical and positive work environment, resulting in reduced turnover and high retention rates
- Collaborate cross-functionally with headquarters, regional, and national marketing, finance, service, and supply chain management teams to ensure consistent and robust messaging and brand experience for Reliance across all channels
- Foster and maintain strong relationships with key clients and business partners, incorporating insights from analysing consumer and dealer behaviour
- Prepare and submit regular sales reports, performance analyses, and forecasts to senior management, highlighting the impact of online brand positioning and digital strategies on sales outcomes
Regional Manager (East)
Welspun Global Brands Ltd.
Bhubaneshwar
12.2019 - 10.2021
- Led a 12-member sales team in the Odisha, Jharkhand, and North East region, surpassing monthly, quarterly, and annual revenue targets by 150% across distribution channels, retail, and project market segments
- Mentored Area Sales Managers by conducting one-on-one meetings to identify selling hurdles and provided insightful remedies to enhance performance
- Developed pipelines by implementing Sales Force CRM and utilizing advanced marketing and sales strategies, resulting in increased revenue streams
- Cultivated strong relationships with architects, builders, and stakeholders, expanding the Architecture & Builders universe and driving market penetration
- Conducted comprehensive market analysis, developed strategic plans, and aligned product offerings with customer demands
- Analyzed detailed sales metrics, prepared comprehensive reports, and made strategic, data-driven decisions to optimize sales processes and revenue generation
State Head- Odisha
Complete Secure Solutions
Bhubaneshwar
10.2018 - 11.2019
- Led comprehensive marketing, brand planning, and business development strategies for a service provider specializing in consumer durable goods, including TVs, refrigerators, and washing machines, along with extended warranty insurance for a three-year coverage period
- Introduced innovative warranty insurance packages, enhancing customer loyalty and satisfaction
- Spearheaded creative initiatives to drive revenue growth and enhance customer engagement, ensuring seamless alignment with the company's diversified product portfolio
- Initiated proactive prospecting techniques, leveraging networking and lead generation strategies, resulting in the identification of lucrative business opportunities within the consumer durable goods sector
- Successfully managed the entire sales cycle, from lead qualification and demonstrations to quoting and closure, securing high-profile contracts and expanding the distribution network for these products
- Implemented data-driven customer segmentation methodologies, ensuring targeted programs that significantly elevated customer lifetime value and repeat purchases
DGM-Circle Operations
Dish Infra Service Pvt. Ltd.
Aurangabad
12.2016 - 12.2017
- Drove market share for Dish Infra Services from 37% to 38% within a year, expanding the customer base by 4.3%
- Devised and executed strategies with a 30-member team, driving 12% revenue growth and a 6% increase in margins through efficient operations
- Implemented customer-centric initiatives, enhancing service quality with a 12% improvement in absolute customer satisfaction
- Spearheaded content selling initiatives, resulting in a 36% increase in content sales revenue and a 5% growth in customer engagement metrics
AGM - Cluster Head
Reliance Communications Ltd.
Berhampur
08.2014 - 11.2016
- Directed seven key verticals: sales, distribution, network, CS, C&C, retention, and satisfaction in the Berhampur zone, encompassing GSM (3G and 2G), CDMA, handsets, dongles, and devices
- Orchestrated business worth INR 7 crores, achieving a remarkable 20% growth
- Elevated network availability (NWA) from 72% to 93% via correction and distribution strategies
- Propelled the cluster to top position regionally and ninth nationally within 3 months, aligning 45 on-roll staff and 156 network associates
- Introduced employee engagement initiatives, including incentive schemes and R&R programs, resulting in zero attrition over 12 months
Zonal Business Head
Vodafone India Limited
Rourkela
01.2007 - 07.2014
- Oversaw comprehensive sales operations, driving market share and revenue targets for prepaid, postpaid, retail sales, credit, collection, and network sectors
- Directed a vast network of 11k retail outlets, served by 42 master distributors, 118 associate distributors, 1 Vodafone store, 9 Vodafone Mini Stores (VMS), and 62 Associated Distributor VMS
- Engineered business growth from INR 5.7 crores to INR 11.2 crores in FY 12–13
- Implemented budget-conscious strategic initiatives, enhancing network availability, and fostering revenue growth through competitive strategies
- Achieved a 27% increase in growth service revenue (GSR) in FY13–14, boosting overall profitability and brand loyalty
- Enhanced customer satisfaction through precise strategies, customized activities for key accounts, and swift issue resolution within 72 hours
- Achieved an impressive 68% customer base growth in FY 13–14, establishing a new benchmark adopted industry-wide and transforming the customer experience in the Indian telecom sector
- Focused on the team building and capability development of 300+ team members within the sales and supporting teams, regularly reviewing their productivity, and enhancing their skills
Zonal Prepaid Head
Vodafone India
Karnal
04.2011 - 05.2012
- Played a key role in achieving 46% growth in circle business (recharge and gross adds), which contributed to the Best Prepaid Zone award in 2011; also, won 4 IMAD (I made a difference) awards in the individual & cross-functional category
- Improved Team productivity and enabled progression, leading to the Best Sales Team of India recognition in 2011-12
Area Sales Manager
Vodafone India
Ambala and Rewari
04.2008 - 03.2011
- Exceeded targets every year for prepaid operations and ramped up the Ambala cluster to No
- 1 operator position from 4th rank in the area, by strengthening sales and distribution infrastructure with a Team of 19 members
- Received recognition for performance with IMAD (I made a difference) and Bond ASM awards twice in 3 years and an Europe trip (among 82 peers across India); also won the Best ASM (For highest growth in prepaid revenue) award in 2010
- Won honours for making highest contribution to a major customer acquisition project (Mera Gaon Mera Desh) in rural areas
Channel Sales Manager
AIRCEL DIGILINK (Now Vodafone India)
Ambala
01.2007 - 03.2008
- Captured competitive advantage and generated revenue growth in several key accounts in coordination with stakeholders
- Received recognition for optimizing market coverage by implementing an effective upcountry distribution mode
Sales Officer
AGROTECH FOODS LIMITED
Jaipur
09.2002 - 12.2006
- Emerged among the top 10 Sales Officers in the North region numerous times between 2003 and 2005
- Titan Winner (1st prize) in Q4 of 2005-06 and Gold Winner (2nd prize) in Q4 of 2005-05
Territory Supervisor
NESTLE INDIA LIMITED
Kota
07.2000 - 08.2002
Education
Executive MBA - General Management
Indian Institute of Management (IIM)
Lucknow07.2016
Bachelor of Commerce - Financial Accounting
Utkal University
Odisha07.1995
Skills
- Sales forecasting
- Business growth
- Customer Relationship Management
- Leadership
- Budgeting
- Forecasting
- Communication
- Stakeholder management
- Strategic Thinking
- Market Analysis
- Data analysis
- Team Management
- Market analysis
- Customer relationship management
- Financial management
- Sales strategy development
- Performance metrics analysis
- Cross-functional collaboration
- Consumer behavior analysis
- Pipeline management
- Data-driven decision making
- Strategic planning
- Sales operations
Awards
- Best State for Revenue, Quality & Low Attrition, Reliance Retail, 04/01/23
- Best Sales Team-Overall, Reliance Retail, 04/01/22
- Best Sales Team-Q4, Reliance Retail, 04/01/22
- Best Sales Team-Q3, Reliance Retail, 01/01/22
- Best Region for Sales, Service & Revenue, Reliance Communication, 11/01/15
- Best Zone Performance, Vodafone India, 01/01/13
- Best Sales Team for Revenue & Market Share, Vodafone India, 12/01/12
- Best Prepaid Zone for Revenue & Market Share, Vodafone India, 05/01/11
Personal Information
Title: Sales And Business Development Strategist
Early Career History
- Zonal Prepaid Head, Vodafone India, Karnal, Haryana, India, 04/01/11, 05/31/12, Played a key role in achieving 46% growth in circle business (recharge and gross adds), which contributed to the Best Prepaid Zone award in 2011; also, won 4 IMAD (I made a difference) awards in the individual & cross-functional category., Improved Team productivity and enabled progression, leading to the Best Sales Team of India recognition in 2011-12.
- Area Sales Manager, Vodafone India, Ambala, Haryana, India, 04/01/08, 03/31/11, Exceeded targets every year for prepaid operations and ramped up the Ambala cluster to No. 1 operator position from 4th rank in the area, by strengthening sales and distribution infrastructure with a Team of 19 members., Received recognition for performance with IMAD (I made a difference) and Bond ASM awards twice in 3 years and an Europe trip (among 82 peers across India); also won the Best ASM (For highest growth in prepaid revenue) award in 2010., Won honours for making highest contribution to a major customer acquisition project (Mera Gaon Mera Desh) in rural areas.
- Channel Sales Manager, AIRCEL DIGILINK (Now Vodafone India), Ambala, Haryana, India, 01/01/07, 03/31/08, Captured competitive advantage and generated revenue growth in several key accounts in coordination with stakeholders., Received recognition for optimizing market coverage by implementing an effective upcountry distribution mode.
- Sales Officer, AGROTECH FOODS LIMITED, Jaipur, Rajasthan, India, 09/01/02, 12/31/06, Emerged among the top 10 Sales Officers in the North region numerous times between 2003 and 2005., Titan Winner (1st prize) in Q4 of 2005-06 and Gold Winner (2nd prize) in Q4 of 2005-05.
- Territory Supervisor, NESTLE INDIA LIMITED, Kota, Rajasthan, India, 07/01/00, 08/31/02
Interests
Work Preference
Work Type
Full TimeWork Location
On-SiteHybridLanguages
English
Native language
Hindi
Proficient (C2)
C2
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Accomplishments
Best Revenue Generator award .
Lunched New Engagement initiatives , Letter on followed by Competitions
Timeline
Head of Sales - Eastern Zone
Reliance Retail Ltd.
10.2021 - Current
Regional Manager (East)
Welspun Global Brands Ltd.
12.2019 - 10.2021
State Head- Odisha
Complete Secure Solutions
10.2018 - 11.2019
DGM-Circle Operations
Dish Infra Service Pvt. Ltd.
12.2016 - 12.2017
AGM - Cluster Head
Reliance Communications Ltd.
08.2014 - 11.2016
Zonal Prepaid Head
Vodafone India
04.2011 - 05.2012
Area Sales Manager
Vodafone India
04.2008 - 03.2011
Zonal Business Head
Vodafone India Limited
01.2007 - 07.2014
Channel Sales Manager
AIRCEL DIGILINK (Now Vodafone India)
01.2007 - 03.2008
Sales Officer
AGROTECH FOODS LIMITED
09.2002 - 12.2006
Territory Supervisor
NESTLE INDIA LIMITED
07.2000 - 08.2002
Executive MBA - General Management
Indian Institute of Management (IIM)
Bachelor of Commerce - Financial Accounting
Utkal University
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