GIRISH D. KULKARNI
MUMBAI
Summary
Dynamic sales leader with a proven track record at Global Information System Technology, driving 8CR in revenue through strategic account management and relationship building. Expert in forecasting and pipeline management, leveraging analytical skills to identify growth opportunities. Recognized for exceptional communication and negotiation abilities, enhancing market penetration and customer satisfaction.
Overview
18
18
years of professional experience
Work History
Associate Sales Director Solution Sales
Global Information System Technology
07.2017 - Current
- Sold SaaS solutions to C-Level executives in B2B segment, focusing on analytical databases and digital library resources.
- Managed a portfolio of approximately 150 key accounts, generating around 8CR in revenue.
- Expanded customer base in assigned territory by 30% through cross-selling and upselling initiatives.
- Assessed client needs and business strategies, identifying strategic opportunities for GIST.
- Analyzed industry trends, providing insights to GIST stakeholders for informed strategic planning.
- Created and presented comprehensive sales reports, forecasts, and market projections to C-Level executives.
- Developed and executed sales strategies aligned with organizational objectives to enhance market penetration.
- Organized networking events and seminars for customers, facilitating relationship building.
Team Lead, Business Development Group - West Region
Libsys Limited
05.2015 - 06.2017
- Generating Sales of Libsys Product & Services in Educational, Government, Corporate Sector.
- Developing and sustaining Strong & Long lasting relationships with the customers.
- Presenting Demonstration of LSACADAMIA & LIBSYS 7 customers.
- Ensuring larger Sales Share at good Profit Margin.
- Identifying and understanding client's needs.
- Developing Sales Funnel.
- Liaise with other functions of the association to ensure achievement of sales objectives.
- Responsible for sales presentations and proposals.
- Investigate lost sales and customer accounts.
- Forecast annual, quarterly and monthly sales revenue.
- Generate timely sales reports.
- Formulate sales policies and procedures.
- Conduct market research and competitor and customer analysis.
- Analyze data to identify sales opportunities.
- Develop promotional ideas and material.
- Market Research for the products, Services and Competing Companies and Competing Products.
Area Sales Manager (Western India)
Entab InfoTech Pvt Ltd (Skills Hub)
Mumbai
05.2013 - 04.2015
- Prospect database generation and data collection activities.
- Executing Software Demonstration to Chairman, CEO, Principal, and Back office Team.
- Sell products by establishing contact and developing relationships with prospects in private/government sector along with individual sell.
- Target oriented sell for subscription base product in educational domain.
- Builds and maintain business by identifying and selling prospects; maintaining relationships with clients.
- Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors.
- Prepares reports by collecting, analyzing, and summarizing information.
- Develop marketing and sells strategy for quarterly basis.
- Conduct campaigns and canvassing for lead generation.
- Preparation of Commercial Proposals.
- Managing SDLC for Client.
- Negotiation and Order closing.
Marketing and Sales Manager (IT Hardware)
GIPL
Mumbai
01.2011 - 01.2013
- Led 20-Members Cross Functional Team Handling & Managing Sales and Marketing, Strategic Planning, Product Positioning, and Brand Management, for 6 Cr PM, Business Turnover.
- Held Full P&L Responsibility For Consumer Brands Business- Analysing the market, Cultivated Innovations, Optimized Product Mix and Pricing, and Designing Promotional Strategies.
- Drove 2 Cr Increase in Total Revenues (3 % in 2011-12).
- Reversed declining Sales in Tab Business, boosting revenue 4% in one Year.
- Played Key Roles in set up of new Showrooms across Maharashtra.
- Achievements in Handling a National Exhibitions & Organizing Events.
- Organizing and Updating Product Training and SWOT analysis.
Sales Executive
Bangalore
01.2007 - 01.2011
- Worked with Multi-Channel IT marketing that drive sales leads.
- Provided technical advice to customers on all installation and usage aspects of computer systems and networks both pre-as well as post sales.
- Worked as Sales Executive for Channel and Corporate Business including DGS&D Order.
- Handling Day today Business Operations i.e. Stock Management, Channel Marketing Through Dealer Visits, Sales, Collection Etc Desktops, Notebooks, Accessories, Options, Workstation.
Education
BBA -
Karanataka University
Dharwad01.2005
JODC (10+2) -
Karanataka University
Dharwad01.2002
SSLC -
Secondary Education Board
01.2000
Skills
- Sales and Business Development
- Customer Service
- Relationship Management
- Written and Verbal Communications
- Forecasting and Pipeline Management
- Strong organization and time management skills
- Quick learner
- Team player
- Analytical thinking and problem-solving skills
- Multi-tasking
- Exceptional interpersonal skills
- Strong negotiation skills
- Excellent communications skills
- Excellent presentation skills
- Sensitive to cross-cultural work spaces
- Proficient in MS Office
- Proficient in Sales Force CRM
- Proficient in ERP
- Application Software Package Knowledge
- Oracle R12 suite
- Tally 90 Complete Accounting
- ERP in Oracle Based
- ERP in Microsoft Based
- Salesforce
Languages
- English
- Hindi
- Kannada
- Marathi
Hobbies and Interests
- Music
- Driving
- Traveling
- Cricket
- Reading Books
Core Strengths And Expertise
- Sales and Business Development
- Customer Service
- Relationship Management
- Written and Verbal Communications
- Forecasting and Pipeline Management
Personal Information
- Father's Name: Mr. Druvaraj Kulkarni
- Date of Birth: 09/24/84
- Nationality: Indian
- Marital Status: Married
Timeline
Associate Sales Director Solution Sales
Global Information System Technology
07.2017 - Current
Team Lead, Business Development Group - West Region
Libsys Limited
05.2015 - 06.2017
Area Sales Manager (Western India)
Entab InfoTech Pvt Ltd (Skills Hub)
05.2013 - 04.2015
Marketing and Sales Manager (IT Hardware)
GIPL
01.2011 - 01.2013
Sales Executive
01.2007 - 01.2011
BBA -
Karanataka University
JODC (10+2) -
Karanataka University
SSLC -
Secondary Education Board
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