Harikumar M
Thiruvananthapuram,KL
Summary
Strategic MBA (Marketing) professional with 11+ years of high-impact experience in the Kerala building materials and furniture sectors. Currently managing a robust network of 250+ dealers and 25 distributors in Southern Kerala, achieving consistent 12% year-on-year growth. Expert in scaling business operations through architect specifications and B2B project sales. Seeking to leverage deep regional market intelligence and leadership skills as State Head to drive pan-Kerala revenue and brand dominance.
Overview
13
13
years of professional experience
Work History
Area Sales Representative
Centuary Fibre Plates Pvt Ltd.
02.2024 - Current
- Driving regional sales for premium sleep/furniture solutions across South Kerala.
- Successfully managing and optimizing a network of 250+ major dealers and 25 distributors.
- Achieved a consistent 10-12% growth in the last two years through strategic territory mapping and account management.
- Actively expanding business footprint by onboarding high-potential dealers and collaborating with prominent Architects for project-based sales
Sr. Sales Executive
Escon Elevators Pvt. Ltd.
03.2015 - 01.2020
- Managed B2B sales and business development for vertical transportation solutions.
- Focused on high-value corporate and residential projects, enhancing brand visibility among builders and consultants.
- Consistently met annual sales targets through technical pitching and relationship-based selling.
Field Task Staff
India Cements Pvt. Ltd.
05.2013 - 03.2015
- Executed ground-level market activities and supported the distribution network.
- Gained foundational knowledge of the construction and building materials supply chain in Kerala.
Education
MBA - Marketing Management
Institute Of Management Kerala
Kollam05-2012
Diploma - Computer Hardware & Maintenanace
LBS Institute of Technology
Trivandrum, India04-2010
Bachelor of Science - Biochemistry
A J College of Science
Trivandrum, India06-2009
Skills
- P&L Management: Understanding regional profit and loss, managing budgets, and ensuring healthy margins
- Sales Forecasting & Planning: Setting annual and quarterly targets for the entire state based on market trends
- Team Mentoring & Training: Ability to lead a team of Area Managers and Sales Executives to hit their collective goals
- Strategic Market Penetration: Identifying "white spaces" (unmapped areas) in North and Central Kerala to mirror your South Kerala success
- B2B & Institutional Sales: Experience handling large-scale corporate office fit-outs, government tenders, and institutional projects
- Space Planning & Ergonomics: Basic understanding of modern office layouts (Open Plan, Modular Workstations) to consult with Architects
- Key Account Management (KAM): Maintaining long-term relationships with Top-tier builders, IT parks, and corporate giants in Kerala
1 Strategic Leadership & Management
2 Industry-Specific Expertise (Office Furniture)
- Specification Selling: Working with Architects and Interior Designers to get your products "specified" in their project blueprints
- Dealer & Distributor ROI Management: Ensuring your 250 dealers remain profitable and loyal to the brand
- Supply Chain & Logistics Coordination: Managing the flow of goods from the factory to the Kerala warehouses and finally to the customer
- Competitor Benchmarking: Tracking brands like Godrej Interio, Featherlite, or local competitors to adjust pricing and schemes
- Advanced Negotiation: Closing high-value contracts with corporate procurement heads
- Data Analytics: Using CRM (Salesforce/HubSpot) and MS Excel to track conversion rates and sales funnels
- Public Speaking & Presentation: Pitching state-level business plans to the National Sales Head or Board of Directors
3 Channel & Operations Excellence
4 Soft Skills & Tools
Timeline
Area Sales Representative
Centuary Fibre Plates Pvt Ltd.
02.2024 - Current
Sr. Sales Executive
Escon Elevators Pvt. Ltd.
03.2015 - 01.2020
Field Task Staff
India Cements Pvt. Ltd.
05.2013 - 03.2015
MBA - Marketing Management
Institute Of Management Kerala
Diploma - Computer Hardware & Maintenanace
LBS Institute of Technology
Bachelor of Science - Biochemistry
A J College of Science