HARJITH GURURAJ

• Lead the Zonal Key accounts & OT channel to support volume, Market share and Brand/Channel activation initiatives with enhanced brands presence and visibility in the channel
• Lead association with leading F&B chains/accounts in the zone to build PR brands portfolio and preferred partnerships for profitable and sustainable growth
• Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
• Effectively Institutionalise defined processes to build strong competitive edge
• Improved account management by predicting potential competitive threats and outlining proactive solutions.
• Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.

• As area sales manager handling key accounts for B’lore
• I handle a team of 2 key account manager and 4 DSMs, I’m responsible for volume fulfilment, market share attainment and overall channel growth
• Key responsibilities Responsible for achieving volume and market share targets for the designated territory through effective implementation of sales strategies
• Initiate and liaise with Key on-premise outlets in order to generate sales vol & MS on a sustainable basis
• Plan and execute sales promotion activities in coordination with the marketing team
• To monitor A&P and A&D for its effective utilization and undertake course-correction if required
• Conduct sales review of the team on a monthly basis and recommend corrective measures
• Plan and forecast stock availability across the depots
• Ensure the WOD of key brands and NPDs
• Engage the key stakeholders (outlets) on a regular basis and establish favourable working relationship
• Highlights:
• Turn around project: undertook a micro battle of turning around the super-premium scotch segment from 26% MS to 46% MS in 2years
• Established premium scotch as the market leader in Key Accounts channel
• Successfully negotiated sponsorship contract for DGTL music festival
• Achieved highest ever vol in the year 2019 in super premium and premium scotch.
• Built lasting relationships with clients through outstanding customer service interactions.
• Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.

• Drive revenue generation by securing advertisement sales for publications including, newspapers such as HT & Mint
• Develop and execute effective consultative selling process to satisfy client’s needs for optimal business results
• Monitor market to drive new client acquisition and identify new opportunity to enhance sales Collaborate with cross functional teams comprising of Operations, MIS commercial and Design, to ensure correct capture of information and timely communication of ad positioning to drive business results
• Build client relationship through excellent service delivery to ensure continuous business growth
• Actively contribute to develop a strategy for efficient sales planning to achieve the short-term and long-term objectives.

• Liaising with clients to identify specific campaign requirement and develop ideas. Gaining a comprehensive context for sales strategies by analysing a wide range of information in great detail, including Adex, demographics, socio-economics and the market for the client's product and market share.
• Meeting the client to learn the background of the brand and advising on possible approaches to the target market.
• Providing the creative team with a clearly defined brief that contains concise information on the product, audience and strategy.
• Presenting concept or ideas to the brand team at clients end and other agency staff.
• Negotiate the pricing terms by employing the effective pricing strategy to maximize the deal value with the clients and the agency to develop profitable business and sustainable relationships.
• Execute sales strategy in close alignment with business goals by providing customized integrated solution to maximise the effectiveness of the ad spends
• Ensuring all sales team members understand the monthly targets and updated with ‘to go’ figures at least once a week
Highlights:
• Successful in signing high value exclusive deals with clients such as Britannia, Cycle and SABMiller.

• Got the first client from south onboarded to Big CBS Prime and Big CBS Love
• Achieved 100% targets consistently for 3 years.
• Signed 2 large annual deals for 2 continuous years’ worth 4 cr.
• Won 6 consistent sales awards for achieving the targets successfully with100% YTD. • Successful in building strong relationship with Key Accounts.

Key responsibilities
• Overseeing general management, marketing and outdoor promotion planning.
• Handling ad space selling and day-to-day business operations.
• Managing business & events, monitoring profitability of the activations.
• Acquiring the franchisees; executing the marketing strategy related to customer acquisition and retention