Kalyan Sundaram
CHENNAI
Summary
Results-driven management professional with over 18 years of experience in Sales and Marketing leadership. Proven expertise in developing successful marketing strategies that drive revenue growth. Skilled in executing national sales initiatives and managing diverse teams in cross-cultural environments. Adept at planning and implementing effective marketing campaigns across multiple product lines.
Overview
21
21
years of professional experience
Work History
Unit head
TATA Westside
Chennai
10.2023 - Current
- Led operations as unit head for 35,000 sqft store in Chennai
- Managed all store operations, including achieving sales targets, inventory management, and staff recruitment and training.
- Achieved top-line and bottom-line sales and revenues of all stores according to the Annual Marketing Plan.
- Oversaw store profitability by implementing strategies that aligned with financial goals.
- Oversaw new store and product launches by coordinating stock availability, staff training, and display standards.
- Reducing the shrinkage level at the stores by organizing timely audits & monitoring security checks.
- Analyzed brand performance, identified gaps in product offerings, and implemented solutions to enhance sales and achieve budget targets.
- Prepare the Off-sale plan at the end of season based on internal margin target, competition benchmarking and liquidation of ageing stocks.
- Conducted regular floor audits to assess operational efficiency and ensure compliance with established standards.
- Benchmark with market and competition to understand available opportunities, market trends and quality standards, range and performance of products/brands
- Provided feedback to the Buying Team regarding gaps in product offerings and quality issues.
- Plan promotions with support from the Buying and Marketing team to counter lost opportunities and launch new brands
- Drive institutional sales in the territory
- Monitor and track competition for benchmarking and to initiate counter strategies
- Initiate BTL activities and ensure new customer acquisitions and retention of TIC customers.
- Delivered product training for concept staff.
- Build, coach, develop and motivate the team to meet and exceed performance expectations
- Conduct the final round interviews for selection of staff for all positions at the store
- Fostered employee satisfaction and retention through effective management practices.
- Ensure training for store staff on product knowledge, retail standards, customer service and personal grooming
- Implemented product launches effectively.
- Managed vendors for all new retail projects.
Retail Area Manager - (FMCG – B2B)
Noble group
Luanda
01.2021 - 09.2023
- Collaborated with senior executives to establish and execute regional sales goals, aligning strategies with corporate objectives
- Managing a sales team in order to maximize sales revenue and meet or exceed corporate-set goals
- Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
- Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Completed regional sales plans and quotas in alignment with business objectives.
- Established sales objectives by developing sales plans and quotas for districts, supporting national sales targets.
- Forecasting annual, quarterly and monthly sales goals
- Developing specific plans to ensure growth both long and short-term
- Maintained and expanded customer base by coaching district sales representatives, building rapport with key customers, and identifying new opportunities.
- Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
- Implements trade promotions by publishing, tracking, and evaluating trade spending.
- Reviewing regional expenses and recommending improvements
- Compiled and presented regional sales reports to track performance sales results
- Projected quarterly sales figures based on historical data and market trends and annual profits
- Identify hiring needs, select and train new salespeople
- Prepare and review the annual budget for the area of responsibility
- Analyze regional market trends and discover new opportunities for growth
- Participate in decisions for expansion or acquisition
- Recommended new services and products to enhance customer experience/products and innovative sales techniques to increase customer satisfaction
- Educating sales team with presentations of strategies, seminars and regular meetings
- Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counselling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
- Assisted Store Managers with operational tasks to enhance efficiency with day-to-day store operation
- Assessed store performance metrics to identify improvement areas and individual performances
- Proven work experience as a Regional Sales Manager, Area Manager or similar senior sales role
- Ability to measure and analyze key performance indicators (ROI and KPIs)
- Familiarity with CRM software
- Understanding of store operations
- Ability to lead and motivate a high-performance sales team
- Excellent communication skills
- Strong organizational skills with a problem-solving attitude
Regional Manager
Jacks retail Ltd
11.2017 - 10.2020
- Key Achievements:
- Managed a team of 208 floor staff, 16 managers, and 6 support function staff.
- Highest in target vs achievement in the year 2018 of 109%.
- Taken the region from 38% contribution to 44% without a new store.
- Reduced the shrinkage for the region 2.3% to 0.8%
- Driving the high margin products to increase the bottom line.
- Facilitated changes in standard operating procedures to enhance operational efficiency.
- Contributed to the development of company strategies.
- Implemented MPF and SPF for brand performance measurement and space rationalization, resulting in significant growth for several brands.
- Managed all shops' P&L and oversaw operating costs.
- Reduced the operating cost by 6% through cut down of manpower.
- Revised KRA and KPIs to align deliverables with business objectives.
- Did highest Fiji day sales through corporate clients.
Unit head
TATA Westside
Chennai
09.2016 - 11.2017
- Managed all aspects of store operations, including sales targets, inventory management, and staff recruitment and training.
- Achieved profitability for the store.
- Achieved sales and revenue goals for all stores, aligning with the Annual Marketing Plan.
- Organized audits and monitored security checks, contributing to reduced shrinkage levels at stores.
- Oversaw employee satisfaction and retention initiatives.
- Build, coach, develop and motivate the team to meet and exceed performance expectations
- Delivered training to store staff on product knowledge, retail standards, customer service, and grooming.
- Coordinated stock levels and inventory management, ensuring timely replenishment from brands.
- Implemented product launches effectively and ensured alignment with marketing strategies.
- Drove institutional sales within the territory.
- Planned promotions in collaboration with the Buying and Marketing teams to capitalize on opportunities and introduce new brands.
- Analyzed brand performance and identified product gaps to improve sales and growth.
- Oversaw sell-through rates during the season.
- Developed off-sale plans at season's end, focusing on margin targets and competition analysis.
- Performed regular floor audits to assess operational efficiency and adherence to display standards.
- Benchmark with market and competition to understand available opportunities, market trends and quality standards, range and performance of products/brands
- Offered feedback to the Buying Team regarding offering gaps and quality issues.
- Monitored and tracked competition to establish benchmarks and develop counter strategies.
- Manage new store and new product launches by ensuring stock availability, staff training and display standards
- Initiated BTL activities to acquire new customers and retain existing TIC clients.
- Outlined key deliverables for project objectives.
- Led operations for a 20,000 sqft retail unit in Chennai.
Assistant Manager operations
BIG BAZAAR
Chennai
11.2012 - 08.2016
- Oversaw store operations as Assistant Store Manager, managing 7 lines of business and 20 managers.
- Drove target achievement and business growth through effective stock and inventory control, space planning, shop-in-shop setup, staff hiring, and training to maximize store profitability.
- Managing monthly business volume of 9.30 lakh across 70000 sq ft.
- Coordinated support functions across HR, logistics, admin, maintenance, CSD, VM, and buying team to enhance operational efficiency.
- Supported day-to-day retail operations for the store.
- Monitoring LOB performance and sharing regular feedback on sales, margin, shrinkage, profit and loss, category performance, and competitor updates.
- Managed BTL and marketing activities for store to increase customer engagement and drive sales.
- Chennai – 70000 sq ft.
Manager – Store Operations
ITC Limited LRBD
Chennai
02.2008 - 01.2012
- ITC Lifestyle Retailing Business Division entered retail segment through exclusive specialty stores, Wills Lifestyle.
- Managed store operations planning, merchandise flow, and sales activities for lifestyle products.
- Drove 45% sales growth through strategic marketing plans, branding elements, public relations programs, promotional collateral, and sales training.
- Combined sales, marketing, and product development skills to assess product capabilities and identify new business opportunities, enhancing market presence in Chennai.
- Expanded product categories to align with customer needs and executed sales incentive programs across distribution and dealer channels, contributing to +250% growth in account base.
- Launched men’s apparel range, John Players, in 2002.
- Led business development programs to build brand awareness and strengthen product image across region.
- Built commercial sales team structure, set sales quotas, and redesigned sales divisions by assigning newly recruited sales managers to territories aligned with business goals.
- ITC received Retailer of Year award for Wills Lifestyle in Fashion & Lifestyle category at Asia Retail Congress 2008.
- Managed customer feedback process, addressing complaints and suggestions, and relayed insights to management to inform product improvements.
- Monitored stock levels, identified reorder quantity and timing, and coordinated replenishment with brands and logistics.
Team Leader (Dep – F)
Hyatt Regency
Mumbai
06.2005 - 12.2007
- Hyatt is an American-based Hotel and Hyatt has a 1000 of hotels and resorts all over the world.
- And Hyatt regency Mumbai is a 5-star deluxe hotel. Last year it was certified as a number one hotel in Mumbai.
- Led team in food and beverage service outlets, ensuring high standards of service.
- Team leader in Food and Beverage Service (sales) outlets. Like {Restaurants, coffee shop and banquets} .
- Oversaw team operations, balancing team management with outlet profitability.
- Managed staff shift assignments and facilitated handover to next shift leader.
- Motivated team to achieve sales goals, contributing to overall outlet profitability.
- Hyatt is an American-based Hotel and Hyatt has a 1000 of hotels and resorts all over the world.
- And Hyatt regency Mumbai is a 5-star deluxe hotel. Last year it was certified as a number one hotel in Mumbai.
Education
MBA - Marketing
Annamalai University
Chidambaram01-2010
B.Sc. - Catering Science and Hotel Management
Bharathiyar University
Coimbatore03-2005
Skills
- Sales and Marketing
- Business Development
- Market strategy
- Retail Merchandising
- Category Management
- Inventory Management
- Cost analysis
- Brand Management
- Vendor Development
- Operational Management
- Team Management
- Training and Development
- Reporting & Documentation
- Retail Software Proficiency
- MS Office proficiency
- Digital Productivity Tools
Personal Information
- Title: Seeking Managerial assignments in Sales/Marketing/ Business Development with an organization of repute.
- Date of Birth: 1984-08-26
- Gender: MALE
- Nationality: INDIAN
- Marital Status: MARRIED
PERSONA
LANGUAGES KNOWN:ENGLISH, HINDI, AND TAMIL
Accomplishments
- Sales & Marketing: Devising strategies and policies effective in augmenting business in nascent markets. Executing and exceeding given monthly/annual retail sales targets in a given time frame thereby enhancing existing clientele. Devising & effectuating competitive selling programs/strategies to improve the product awareness and enhance business growth.
- Store Operations Management: Responsible for managing day to day store activities such as visual merchandising, space management and administrative activities like Security, Housekeeping and Sales Tax etc. Identifying a low performing product, and re-distributing product-patterning strategies to accommodate consumer buying trends, maintaining a steady revenue gain. Also responsible for acting as a profit center head of the store through effective management of cash, cost control, staff and sales management.
- Merchandise Management: Responsible for keeping track of inventory position besides serving as a primary point of contact for all concerned in relation to inventory replenishments, pricing and display issues to ensure expedited problem resolutions and customer retention levels. Coordinating with the finance and other such departments to ensure smooth flow of merchandise. Also involved in tactical planning to oversee visual merchandise displays which are effective in sales generation.
- New Store Development: Identifying new properties for opening new stores which include Market Analysis, Targeted Market (Customer), and Brand visibility. Opening of new Satellites Stores (SIS).
- Inventory management Operations: Inventory control, movement of stocks and maintaining SKU (Stock keeping units)
- Retail Marketing: Effective tie-ups with the neighborhood stores (brands), corporate sales which include selling Gift Vouchers, which helps in bringing more footfalls to the stores.
- Sales Promotion: Developed a successful track record in event management for Sales, Festivals & Promotions through effective concept selling and usage of database. Ensured maximum brand visibility and capture optimum market shares. Experienced in Brand image building and designing awareness campaigns as per market requirements.
- Customer Relations: Responsible for providing attentive customer friendly service with a low-key sales approach. Making efforts to handle their problems solve them and ensure customer satisfaction through service, support and follow up. Organizing loans for customers as per their requirement subject to credit norms of various finance companies.
- Team Management: Recruiting, training and mentoring a cohesive team willing to achieve set targets and ready to provide quality service in order to generate customer satisfaction.
Timeline
Unit head
TATA Westside
10.2023 - Current
Retail Area Manager - (FMCG – B2B)
Noble group
01.2021 - 09.2023
Regional Manager
Jacks retail Ltd
11.2017 - 10.2020
Unit head
TATA Westside
09.2016 - 11.2017
Assistant Manager operations
BIG BAZAAR
11.2012 - 08.2016
Manager – Store Operations
ITC Limited LRBD
02.2008 - 01.2012
Team Leader (Dep – F)
Hyatt Regency
06.2005 - 12.2007
MBA - Marketing
Annamalai University
B.Sc. - Catering Science and Hotel Management
Bharathiyar University