Madhusudhan Sanjeev Kumar M

Leading the organisation-wide Sales capability improvement, Leadership development, Functional skills enhancement and E-learning for over 9,000 employees.

Business Impact

• Formulated new product positioning strategy that improved sales team’s selling skills and selling price
• Managed large-scale projects in E-learning Content Development (6,500 learners), LMS launch and implementation, Training Delivery execution and Train-the-Trainer.
• Introduced and implemented tools and techniques such as Gamification, Articulate Storyline 360, Peer-learning, User-led content creation and Microlearning that led to better knowledge retention and Learner engagement.
• Created a pool of internal trainers by setting stringent TTT process; initiative saved valuable outsourcing cost.
• Standardized Training documents, processes that reduced redundancy and saved time & costs.

Learning Function Management

• Liaise with Business Leaders and Managers to conduct Training Needs Assessment and Analysis
• Developed Sales and Leadership Training modules, Participant handbooks & job aids
• Launched employee surveys to ascertain learner engagement, employee well-being and learner readiness
• Trained line managers to conduct post-training reinforcement sessions to reiterate learnings from training session.
• Created learning curricula basis business requirements, training needs assessment and analysis
• Led selection and development of LMS platform; led evaluation and purchase of E-learning authoring tool.

Led 4 Managers focused on developing Sales teams’ competencies in Demand Generation, Sales cadence, and digital tools for Sales efficiency such as CRM, Inventory Optimization software and Customer Loyalty program in the top 3 revenue zones

Business Impact

• Improved share of Secondary sales volume to overall primary volume, from less than 5% to over 19%.
• Achieved highest adoption of Inventory Optimization software (65%) that led to near zero dead-stocks and better RoI for channel and employer.
• Co-developed and launched Sales CRM software that led to 350% increase in lead conversion to orders.

Coaching & Onboarding

• Coached Managers to leverage data from CRM and replenishment planning software applications to improve primary sale.
• Reduced time-to-performance of freshers (trainees) through training and mentoring; developed SOP for new hire training.
• Observed on-the-job performance and provided coaching documentation for performance improvement.
• Brainstormed and developed sales strategies to achieve short and long term sales revenue objectives.
• Conducted performance evaluations, compensations and hiring to maintain appropriate staffing requirements.

Led a team of up to 5 trainers for the end-to-end Training management & implementation of National Training strategy.

Awards & Recognition

[1] Best Training Initiative award [2] Special Mention award (Training) [3] Promoted to GG14 grade

Business Impact

• Led launch of new retail communication strategy that improved new retailer activation and reduced product returns.
• Improved training coverage by 43% by implementing Outsourced Trainers’ project for first time in Amway India's history.
• Achieved 33% activation of new hire retailers (highest pan-India) by introducing new engaging training methodology.
• Created product positioning strategy that helped retailers win orders against 80X lower-priced competition.
• Improved adoption of Mobile learning application from 25% of retailer base to over 60% in 3 years.
• Planned & executed over 2,700 classroom training sessions over 3 years for 18,000 retailers across 25 cities.

Learning Function Management

• Collaborated with HQ team for a consumer market research initiative - "Modernize the Message".
• Audited training delivery of regional trainers on adherence to pre-defined standards laid out in SOP and Training Evaluation document.
• Provided documented feedback on Training delivery quality in pre-defined format.
• Led the Needs Analysis, Planning & execution of training calendar, and Training Effectiveness evaluation of over 900 sessions per month.
• Tracked and reported attendance and non-attendance of select learner groups.
• Planned and executed end-to-end leadership training workshops of participant size of 20-200 learners.
• Developed compendium of training modules using Adobe Acrobat with navigational functionalities allowing learners choose relevant module for self-nomination.
• Alternated training methods to diversify content delivery, improve learning engagement and enhance program success.
• Evaluated success of training programs and recommended improvements to senior management to enhance effectiveness.
• Communicated all learning and performance objectives, schedules and training evaluations to senior management.
• Delivered wide array of training sessions: Leadership, Sales, Product, Communication, Team building and Soft skills
• Conducted Train the Trainer (TTT) workshops on KRAs & Competencies, Solution Selling and Training Impact Evaluation.
• Authored execution document for outsourced trainers’ project and implemented it end-to-end.
• Developed 4 new training modules by collaborating with Subject Matter Experts (SMEs).
• Conducted orientation sessions and organised on-the-job training for new hires.

• Led team of 8 frontline sales executives responsible for sale of imported premium products to key decision makers and end users
• 4] "Going Extra Mile" award [5] Best Regional Sales Manager
• Reduced ramp-up time of new sales recruits through regular coaching and training interventions.
• Improved revenue of Liquid Handling Consumables by 26% Y-o-Y in 2013.
• Ensured 0% attrition in team formed through corporate merger by implementing virtual training sessions.

• To Regional Sales Manager position [7] Best, Reduced time to order by 5-20 days by using publicly available content to improve brand equity
• Trained Dealer Sales Executives on-the-job that led to increase in sales of premium range of products.

• Won 5 awards; Authored the report on competitive product positioning strategies that was highly commended.
• Devised positioning strategies document that helped teams learn tactics to overcome pricing pressures.

• Explained services and products to customers in a friendly and engaging manner.
• Added over 20 new customer accounts to the business division.
• Resolved customer concerns and legacy issues by deep understanding of issue and quick proposal of solutions.