Manjula Dhiman
Gurgaon
Summary
Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management.
Overview
21
21
years of professional experience
Work History
National Key Accounts Manager - Modern Trade
Coca-Cola India Pvt. Ltd.
06.2021 - Current
- Responsibilities include Managing Coca-Cola's Portfolio for one of India's largest Retail Customer: D - Mart,
- Responsible for delivering business results like Volume, Revenue, Profits & Market Share, Strategizing and implementing Portfolio mix to look at Revenue Growth Management opportunities for both - customer and Coke System,
- Maximizing on basket penetration and higher off-takes, with required interventions from time to time,
- Closure of annual TOT's, Product launches, category development initiatives,
- Establish and build strong relationships with multiple stakeholders in the customer organisation that allow for continuity and discovery of business opportunities.,
- Designing, Aligning and executing Joint Annual Business Plans and Marketing Calendar with customer for delivering agreed growth targets, Assess monthly sales performance and provide accurate sales forecasts as key inputs to the demand planning, budget and forecasting processes
National Key Accounts Manager - Modern Trade
Hindustan Coca-Cola Beverages Pvt Ltd
04.2015 - 06.2021
- Joined Coca-Cola India Pvt Ltd in 2012 as National Marketing & Key Accounts Manager - Commercial Beverages for heading Key Accounts vertical of Georgia - Tea & Coffee brand
- Business was then transitioned to Company Owned Bottling Arm - Hindustan Coca-Cola India Pvt Ltd in mid-2015
- Responsibilities include Managing partnership with National Retail Chains - delivering top line and bottom line., Designing, Aligning and executing Joint Annual Business Plans and Marketing Calendar with customers for delivering agreed growth targets, Portfolio mix & BPPC interventions for increasing market/category/channel share., Shoppers Acts to drive basket penetration, increase in incidence and transactions, Taking business "Beyond Price-Off's" towards value based propositions for the eco-system - Consumer, Customer & TCCC, Closure of annual TOT's, Product launches, category development initiatives, Commercial understanding of VC's to design attractive customer and consumer promos, Category development & activation - TOT assets, Paid Visibility, Execution standards compliance
National Marketing & Key Accounts - Georgia
Coca-Cola India Pvt Ltd,
10.2012 - 03.2015
- Managing the existing and acquiring new key accounts for At-work, Cinema, E&D and Education channel., Developing and executing Joint Marketing Calendars with Key customers factoring cost effective Promotions, New Product Introductions, etc., Conducting periodic Business Reviews with the Customer HQ Team., Leverage commercial thinking for identifying new possible streams of Revenue and implement the same, High level of engagement with Customers Team on expansion plans, opportunities to enhance revenue, Driving business acquisition and volumes through National Channel Partners, Regular Reviews with Channel Partners on Business Planning and track progress., Trade Marketing - Market Activation by relevant Communication / POSM Development and execution in market, Data analysis and planning interventions, wherever required.
Sourcing Lead for India market
CBRE South Asia Pvt Ltd.
08.2011 - 10.2012
- Joined CBRE Global Team as Regional Sourcing Manager - India Market for one of their top most accounts - American Express
- Worked on site with the client for streamlining various Service Agreements & Rate Contracts
- Working with Global CBRE Team for the Account, delivered all projects in time, fully aligned with Customer's expectations
- Moved then to CBRE India HO - IFM Vertical and established their Central Sourcing & Procurement function
- Creating value add solutions for clients
- Develop and implement policies & processes, to establish strong controls and transparency
- Design and execute a thorough strategic sourcing plan to achieve savings which impact P&L statement directly, deliver within assigned budget metrics and quality standards., Key Account Management - Engaging the Senior Facilities Management team from client side and developing customized cost optimization plans for them., Consolidation and standardization of services being provided at various client sites, Engaging with over 30 Key Operations Manager pan India to help build Strategic Sourcing plans for 250+ Clients, Participate in various RFP's for New Customer Acquisition pitch, Develop a network with Facilities and Sourcing professionals in the industry, to create benchmarks
Associate Vice President, Procurement
Aviva Life Insurance Company India Ltd
07.2003 - 08.2011
- Responsible for leading all sourcing for Aviva India on national level, handling annual procurement volumes of INR 700Million, Procurement processes - RFQ, RFP, Reverse Auction, Contract Negotiations, Supplier Ethics, Market Price Benchmarking, Supplier Base Management, Proactive identification and engagement with Function heads for their individual dept's spends to improve potential aspects of procurement., Provide Procurement support and expertise to the stakeholders - planning, analysis, category management, contract management, negotiations, sourcing, vendor management, process support and vendor performance evaluation management, Develop action plans and direct execution (spend vs savings analysis, cost analysis, benchmarking) towards Strategies and improvement of financial metrics
Education
MDBA - Personnel Management
Symbiosis Inst. of Management Studies, Pune
09.2004
B.Com (P) -
Delhi University
01.1998
Class XII -
CBSE, Delhi
01.1995
Class X -
CBSE, Delhi
01.1993
Skills
- Account & Relationship Management (Sales)
- Strategic planning
- Business acumen
- Retail Sales
- Contract Negotiation
- Team leadership
- Account Acquisition
- Pipeline Development
- Customer retention
Accomplishments
- Successfully turned around P&L for all Key Customers for Georgia, from deep red to Profitable Accounts.
- Attending in-house talent development program - Chrysalis - live project on Coke's entry into VAD in India
- Identified, evaluated and onboarded all vendors with complete compliance to Amex code of conduct
- Designed and implemented Sourcing Playbook for IFM contractors and sub-contractors.
- Completed fast track Management Development Programme at IIM - Ahmedabad with Best Student Award
- Winner of MD's award for Innovation, 2009
- Headed the project for integration of Admin & Ops resources at branch level to effectively leverage resources management at branches
- Conceptualized and successfully implemented Online Travel Requisition module on company's intranet
- Spearheaded the project for mapping of competency framework for Admin as a vertical.
Brief Profile
Rich experience and proven record of accomplishment in various Strategic roles across various functions. Strong Customer Engagement Skills, Strategic thinker, Result Oriented and Proven Change Manager. A good team leader and effectively liaised and coordinated with internal customers, external agencies, business partners and suppliers. Strong leadership skills with an ability to build, develop and lead result-oriented teams. Over the years, built a strong understanding of these strategic functions and the key levers for driving my teams to success.
Personal Information
- Date of Birth: 10/09/77
- Marital Status: Married
Timeline
National Key Accounts Manager - Modern Trade
Coca-Cola India Pvt. Ltd.
06.2021 - Current
National Key Accounts Manager - Modern Trade
Hindustan Coca-Cola Beverages Pvt Ltd
04.2015 - 06.2021
National Marketing & Key Accounts - Georgia
Coca-Cola India Pvt Ltd,
10.2012 - 03.2015
Sourcing Lead for India market
CBRE South Asia Pvt Ltd.
08.2011 - 10.2012
Associate Vice President, Procurement
Aviva Life Insurance Company India Ltd
07.2003 - 08.2011
MDBA - Personnel Management
Symbiosis Inst. of Management Studies, Pune
B.Com (P) -
Delhi University
Class XII -
CBSE, Delhi
Class X -
CBSE, Delhi
Similar Profiles
Sumit TripathiSumit Tripathi
Shift Maintenance Engineer at SLMG Brewages(Coca Cola) india pvt ltdShift Maintenance Engineer at SLMG Brewages(Coca Cola) india pvt ltd
Shilpa AgarwalShilpa Agarwal
Senior Product Manager at PlayGames24x7 Pvt. Ltd.Senior Product Manager at PlayGames24x7 Pvt. Ltd.
Aanchal AhujaAanchal Ahuja
Supply Chain Analyst at Coca-Cola India & South West Asia BU Office.Supply Chain Analyst at Coca-Cola India & South West Asia BU Office.