M. SURULI RAJA

Sales Planning & Coverage Management

· Implemented systems and procedures to increase sales.

· Forecasted sales and established processes to achieve sales objectives and related metrics.

· Implemented Mapping & classification of Outlets

· Implemented Area Coverage Plan (ACP) & Deployment of Team

· Developed Teams' Beats - ACP as per company's coverage Norms

· Periodic monitored of Coverage Plan-ACP as needed

Distributor Management

· Appointed & Handled 5 Distributors

· Handled Distributor primary sales & Collection

· Ensured Good Service Level to the Market from all distributors

· Ensured agreed investment norms - Stock, Market Credit

· Ensured distributors profitability

· Periodic RDS's Evaluation & Managing Exit & Replacement, as needed

Team Management

· Exceeded targets by building, directing, and motivating high-performing sales team.

· Coached and promoted high-achieving sales and account management employee to fill Regional Category positions with qualified sales executive from my team to boost company growth.

· Enhanced team performance by providing ongoing coaching, training on PASSION & M4R model and mentoring to sales team.

·Motivated sales team - 2 Team members got the star performers award

·Led sales region to increase sales and boost team morale.

·Monitoring of the performance of the team & Review and Feedback

·Modeled strong negotiation skills to help team members close tough deals with lucrative clients.

·Ensured full compliance with all relevant laws regulations and company policies pertaining to Area Sales Managers responsibilities throughout tenure at company.

Secondary & Primary Sales MANAGEMENT

· Handled Primary Sales of 8cr Annually

· Implementation of proper targeting at individual SEs & Account-Door level.

· Adhered & Driven Monthly Review Cadence

· Periodic Tracking & driving of Secondary Sales KPIs via SEs & taking corrective actions

· Enabled team members to Maintain MSS and Increase the Total Number of Lines Sold by volume and value

· Appointed 15 Wholesale During my Tenure

· Ensured Diligent use of data recording & tracking tools

· Monitoring Visibility of outlets as per planogram

· Handled Monthly Demand Forecasting basis requirements & Trends

Developing Robust S&D Network

· Tracking of Numeric & Weighted Distribution

· Constantly monitoring & increased no of Distributors

· Implemented delivery and collection Management

· Trouble shooting on timely deliveries to Distributors

· Formulated tactics and strategies to target new potential customers within prioritized markets.

New Product Launch Management

· Successfully Launched 3 New Product Launches in TN & Kerala, well as per company's business objectives

· Successfully implemented New product launch Tracking sales team able to Achieve their targets

· Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales

· Organized New Product promotional events and interacted with Dealers to increase sales volume.

Sales Information System

· Implemented Data based analysis and sales Planning system

Sales Promotion Packages/Activities Implementation

· Effectively implemented Tracking of Sales Promotion inputs

· Implemented Sales PROMOTION activities as against the Objectives

Handing Competition

· Constantly Tracking Competition

· Tracking impact of various competition activities

· Giving system feedback about various competitive activities to Higher management

TECHNICAL JOB KNOWLEDGE

· Proven ability to learn quickly and adapt to new situations.

· Excellent communication skills, both verbal and written.

· Having knowledge of Channel Sales Fundamentals

· Having knowledge of Company's Coverage Strategy

· Having knowledge of Market Mapping and Developing Coverage Plan

· Having knowledge of Industry

· Having knowledge of Understanding Sales Call Process

· Having knowledge of Understanding Sales Policies, Systems and Procedures

· Having Knowledge of basic Finance & Business Accounting Business Profitability Fundamentals (ROI etc.), and its Application

· Having knowledge of Understanding Principles & Processes of Key Account Management

· Advanced knowledge of MS-Excel

· Having knowledge of Understanding and proficient working knowledge of company specific technology & Reporting/Tracking tools

· Having knowledge of Understanding of various types of Sales Promotions

· Proved successful working within tight deadlines and a fast-paced environment.

· Exercised leadership capabilities by successfully motivating and inspiring others.

· Demonstrated a high level of initiative and creativity while tackling difficult tasks.

· Passionate about learning and committed to continual improvement.

• Handled 2 Company direct employees & 1 off role employee

• All my team members are Achieving 100% year on year

• Played a key role in expanding the retail network by 10% in 2012 TN & AP Markets
• Retailers Training session on Transitions technology & product knowledge, and sales techniques
• Retailers Training session on customer satisfaction by providing personalized lens recommendations based on specific needs and preferences.
• Resolved Retailers complaints professionally and efficiently while maintaining a positive attitude under pressure.

• Managed 15000 Inverter Batteries Sales in Tamil Nadu
• Helped team stay productive and focused on higher-value tasks to improve sales efficiency.
• Hired, mentored and motivated sales team to service customer accounts and target metrics.
• Developed comprehensive territory plans that ensured efficient allocation of resources and maximized productivity for the entire area.
• Introduced new products to meet customer demand and increase profits.
• Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.

• Successfully implemented reporting systems in Chemist Distributors i.e
• Daily sales report & reporting the sales daily basis
• Expanded market presence by identifying new business opportunities and successfully closing deals.
• Championed a customer-centric approach within the sales team, fostering an environment where client satisfaction was always prioritized.
• Drove store revenue by offering customers accessories and related purchases to complete selections.
• Researched sales opportunities and possible leads to exceed sales goals and increase profits.

• Appointed 8 CV Dealers from Zero
• Created and implemented successful sales campaigns to drive leads and increase sales.
• Streamlined the sales process, implementing CRM systems to effectively track leads, opportunities, and client interactions.
• Established and maintained strong relationships with customers

• Instrumental in increasing Shakthi Dealer Network from 4 to 18
• Provided exceptional customer service, addressing inquiries promptly and ensuring a positive experience for all Dealers.
• Demonstrated products to Dealers to illustrate features, advantages and benefits.
• Created and perfected various pitch promotions to attract customers toward products.
• Worked within End customers environments to boost product awareness, meeting, and exceeding established sales goals.