R. VIKRAM
Bangalore
Summary
Seekinga challenging and rewarding opportunity with an organization of repute which recognizes my true potential and effectively utilizes/nurtures my excellent Pricing and technical skills in IT industry. Profile: Possess 12 years of experience in Sales Operations with Pricing Analytics, Deals Desk, Business , Analytics, Competitive analysis, Margin/Discount Optimization, legal contract, Annual price list changes, PreSales support, Material Management, Request for quotation, Quotation preparation, Cost negotiation, Cost Planning, Bill of material
Overview
12
12
years of professional experience
Work History
Pricing consultant, (Support the Area Sales Leader/Finance Controller
Juniper Networks Inc
01.2021 - Current
- In seeking not STD pricing approval, planning and ad-hoc analysis primarily around sales achievement, margin maximization and pipeline (coverage, BU mix, and product/service)
- Juniper Deal process/ Pricing Approval:
- Engage with Sales, COE and Sales Support teams, OM, C&C to ensure a momentum is maintained to all business, with a view to ensuring compliance and fiduciary rigor
- Dealing with AM/RSM in telecom to validate and clarify info/data, push back on requested discounts, question the rationale provided for requested pricing/discounts
- Commercial deal review and approval – drive the process to ensure high quality supporting rationale exists as appropriate for all deals
- Transitioned Deal Desk Shared support to key accounts and other EMEA regions, working closely with the Sales team
- Ensuring high attention to detail and accuracy while pushing to get approvals within SLA’s to meet RFP and other pricing response deadlines
- Deal Management Sales Operations process involves of quoting the sales requirement
- Perform pricing modeling/ analysis for multiple configurations
- Approve product expedite escalations
- Engage with BU/PLM and Global Pricing teams to ensure support
- Reporting:
- Work with Controller(s) to define scope (needs, focus) of all reporting elements (SA, Margin, Opex, H/c)
- Maintain awareness of all sources (BO SQL, Tableau, Area reports, Corp) and their frequency
- Work with the EMEA FP&A Team to ensure alignment around projects
- Ensure Opex and Headcount reporting is provided (source: FP&A) and review with Controller and Sales Director
Advance Pricing Analyst(product and Services )
Hewlett Packard Inc
07.2017 - 02.2021
Senior Pricing Analyst
Hewlett Packard Inc
07.2013 - 01.2017
Subject Matter Expert
Hewlett Packard
12.2012 - 06.2013
Process Associate
Hewlett Packard
12.2011 - 11.2012
HP
- Studying industry standards and pricing structure of competitors
- Managed day to day pricing operations and aligned within competitive landscape to effectively penetrate local grocery market chains
- Advised Procurement of products posting excessive loss or negative margins where immediate action must be taken by removing product line or renegotiate with vendors for cost of acquisition
- Monitored competitor's new products, promo flyers, and presented to Procurement to take corrective action by aligning with competitor’s trends
- Review and analysis contract and discuss about the distinguish features of HP products in relation to approved pricing policy with the price committee
- Do provide prompt and accurate price quotes to sales as per the customer Demographics locations so as to close the deal
- Act as a liaison between clients, vendors, support staff and other management partners to facilitate information flow and drive efficiency
- Review on the customer consumption-based planning so as to provide better pricing procedure
- Do provide rate contract valid for 1 year based on customer business level with the company
- We have a SLA with the customer irrespective of Market condition we support to the customer on the fixed pricing
- Taking care of the whole sales cycle, pricing procedure and do advice customer about Future services and Values
- Creating and maintaining strong relationships with key decision makers to ensure repeat business
- Liaise, negotiate and collaborate with Product Marketing and other internal departments for price guidance and allocation of product
- Submits and processes requests that are coming from clients, partners, sales representatives and/or commercial groups ensuring the agreed time frame
- Verifies the accuracy of data contained in the requests
- Collaborates with Operational Teams and Business Stakeholders to gather business requirements, supporting the design of new or improved processes of significant complexity, and understand business/customer impact
- Continuously develops product knowledge through formal training sessions as well as on-line training programs
- Conducted weekly, monthly and quarterly reviews on margin reports, and track the effect of any changes on sales and margin within my regions
- Worked with manager and sales to improve the market shares
- Taught ongoing training with the sales representatives, educated them on system operation, price updates and proper pricing techniques
- Delight the customer through excellent relationship & high service levels
- PROJECT
- Yellow Belt ProjectinLean Six Sigma-End to End team TAT improvement
- Automation project on pricing-SLA improvement/Customer satisfaction/removed the all non-value process steps
- Reduce the order issue and improve the Team Empowerment
- TAT improvement and Removed dependency
- Margin improvement
- TRAINING&DEVELOPMENT:
- Go To Market Strategy
- Customer Service & Escalation Management Program
- Global Trade Customs Awareness
- Strategic thinking & Strategic Planning
- Domain Pricing & Product Training
- Professional English and Email communication
- Financial Analysis
- Lean Six Sigma
- ACHIEVEMENTS
- Received Best Employee of the year award from Vice president in 2016
- Been part of 6M Dollar saving project and received award and reward from AMS region Head
- Achieved Customer championaward and monetary reward from Director in 2016
- Increased TAT from 63% to 86% and received appreciation from Pricing Managers
- Received multiple recognition from “Stack Holders”
- Best Pricing Man for my sales to understanding the business and their requirement
- Being part of a team, which has achieved ‘Zero Defects’
- Highest Productivity holder in my team
- Yellow Belt Completed on Deal revisionby 18% reduction
- Experience in Tools & Usage: SFDC (SalesForce.com) – We use this tool to review & obtain any information related to Opportunity, Deal Registration, Customer & partner records and HP sales information
- PIM: Product information tool
- To check the end of life products and update the sales/Partner for future submission
- Eclipse – PROS, Rollout,GBA,SOD : This is a quoting tool which provide us a legal quote as a final output.
Education
M.BA - Distant
Karnataka Open University
Bangalore 2012
B.B.M -
South East Asian Educational Institution College of Commerce
01.2011
Senior secondary (P.U.C - Commerce
South East Asian Educational
01.2008
Skills
- Expertise in cost and price analysis and using various analytical and statistical tools for the same
- Thorough with the market pricing strategies
- Have good knowledge in GTM (Go toMarket) and Products
- Expertise in determining costs and studying various costing strategies
- Excellent team coordination and communication skills
- OCA (One Config Advanced) & OCC (One Config catalogue) : Tool used to create/modify configuration and create bundles
Accomplishments
- PROS (Low Touch) empowerment authority, associates training plans, best practice sharing and team handling
- Expertise in drawing conclusions based on analysis and using intuitive skills
- Expertise in multitasking and time management
- Provide input into developing and modifying systems to meet client needs and develop business specifications to support these modifications
- Ability to translate and present ideas and concepts convincingly
- Excellent negotiation skills to maximize company profitability
Languages
English
Proficient
C2
Hindi
Advanced
C1
Timeline
Pricing consultant, (Support the Area Sales Leader/Finance Controller
Juniper Networks Inc
01.2021 - Current
Advance Pricing Analyst(product and Services )
Hewlett Packard Inc
07.2017 - 02.2021
Senior Pricing Analyst
Hewlett Packard Inc
07.2013 - 01.2017
Subject Matter Expert
Hewlett Packard
12.2012 - 06.2013
Process Associate
Hewlett Packard
12.2011 - 11.2012
HP
M.BA - Distant
Karnataka Open University
B.B.M -
South East Asian Educational Institution College of Commerce
Senior secondary (P.U.C - Commerce
South East Asian Educational