SATHISH KUMAR NV
National Key Accounts Manager
Summary
Tel: 09538588498 Challenging Positions in the field of FMCG Sales, Marketing, and Business Development with Leading Organizations. PROFFESSIONAL SYNOPSIS: A professional with 12.8 years of qualitative experience in FMCG Sales. Currently functioning as National Key Accounts Manager with Bauli India Bakes & Sweets Pvt Ltd. at Bangalore handling nationally. A keen strategist with a record of accomplishment of developing motivational schemes, customer servicing, client relationship and distributor management. A consistent performer with a proven record of accomplishment of increasing volumes, revenues and streamlining workflow. Excellent interpersonal, communication, team building, distributor management and customer relationship management skills with an experience in training and development of the work force with the ability to work in different environment. Focused Sales Manager committed to motivating others and offering extensive knowledge penetrating new territories and promoting product lines. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
14
14
years of professional experience
3
3
Languages
1
1
Kannada
Work History
National Key Accounts Manager, Head of Sales
BAULI INDIA BAKES & SWEETS PVT LTD
03.2021 - Current
- Key Account Management- managing set of accounts which includes assortment planning, JBP, visibility, Trade spend management, ensuring the great PR with the national accounts and ensuring execution of the plans by aligning regional teams
- Deriving strategies for basket penetration, ASP increase through multiple visi plans, bill busters, combi planning (virtual & physical), cross category promo etc
- P&L Management of Channel- ensuring the optimum utilization of Trade spend, proper ROI for visibility plans, driving the mix of better Gross margin products, managing primary freight and secondary freight
- Budgeting- Annual Budget planning by stacking up of Base business with organic growth, NPD plan, activation plans, geographic expansions, City wise, State wise, region wise, Account wise etc
- Handling Trade Activations for MT & Ecom Accounts for brand activities like new launches, visibility and promotions plan at account level and thus leveraging the NPDs to increase range
- Development of ASMs and Cross functional working with Marketing, Trade Marketing, NPD team, Supply chain Team and Finance team to ensure smooth operations in the designated territory
- Competition Mapping on visibility plans, promotions, Share of shelf, planograming etc by closely working with the category team
- Key Achievements:
- Got awarded as “Team Chak De” for the Q2
- Got rewarded for ensuring the profitability of the channel
- Grown 3 folds in last one year
- Ecom as a channel grown 3.5 fold with better gross margins
- Got the award for Exemplary Services for Modern trade business.
Area Sales Manager
BAULI INDIA BAKES & SWEETS PVT LTD
02.2017 - 03.2021
- Launching product- Appointing Super stockiest, distributor network to launch a product in Modern trade and Alternate Channel with a team of 5 sales officers in South India
- Key customer Management- Ensuring good PR with key customers like Metro, DMart, Bigbazaar, ABRL and thus aligning regionally to ensure the product range is available across stores and executed well
- Acquiring regional Clients and Management- ensuring the TOT done with regional clients like Foodworld, Ratnadeep, Bismi, Kalyan, Grace, Heritage etc… and act as a KAM for the regional accounts
- Alternate Channel- Customers like Ecom- Bigbasket, Amazon, Flipkart, Grofers and IRCTC and railways have been serviced by appointing a right distributor to right channel
- Team Management- Handling a team of 5 frontline sales force by continuously motivating the team by working with him, rewarding, incentivizing to ensure the product availability, increasing the reach
- Planning and Forecasting- Ensuring the MT customers are served with the desired shelf life product by doing the accurate planning and forecasting at the SKU level
- Weekly, monthly, quarterly reporting of Market trends to ensure the strategy is changed accordingly to increase the market penetration and increase the market share
- Key Achievements:
- Got awarded as “Best Region for the Year 2020-21”
- First team to touch for any kind of milestones
- Highest contributing team to the overall business
- Got the award for Exemplary Services for Modern trade business.
Sr. Customer Executive
PEPSICO INDIA HOLDINGS PVT. LTD
03.2013 - 02.2017
- Distributor Management- distributor P&L management, reviewing ROI quarterly, market credit management, ensuring correct ROI to the distributor by effectively managing the distributor resources
- Customer Management- Ensuring good PR with the existing customers by ensuring the service, increasing the volume by ensuring the range availability, focused pack promo, and better scheming to ensure the loyalty of the retailer to the company
- Handling primary and secondary sales of company’s complete portfolio (Foods & Beverages) in the assigned territory and executing the market with different SKU’s
- Handling Customers like ABRL, Trent, Bigbazar, Spencers, Hypercity and E-Com customers like Amazon, Grofers etc to get the incremental volume and ensuring the range of PepsiCo making it as the top SKU’s sold in the E-com site
- Prior to this roll, handled key accounts like KFC, PVR, Pizza Hut, Inox and acquired many regional accounts like five star hotels, luxury pubs, resto bars, amusement parks, etc.
- Thus ensuring the constant growths on volume
- Handling assignments like event management, new product introduction- sampling, SIS, promo planning and getting the hoardings at high visibility locations
- Team Management- Handling a team of 8 frontline sales force by continuously motivating the team by working with him, rewarding, incentivizing to ensure the product availability, increasing the reach, and thus ensuring the greater market share in the specified market
- Training & Development- Ensuring the team is well trained to ensure the product reach by acquiring new outlets to ensure the numeric distribution, the product availability, range availability, new product introduction, credit management and customer management and thus ensuring the customer satisfaction
- Planning and forecasting the sales by week, month, quarter by SKU to ensure the correct forecasting of the inventory thus ensuring the customer servicing 100%
- Daily, weekly, monthly, quarterly and yearly Reporting on market trends, competition activities and thus changing the strategy to ensure the greater market share and numeric distribution
- Key Achievements:
- Recognized as the ‘BEST CE FOR THE YEAR 2015 IN MT’ for the best execution
- Have been in Rank #2 CE PAN India from Feb’15 till date in Execution
- Have grabbed the award “Mr
- Growth” for the year 2014
- Recognized as the only growth engine in both the businesses (Foods & Beverages) immediate month after integration of Foods & Beverages
- Recognized as the “BEST CE” for many months because of the exceptional performances
- Have grabbed the ‘BEST CE’ for the best product launch during Lipton launch.
Sr. Executive Sales
FRESH AND HONEST CAFÉ LTD
08.2010 - 03.2013
- Managed new and existing institutional accounts like Gardencity College, Christ college, MSR group of institutions, Manipal Institute of Technology, NITK, Surathkal, KMC, Manipal Hospitals, BGS hospital, total mall and other institutional clients and Forecast sales and market trends
- Developing and appointing new Master Franchisee to expand product reach in the market
- Weekly, monthly, quarterly and yearly Reporting on market trends
- New Business development on continuous basis, Pitch Presentations on new machine installations to prospective clients, submit proposals and follow-up, initiate to use freshly ground coffee
- Selling of machines to the cafes, 2 or 3 star hotels, SME’s, chain of restaurants, fixing AMC, cracking the deals for bulk beans purchase
- Cold calling, generating leads and converting into Sales
- Initiating, Managing, Building, and Retaining customers through effective client relationship management
- Joined with Key accounts to jointly establish Consumption pattern forecast and conveyed these to procurement to keep minimum stock and coordinated with logistic for timely supply
- Ensured good PR with my customers & ensured service for 100% satisfaction & increased revenue there.
Executive
Amalgamated Bean Coffee Trading Company Ltd
04.2009 - 08.2010
- Leadership responsibility for 14 units (7 company-owned and 7 franchisee-owned), 35 employees, 150 lacs in annual revenue
- Accountable and Responsible for achieving sales target through existing clients
- Franchisee relationship Management
- Identifying the franchisee where the operations for the company are not viable
- Ensure that the orders are processed & delivered on time to various locations which involves
- Effective management of time, logistics & cost.
Education
Bachelor of Science - a Microbiology
Master of Business Administration - a Marketing
National Institute of Management Studies
Skills
CORE COMPETENCIES INCLUDES Channel management, Channel PNL, Budget
undefinedAccomplishments
- Named "Manager of the Year" in 2021.
- Managed the ‘Bauli Ka Bahubali’ award winning sales team at Bauli India Bakes & Sweets Pvt ltd
- Created a category of croissants in Modern trade and E commerce platforms.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
National Key Accounts Manager, Head of Sales
BAULI INDIA BAKES & SWEETS PVT LTD
03.2021 - Current
Area Sales Manager
BAULI INDIA BAKES & SWEETS PVT LTD
02.2017 - 03.2021
Sr. Customer Executive
PEPSICO INDIA HOLDINGS PVT. LTD
03.2013 - 02.2017
Sr. Executive Sales
FRESH AND HONEST CAFÉ LTD
08.2010 - 03.2013
Executive
Amalgamated Bean Coffee Trading Company Ltd
04.2009 - 08.2010
Bachelor of Science - a Microbiology
Master of Business Administration - a Marketing
National Institute of Management Studies
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