Shumaila Husain

Key Result Areas:

• Currently managing the national business for retail chains of Reliance and MRL, with an overall turnover of over 200 Cr.
• Managing operational coordination and key account management for the mentioned chains.
• Managing an ICR role with a portfolio handling of edible oil, cereals, chocolate, and spreads (peanut butter and chocolate spreads).
• Working actively toward the successful implementation of operational efficiency, account activation, and business expansion.
• Successfully delivered 100% growth in the cereal business in the initial 3 months of the launch.
• Contributed to strategic planning efforts designed to inform the ongoing growth of national key account management division.
• Provided exceptional support to clients, fostering long-term partnerships and generating repeat business.
• Monitored sales trends within assigned territory, adjusting strategies as needed to maximize results.
• Established quarterly sales targets for national accounts team members that aligned closely with corporate objectives.
• Delivered comprehensive sales presentations to potential clients, effectively communicating the value of products and services offered.

Achivements:

• Successfully delivered 120-130% growth over the YTD base with exclusive launch plans in cereals at Reliance and Dmart.
• Delivered 30% growth during the 3rd and 4th quarters in the pasta and chocolate category by driving cross-promotions and visibility drives within Reliance and More Retail Stores.

Key Result areas:

• Led a team of Key Account Executives to drive profitability and enhance channel performance through strategic account management.
• Conducted data analysis and reporting to inform decision-making, while actively supporting new product launches and activations.
• Developed and executed annual business plans for key accounts, aligning regional strategies with national sales objectives.
• Prepared detailed MIS reports on sales trends, competition, and market issues for internal stakeholders to support strategic decisions.
• Collaborated with the internal teams to ensure optimal fill rates, timely collections, and enhanced operational efficiency.
• Managed trade marketing budgets and designed promotional campaigns to optimize ROI, boost brand presence, and improve channel performance.
• Played an instrumental role in winning new business through targeted prospecting and relationship building activities.
• Achievements:
• Implemented process improvements within the key accounts division, enhancing efficiency levels across the team.
• Increased business turnover from 400-600 MT to 1000-1500 MT through effective activations and launch plans with Reliance and ABRL, more retail, both nationally and regionally.
• Collaborated with e-commerce platforms like Big Basket, Grofers, Amazon, and Flipkart to drive new activations and optimize product assortments in the northern and western regions, achieving a 40% annual growth across these channels, and attracting new customers through strong negotiation skills.
• Successfully executed activations with major retailers, such as Reliance and DMart, driving monthly oil promotions, and improving market share in the oil category from 0.4% to approximately 1% of the total oil industry.

Key Result Areas:

• Led the Modern Trade business and key accounts across multiple states, driving sales targets and operational success with a team of two direct reportees.
• Developed and executed strategies aligned with company goals, achieving significant revenue growth, and optimizing sales forecasting, scheme planning, and inventory management.
• Designed and implemented trade and visibility programs to enhance brand presence, and drive sales through targeted marketing initiatives.
• Built strong client relationships, fostering business growth and profitability through effective networking and account management.
• Promoted a culture of commercial awareness and market understanding, supporting team development, and business growth.

Achievements:

• Monitored industry trends to stay ahead of competitors, offering relevant solutions to customers'' needs thereby providing 10% grwoth month on month across categories in the product portfolio.
• Developed strategies that reduced the attrition rate to 15%.
• Contributed to several new product launches, achieving a 10% monthly increase in account performance.
• Identified opportunities for upselling within existing accounts, resulting in increased revenue generation.

Key Result Areas:

• Led a team of 60 off-payroll sales staff, including 3 TSIs and 57 Promoters and Merchandisers, managing Kellogg's Mumbai regional business worth 5 crores across 32 D-Mart stores and 26 standalone supermarkets, achieving a 23% annual growth by ensuring optimal stock availability and visibility.

Achivements:

• Implemented data-driven decision-making processes to identify sales trends and optimize performance.
• Increased regional sales by developing and implementing strategic sales plans tailored to the local market.
• Boosted monthly productivity of promoters from 2 lakhs to 8 lakhs in 80% of D-Mart stores through the implementation of 'Gurukul and Samarth' programs, and promotion of focus SKUs.
• Contributed to a 50% growth in Kellogg's muesli category in D-Mart, maintaining over 40% of the muesli market share within the chain.
• Enhanced Kellogg's in-store shelf space in modern trade chains, resulting in a sales increase of 200,000 per month.
• Successfully reduced sales team attrition from 19% to 7% since January 2017.
• Recognized as a Regional Performer for sales in Q1 2017.
• Awarded as one of the best assistant managers for consistently achieving monthly KPIs in Qtr 2 for best Pringles Territory-specific growth.
• Conducted regular market analysis to stay ahead of competitors and exploit new opportunities for growth.
• Collaborated with cross-functional teams to develop marketing strategies that boosted product awareness and demand.
• Streamlined sales operations by implementing efficient tracking systems and reporting tools.
• Managed territory budgets responsibly, ensuring resources were allocated efficiently for maximum impact on revenue growth.

Key result Areas:

• Managed the national retail chain for Aditya Birla Hypermarket, overseeing 19 stores and 46 supermarkets with a yearly revenue of 30 crores, leading a team of 100 direct and indirect sales executives.
• Directed the monthly launch and introduction of FMCG products, including foods, beverages, personal care, and staples, across ABRL stores under the ITC umbrella.
• Effectively managed the supply chain and distribution network for eight branches across India.

Achievements:

• Managed a diverse portfolio of key accounts, maintaining strong professional relationships and high retention rates.
• Collaborated with the Supply Chain and Sales teams to maintain a key account fill rate of over 85%, ensuring maximum product availability.
• Led local promotions, consumer and trade schemes, and managed trade and marketing activities at both chain and store levels, driving a 15% revenue increase through the Vivel promotion.
• Facilitated successful product launches within key accounts, coordinating closely with internal stakeholders to ensure smooth execution of promotional activities.