Sivaram K

• Planned & executed BAU operations & GTM strategy for Lifestyle business
• Executed new launches in marketplace brands and private label
• Ensured availability of top SKUs and competitive pricing in the market
• Planned stock requirement basis past trend and market input
• Identified gaps in supply and arranged alternatives to fix the gap
• Streamlined the business process for gauging inputs from demand team
• Ensured right category mix to achieve net margin targets
• Proposed and executed customer acquisition and retention plan month on month
• Designed and executed business enablers and built playbook for execution on ground
• Trained the demand team on the job for business pitch and improved conversions

• Owned Global Sales program and led a team of 20+ Account managers to deliver business goals
• Developed AOP & worked with commercial/HR teams to close budget and hiring
• Managed end-to-end sales cycle from demand generation to onboarding by efficient management of lead funnel
• Guided sellers with listing, pricing & account managed them post launch
• Improved discovery by upselling sponsored ads and optimizing ad campaigns
• Analyzed data to identify gaps and improve sales across category in all regions
• Planned upselling of FBA for top SKUs & monitored inventory to avoid stock outs
• Planned & executed deals/coupons during peak sales period resulting in 2.5X sales vs BAU
• Scheduled 1:1 with team members to unblock challenges in work, identify their talent and groom for future roles
• Collaborated strategically with various programs, negotiated and executed contracts to explore mutual growth

Highlights

• Increased weekly productivity by 25% and launched 6.8K sellers (+103% YoY) in CY 2021 by streamlining lead funnel (10% increase in lead flow), customizing pitch decks and cross-selling marketplaces (7% increase in conversion)
• Achieved 59% YoY GMS growth in CY 2021 by planning category mix, ensuring inventory, upselling sponsored ads, configuring deals and running incentive driven sales contests during peak sales period
• Built live tableau dashboards & implemented metric-based review mechanisms to track business health and ensure 100% achievement of key metrics in CY 2021 despite headwinds from 2nd wave of Covid-19

• Designed AOP for AJIO Business and built the B2B E-Commerce (Fashion & lifestyle) business from scratch in Tamilnadu
• Hired, trained & groomed a team of Sales Analytics Lead, 15+ Territory Sales Managers, 200+ Sales Officers on business metrics to achieve goals on DAU ((Daily Active Users), MAU (Monthly Active Users) and NOV (Net Order Value)
• Worked along with cross functional teams to ensure smooth user experience for retailers & streamline sales processes
• Shared & implemented ideas with leadership on network expansion and product features in storefront app
• Led cross functional projects to solve business issues and analyzed data to identify opportunities for improvement

Highlights

• Expanded retailer network, built & published excel dashboards to enable team's visibility on business and conducted metric-driven reviews to improve SO productivity by 50% & onboard 13K retailers (157% YoY) in FY 20-21
• Acquired strategic accounts, fast-tracked orders & scaled order size to deliver 341% YoY revenue growth in FY20-21
• Conducted 1st offline sales event for retailers registered in AJIO Business & grossed 10X sales vs daily BAU in FY19-20

• Led a team of 6 team leaders & 40+ sales officers to drive sales & distribution of Coca-Cola products in assigned area
• Executed rigorously to improve productivity metrics, grow existing accounts and acquire new accounts
• Worked along with commercial and marketing teams to limit trade expenses, discounts and improve profitability
• Established strong relationships with major accounts and key decision-makers to increase sales

Highlights

• · Focused on temple/ college festival activation and did 15% incremental sales in FY16-17.
• Increased market share by 10% by improving stability of distribution & driving outlet expansion in FY17-18.

• Designed switch gear devices in accordance with client specification
• Catered to design changes, performed cost estimation during proposal stage and after production of low voltage switch gear
• Raised purchase requisition & coordinated with purchase department for planning long lead items