Sudhir Rai
Manager Key Accounts-Modern Trade
Mumbai,MH
Summary
Dynamic Key Account Manager with 9+ years' experience and a strong background playing a vital role in the development, management, growth and retention of key accounts for a wide range of organizations. Service-centric leader dedicated to fueling revenues, enhancing client experience and achieving top brand loyalty. Highly adept in performing within high-pressure and deadline-driven environments, driving full sales lifecycles with focus on territory expansion.
Overview
9
9
years of professional experience
8
8
years of post-secondary education
Work History
Manager Modern Trade
United Breweries Ltd
Mumbai, Maharashtra
01.2022 - Current
- Currently Handling entire modern trade and regional modern trade -DMart, Reliance , SPAR, ABRL,Spencers, Natures Basket,Shell etc)
- New product launch, contracts, negotiations, Linking and listing at both Online and Offline Platforms.
- Analyze key competitors to respond to competitive threats.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Create sales forecasts to target daily, monthly and yearly objectives.
- Negotiate and maintain cost-effective contract pricing structures with vendors to produce positive return on investment.
- Conduct economic and demographic research and analysis to produce critical reports.
- Analyze sales to manage life cycle of product, inventory models and selling rates.
- Work with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Built and cultivated long-term quality relationships with over Modern Trade clients by addressing needs and providing superior customer service.
- Set and achieved company defined sales goals.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Assisting Delivery in Operations with ongoing follow-up with category and customer.
- Support financial settlements between customers and brand by closing Credit and Debit notes.
- Analyze market needs, new customer acquisition, develop account strategies with Business Head.
- Resolved problems, improved operations and provided exceptional service.
Key Account Specialist
Hasbro
Mumbai, Maharashtra
07.2019 - 01.2022
- Handled National Chains Hamleys (Reliance), Toys R Us, CWD, IRHPL and Distributer for Indirect business (SPAR, WH Smith & Institutional Accounts) and customers online business like-Hamley.in ,Ajio.
- Obtained pricing deals, negotiated contracts and solidified beneficial agreements.
- New product launch, contracts, negotiations, Linking and listing at both Online and Offline Platforms for more than 1000+ Products.
- Timely closure with customers for launch plans / POE as per launch calendar.
- Assisting Delivery in Operations with ongoing follow-up with category and customer.
- Analyze market needs, develop account strategies with Modern Trade KAM.
- Maintain client relationships to build excellent service reputation and continuous follow-up for POs as per our business plans.
- Minimize customer returns by identifying issues and closing them with stores or categories as per requirements.
- Tracking payments with customers and Cash flow projections.
- Distributor appointment and Handling.
- Inventory Management and planning.
- Category Management and promotional planning.
- Support financial settlements between customers and brand by closing Credit and Debit notes.
- Boost customer satisfaction by providing teams with training and skills to optimize service delivery in alignment with individual needs.
- Built relationships with customers and communities to promote long term business growth.
- Prospected for new customers in target areas or demographics to bring in new business.
Key Account Executive
ITC Limited
Mumbai, Maharashtra
08.2017 - 07.2019
- Handled National Chains Dart & Godrej Natures Basket.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Worked with Sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Consistently achieved top ranking in revenue and profit growth.
- Planning and closure of Promos stock Availability, Fill Rates & Forecasting.
- Linking and listing of Correct Assortment.
- Master Management.
Assistant Leader to Team Leader
Yakult Danone India Pvt. Ltd
Mumbai, Maharashtra
07.2015 - 07.2017
- Handling team of Team Sales Executives, Sales Representatives, and Store Promoters.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Maintaining Relationship with Modern Trade, General Trade Stores, and in Horeca Five-Star hotels like TAJ, Chalet, Ramada.
- Handled Powai, Ghatkopar, Kurla, Aroli, Ghansoli, Matunga, Chembur, Chunabhatti, Dadar, Worli ,Nasik and Aurangabad region for Yakult.
- Route formation and New-Market development and Payment Negotiations.
- Strengthened merchandising and promotional strategies to drive customer engagement and boost sales.
- Outstanding Managements.
- Adhered to rigorous standards for customer service, merchandising and operational safety.
- Planned, managed and directed daily operations to increase revenue and reduce costs through P&L analysis.
- Mentored and guide employees to foster proper completion of assigned duties.
- Assess workloads to meet seasonal fluctuation needs.
- Train team on all aspects of operating procedures and company services.
- Built strong relationships with customers through positive attitude and attentive response.
- Exceeded goals through effective task prioritization and great work ethic.
- Resolved conflicts and negotiated mutually beneficial agreements between parties.
- Developed loyal and highly satisfied customer base through proactive management of team customer service strategies.
Sales Officer
Flourish Purefoods Pvt. Ltd
Mumbai, Maharashtra
12.2014 - 07.2015
- Handling primary and secondary sales of company in GT.
- Distributor handling.
- New Market development.
- Team Handling.
- Handling Outstanding of stores.
- Route Formation for Sales Representatives.
- Negotiation with Stores.
- Handled Kurla, Ghatkopar, Vidhyavihar Area for Flourish.
- Identified and qualified New Distributors to increase market share in key territories.
- Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Enhanced sales operations through development of new sales strategies, cold calling techniques and customer follow-up.
Sales Executive to Senior Sales Executive
Indiamart Intermesh Ltd
Mumbai and Jaipur, Maharashtra and Rajasthan
06.2013 - 11.2014
- To generate leads & identifies decision makers within targeted leads and initiate sales process.
- To penetrate all targeted accounts and originate sales opportunities for To set up and deliver sales presentations, product/service demonstrations daily.
- Proved successful working within tight deadlines and fast-paced atmosphere.
- Participated in team-building activities to enhance working relationships.
- Exceeded goals through effective task prioritization and great work ethic.
- Delivered exceptional level of service to each customer by listening to concerns and answering questions.
- To ensure systematic follow-up with client organizations to take sales pitch to time-bound closure.
- To be interface between customer and internal support teams to ensure that customer receives best possible service from company.
- Achievement of monthly, quarterly & yearly business plan.
- Data Management Negotiation with Customer to ensure that all payments are collected as per company's payment terms.
- Resolved problems, improved operations and provided exceptional service.
Education
Post Graduate Programme in Digital Marketing - Digital Marketing
Great Lakes Institute of Management
Chennai 11.2021 - 07.2022
MBA - Marketing
University of Lucknow
Lucknow, UP 06.2011 - 06.2013
BBA - Retail Operation
Sikkim Manipal University
Lucknow, UP 08.2007 - 07.2010
HSC - Mathematics
CBSE
Lucknow, UP 04.2006 - 05.2007
SSC - All Subjects
CBSE
Lucknow, UP 04.2003 - 05.2004
Skills
Consultative Selling
undefinedAccomplishments
- Awarded for Highest Savings with Process Improvement for the Year 2021 in Hasbro.
- In Hasbro over-achieved yearly target of 55 Cr in advance in Oct 2021.
- Boarded two National Chains IRHPL and WH Smith and grown the Mt Business by 7% through continuous follow-up and negotiations.
- Two times Juices sigma winner in ITC.
- Best Key Account Executive for the year 2018-19 in ITC MID.
- Promoted as Assistant Leader to Team Leader in Yakult Danone India Pvt. Ltd in March 2017.
- Handled the Launch of Yakult in Aurangabad.
- Promoted as Sales Executive to Senior Sales Executive in Indiamart Intermesh Ltd.
- Bangkok Trip qualifier in Indiamart Intermesh Ltd.
- Medal OF Honour in Indiamart Intermesh Ltd.
- Won 1st prize in Bazaar 2011 The Premier Marketing Event at University of Lucknow.
- Won 2nd prize in OASIS 2012 at the University of Lucknow.
Timeline
Manager Modern Trade
United Breweries Ltd
01.2022 - Current
Post Graduate Programme in Digital Marketing - Digital Marketing
Great Lakes Institute of Management
11.2021 - 07.2022
Key Account Specialist
Hasbro
07.2019 - 01.2022
Key Account Executive
ITC Limited
08.2017 - 07.2019
Assistant Leader to Team Leader
Yakult Danone India Pvt. Ltd
07.2015 - 07.2017
Sales Officer
Flourish Purefoods Pvt. Ltd
12.2014 - 07.2015
Sales Executive to Senior Sales Executive
Indiamart Intermesh Ltd
06.2013 - 11.2014
MBA - Marketing
University of Lucknow
06.2011 - 06.2013
BBA - Retail Operation
Sikkim Manipal University
08.2007 - 07.2010
HSC - Mathematics
CBSE
04.2006 - 05.2007
SSC - All Subjects
CBSE
04.2003 - 05.2004
Additional Information
- Date of Birth: 17th April 1990
- Marital Status- Married
- Wife's Name- Supriya Rai
- Mother's Name: Mrs. Pratibha Rai
- Father's Name: Mr. Vinod Kumar Rai
- Current Address- Plot No 33, Sai Aura, Sec-17 , Ulwe, Navi Mumbai
- Permanent Address: 11/810 Indira Nagar Lucknow (U.P.), 226016
Date:-
Sign:-
Similar Profiles
ARUP KUMARARUP KUMAR
Officer Dispatch & Excise at United Breweries LtdOfficer Dispatch & Excise at United Breweries Ltd
Kushalappa CGKushalappa CG
Finance and Accounts Manager at United Breweries Ltd – A Heineken CoFinance and Accounts Manager at United Breweries Ltd – A Heineken Co
Nikhita NNikhita N
Area Sales Manager - Modern On-Trade at United Breweries- A Heineken CompanyArea Sales Manager - Modern On-Trade at United Breweries- A Heineken Company