Sumeet K Lohia
Gurgaon
Overview
19
19
years of professional experience
2
2
years of post-secondary education
1
1
Language
Work History
Head - Sales & Business Development
Crocs India Pvt Ltd
08.2017 - Current
- Business Development: India & Emerging Countries (Nepal, Bangladesh, Bhutan
- Sri Lanka and Nepal)
- Area of Work: Lead India sales channels: Retail EBOs, E-Commerce, Key Accounts, Distribution, Institutional Sales
- Key Responsibility Areas:
- Deliver the topline & bottomline for Brand Crocs with all sales channels
- Accomplishment of Annual Operating Plan (AOP) for brand within the given channels with agreed EBITDA target
- Coach and manage the channel heads for each channel ensuring the compliance to Brand directions and profitability delivery
- Expansion of doors in retail and key accounts, maintain productivity and balance between offline and online channels
- Business plan creation, alignment with stakeholders and follow the blue print
- Regular interaction with region (Singapore) and drive india business with prescribed guidelines
- Achievements:
- Revenue growth : 50% in year 2017, and 35% in Year 2018, 35% in year 2019
- Opened 148 EBOs with productivity of INR 108 ($1.58) and added 90K Sq ft in retail
- Introduction of new channels : Kids retailing,Apparel store network, voucher sales
- Ensured 92% Fullprice sales in offline and ~60% in E-com
- Reset distribution and key accounts model, E-Com model to maximize revenue
- E-Com growth at 60%
- Developed and managed leadership programs to prepare leaders for tomorrow
- Fila India
Vice-President
Cravatex Brands Ltd
Mumbai
06.2016 - 08.2017
- India & Emerging Countries (Nepal, Bangladesh, Bhutan
- Sri Lanka and Nepal)
- Area of Work: Lead offline sales channels: Retail EBOs, Key Accounts, Distribution, Institutional Sales
- Key Responsibility Areas:
- Achievements:
- Creation of successful business Model for the Distribution & Retail
- New SIS Concept resulted into 1.75 footwear per day sale from 0.5 Pair a day
- Introduction of school shoes partner and new mainline distributors in Rajasthan, AP, UP & Bihar
- Processes introductions and efficient review mechanisms for all channels
- Opened Nepal Market by opening a FILA EBO at Darbar Marg, Kathmandu
- Creation of new Retail and SIS SOPs.
Business Manager
Reliance Brands Ltd
Mumbai
06.2014 - 06.2016
- Key accounts- Retail Operations and Distribution
- Area of Work: Key Accounts Retail operations and Distribution (PAN India) for International Brands namely “GAS Jeans, Kenneth Cole Reaction, Superdry and Quiksilver, DC Shoes, Paul & Shark and Steve Madden”
- Key Responsibility Areas:
- To manage PAN India Key Accounts Retail Operations and Distribution Business for Main Stream and Bridge to Luxury International Brands
- To establishprocesses for Retail operations, revenue generation & monitoring with laid Brand guidelines
- Business plan accomplishment, managing growth,top line and bottom line
- Brand wise merchandise planning for desired Sell thru target accomplishment i.e.60% FPST
- Managing Partners, commercial negotations and joint quarterly business reviews
- Personnel Management at SIS and Multi-brand doors
- Managing distributors and their profitability ensuring growth with P&L for the channel
- To Make schemes, Proposals and execute the same to push sales at the SIS and Distribution
- Achievements:
- Successful launch of Steve Madden,QuikSilver and DC at Key Accounts
- (Specially Shoppers Stop, Lifestyle and Metro Shoes)
- L2L 22% achievement of secondary sales
- Robust Process establishment and SOP Creation for the channel
- Achieved “Best Brand Business” Award for GAS business.
Channel Head
Adidas India Mktg. Pvt. Ltd
06.2010 - 05.2014
- Kidswear &Sports Goods and Exports
- Area of Work: Key Accounts and Distribution (PAN India) & Retail Operations at SAARC countries
- Brands : adidas and Reebok.
- Key Responsibility Areas:
- To manage PAN india business for business categories (Kids&Acc.,Cricket, Personal Care and overall Exports business for SAARC) and drive these alternate categories through Retail stores, Key Accounts and Distribution
- To develop the short term and long term plans for these catagories managing the P&L account
- Ensur 100% penetration of channels with alternate business categories
- Develop the channel specific product to maximise revenue and sell thru.
- To explore and widen the horizon for business possibilities from SAARC countries ( SriLanka,Nepal,Bangladesh, Bhutan and Pakistan)
- Achievements:
- Channel growth by 68% in Year 2013, Kids distribution with Key accounts-30%, Exports – 160%, Cricket Distribution-88%
- Separate range development for Cricket, Kids and Accessories (Distribution range)
- New Business models: Reebok/Adidas Kids Distribution & Key accounts - Reliance Footprint, Iconic Kids, and Lilliput World etc
- Development of 9 SIS and 3 Cricket SIS (first of its kind) with Sport Shops
- Started Pakistan, Bhutan and Bangladesh Operations with Adidas EBOs.
Assistant Manager
06.2010 - 03.2012
- Managed Large Format store operations/ Modern Trade,Hypermarkets in India
- Commercial negotiations, business planning and forecating for merchandise
- To track monthly performance (FPST, inventory mix, presentation, profitability and productivity) against plan
- To acquire maximum shelf sapce,maximum sell through,Man power planning, reduction of attrition rate in staff
- Execution of training programs to enhance in-store sales personnel’s competency in product knowledge, VM display, customer service and selling skills
- New business development with non-reprsented markets/key accounts
- Achievements:
- Maintiaing No.1 position in terms of sales at all Hypermarkets/Fresh Business- Key accounts
- LKL growth of 43% in Lifestyle, started Shoppers Stop with 44 doors
- LKL 209% growth in Personal Care business and 100% adidas EBO penetration
- Acquired 9 new customers in 15 months like Aditya birla, Reliance and Walmart
- Hypermarket business from nil to 12 Cr PA.
Territory Sales Manager
Levi Strauss India Pvt. Ltd, Rest of Maharashtra &GOA
06.2008 - 05.2010
- Managing/Expanding EBOs and distribution network ((MBOs & Premium Shop in Shops (PSIS))
- Of Levi’s stores for ROMG region (Rest of Maharashtra & Goa)
- Business planning and forecasting with schemes, offers and promotions
- Ensure L2L growth and sell-thru for business health and partner profitability
- Continuous training/coaching to manage team performance
- Achievements:
- Certificate of Merit for Outstanding performance awarded by Mr
- Shumone Chatterjee, MD, Levi’s
- Retail: Opening of 3 A+B store on Non Cost protection basis
- Opened 6 stores in the territory and added 7000 sq ft retail space
- Opened 6 Premium Shop in Shop (PSIS) with no historical presence
- Increased the MBO base by 230%, Grown Goa Distribution by 283% and ROM by 215%
- LKL store growth at 24% compared to last year
- Developed a training module for staff for improving their productivity.
Area Sales Executive
Reebok India Company, Rest Of Maharashtra
02.2006 - 05.2008
- Managing/Expanding retail network of Reebok stores for ROM region (Rest of Maharashtra)
- Finalizing new stores/franchisee, drive secondary sales
- Launch of schemes, incentives to improve sales, coordination for marketing activities
- To ensure optimum product mix, cross promotions, Brand management skills
- Achievements
- Developed new 23 stores in the region with a secondary growth of 215% year on year basis
- No of partners grown from 2 to 12, accounting to 60% growth YoY
- Achieved a primary target of 19.51 Crores resulting into 190% increase last year.
Assistant Manager
Barista Coffee, Launching Amul Ice
cream
04.2003 - 05.2004
- Shop Company as Project In charge on their project “Scope of Coffee Merchandising in India” (Duration 4 months, Delhi)
- Worked with GCMMF (Amul) for the project “Infrastructure for, Delhi” under marketing department.
Education
Executive Post Graduate Diploma - Business Management
EPGDM - undefined
Association of MBAs (AMBA) Indian Institute of Management
01.2011 - 01.2013
Masters in Business Administration - undefined
EMPI Patron Col, ICFAI Business School
MBA - Marketing/Operations
ICFAI Business School
B.B.A - undefined
EMPI Business School/Madras Univ
HSC - undefined
CSKM Public School, CBSE Board
SSC - undefined
Kendriya Vidyalaya
LG - Electronics
SUMMER INTERNSHIP, India Pvt Ltd
02.2005 - 05.2005
Certificate of Recognition for Exemplary performance in academic and excellence - undefined
Timeline
Head - Sales & Business Development
Crocs India Pvt Ltd
08.2017 - Current
Vice-President
Cravatex Brands Ltd
06.2016 - 08.2017
Business Manager
Reliance Brands Ltd
06.2014 - 06.2016
EPGDM - undefined
Association of MBAs (AMBA) Indian Institute of Management
01.2011 - 01.2013
Channel Head
Adidas India Mktg. Pvt. Ltd
06.2010 - 05.2014
Assistant Manager
06.2010 - 03.2012
Territory Sales Manager
Levi Strauss India Pvt. Ltd, Rest of Maharashtra &GOA
06.2008 - 05.2010
Area Sales Executive
Reebok India Company, Rest Of Maharashtra
02.2006 - 05.2008
LG - Electronics
SUMMER INTERNSHIP, India Pvt Ltd
02.2005 - 05.2005
Assistant Manager
Barista Coffee, Launching Amul Ice
04.2003 - 05.2004
Executive Post Graduate Diploma - Business Management
Masters in Business Administration - undefined
EMPI Patron Col, ICFAI Business School
MBA - Marketing/Operations
ICFAI Business School
B.B.A - undefined
EMPI Business School/Madras Univ
HSC - undefined
CSKM Public School, CBSE Board
SSC - undefined
Kendriya Vidyalaya