VARATHARAJAN KRISHNAMOORTHY

Work History

Regional Sales Manager

3M India Inc.

Senior Sales Officer

Nestle India

Head: HR, Talent, L&D for 'Technical, SC and Support'

Gulf Coca-Cola Beverages

01.2020 - 09.2023

Led strategic HR and learning initiatives for four GCC countries through the pillars of talent, skill, culture, and employee experience
Partnered with IT team and strategized digitalization initiatives for GCC markets, resulting in improved efficiency and customer satisfaction
Managed a budget of $100 million and a team of 1500 associates across various functions and locations.

Director HR, Commercial Capability & RED, RGM and SFM

Coca-Cola Bottling Co for Bahrain & Qatar

01.2009 - 01.2020

Led all aspects of strategizing, budgeting, planning, and implementation of strategic initiatives in L&D, talent, diversity, RED, RGM, RTM & SFE for two countries
Key milestones achieved during the eleven years: Led AI-based photo recognition for the grocery channel in UAE, reducing the cost of execution per RED tracker by 36%, improving on-shelf availability and retailer satisfaction
Project member of digitalization team for GCC markets, managing robotic process automation in accounts receivables, trade promotion, and performance management
Increased sales employee engagement by 25% and reduced turnover by 15% through pervasive sales learning and coaching programs
Member of digital sales conversion team, launching online digital sales replacing conventional sales, penetrating 48% of the grocery outlets to digital sales, receiving Coca-Cola Global Digital Award
Rehashed GTM for GCC countries by working with Sales Team through Populating EDS, Mapping outlets, Classification, Clustering, Coverage Frequency etc
Strategized and implemented third party Distribution model, third party delivery methods and third-party AMC concepts
Strategized RED for Bahrain and Qatar including MT and Fountain outlets for Execution metrics
Designed and launched Coca-Cola Collaboration Management with large retailers, training retail managers on people management, RGM and reducing OOS, converting one major QSR global from competition to Coca-Cola, yielding a volume of 350K cases per year
Led revenue growth management for Bahrain and Qatar, managing four RGM streams and improving channel profitability by 2-5% points
Led sales force effectiveness for Bahrain and Qatar, launching RED, GREEN and GOLD scores for sales execution, market execution, and employee engagement
Won two global RED Execution Awards
Achieved revenue growth of 10% and market share of 35% through effective category management and on-shelf availability strategies
Selected by Coca-Cola Atlanta to train African markets on Commercial Capability
Established succession planning through Hi-Po talent matrix, identifying CARs and CASs for a curated approach of talent retention
Digitized cooler asset management and tracing, reconciling 15 years of asset reconciliation through QR code and dashboard, regularizing 19,000 coolers in Qatar and UAE and managing the asset tracking
Established leadership commercial and technical assessment centers and streamlined internal equity of high potential
Ran three global Commercial Assessment center and identified Top Sales Leadership
Certified lean six sigma operation excellence, executing three successful projects in commercial on SKU rationalization, RTM redefinition, and cooler productivity
Selected by Coca-Cola Atlanta to lead as a project member and program manager for a leadership development program for 13 countries
Established Coca-Cola sales academy for Bahrain and Qatar, showcasing modern trade category management, collaboration for value, and cost per case
Served as project manager leading cross-functional teams to implement and manage business change initiatives through Operational Excellence, Change Management & Project interventions
Headed HR and operations for FIFA 2023, successfully executing operations leadership and stadium operations for 500 people and 8000 coolers in 8 stadiums
Supported and executed Project Phoenix, the business re-wiring of Coca-Cola Bottling Investments Group, to elevate capability and foster a more networked organization
Project member of SMART logistics transformation program, leading on key platforms of digitalization, automation, multi-skilling and network leadership among supply chain and commercial team, saving $1 million and enhancing OTIF deliveries from 88% to 94.5%'
Led GPTW process framework in GCCB and initiated employee delight programs, receiving GPTW award for 2021 and 2022
Piloted human rights blockchain initiative in Qatar and UAE, living the values of workplace rights
Won global Coca-Cola awards for best and outstanding execution in Bahrain and Qatar

Head: Learning & Capability & CCU, India and Southwest Asia

Coca-Cola India Inc.

01.2007 - 01.2009

Headed learning and capability and CCU for Coca-Cola India Inc., engaging in driving social inclusive retail management and leadership programs for internal and external stakeholders
Launched retail management course for the underprivileged, equipping them with tools of the trade and creating bench strength for Aditya Birla Retail, placing 252 retail trainees in one year
Launched Coca-Cola University on Wheels, a concept of retail school on wheels, training 1.8 million outlets of India on retail basics, finance acumen, back-end stores management and inventory
Led the 19,500-strong franchise team on commercial capability and leadership development with 18 bottlers based in 6 countries.

Group HR & Training & Development Manager

Axiom Telecom Middle East

01.2003 - 01.2005

Spearheaded HR streamlining and training through Friedman International, championing the IBS implementation, organization structure, and leadership recruitment for Axiom Telecom Middle East.

Human Resources & Training and Development Manager

AGL Coca-Cola, Alain UAE

01.2000 - 01.2003

Seconded by Coca-Cola to establish T&D function in UAE and Oman, launching pre-sell, 180-degree performance management, and HAY compensation benchmarking
Established five verticals for CCU and a blueprint for a three-year business horizon, strategizing franchise leadership through assessment center and competency benchmarking for AGL Coca-Cola
Launched Coca-Cola Sales Academy which is one-month intensive training through bespoke Behavioral and Sales Curriculum with special focus on Cost Per Case, Segmented Execution & driving route profitability.

Regional Training Manager

Coca-Cola India

01.1996 - 01.2000

Launched Coke brands in South through a team of 152 MIT team
Pivoted Bangalore to 52% MS in three months
Established and Trained 7000 Sales Staff in 13 franchisee bottlers through Sales Development and TTT approach
Worked with NIS and cascaded Key Sales Training for the front line staff
Established high volume dealer engagement process and sales rewards through various motivation methods of Gold Circle awards
South was adjudged best performing zone for three years.

Summary

Overview

Work History

Regional Sales Manager

Senior Sales Officer

Head: HR, Talent, L&D for 'Technical, SC and Support'

Director HR, Commercial Capability & RED, RGM and SFM

Head: Learning & Capability & CCU, India and Southwest Asia

Group HR & Training & Development Manager

Human Resources & Training and Development Manager

Regional Training Manager

Education

Executive Leadership Program -

Master of Science - Retail Management & Organization Behavior

Bachelor of Science - Mathematics

Doctorate DBA -

Skills

Certification

Timeline

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