TulasiKumar.G
D. No -12-70, Ganesh SevaSangam, Visakhapatnam-530024
Mobile No: 09133933306, 09966118806, Email:
Business Operation - Retail Operations &Distribution Management (Channel sales /Corporate Sales)
Team Leadership - Sales & Marketing
Process Management - Key Account Management
Retail Management - Resource Deployment
A Brief Overview
Over 10.09 years of extensive experience in Retail Management, Corporate Sales, business development & Channel.Various facets of RetailOperations inclusive of RetailOperations Sales, Business Development, Merchandising, and Team Management. Displayed proficiency in administering retail functions with involvement in Operations, Sales & Business development and attaining the pre-designated business targets., standardizing operations, initiating restructuring business activities; escalating turnovers & achieving goals; handling all the retailoperations - detailed market analysis, range & product selections, visual merchandising, Worked towards the expansion of the overall retail network and demonstrated ability of leading diverse teams of professionals to new levels of success in cutting-edge markets, and fast-paced environments. Possess excellent relationship management and communications coupled with abilities in leading and motivating teams.
Core Competencies
Sales & Business Development
Conceptualizing & implementing sales promotional strategies as a part of increasing market share at the zonal level.
Forecasting monthly/annual sales targets and executing them in a given time frame and Working out schemes from time to time with the objective to enhance revenue and volumes.
Devising & effectuating selling programs/strategies to improve the product awareness and enhance business growth.
Marketing
Evolving & formulating marketing procedures and the commercial framework.
Planning marketing activities to achieve volume estimations and review effectiveness.
Analyzing market trends, sales performance through channels, DST, Key accounts & Large Format counters.
Channel Management & Retail Management
Identifying and networking with strong and reliable channel partners, resulting in deeper market penetration.
Implementing best practices at DST/Showrooms/ Distributors point and formulating Incentive Programs to motivate the team members.
Defining & implementing Key Performance Indicators to measure Showroom/DST /Dealer‘s performance periodically.
Identifying and developing channel partners for achieving business volumes consistently and profitably. Evolving strategies & activities to achieve desired business targets. Ensuring effective logistics operations across the distribution channel and monitoring availability of entire product range at the various sales outlets/ channels. Evaluating performance & monitoring of dealer sales and marketing activities.
Strategic Planning:
Formulating business strategies and strategic utilization and deployment of available resources to achieve Primary & Secondary targets in the specified territory for the entire product range.
Establishing corporate goals, short term and long term budgets and developing business plans for the achievement of these targets.
Dealer Relationship Management:
Managing dealer centric operations & ensuring dealer satisfaction & service quality norms.
Attending to dealers concerns & complaints and undertaking steps for effectively resolving them.
Interacting with the dealers to gather their feedback regarding the products.
Maintaining cordial relations with service team for speedy response to dealers and customers complain to sustain and increase the product sales.
Career Highlights
March 2012-Present Onward Mobility Solution PVT LTD Vizag Zone
Joined the organization as Sr. Area Sales Manager for Smart Phone Applications for (SME, Corporate, Modern and Mass Retail) through Channel Distribution and direct Sales Team.
Responsible to start up the Business in Visakhapatnam, Rajahmundry Kakinada and Vijayawada Ares
Successfully launched in Visakhapatnam with 18NPOs and 6 PO outlets.
Setting up monthly targets for the distributors in the area.
Executing potential analysis of territory and devising action plan
Designing monthly sales schemes for the channel partners (distributors, stockiest and retailers)
Ensure settling of claims against previous month trade schemes that the distributors submit monthly / bi-monthly.
Responsible to keep a check on the service efficiency of the distributor to the stockiest- regarding claim settlement, damage replacement etc.
Checking on the retail coverage efficiency and credit to the market of the stockiest.
Monitoring secondary sales of the stockiest and suggest improvements thereon.
Preparing monthly reports regarding primary and secondary sales, competitor activities, growth of the stockiest, efficiency of trade scheme etc for the regional meeting held once in a month.
Organizing and operating incentive schemes to keep sales people motivated.
Involved in the recruitment and training process off new staff. .
Effectively Launched Onward mobility Smartphone’s APPS product in Visakhapatnam.
Responsible for appointing channel partners and driving business of various APPS services for Smart Phones.
April2010 – March 2012AreaSalesManager at(MTS India).Sistema Shyam Teleservices Limited–Vizag Zone
Joined the organization as Area Manager for CDMA Prepaid & Postpaid Business for SME & Mass Retail) through Channel partners and direct Sales Team
Heading Smartphone’s, voice & Data card (MBLAZE) business operation with 354 retail outlets for the vizag zone
Effectively Launched Smartphone’s &MBLAZE product in Visakhapatnam.
Enhanced the post pay revenue (zonal Billing) by acquiring major SME clients and 3 government office tie-ups like navy, cormandal and Zinc
Identifying and appointing dealers; establishing financially strong and reliable channel partners, resulting in deeper market penetration and reach
Responsible for the SM, Voice &Data business expansion by customer acquisition through theBranded Retail, Mass Retail& corporate Sales.
Responsible for appointing channel partners and driving business of various telecom services including mobile connections, internet data cards and Smart Phones.
Mapping the new accounts to increase the market share
Offering Pre and post Paid solutions to the SME and corporate
Handled a DST team and 4 DSAs
Assess customer and market trends and provides timely and accurate revenue forecasting.
Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts.
Part of the Mass RetailEnterprise Business Group responsible for new business development from the Top Corporate segment for wireless and Data products.
End to end account management of high revenue accounts
Jan 2008-April’2010 PlanetM (Times Group of India) –Hyderabad
Joined the organization as Sr. Store Manager forHyd Stores
Providing direction, motivation & training to the field sales team for ensuring optimum performance
Responsible for the targets of my stores.
To propose and conduct activities in larger corporate in order to generate business.
Responsible for Team Performance in achieving their goals and then consistency.
Drive top line sales through Up Selling, Cross Selling, Repeat selling
Customer feedbacks, providing great customer service etc.
Prepare a monthly Incentive plan for the entire team to achieve volume targets by analyzing the requirements.
To Monitor all the sales reports on weekly basis between the team
Responsible for ensuring that the team achieves the optimum given targets.
To have a market visits with the team members at least twice a week.
Capture competition information and propose customized tariff plans to bag larger orders.
Part of the enterprise business group responsible for new business development from the top corporate segment for wireless and data products.
Analysis of customer usage in strategic accounts to provide customization of tariff plans.
Revenue enhancement from each account.
Feb 2005-Jan’2008Sr.Store Manager, The MobileStore (ESSAR Telecom retail LTD) –Hyderabad
Joined the organization as Sr. Store Manager for Ameerpet Store, Hyd
Responsible for ensuring that the showroom related problems should get resolved within thetime.
Prepare a monthly plan to achieve volume targets by product group.
To organize and maintain an effective admin system which includes Customer Record cards, Daily call reports, work plan and to meet required deadline for completion.
Responsible for ensuring that the team achieves the service standard level.
Ensures that the team members have the knowledge and skills required to carry out their function effectively & efficiently.
Presentation of Progress, Planning, assigning and delegating work schedule to teams.
To achieve the given sales target consistently.
To achieve the given target of VAS.
Organizing Sales promotion activities.
Feb 2002-Feb05Eaton Vickers Hydraulic LTD (USA Base)-Visakhapatnam
Joined the organization as Sales Manager for Costal Area & Orissa State
Quotation Placements, New Work Upload Deals with govt sector
Identifying new streams for revenue growth & developing marketing plans to build consumer preference
Utilizing market information & personal network to develop marketing intelligence for generating leads. Evolving market segmentation & penetration strategies to achieve targets.
Conducting competitor analysis by keeping abreast of market trends to achieve market share metrics.
AMC Maintains stock in & Stock Out
Key Achievements:
Increased the market share by adding new accounts to increase Revenues
Maintaining a zero attrition rate in the Team.
Developed the EOEP Business from PSU’s & TC’s
Training and Development of Executives for long Term retention and improved Productivity.
Acquired Indian Navy Employees Supply Contract In spite of Huge Competition.
Rated as the Best Key Accounts manager
Collected a order from Central Govt Forest Department for 350 mobile connection in a Tender
Increase in acquisition from 150 Gross Ads to 385 Gross Adds months on month.
Maintained good productivity of approx 280 salesper FOS per month.
Planet M award winner for achieving monthly highest sales %age consecutively for 4 months
IMAD-I Made A Difference Award winner for Apr'09-Apr'010.
Star for good cross functional relationship.
Thailand incentive trip for achieving highest sales growth %age.
Growth of 100% in new business in year 2009-10.
EDUCATIONAL CREDENTIALS
MBA (Marketing and Finance) from Andhra University April’2001.
B.Sc (Math’s, Statistics, Computers) from Andhra University in 1999
Intermediate (MPC) 1996
SSC 10th 1994
PERSONAL DETAILS
Fathers Name: G.A.Swamy
Date of birth: 15 Oct 1978
Marital Status : Married
Languages known: English, Hindi, Telugu.
Computer knowledge: Well versed with office automation and internet applications
Interests: Reading Books, Travelling, singing, listening to Music & Playing football Ball.