Ref. No. : CA - 15475 - (Sales and Services - Others – with 19.8 years in Plastic Industry)

Education

MBA (Marketing) From FMS-BHU  in 2004 to 2006.

B.Sc (Computer Science) From P.E.S College,
Bangalore University in 1999 To 2002.

H.S.C From De Nobili School, Sind in 1996 to 1998.

S.S.C From De Nobili School, Sindr in 1995 tO 1996.

Skill Sets

Result oriented professional with over 10 years of experience in high end technology consulting sales operation, marketing, market research, account management, business analytic, client relationship management, proposal, contracting, pre-sales, inside sales and RFP/RFI process. Good understanding of market trends and business models by working in different geographies- Asia , Europe, US. Well versed in business planning, account management, pipeline creation skilled in negotiation. Excellent people management skills which have helped me lead teams and consistently achieve goals and targets.

Work Experience

Associate Manager
Since Current 
Company Profile: Providing a wide-range of clinical research services for biotech and pharmaceutical clients
Job Profile:
Team management: Lead a team of 11 business developers responsible for quality pipeline creation, RFP/RFI process, relationship
management, market research and revenue generation for APAC (excluding Japan and China)and EU region, selling Quintiles ITES services and Technology Frameworks (Analytics, Big Data, Cloud & Mobility).
Provide leadership support and guidance to ensure the quality of pipeline resulting in revenue generation by the team.
Develop employees and their skill sets to expand the team capabilities and provide growth opportunities.
Setting of goals and is responsible for improvements in specific metrics for better team performance.
Optimize team efficiency by applying common successful methods and frameworks across the team.
Ensure consistently over achieve team's target as well as individual team members target. Ensure team matrix.
Hiring of sales personnel and training and mentoring them for fast on boarding.
Customer interface on large enterprise accounts, responsible for increasing bottom line revenue, developing and fostering client
relationship.
Analyze market information and device go to market strategies for team and successful implementation of strategies. Business
analysis.
Closely work with various internal stake-holders for developing innovative, feasible business models, proposals and solutions for
RFPs/RFIs.
Research and evaluate opportunities based on revenue margins and close new projects that generate significant revenue growth.
Engagement with C-level clients of large accounts, responsible for developing and maintaining client relationship.
Extensive usage of Microsoft Office tools. Strong computer and analytical skills.
Establish Efficient Hiring practices & ensure right quality talent is hired.
Report generation through Sales force.com (SFDC) to analyze team performance, accurate sales target forecast. Quarterly reviewing
teams performance and presenting it to management.

Achievements:
Successfully undertook several large complex enterprise accounts within first year of service.
Overachieved team's target.
Nominated as key customer contact for a major new client.
Received Work Worthwhile awards for leadership and team play.

Sales Manager
September 2012 To  March 2013
Company Profile: Manufacturer of semiconductors, telecommunication hardware, optics, electronics metal processing, automotive components, medicine and solar energy. 
Job Profile:
People management: Leading a team of 5 Major Account Managers and 3 Senior Territory Managers and 3 Territory Manager sin the
accomplishment of the pre-specified revenue targets.
Develop vertical, account and territory specific strategies and implement them through direct team.
Business planning and annual budget allocation for team.
Monitor team’s activities on a day to day basis and suggest corrective measures as and when require.
Facilitate team members with proposal reviews and help them during closing and negotiation calls and contract creation & verification.
Keep team members motivated and work as a unit in achieving the team’s target. Maintaining a low attrition rate within the team.
Allocation of team’s revenue target.
Client relationship management with C-Level executives with focus on business expansion and customer satisfaction in the accounts
managed by team members.
Monitoring team’s prospect movement, revenue commitments on weekly, monthly and quarterly basis on Focus CRM.
Deploying best practices within the team.
Generating and presenting quarterly report on teams performance to the management on quarterly basis.
Mentor new sales managers.
Recruitment of direct team members including salary negotiation. 

Achievements:
Ramped up 3 new hire including two fresher by imparting process knowledge, sales skills.
Achieved 102% of the teams target in the very first quarter.
85% of the team members achieved 100% of their revenue targets.
Acquired 6 new major accounts within first quarter.
Mentored sales manager (Mumbai, Kolkata)

Senior Business Development
November 2010 to March 2012
Company Name: Oracle India Pvt Ltd:
Company Profile: With more than 380,000 customers—including 100 of the Fortune 100—and with deployments across a wide variety of industries in more than
145 countries around the globe, Oracle offers an optimized and fully integrated stack of business hardware and software systems that helps
organizations overcome complexity and ignite innovation.
Job Profile:
Account Management/Business Development/Client Relationship Management/Lead generation/Devising and execution of campaigns/Revenue Generation from Health Care and Higher Education verticals.
Territory planning to opportunity identification and proposal generation and closure for Oracle Core Technology and Middle-ware products.
Develop product messaging and campaigns for products.
Understanding and preparing of commercial and legal contracts for Accounts with the help of Global Finance and Legal Teams.
Gather market intelligence by extensive research.
Gather information on clients IT- Architecture specially around Data Center, IT Security, Availability and Manageability of Data Center,
Compliance etc and accordingly suggest different costing models to clients.
Develop territory/account strategies and drive campaigns based on the strategies.
New account penetration.
Manage relationships with all stake-holders including virtual sales team, Sales Consulting team and support team.
Develop strong business relationship with existing accounts for referral and repeat business.
Hand-hold new-hires to bring them up to speed in terms of product, process and sales knowledge and minimize their ramp-up time.
People management: Manage a team of seven. Help and facilitate them in achieving the team target.
Consolidating team reports/Sharing team stats to the team and taking meetings for the team.
Quarterly present the team’s achievement to management in quarterly review.
Reporting, prospect generation, prospect movement, proposal generation and closure using Siebel CRM (GCM).


Achievements:
Penetrating into Greenfield and GAP (Non Oracle Accounts) Accounts and successfully promoting Oracle products.
Closed $90K in Q3 FY10, $175K in Q4, FY10, $120K in Q1, FY11, $150K in Q2, FY11 and $220K in Q3, FY, 11.
Over achieved self and team target for 3 quarters consistently.
Highly successful campaign on community colleges in North America resulting in over $1 million business in a quarter.
Successfully drive campaign around Oracle Database Appliance (ODA).
Successfully mentored 3 new-hires to speed up in terms of products, process and sales knowledge and minimize their ramp-up time.


Accounts Manager
May 2006 to  November 2010
Company Name: Ricoh India Limited  
Company Profile:A  leading global player in the area of (a) Imaging Solutions (b) Networking input / output systems like multi functional printers,
Services and software and is ranked by FORTUNE magazine as one of the Globally Most Admired Companies. 
Job Profile:
Revenue generation from Ricoh & Non Ricoh Clients comprising of Global Major Accounts and Local Major Accounts.
Handling Global Accounts and Local Major Accounts which are Fortune 100 companies with global presence.
National mapping and development of identified Major Accounts, to convert Non Ricoh clients into Ricoh Accounts and maximize
revenue.
Work and managing a virtual team of Account Managers and other Support Function Managers based at different branch locations.
Worked with clients in IT, automobile, manufacturing and FMCG vertical.
Implement ?Solution Approach? in Accounts.
Represent Ricoh’s Single Point Of Contact for Identified National Accounts during the pre–sales and post – sales phase through
interface with other Ricoh Locations and Head Office.
Devising Account wise strategies and implement them as per strategy schedule.
Deploy Global Account strategy on Pan India Basis, for assigned Global Accounts with the support of the virtual team of Account
Managers and other support managers at different locations.
Understanding and preparing of commercial and legal contrat for National Accounts with the help of Ricoh Finance and Legal Team.
Engage with C-Level customers and improve top level management relationship through Customer Meets involving Ricoh Senior
Management.
Provide regular updates to Customers, with respect to new products, solution software, support services, and key customer service information.
Share vision of Customer Accounts (growth plans), to enable Ricoh to improve its offering in line with customers future requirements.
Prepare and submit Account management activity and process report as per definite schedule.
Reporting on Sales Force.com
Revenue generation through sales activity, while working on quarterly, half yearly and annual targets.
Identify and develop new streams for revenue growth and maintaining relationships with customers to achieve repeat/ referral
business. Develop marketing plans based on consumer preference and drive sales volumes.
Manage activities pertaining to negotiating/ finalization of deals (commercial) for smooth execution of sales & order processing.
Responsible for credit control & receivables management. Interface with clients (local & global) and constantly striving to improve
customer satisfaction and cultivating relations with them for repeat business.
Market Research and generating marketing information.
Conducted extensive survey for clients related to document flow within organization. Gathered information and data locally and
nationally through virtual MAM team. Devices strategies for clients to bring down documentation expenditure and increase
documentation flow efficiency.
Conceptualize and implement business strategies and projects with a view to penetrate new accounts and expand existing ones.
Use sales forecasting and strategic planning to ensure the sale and profitability of products & analyzing business developments and
monitoring market trends.
Prepare sales forecasting and strategic planning report and present it to Ricoh India Marketing/ Management/ & Ricoh Asia Pacific.
Establish strong image for the company – Respect, trust, integrity through marketing activity.
Daily, weekly and monthly reporting on sales and marketing activities with complete tracking of suspecting, prospecting and sales life
cycle on Sales force.com.


Achievements:
Achieved 127% of annual target as Territory Manager (Ricoh India Ltd.) and got selected for Winners Club trip to Sydney (FY’06).
Got selected for Major Accounts Manager Assessment Program based on annual achievements.
Topped the Major Accounts Manager Assessment Program and promoted as Manager Accounts Manager.
Achieved 127% of Annual Target and got selected for Annual Winners club trip to Australia (FY’06).
Achieved 155% of Half Yearly Target and got selected for Mini Winners Club trip to Sri Lanka (FY’07).
Achieved 210% of Annual Target and got selected for Annual Winners club trip to Macau and Thailand (FY’07).
Received the Best Practice Award 2008 for the sales report on IBM India (P) Ltd.
Received the Best Practice Award 2009 for the sales report on Misys India (P) Ltd.
Achieved 117% of Annual Target. (FY’08).
Achieved 125% of Yearly Target (FY’09).
(May 2003-04): Worked for AFL WIZ Logistics (A DHL Logistics subsidiary), Bangalore as Major Client Executive.


Major Client Executive.
May 2003 To May 2004
Company Name: AFL WIZ Logistics (A DHL Logistics subsidiary).

Future Goals

Good understanding of market trends and business models by working in different geographies- Asia , Europe, US. Well versed in business planning, account management, pipeline creation skilled in negotiation. Excellent people management skills which have helped me lead teams and consistently achieve goals and targets.

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