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Dinesh Babu Krishnamurthy

A seasoned professional with over 18 years of commendable success in - Sales & Marketing Business Development , Channel Management, P&L accountability, Key account management, Brand Management, Training & Team Management, Process Enhancement. Leader with the ability to increase sales and develop strategies to retain customers.

Key Skills

Strategic Business Development
Training, Coaching & Mentoring
Collaboration & Networking
Innovation
Sales & Distribution Expansion

Professional Experience

Jun 2018
Present
Area Sales Manager
Tata Consumers Products Limited Andhra Pradesh, Telangana, IN
  • Adapting & understanding the situation and closely work to bring  effective results
  • Own and drive the P&L for assigned territory & Budgetary control
  • Go-to-market planning and execution by identifying and appointing distributors, setting up of infrastructure for market coverage and execution of trade plans
  • Stakeholder engagement to drive month on month sales plan and priorities
  • Formulating and executing coverage expansion in all retail environments
  • To coordinate commercial activities, ensure timely collections, timely claim submission & maintaining ROI tracker. RD Management
  • To align & drive the RD system towards targeted Goals & Objectives as aligned with the company.
  • To ensure proper utilisation of Botree (Company software). Team Building & Motivating DBs & Sub Ds.
  • To manage and ensure training and development of the team of Re- Distributor Salesmen, Merchandisers, Pilot Salesman ,TSIs & TSOs
  • Tracking Outlets addition, L3M billing and Category selling with lines.
  • Mentoring and Coaching team members to grow internal opportunities 
  •  RTM expansion based on pop strata ( DPL), Expanding horizons on retail coverage
  • Driving ND and MS by adding new outlets and grabbing the shelf space 
  • Responsible for driving & growing NPDs. To create more retail engagement thru rapport, frequent visits, merchandising, and special days offers.
  • Lead resource for planning portfolio growth initiatives with accounts, assortment planning, launch planning and execution, development and execution of Joint Business Plans.






 

 

 

 

Apr 2017
Oct 2014
Area Sales Manager
Cavinkare Pvt Ltd Tirupati, IN
 Responsible for territory sales & distribution operations and concerned deliverables 

• Responsible for enhancing Team performance & Incremental market share by illuminating team deliverables
 • Coaching & mentoring team, finding their area of improvements, working towards achieving their goal. 
• On the job training to team to apply cognitive skills 
• Designing monthly sales schemes & Incentives for the channel partners & Pilot sales Executives 
• RTM expansion based on pop strata ( DPL), Expanding horizons on retail coverage 
• Monitoring performance of dealers/ distributors regarding sales maintaining strong relationships with existing partners. 
• Ensuring availability and visibility of the brand in all DPL coverage areas along with efficient and timely service. 
• Tracking the trade orders & employee efficiency. Monitoring & reviewing the trade orders by closely working with the team, ensure schemes reaches to stakeholders, enhancing shelf share of our SKU’s. 
• Responsible to keep check an service efficiency of the distributor to the stockiest regarding claim settlement & damage replacement (TAT) 
• Developing and appointing new business partners to expand product reach in the market and working in close interaction with the dealers and distributors to assist them to promote the product. 
• Preparing reports regarding Primary & Secondary sales, Competitor activities, Scheme Effectiveness, RTM Efficiency, Deliverables & Way forward to a Journey Cycle Meeting. 
• Responsible for ensuring channel partner ROI & giving workings every quarter and showing path to expand business 
• Coordination with CFA for delivery of in time stocks delivery & verifying checks & balances 
• Networking with Trade Marketing, Plant, Finance & HR, other departments for coordination 
Nov 2013
Apr 2017
Manager - Sales & Distribution
Vodafone Tirupati, Tanjore, IN
  •  Day wise, weekly wise, monthly wise, quarterly wise and annual wise sales planning
  •  Tracking the trade orders, customer needs by following up with primary, secondary and tertiaries for the company 
  •  Responsible for the prepaid sales, distribution operations and concerned deliverables. 
  •  Periodically monitoring performance of dealers/ distributors regarding sales & collections; maintaining strong relationships with existing partners. 
  •  Identifying new areas of growth opportunities by listing and mapping new markets 
  •  Ensuring availability and visibility of the brand in all network areas along with efficient and timely service Responsible for extraction targets and asset utilization. Effectively manage, maintain cordial relationship, creating high visibility in key retailer points and high foot fall trade junctions incurring zero cost to company on the same .
  •  Developing and appointing new business partners to expand product reach in the market and working in close interaction with the dealers and distributors to assist them to promote the product. 
  •  Preparing reports,schemes, making business review presentations for internal level meetings and client’s reviews. 
  •  Works closely with customer service representatives to ensure customer satisfaction and problem resolution. 
  •  Supported the administration and HR manager in their daily operations, manpower related activities, conducted minutes of meeting, short- listed the candidates and scheduled the interviews. 
  •  Extensive coverage & handling of all mobile outlets, cyber cafes and retail shops with required infrastructure. 
Jul 2008
Dec 2013
Territory Sales Manager
Diageo Plc Hyderabad, IN
  •  Deliver sales targets for all products, SKU’s by executing the distribution strategy at the channel partner level. 
  •  Developing the sales team by giving On-the-job training, motivating, guiding them to earn maximum output by which team gets maximum earnings. 
  • Carried out planning and rollout activities of new product launch and field service readiness, as well as training course development.  
  • Developing & executing marketing activity and sales strategies with unique ability to understand ongoing market scenario.  
  • Strengthening distribution by adding new outlets and placing almost all SKUs in Modern trade  
  • Accurate forecasting to ensure availability of right product mix in all outlets at right time by following customer inputs and visibility. 
  • Adept at competition tracking, various other marketing activities at strategic locations to counter competition and increase market share. 
  • Responsible and assisted in formulation and implementation of long and short term strategic sales plans, Schemes for all my accounts within my assigned area.  Managing all Diageo marketing plans like conducting different ATL & BTL activities in the market. 
  • Maintains sales volume, product mix, selling price by keeping current supply and demand, changing trends, economic indicators and competitors. 
  • Pro-actively kick start initiatives to catch sales opportunities & Ensuring high fill rates in orders, quantity, case, line and in value 
  • Responsible for implementation of Financial Planning cycle. 
  • Responsible to conduct the event management to promote the product and service of the organization. 
Mar 2006
Jul 2012
Area Sales Executive
Nestle India Ltd Tirupati, Bangalore, Pondicherry, Madurai, IN
  • Outlet product length and depth expansion. 
  • Joint sales planning with distributors and accounts.
  • Finance planning towards future business expansion and infrastructure.  
  • Product promotions and special activity budgeting. 
  • Store level merchandising and branding. 
  • Enabling business growth by developing and managing a network of Channel Partners across assigned territories for deeper market penetration & reach.  Monitoring Distribution networks to ensure ready availability of the product at all times. 
  • Guiding and training Business Partners to accomplish set revenue and business targets. 
  • Implementing business practices and deploying company strategies and programs to the core. 
  •  Conducting periodic Training to Front Line Sales force in the following areas,  Field management best practices. o Customer management best practices. 
  • Merchandising and new product promotion. 
  • Key Accounts Specific: 
  •  Joint Sales plan with the category managers of the account. 
  • Customer service level review on weekly basis with the regional accounts managers. 
  • New product launch and existing plan, off take & promotion plan on quarterly basis.
  •  Space buying and negotiation with regional accounts for demand generation. 
  • Additional percentage payout revenue generation review on category basis on monthly basis with the category managers 
Jul 2003
Mar 2006
Marketing Executive
Cipla Vellore, Chennai, IN
  • Designated to grasp the dynamics within the territory and use the data to promote products. 
  • Made brands such as Osteofos and Alfacip Plus my HQ had the highest distribution all over India 
  • Covering HCP’s to generate prescriptions to increase market share 
  • Covering Institution like CMC (Christian Medical College) & successfully bagged order of 11 depts. in tender worth of 25 lakhs.  
  • Conducted 36 post-menopausal Awareness program in Colleges, Institutions, and Hospitals. 
  • Conducted 5 Bone Marrow Awareness program with over 1000 participants 

Education

Jul 2005
May 2005
MBA in Bharathidasan University

Achievements

2018
Milestones

  • Appreciated by Business Head for enhancing pouch segmentation & RTM Expansion
  • Created a new way of selling Rs.5/- SKU thru activities & increased customer base – Appreciation 
  • Rythu Mithra – Mpesa Model Village @ Tirupati Rural, enabling life style of farmers (Platform : Innovation) 
  • Hero of the month – January, March and June 2015 In Vodafone 
  • Mega Star Award – Data Pattinam on 3G site wise extractions and pay load incremental August 2014 
  • Mpesa Model Village – GK Diary Project ( APAC Biggest and only account contributes 100 cr) 
  • Zero percentage attrition in Vodafone 
  • Super Star Award 1st Qtr 2014 and 3rd QTR 2014 
  • Bagged I Am Diageo Award APAC Region FY 12 -13 
  • Topper in Average SKUs billed – Oct 12 to DEC 12.
  • All India rank 3rd in Nescafe Retail Championship trophy – Sep to Dec 2010 
  • All India highest sales in Maggi Multigrain during – June to Jan 2009  
  • Market share – 68% in Hard Boiled confectionery and in the assigned area 2008  South district top performer in terms of outlet coverage - 94%2007  
  • Got through CMC tender and successfully placed 10 molecules, avg turnover hike from 3 lakhs to 25 lakhs 
  • Conducted Bone marrow and post-menopausal camps at colleges and institutions to increase penetration of Ginette 35 
  • Rising Star Award in the year 2005 for the Business Generation 
  • Best Officer Award of the Year 2006 – Idea Generation 

Languages

English
(Native)
Telugu
(Native)
Tamil
(Fluent)

Career Aspiration

Better from today. Consistent effort and determination takes to the place where I want to be. Lets do my best today.

Get in touch with Dinesh Babu