Steering Direct Selling, Nutrition, FMCG and Pharmaceutical Organizations, Setting up Start Up Entities, Medico Marketing, General Operations, Channel Management, Business development, multi-product, brand and segment management, possessing 25+ years of progressive experience in diverse industries including 10+ years at senior management level. Immediate previous assignment with Lambre International as Director- Strategy & Planning in setting up operations in India and West Asia Markets. Special skils include Streamlining of Business Operations, P & L, Cash Flow Analysis, Regulatory, Product Registration, Local Manufacturing/Packaging to cost-optimizing operations.
Expertise in a wide range of functions including setting up of MNC start up enterprise entailing regulatory framework establishment, manpower and infrastructure management. Proficient in handling in-shop product promotions and consumer awareness programs, executing direct selling concept & strategy marketing, delivering scientific presentations and organizing mega events.
Demonstrated exposure in development & implementation of marketing strategy, conducting business analysis and planning, performing cash flow analysis and ensuring top line & bottom-line growth.
Recognized for skills in maintaining customer relationship and working collaborative work environment. Team leader and player, strategic planner and problem solver with excellent communication, interpersonal, presentation, negotiation, analytical, team building and leadership skills.
Networked and liaised with Direct Selling bodies such as IDSA, FDSA and government bodies in formulating guide lines for DS industry and in representing the industry to Consumer Affairs ministry. Familiar with the nuances of India DS industry w r t judiciary and other legal aspects not only with the Policy & Procedures but also encompassing the Compensation Plan, Commissions, Products, Marketing communications etc.,
Regional Advisor – South Asia – QNET International – Malaysia. Since Jan 2018. Streamline primarily the India Operations with regards to Business Model, Direct Selling Industry, Product Strategy, Sponsoprships, CSR etc.,
Director – Strategy & Planning – Lambre Groupe International, Board of Directors.
European Premium Skin Care, Cosmetics & Fragrance company. Role of consultant and advisor.
Involved in setting up Lambre India operations from Sep 2015 – Right from conducting Due Diligence, Market Survey, Pre- Launch Trials, Finding Equity Partners, Seed Funding, Regulatory, Statutory compliances, Product Registration, Formulating Policy & Procedures, Code of Ethics as per India DS Guidelines, Pricing & Marketing strategy, setting up Warehouse and Supply Chain Management SOP, Developing indigenous IT module for India multi tax invoice system Cash Flow process, Modifying the Compensation Plan to suit India leaders psyche, Leadership Development by liaising with the right leaders across various markets. The Product Registration clearance obtained from the Govt of India for 120+ products in one approval which is a record for the Industry. Smoothly managed the transition from the VAT regime to GST.
Helped launched operations in Jan 2017 and expanded business into 9 key markets of India with encouraging results.
Company Name Unicity India (Unicity International)
Title Vice President
Location Bengaluru, Karnataka, India
Time Period Jul 2012 – May 2015
(Jan 2013– May 2015) Vice President – India Operations
(Jul 2012 – Dec 2012) Vice President – Sales & Marketing
Associated with an industry leader for both nutritional supplements and business development, headquartered in Orem, Utah, USA for almost 3 years, joined as VP – Sales & Marketing and steered sales, marketing, product management, training and customer service functions.
Promoted to Vice – President within 6 months to head India operations with a team of 50 staff and 8 Functional Heads (sales, marketing, operations, finance, training, IT, legal and human resource management) and spearheading business development, product launch, distribution reach, cash flow management and bottom line & top line growth.
Managing sales, mar-com of products (weight management, general nutrition) in India, setting up legal frame work to ensure smooth operations. Conducted analysis & strategic planning, fine tuning manufacturing process and sourcing ingredients locally to strengthen the bottom line. Inducted company as a permanent member into the prestigious Indian Direct Selling Association Expanded operations into 26 states across India; enabled penetration into 40+ Tier 2 & 3 markets. Expanded product reach through 100 distribution points. Increased sales to INR 440 Mn in 2014 from INR 200 Mn in 2012.
Reformulated global products as per Indian RDA and reduced imports to support local procurement & employment in line with the governement agenda. Introduced rebranding and re-packaging with global focus and maintained requirement of Indian population.
Introduced innovative initiatives and ensured cost reduction in distribution, manufacturing, import, event management, direct and contract staffing.
Represented India in the Unicity Global Summit held at Utah, USA (2013) Represented the Direct Selling Industry chairing sessions in association with FICCI
Company Name Modicare Limited
Title Associate Vice President – Sales & Operations
Location Bengaluru, Karnataka, India
Time Period May 2007 – Jul 2012
Associated with one of India’s leading Direct Selling Companies, having 40 company owned centres pan India and supplying products to over 2,700 cities for over 5 years and steered sales of 120 products through 15 company owned centres in South India (Karnataka, Andhra Pradesh, Tamil Nadu and Kerala) with a team of over 70.
Products range handled: personal care, colour cosmetics & skin care, home care, laundry care, agriculture, auto care, nutrition, food & beverage and health & wellness
Managed the entire regional operations, customer services, training, commercial, IT, finance, franchise, event management functionalities and legal matters.
Introduced innovative initiatives, improved relations with the leadership and changed focus to a more sustainable and profitable business model.
Hold the distinction of improving both top-line & bottom line performance and doubling sale from average INR 17 Mn per month to INR 36 Mn per month in the Southern region within 3 years.
Succesfully handled legal issues by getting the judgement in compny’s favor.
Company Name Dumex India Private Limited
Title Regional Manager
Location Hyderabad, Chennai
Time Period Jun 2003 – May 2007
(Aug 2006 – May 2007) Regional Manager-South, Chennai
(Jun 2003 – Aug 2006), Area Medical Manager-Andhra Pradesh & Karnataka, Hyderabad
Global leader in Nutraceuticals and Dairy Products at the start-up stage as Area Medical Manager, associated for close to 4 years and handled the responsibility of setting up sales & distribution systems, implementing marketing strategy, recruiting and building teams, acquiring & managing key accounts and ensuring business development.
Steered regional level medico sales and marketing of nutritional supplements and infant nutrition products in Andhra Pradesh and Karnataka. Conducted international level seminars and industry-institution interaction across various cities. Ensured demand creation through doctors’ endorsements / prescription and met supply through FMCG distribution.
Rose to be Regional Manager, led 90+ strong sales team members, delivered consultative sales and handled medical marketing and distribution in the entire Southern India. Maintained inventory & distribution control, developed policies, ensured demand generation and catered to requirements through medical promotion & BTL advertisements. Trained team, negotiated and closed deals and increased profitability.
Company Name GlaxoSmithKline
Title Area Business Manager
Location Chennai, Tirupati, Hyderabad
Time Period Feb 1989 – Jun 2003
(Jan2001 – Jun 2003) Area Business Manager, GlaxoSmithKline, Hyderabad for Andhra Pradesh
(Jun 1998 – Jan 2001) Regional Manager, GlaxoSmithKline, Tirupati
(Apr 1993 – Mar1998) Sr Sales Executive, Specialty Products, SmithKline Beecham, Chennai
(Feb 1990 – Apr 1993) Sales Executive, Specialty Products, Smith, Kline & French, Chennai
(Feb 1989 – Feb 1990) Trainee Professional Representative, Smith, Kline & French, Coimbatore
Joined SmithKline & French (American pharmaceutical company, now part of GlaxoSmithKline (GSK), established in 2000 by the merger of Glaxo Wellcome and SmithKline Beecham (from 1989 merger of Beecham Group and SmithKline Beckman Corporation)), handled sales and marketing in the assigend territory and met doctors and pharmacists to promote products. In recognition of exemplary work, sponsored to UK, France, Netherlands, Singapore and Malaysia to share the excellence award.
Rose through positions, handled sales and promotion of specialty products covering complex pharmaceutical products (vaccines, anti-virals and dermatologicals), c r i t ic a l c a r e and over-the-counter (OTC) medicines. Excelled in marketing and distribution in T2, T3 & rural markets.
Led a team of professional service representatives in Andhra Pradesh and met corporate objectives. Instrumental in being recognized as No.1 Regional Manager for 2001 at GSK.
COURSES / TRAININGS
Training Name SB Leadership Academy – by Oxford University ( 1999 )
Digital Marketing Manipal Institute
Organization: IDSA (Indian Direct Selling Association)
Position(s) Held: Active Member
Time Period: 2012 – 2015
Chaired FICCI sponsored Direct Selling Meets, Seminars
Fitness & Sports, Spirituality, Family & friends, NGO
SKILLS & EXPERTISE
Sales, Marketing, Direct Selling, Business Development, Key Account Management, Start up Operations Management, Finance, Business Planning, Business Process, Strategic Planning, Marketing Communications, Product Management, Product Marketing, Product Promotions, Brand Management, Event Management, FMCG, Distribution Management, Relationship Management, Training, Team Management, Leadership