GSS Profile- YES
- 1. G.S.SIVA KUMAR • Consultant with over 30 years of Hands On experience in Sales and Marketing in India and UAE
- 2. OVERVIEW…… • 19 years of Sales Experience in India with Smith Kline Beecham, Cavinkare, Dabur Foods • Handled the entire Southern Indian States as Area Manager and Regional Manager • 15 Years of Sales and Marketing experience in UAE handling leading Brands like Kiri, La Vache Quirit, Prince, Tuc, Lesieur, Ocean Spray • 1Year in Consulting / Training
- 3. CAREER HIGHLIGHTS • BRANDS : HORLICKS, BOOST, SILVIKRIN, BRILCREEM • Won the “Ace Salesman Award” in the first Batch. • Hat-trick Winner of ‘Best Team Manager Award” between 1991 and 1994. • Lead successful launches like Mother’s Special, Junior Horlicks, Chocolate Horlicks and Horlicks Biscuits. • Doubled the T.O in Kerala for GlaxoSmithKline in 3 Years- 1991 to 1994 • Appointed 16 new Distributors in Kerala without any Association interference with in 6 months during 1992 to increase distribution by 50% and Market share grew by 11% in 3 years. • Received the “Simply Better’ award from Top Management for effective Managerial Performance. SMITHKLINE BEECHAM-1980-1995
- 4. CAREER HIGHLIGHTS • Entire Southern India for the cosmetic Brands of Nyle, Meera and Chik • Handled a huge team of 7 Area Managers, 20 Supervisors and 120 front line Salesmen • Won the Best Regional Manager in Cavinkare in 1995-1996 • Designed and implemented an innovative trade promotion for the Brand ‘Meera’ to take its sale to Record growth during 1995-96 • Launched Nyle Herbal shampoo in South successfully. • Increased the rural distribution by subsidising distributor salesmen costs and reached a distribution of 125000 outlets from 105000 in 1995-96.Market share for ‘Meera’ grew by 7%. • Brought in the concept of C&F-Logistic System for long-term profitability, converting the traditional Branch operations. CAVINKARE- 1995 to 1996
- 5. CAREER HIGHLIGHTS • Dealt in the products “Real Juice”, “Hommade”, “Lemoneez”, “ Creamwich” • Launched the Food Division for Dabur in Record time during 1997 -The theme ‘Monday marketing’ • Tapped most innovative channels like theme parks, food chain outlets to create awareness. • Used House to House campaigns, sampling in Marina beach to reach consumers. • Appointed over 75 new distributors in Metros in 3 months to launch the Food Division - Market Share in the first year 5% DUBUR INDIA LTD- 1997 to 1999
- 6. CAREER HIGHLIGHTS • Dealing in International Brands like Kiri, La Vache Qui rit, LU, Kraft ranges, Lesieur and Ocean Spray. • Grew the Turn over 400% during the tenure. • Showed decent growth even during the recession-struck years. • Launched major products in Jar Cheese category and captured 15% market share(SM) in 3 years. • Brought in a concerted Key Account focus in line with the evolving Modern Trade. • Implemented review systems to ensure balanced investment across Key Outlets. • Handling the A& P accounts of the Principals efficiently to get the best ROI. • Established Brand Development initiatives in Leading Retailers and Category Management (CATMAN) in Carrefour closely working with MEMRB. • Identified sources to develop new product categories to augment business growth. • Implemented pricing strategies for product categories to improve the overall profitability of the Organization. AL RASHIDEEN TRADING LLC- 1999 to 2014
- 7. AREAS OF EXPERTISE • Identify and develop new streams for long-term revenue growth and maintaining relationships with customers to achieve the targeted growth in business. • Conduct competitor analysis by keeping abreast of market trends and competitor moves to achieve market share metrics. • Utilize the public information and personal network to develop marketing intelligence for generating incremental business from new avenues. BUSINESS DEVELOPMENT
- 8. AREAS OF EXPERTISE • Plan Brand wise, channel wise, category wise targets with a rational block- building concept. • Develop brand strategies to build consumer preference and drive sales volumes through channels. • Negotiate with top Key Accounts for Annual Agreement with counterparts against investments. • Provide specific tools to the line Managers delegating authority and extracting responsibility. • Institute comprehensive score card for each Key Account to track performance and ensure monthly and quarterly reviews are done by the Line Managers with Key Accounts. • Liaise with System department to bring out reports to enable micro analysis of data to make decision making in the most rationalistic manner. • Evaluate marketing budgets periodically including manpower-planning initiatives and ensure adherence to planned expenses. • Plan capital investment needed each year in line with the expansion envisaged. • Monitor and keep collections under control, and ensure timely recovery of debts. SALES MANAGEMENT
- 9. AREAS OF EXPERTISE • Get shopper research findings done by the Agency and share the same with the Key Accounts for implementing category strategy. • Orient the flow of the planogram in line with the shopper preferences. • Advise Key Accounts on specific category tactics to capitalize on shopper feedback. • Plan Annual Promotion Calendar for Key Accounts in line with their Promotion calendars. • Organize thematic events in each Key Account to cater to their Shoppers' needs. SHOPPER MARKETING
- 10. AREAS OF EXPERTISE • Spearheaded many successful launches which have become household names in few years. • Negotiate with the Principals for A&P budgets in line with volumes and market requirements. • Conduct & organize sales promotional activities as part of brand building and market development effort and work out attractive promotional Packages. • Devise innovative Planograms for each category of products for Brand enhancement. • Worked in Synergy with MEMRB for implementing category management in Carrefour • Negotiated with Key accounts for data-sharing to do meaningful analysis. BRAND MANAGEMENT
- 11. AREAS OF EXPERTISE • Create a positive work environment to charge up the employees, to maintain efficiency level, and to boost their morale. • Do periodic Appraisals for front line Managers, Key Account executives and other field force members towards enhancing their performance standards and to reward meritorious deeds. • Conceptualize & develop need based training modules for developing multi skilled work force for cross utilization within sub processes for optimum efficiency. • Lead, train, delegate and develop employees to take up higher positions/ responsibilities. TEAM MANAGEMENT
- 12. PROFESSIONAL CONSULTING • Study the present sales structure, responsibilities and authorities of various levels of personnel and suggest proper structure in line with the market requirement. • Study the Distribution of the products and suggest methods to increase distribution in line with the product profile and market potential • Analyse sales data and come out with meaningful suggestions for growth • Facilitate appointment of good distributors at strategic locations • Suggest innovative Trade schemes to increase sales • Provide insight in Category Management and Merchandising solutions • Plan Below the Line Marketing activities • Facilitate recruitment of Sales Force • Give Professional Training to Sales Force in Sales Management and Negotiation techniques EXPERTISE OFFERED
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