Career Objectives

Immediate: "Hands on" international marketing experience

Intermediate: Cross functional multinational exposure; and

Ultimate: General Management
 
 

Professional Experience

SmithKline Beecham (SB)

Singapore

Key Account Manager (May 1999 onwards)

To develop profitable relationships with key customers and to increase sales volume through value added service and deliver total customer satisfaction.

Job reports to: Sales Manager, Major Accounts

Direct reports : 1 Senior Sales Representative; 2 Sales Merchandisers; 1 Contract Merchandiser

Sales (1999 Budget): $4.7 million (approximately 15% of Company Turnover)

Promotional (1999) Budget: $200,000

Key Result Areas:

• To work in close harmony with the assigned key customer accounts to ensure that sales, distribution and merchandising opportunities are maximised and the year’s sales budget is achieved.
• To track SB’s spend and undertake quarterly accounts profitability analysis to improve levels of profit contribution from the assigned accounts.
• To analyse and evaluate customer account sales trends and specific brand/category performance to improve volumes/value, SB’s share of the business, distribution width and depth and merchandising/promotional thrusts.
• To work closely with Marketing to develop and implement innovative and impactful sales promotion and merchandising programmes which will improve visibility and profitability.
• To understand the customer thoroughly in order to anticipate and satisfy customer needs through differentiated and value-added customer service and customer care activities.
• To provide feedback on trade developments and serve as the customer’s advocate within SB to ensure that the company is constantly aligned to its key customers.
• To be in regular touch with the customer’s senior management, to develop the business relationship and to negotiate profitable terms of trade for SB.
• To undertake regular field visits to monitor stock levels and displays; to develop relationships at the store level; keep abreast of, and provide feedback on, competitive developments; and gauge consumer purchase patterns.
• To conduct half-yearly business reviews with the assigned customer accounts to improve performance and develop SB business within the account.

Asst. Manager, Sales Development (November 1998 - February 1998)

Sales Development Executive (December 1997 - October 1998)

Responsible for developing and implementing sales excellence and trade marketing programmes to enhance the company’s sales capability and attaining superior trade relationship with key customers in Singapore.

Achievements: Developed the SB Singapore Sales Operation Manual; change agent in introducing a key account management structure in SB Singapore; received Employee Recognition Award for Customer and Innovation, June 1999.

Job reports to: Sales Director

Job Dimensions: Enhance achievement of annual sales budget of S$33 million (1997); cover Major Accounts (MA), General Trade (GT), Institutional and Warehousing operations; MA and GT sales teams (10 company sales representatives) report indirectly.

Key Result Areas:

Systemise all sales processes and best practices to serve as the operating standards of the company

Review sophisticated sales programmes from the more advanced markets as well as best practices from other markets for implementation locally

Develop a customer satisfaction plan to deliver superior customer service to all trade channels and achieve best supplier status, as measured through independent surveys

Prepare a quarterly accounts profitability analysis and make recommendations to senior management to improve level of profit contribution from under performing accounts/trade channels

Implement customer contact and trade communication strategies with key accounts to foster strong trade relationships, culminating in competitive advantage for SB business

Review category management as a tool to improve in-store presence and spearhead projects with selected key accounts to achieve this objective

Develop merchandising strategies by channels to ensure that strategies are compatible with marketing as well as account contribution plans

Unilever

Calcutta, India

Trainee, Frozen Products Division

Made responsible for visibility and promotions into the fifth month, managing a budget of Rupees 10 million, and reporting to the profit-centre head; visibility improved dramatically, with the number of illuminated shop signs and glow signs going up by 300% to 1500 units in six months; 600 retailers in Calcutta trained in basic hygiene practices and freezer maintenance; cold chain (refrigerated storage and distribution assets) audit system set up.
 
 
 

Education

University of Strathclyde

Glasgow, United Kingdom

Master’s Degree (MSc) in International Marketing

Knowledge of international marketing principles and practice; Development of an international perspective; Experience of multi-cultural team working with classmates representing 30 nationalities; Preparation of international market entry and development strategy for Clyde Blowers plc, Glasgow; Dissertation: Achieving Best Supplier Status for SmithKline Beecham International in Singapore

Achievements: Scottish Trade International Prize for the Best International Marketing Group Project; Debesh Kamal Scholarship for study abroad

Organisational Role: Postgraduate Business School Representative on Student’s Union Council
 

Bangalore University

Bangalore, India

Bachelor’s Degree in Business Management (BBM)

Basic grounding in the functional areas of business; Development of presentation and inter-personal skills; two Business Projects, one with Coats Viyella India Ltd, Route Plan Design for Thread in Calcutta

Achievements: First Class obtained; Initiated first National Meet of Business Undergraduates, held in Bangalore, 1995

Organisational Roles: Secretary, Management Association; Coordinator, Cultural Forum; Founder Coordinator, Careers Organisation; College Magazine Editor
 
 

Personal Skills

19 Prizes at inter-institution level; Represented Bangalore University in Public Speaking; Written work published in the Bangalore Management Association Journal and in The Statesman (Calcutta edition)

Language Proficiency

English, Bengali, Hindi

International Exposure

Lived in 3 countries, studied with students from 32 nationalities, and currently working with colleagues from 8 nationalities

Computing Package Familiarity

MS-Word, Excel, Windows, Lotus 1-2-3
 
 

References

Further information on any aspect of this profile, professional and academic references are available on request.