Symbiosis Institute of Management Studies

University of Madras

Head of Enterprise Business - Mobile Division at Samsung Gulf

Samsung Gulf

Head of Sales - B2B

Head of Enterprise Business - Mobile Division

Head of Sales - UAE, Telecom Operators and Enterprise

Manager - Corporate Sales & Solutions 
Job Purpose 
Develop the B2B corporate business by constantly cracking new major clients and maintain existing large accounts. To also expand sales geography and to ultimately win multi-million dollar deals. Duties and Responsibilities  Develop plans and strategies for developing business and achieving the company’s sales goals.  Create a culture of success and ongoing business and goal achievement.  Manage customer expectations and contribute to a high level of customer satisfaction.  Define sales processes that drive desired sales outcomes and identify improvements where and when required.  Provide detailed and accurate sales forecasting. Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions.  Work closely with the marketing function to establish successful support, channel and partner programs.  Manage key customer relationships and participate in closing strategic opportunities  Travel for in-person meetings with customers and partners and to develop key relationships  To ensure all opportunities are taken to promote products to our customers and to increase the client base.  Establish new businesses over and above the base business in the company through cross-selling and multiple other sales innovation techniques.

Eros Group

Sales Manager - Corporate Solutions

Regional Business Development/Sales Manager – Karnataka
Job Purpose 
Lead the selling team comprised of Territory Representatives and Specialists. Achieve the Regional sales and profitability goals. Provide direction and leadership to the field Regional Staff while responsible for the customer satisfaction and market share revenue within the Regional geography. Duties and Responsibilities  Achieve an annual quota of 2.6 million Euros maintaining a strong pipeline of 7 million Euros and above at all times.  Be a part of constructive problem solving, facilitating creative improvements, and inspiring others.  Achieve the Region’s revenue and profitability quotas for Fujitsu products as they are sold into all customer segments within Region.  Establish an environment and foundation for future sales growth. Sells and teaches others how to sell value and solutions to Fujitsu’s customers.  Direct the selling activities within the Region, inclusive of resource deployment and customer interactions.  Lead the Sales Territory Representatives and Specialists, inclusive of managing performance, coaching, mentoring, hiring and career development.  Set the vision for the Region and develops and adheres to a business plan to attain this vision.  Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability.  Disseminate information to regional sales representatives, corporate marketing and sales operations.
 Meet and negotiate with corporate clients, offer customized solutions for their requirements and have also orchestrated successful promotional and marketing campaigns.
 Led account diversification, expanding existing relationships to reach goals through various business strategies.

Fujitsu

Regional Sales Manager

Strategic Account Manager – Large Enterprise Corporate Accounts
Job Purpose 
Maintain and expand relationships with strategically important large customers. Responsible for achieving sales quota and assigned strategic account objectives. Represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. Duties and Responsibilities  Establish productive, professional relationships with key personnel in assigned customer accounts to achieve an annual target of $6.7 Million.  Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.  Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.  Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.  Proactively assess, clarify and validate customer needs on an ongoing basis.  Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.  Meet assigned expectations for profitability and to achieve strategic customer objectives defined by company management.  Completes strategic customer account plans that meet company standards.

Dell

Sales Manager

International Sales & Business Development Consultant
Job Purpose
Responsible for identifying opportunities and securing contractual agreements with strategic partners in the telecom sector. Identify & generate leads, develop propositions and close deals to secure new partnerships with companies. Manage your pipeline and reporting back on progress to the business. Identify and communicate customer and market trends to take advantage in a rapidly changing market. Collaborate with local partners to identify new opportunities.
Duties and Responsibilities
 Research International market trends in specific geographies and to keep in hand leads which could be converted to prospective clients later along with managing a team of 9 Business Development consultants.
 Take the lead in cold calls made and prepare RFPs and RFQs and once approved by clients ,be prepared with the pricing models and outsourcing strategy with a win-win plan to be explained at the client location
 Expert in a cold-calling, negotiating contract, consultative selling, forming grouping and partnering with others. Accountable for completing sales objectives like Business outsourcing and Risk Analysis and overall general quality of service keeping high profiles in proficient and the business community
 Observed new account achievement by making contact with the customer at planned intervals and also determined extra account prospective through the other product brands, places, and sections.
 Established and executed plans for tactical accounts that go beyond expectations in profits maintenance/increase, account profitability, and the customer satisfaction. Carried out weekly call blitzes. Recognized goal companies and main decision makers.
 Redesigned the quote templates used by the sales team to increase speed of turnaround for quotes, improving time required to close new accounts.

Infosys

Sales & Business Development Consultant

Used to handle the entire Quality part of the team as an in-house Quality Advisor
Also had to produce the daily, weekly and monthly review of the process metrics
Had achieved metrics excellently under strict deadlines
Also achieved POEM (perseverance of excellent metrics) award for two months in this career
Experienced all the pros and cons of the process related to Internet Service Providers
Was responsible for all the escalation and managerial calls

Prabhu Karunanidhi