Relationship Management, Key accounts/ Distribution management : Resume

[parasjain110@hotmail.com]

CURRICULUM VITAE:
PARAS JAIN
pc_paras AT yahoo.com, parasjain110 AT hotmail.com

CAREER OBJECTIVE :
A challenging assignment in Sales and Marketing, Relationship management, Key accounts management, Team management, Distribution management and Channel management providing opportunity to add value to the organization through Skills, Dedication and Knowledge gained through corporate experience.

SUMMARY OF SKILLS AND EXPERIENCE:
- Over 10 years of cross cultural experience in Key accounts, Business Development, Distribution and channel sales and marketing.
- Planning, developing new business, identifying new market and ensuring total customer satisfaction.
- Capture strategies and launching new products.
- Successful track record of leadership & achievement in all assignments, consistently to progress to positions of increasing responsibility.
- Possess excellent interpersonal, communication and organizational skills.
- Experienced in developing dealer and distributor network for enhancing the market share and reach.
- M.B.A in marketing and B.com.

PRESENT WORK EXPERIENCE :
(A) ABG Cement Ltd.
Duration : 17th Feb 2012 to continue
Designation : Sr. Officer/Area Sales Executive
Current location : Rajkot
ABG group is a large business group based at Mumbai and is actively involved in ship making and infrastructure industries. The flag ship company of the group is ABG Shipyard Ltd and currently is the largest ship manufacturing company in India in the private sector. The ABG group is now diversifying its business to cement and power segments. ABG Cement Ltd is in the process of setting up its most modern and eco-friendly 6 million tons per annum (6MTPA) cement plant in Gujarat. The plant has its captive limestone mines, jetty and desalination plant. The capacities of all these units would be adequate to support the above 6 million tons per annum cement production.
- Newly appointing Company Distributor, Stockiest and Business Promoters network.
- Market survey of Trade and watch-out competitor’s activities.
- Doing pre launching survey of Builders, Influencers (Structural Engg., Consultant Engg.), Civil Contractors (Govt. and Private sector) and Institutional etc. of entire Saurashtra.
- Weekly update MIS & price information of competitors and reports to the management.
- Approach Government civil departments and Institutions for new product approval with technical team.
- Building and managing the relationship with the users and channel partners.

(B) Reliance Communication Ltd.
Duration : September 2009 to February 2012
Designation : Manager Sales
Location : Rajkot
Reliance Communication is a part of Reliance ADAG group, India’s leading telecommunication services provider.
- Supervised the team of Sales Executives and Sales Associates allocate sales targets to them in the territories.
- Handled Rajkot cluster sales lead profile of consumer broadband business.
- Monthly sales and collection planning and achievement of targets.
- Plan and monitor sales promotion activities.
- Cross functional co-ordination.
- Training and development initiatives for the vertical.
- Tracking competitor’s activities and giving feedback to the management.
- Educate and timely update the team and channel partners regarding the new launching plans and polices.
- Lead and motivate channel partners in terms of customer service assurance and sales.
- To develop and appointment of new channel partners in the designed territory.
- Building and managing the relationships with the customer and channel partners.

(C) Saint-Gobain Glass India Ltd.
Duration : January 2006 to September 2009
Designation : Officer Retail Sales
Location : Nagpur (Handled Vidharbha & Chhattisgarh)
Saint-Gobain was created in 1665, is a fortune 500-company ranked110th in world and operates in 54 countries.
- To achieve volume targets for the designated area, through effective implementation of sales and marketing strategies.
- To plan & organize sales promotional activities to sustain & improve brand visibility.
- To effectively communicate company policy in order to streamline the flow of business.
- To constantly monitor receivables & take action to minimize the same. Regular collection of statutory requirement.
- To develop territory, appoint retail dealers in new & existing territory to enhance volumes & market share.

ACCOMPLISHMENT OF PROJECTS :
1. Monnet Ispat Ltd., Raigarh, CG in volumes 12 tons reflectasol dark grey.
2. Dhamtari Constructions Pvt. Ltd., Dhamtari, CG in volumes 16tons reflectasol green.
3. Jindal Power Ltd.,Raigarh, CG in volumes 32tons coollite st467.

ACHIEVEMENTS :
Successfully achieved 2045 tons against budget target in year 2006-2007.
Mirror 216 tons and Reflectasol sunban 128 tons. (Volumes worth Rs.7 to 8 corers).
Achieved 2347 tons against budget target 2500 tons in year 2007-2008 overall 15% growth from last year.
Mirror 249 tons against 275 tons over all 15% growth from last year and reflectsol sunban 209 tons against 200 tons over all 63% growth given from last year. (Volumes worth Rs.9 corers)

(D) Pidilite Industries Ltd :
Territory Sales In charge (June 2002 to Dec 2005)
- Responsible for Merchandise display and Sales promotion activities in the territory.
- Carryout retail dealer meets and developing dealers in each district.
- Stock management at distributor points and ensure product visibility of retail dealer points.
- Responsible for Secondary & Primary sales.
- Achieving sales targets through distributors.
- Reporting to the Area Sales Manager.
- To develop and appointment of new distributor in the territory. - Amplified the new products in construction chemical like “ROFF” waterproofing concepts amongst the consumers along with “FEVICOL” brand.
Working Area : Bhopal (HQ), Gwalior, Bhopal upcountry.

EDUCATIONAL QUALIFICATION :
Master of Business Administration as specialization in Marketing from Bharti Vidyapeeth deemed University Pune in 2002.
Bachelor of Commerce from Jiwaji University Gwalior in 2000.

EXPOSURE TO INFORMATION TECHNOLOGY :
Computer fundamentals, MS office, Internet surfing.

PERSONAL DETAILS :
DOB : 2nd July 1979
GENDER : Male

[Guest]

RAJESH SHARMA
E-Mail : raj_05061983 AT yahoo.co.in

Objective :
Seeking assignments in Customer Service / Collection / Retention / Key Account Management with a growth oriented organization.

With over 8 years of comprehensive skills & knowledge in :
~ Collection/Business Operation ~ Customer Retention/Relationship ~ Acquisition Process Interface
~ Customer Service/Support ~ Sales/Distribution ~ Relationship Management ~ Team Building & Leadership

Synopsis :
Demonstrated proficiency in customer service, collection, retention. Adept in conceptualizing & executing strategies to drive business growth & achieve collection target as well as retaining subscriber on net. Significant experience in the management of business operations, execution of business plans for achieving profit targets and general administrative tasks. Demonstrated ability to think out of the box and provide solutions for enhancing operational efficiency, thereby contributing to revenue, business growth to channel partner as well as company. Exceptionally well organized with a track record that demonstrates self motivation, creativity & initiative to achieve personal & corporate goals.

Career Contour :
Jan’09 till date with Reliance Communication Ltd., Ahmedabad
As Zonal Operation Manager

Role & Areas of Expertise :
Sales/Distribution :
- Managing 4 Reliance World company Outlets and 6 Reliance Mobile Store
- Responsible for post paid, pre to post , datacard sales - of the zone and strengthen relationships in the Key Account by escalating level of contract.
- Responsible for achieving target gross Pre to post sales.
- Managing sales through counter Sales man & company customer care executive
- Monitoring Field on Sales
- Coordination between Territory Store Managers of sales and service

Collection/Business Operation :
- Responsible for entire life cycle management of new and existing customers.
- Ensuring 100% collection LMI wise & Bill cycle wise by ensuring bucket wise collection as it helps in restriction of ageing in higher bucket therefore minimizing involuntary churn.
- Managing 0 to 90 days Collections, with portfolio size of approx 3 Crore, with the down line of 30 people
- Reducing Bad Debts with a lower barring and higher collections and recovery
- Ensure maximum customer retention, with timely collection, complaint resolution and close looping
- Personal visits and engagement on high value customers to ensure least churn from this segment
- Special watching TBD and VBD high value customer
- Tracing customers Like Not Contactable, Skip & Fraud customers by using good tracing tools and arranging field visits
- Coordinating with the collection agencies and Channel partner for Not Contactable, Skip & Fraud customers & Unpaid feedback
- Closely Monitoring on FBD/SBD/TBD.
- Ensuring Bill Delivery to 98% & BNR at 2%.
- Responsible for E-bill and Self care promotion
- Ensuring banking of daily Cash & Instruments from outlets
- Ensuring timely settlements of agency claims in coordination with circle team

Customer Retention/Relationship :
- Minimizing bad debt sharing of outlets & company also, by achieving minimum count flow target i.e., <1.5%
- Ensuring customer retention thru retention tools especially the HNI CUSTOMERS on a proactive basis before dunning date & churn date.
- Restricting Voluntary churn by proving end to end solution to customer’s problem / dispute.
- Handling Legal case of Nodal and TRAI.

Acquisition process interface :
- Handling soft Collection Recovery Agency & AV CV of New Connection.
- Coordination with AV/CV agency for recovering bad debts and tracing of fraud customers
- Responsible for Document compliance (Prepaid/Post-paid/SIM Swap) of the zone
- Responsible for reducing/minimizing rejection of Docs.
- Regularly visiting the distributors touch points with high Non Compliance ( Barring, Pendency, Rejection).
- Responsible for timely AV of Bulk and Postpaid Cases.
- Supervising welcome Calling Process of all the new activations of the zone (Corporate & Individual).
- Personal AV/CV visits on all the 5+ MDN sales falling in Ahmedabad done by Sales Team (COCO, DST).
- Work in co-ordination with Retail Sales team (COCO, DST,) in order to ensure quality sales by applying certain checks by the time of AV/CV, Welcome Calling activity etc.
- Responsible for Agency management and distribution CAF management
- Responsible for L1, L2 rejection
- Responsible for CAF compliance with in 7 day and overall
- Responsible for Prepaid Address Verification of Ahmedabad Cluster
- Responsible for Customer engagement and Satisfaction.
- Monitoring AV/CV within TAT.
- Driving Upsellling from Address Verification Team
- Monitoring service camp in prepaid market.

Customer Service/Support :
- Scoring C-SAT scores>95% strategy for its area of improvement & ways to improve.
- Weekly briefing of SR Audit to bring the errors <2%.
- Manage high level of Quality & C-Sat scores & Store Audit Compliances.
- Organizing Monthly Learning Management System Test for ensuring proper knowledge of products, services & company guidelines to CCAMB, FOS & Tele-callers
- Overall responsibility of customer Ops for the cluster
- Ensures smooth operation of all touches points customer care
- CSat/FTR with close looping of complaints /escalations
- Monitoring customer complaints resolution as per SLA from all customer points
- Organize customer contact programs at each touch point
- Team Motivation & minimizing the CCAMB & FOS churn rate.
- Responsible for Channel Education within the zone on post paid and prepaid products and process.
- Attrition, team retention, promotion activity.

Achievements :
- Channel ROI has been increase after 2nd month of joining
- C-SAT increasing till 98% from 95%
- Sales increase regarding pre to post till 100 per RW and 40 per ROR which was RW 30 and ROR 5 before my joining
- Top Ahmadabad cluster in all sex cluster in Gujrat circle
- Achieved 98+% collection every month on month and YTD collection is >98%
- Achieved churn % <2 % which is higher in circle
- Achieved continues 8 month Title ” Rock star of the Month” for collection & Retention
- Achieved continues Best Employee of the Circle for Retention from National HEAD
- Promoted as a Sr. Executive in Ahmadabad city
- Overall compliance increased from 89 to 95%.
- Within 7 days compliance increased from 90 to 97%
- Attrition rate is very low in the agency which is handled by me.
- L1 rejection %age is decrease from 5% to <2%
- L2 rejection %age is decrease from 10 to 2%

Mar07 to Jan 09 date with Reliance Communication Ltd., Jaipur
As Collection Executive :
Role & Areas of Expertise :
- Handling Collection Control and Monitoring bill delivery, bill validation, Warning Letter, Legal Notice and Complaint Resolution.
- Responsible for Achieving Collection Monthly Target for Jaipur Cluster with in 30 Days From Bill Generation Date.
- Responsible for Reduce the Churn % Below than 2%.
- Responsible for assure the Involuntary Churn % is Should not be Less than 97.5%.
- Prepaid Migration is Always Should be Lowest.
- Responsible for Retention, Connection should be Retain in Post paid Connection.
- Handling soft Collection Recovery Agency & AV CV of New Connection.
- Responsibility for save the claw back amount of CIOU

Achievements :
- Top jaipur cluster in all seven cluster in Rajasthan circle
- Achieved 98+% collection every month on month and YTD collection is >98%
- Achieved churn % <2 % which is higher in circle
- Promoted as a Sr. Executive in Ahmadabad city

March ’05 – Mar ’07 date with Shyam Telelink Limited (Rainbow )
As Finance & Commercial Executive:
Role & Areas of Expertise:
- Handling was 15 Town of Behror Region overall in charge for Accounts and Credit Control , Collection & Retentions
- Monitoring on bill Delivery, Bill Validation, Refunds, cheque and Dishonour, Legal Notice and Credit Related Complaint Resolution.
- Responsible for Monthly Target Achievement for Behror Region.
- Handling Was Soft and hard collection Agency, Restriction of exposure, Barring, Unbarring, Deactivation, Reactivation, & Credit Verification of New Proposals.
- Franchisee Account Reconciliation.
- Bank and Cash Reconciliation & Maintain the Reports.
- Maintenance of expenses & other Details Like Electricity, Office Expenses, Staff Welfare Expenses, Maintenance of Records & Preparation of Vouchers.
- Approvals of all type of vouchers.
- Inventory verification, Voucher Maintenance with adequate Supporting for audit.

Technical Education :
- Certificate Course in Computer Applications from RCSM Jaipur Having knowledge of Operating Systems & Packages MS-DOS, MS-Windows, MS-Office, Tally & IRIS.

Education :
- B.Com. from Rajasthan University in 2004

Personal Details :
Marital Status Married
Date of Birth 05th June’ 1983.
Languages Known Hindi, English, Sindhi & Gujrati

Declaration :
I Hereby Declare that all the Information furnished above am true to the best of my Knowledge.

( Rajesh Sharma)