KOLACHALAM RAGHAVENDRA
Mobile: +91 9963547498 ~ E-Mail: raghavendrak778@gmail.com , meetkola@yahoo.co.in
Sales & Marketing Management Professional
Planning ~ Sales & Marketing ~ Operations – Brand Management
Achievement-driven and High Performance Management Executive; with outstanding experience in all phases of
business operations. At ease with budget limitations, deadlines, and high pressure situations.
AN OVERVIEW
An astute leader with 13 years’ strong Cross functional experience in heading business & profit centre operations, logistics
with complete profit accountability at renowned companies viz., Victoria Group of Distilleries Ltd., India/Africa, ICICI
Lombard General Insurance Company Ltd., Zee Turner Ltd., Reliance Industries Ltd., Dabur India Ltd. and Wipro
Consumer Care & Lighting Ltd.
Established large volume, high profit accounts with excellent levels of retention and loyalty. Successfully managed &
mentored matrixed teams across assignments; acknowledged for recruiting and developing leaders with an equal desire to
win. Well organised with a track record that demonstrates self-motivation, entrepreneurial ability and initiative to achieve
corporate goals.
AREAS OF EXPERTISE
Profit Centre Operations
Sales & Marketing
Distribution / Channel Management
Budgeting & Pricing
New Product Management
Business Restructuring/ HRM
Logistics /Supply Chain Management
Business Restructuring
Turnaround Management
Financial Planning & Administration
Key Account Management
Territory Management
LEADERSHIP
Quick decision making
Skilled in building organizations
Team building & Management
Empowerment & Coordination
Innovative in thought and solutions
Analytical & Organising skills.
KNOWLEDGE
BFSI, MEDIA & Real Estate Industries
Change & Crisis Management
EXPORT-IMPORT MANAGEMENT
Strategy Planning & Execution
Start-up & Growth Management
Brand Building , Advertising (ATL,TTL & BTL)
Consumer Profiling & Modelling
ORGANISATIONAL SCAN
Jun’12-TILL DATE: V i c t o r i a G r o u p o f D i s t i l l e r i e s L t d . , H y d e r a b a d , I n d i a / A f r i c a ,
Regional Manager - (Sales & Marketing, Business Development –BD)
Key Result Areas:
 Managing a performance driven executives of 50 No’s & responsible for all Sales & Marketing functions to retailers &
distributors in Telangana, A.P & Karnataka States.
 Managing robust Sales & Business Development of Food & Beverages (Mineral Water & Non-Alcoholic beverages)
Polymers (HDPE, LDPE & LLDPE) & Exports-Imports from India.
 Mentoring & monitoring the sales team led by Managers, TSE etc by working closely& guided them towards KRA’s.
 Identified & developed channel partners, franchisees, dealers, distributors for market share achievement.
 Successfully introduced new products, schemes, packaging, trade advertising, programs to retailers & wholesalers.
 Rolled out Sales forecast, MIS & enhanced Brand Visibility and ensured SOP of DSR, Redbook, PJB etc.
 Conducted visits/audits, promotional/marketing plans, tracked competition & industry data and with Excise dept.
 Focused marketing emphasis on "end user needs / market driven" strategy Vs. R&D product development.
 Leading Inbound & Outbound logistics in Domestic & Export FG Business.
 Oversees the supply chain inventory levels and deployment. Management, Functional supervision & Audits.
 Established and Monitored procedures & service standards for export clearance standards (Customs /D.G.F.T)
 Designed and implemented a retail pricing strategy that identified to improve ways / means of profitability
 Negotiated trading activities Across African territory and in India with OEM.
 Managing all issues of Export-Import through team freight Forwarders (documentation), financial aspects
(Insurance/Payments), processing & executing proposals, price quotations & tenders.
Highlights:
 Awarded for Outstanding Sales achievement for achieving top sales in Mineral Water (5.3Mn Cs to 7.0Mn Cs) & Export
Sales (1.5cr to 3.0cr) for the year 2012-13.
 Launched & developed new brands like ‘Director’s Gin, ‘Rider Vodka’ and ‘Hema’ Mineral Water.
 Managing Exports Of: HDPE, LDPE & LLDPE granules, plastic resins & films (Polythene covers/ pet bottles), performs.
 Export Area includes: West Africa, Central Africa, East Africa, and Southern Africa.
 Managing Operations of associated companies by leading an efficient and motivated team.
 Gained extensive geographical territory experience across south India.
Mar’11- Jun’12: ICICI Lombard General Insurance Company Ltd., Hyderabad/Bellary as Branch Manager.
Growth Path:
Branch Manager – GEO Dept. – Bellary (Karnataka)
Area Manager – FISG Dept. – Hyderabad (AP).
As Branch Manager – GEO Dept. – Bellary (Karnataka)
Key Result Areas:
 Responsible for Bellary and Raichur Districts for all retail and SME Insurance products.
 Managing this region as a profit centers and Responsible for top line and bottom line in this region.
 Managing 3 branch offices with a team of Sales Managers, Unit Sales Manager, and Sales Officers totalling to 12
employees in this region.
 Managed successfully formats of Retail (viz. Pvt. Car, 2w, 3w, CE, CV dealers, agents, Bancassurance partners, Direct)
and SME distribution.
 Responsible for product distribution and sales through different verticals of the company in this region.
 Managing the COA (cost of acquisition) for the channels of the region.
Highlights:
 Holds the merit of:
o Achieving 88% of cluster Target (Bellary: 90%; Hospet: 98%; Raichur: 74%) on stringent market conditions.
o Selecting 8 new agents of which 2 were of eligible summit club status.
o Increasing Profitable products business by 200% - SME (WC- 15 lakhs- 2011-2012) which was highest in Karnataka
region.
 Meticulously managed & declined combined Ratio of Hospet & Raichur from 260% to 202% & 115% to 39%.
o Receiving appreciation by State Head for attaining highest sales number of 52 lakhs in March 2012.
o Increasing TMI CVBU counter sales proposition to 70%.
o Essayed a key role in cracking Hyundai & Maruti Car Counters after persistent follow up.
Preceding Assignments
Apr’08 – Feb’11: Victoria Group
D.R.Congo/Zambia).
(FMCG)
of
Distilleries
Ltd.,
Africa
as
Senior
Sales
Manager.
(Uganda
/
Aug’07 – Mar’08: Zee Turner Ltd., Hyderabad as Sales Manager. (MEDIA)
Dec’04 – Jul’07: Reliance Industries Limited (Petroleum Business), Shimoga, Karnataka as Area Manager (OIL)
Aug’03 – Dec’04: Dabur India Ltd. (Consumer Care & Specialities) Mangalore, Karnataka as Sales Officer.
(FMCG)
Nov’02 – Aug’03: Wipro Consumer Care & Lighting Ltd., Bangalore as Sales Executive. (FMCG)
2000
1999
PROFESSIONAL COURSES
Diploma in Sales and Marketing Management from N.I.L.E.M, Chennai.
Diploma in Computer Applications from Tata InfoTech, Bellary.
2002
2000
Date of Birth
Passport No.
Marital Status
Languages Known
MBA (Marketing)
BBM (Marketing)
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ACADEMIA
Gulbarga University, Karnataka.
Gulbarga University, Karnataka.
PERSONAL DOSSIER
5th August, 1979.
F1732980 (Valid up to December 2014).
Married.
English, Telugu, Kannada, Hindi & Tamil.