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1. RITESH KUMAR SAHAY Contact Information- Address –No-725, 9th Cross, 10th A main, Indiranagar, Bangalore, Email –riteshsahay07@gmail.com Mobile contact –+91 98455…
  • 1. RITESH KUMAR SAHAY Contact Information- Address –No-725, 9th Cross, 10th A main, Indiranagar, Bangalore, Email –riteshsahay07@gmail.com Mobile contact –+91 98455 79401 LinkedIn Profile: http://in.linkedin.com/pub/ritesh-sahay/34/608/272 Total Experience -12 years COMMERCIAL CHANNEL SALES [Partner Business Manager] Personal and Printing Services Business Development, Relationship Management, Sales, Marketing Emphasis on Integrity,QualityManagement andTeamwork CORE STRENGTHS  Outstanding Interpersonal and Rapport-building skills recognized as a good Man Manager.  Start-up and Turnaround Management experience.  New product roll-out expertise.  Team and Organizational leadership.  Trend Forecasting and turning around underperforming trends.  Detailed Problem-Solving ability.  Spearheading new market initiative.  Productivity and Performance enhancement.  Territorial Development and Core Management.  Delivering optimum Customer service. AREAS OF EXPERTISE  Total account-Relationship Management [Long Term].  Tactical alliance/ partnership development.  Strategic market domination and Leadership.  Negotiating complex contracts/special terms.  Strategic planning and Implementation.  Negotiations and proactive persuasion skills.  Lead generation and personnel management.  New account acquisition and quality initiatives.  Key project/Event Management and Time Management.  Brand Development and Management-Public, community & media Relations.  People management, versatile leadership, cross functional coordination and budgeting.  Strong market understanding and experience in the area of business administration.
  • 2. PROFESSIONAL EXPERIENCE A) Company–Hewlett-Packard India Sales Private Ltd [BANGALORE] Designation – Commercial Channel Sales Manager (Job Tenure – July 2008 onwards) Target Market - Acquisition & Competition accounts. Current Quota- 10 Million USD for the year. Segment – SMB (Small & medium business). Managed account list comprising 200 customers. Currently Managing – 10 partners of Hp [This includes Authorized HP Business partners, Competition Partners & System Integrators]. Also manage end customer sales directly. Profile – Also available on LinkedIn site  Channel Role- Managing mixed bag of very large, medium, competition partners and system integrators. In this role I am managing all channel related programs for PPS business of Hp. This includes partner business planning with respect to quota setting, target planning and other channel related schemes for desktops, notebooks, workstations, thin clients, point of sale, print solutions and leasing initiatives. In this role we primarily focus on daily transactions and weekly/monthly/quarterly projection closures which is in conjunction with my number planning for every 6 months. I have been in this role for 6 quarters and have ensured all big partners and SI’s have met their targets successfully QOQ. Eg- Vertex Techno Solutions, Pacer Automation, STI Tech, Archon Consulting, Pursuit Technologies, NewWave computing, Ralco, Acer, IBM, etc. I manage end customer sales directly either through partner or directly for Hp.  Handling Global Accounts- Hunted new global accounts and converted them for HP [Daimler, Mindteck, Sabmiller, IMS Healthcare, Minacs Ltd, Autodesk, EADS, Trelleborg, Mann & Hummel, Flextronics, Behr India, Praxair India]. Have been instrumental in co ordination with Global account managers to create price bids & sales strategy to manage Global business in India. Managed new customers and streamlined the global catalog way of business [Customers - Luk India, Automotive marketplace, Italicement Group, Daimler].  Key Acquisition Accounts handled- Minacs, Sabmiller, Musigma, Global CSG, Flipkart, Sonata Software, Mercedes Benz R&D, Weir group, Fireeye, RGBSI, Gokaldas Exports, Citrix R&D,Tavant, Indus School, E4E, AGC networks, GMR, Capital One, Spar, Consona, Brigade group, Walmart, Emulex, Autodesk, EADS, Luk India, Smith Global, Trelleborg, Festo, Arm, Flextronics, Nextedge, Deccan Herald, DBIT, SVIT, ITTIAM, Cades, Axis Aerospace, Eka, Harman International, Praxair Group,Toshiba, Suntec, Permasteelisa, IP Infusion, Concentrix, Amba, Ansaldo, Flipkart, Etc].  New Alliance with System Integrators - Opened up new business avenues for HP by grabbing opportunities driven by System Integrators along with business conversion worth 3 million in 3 years span.  Special emphasis to Manufacturing sector & ITES segment - Acquired new competition accounts [Weir Group of companies, Praxair Group, Festo controls, Axis Aerospace, Minacs, Sonata Software, Global CSG].
  • 3.  Single Point of Accountability –  Achieve targets on Revenue & GM quota. Single handed end user approach for few selected customers for breaking the ice against competition. Prepare account mapping plan and six months forecast planning for direct touch accounts. Follow internal processes for deal logging & execute medium and large bids. Update customers regularly on market dynamics. Plan big rate contracts for large deals. Support payment collection process to ensure healthy portfolio of customers.  Channel Involvement - Drive the business intelligence by providing leads to partners. Knowledge management by sharing product related & logistics related ground realities. Handle critical requirements and ensure up selling against competition. Make quotation templates. Provide comparative analysis for impactful sales turnarounds. Regular review on business conversions and follow meticulous process through SFDC.  Expertise Area of Selling @ Hp – Personal system group offering- Commercial Pc's, Notebooks, workstations, thin clients, Tablets/phones, Options/upgrades, POS, Digital signage solutions & entire suite of leasing solutions Special focus on HP financial services portfolio. Drive Market Intelligence -Account wise, product wise, price segments, competition activity, schemes & promos. Track Qtr to Qtr growth of Revenue and Gross Margin in the defined account set. Regularize funnel on a weekly basis on size & Shape. Review weekly, monthly & quarterly Must Bills. Follow detailed SFDC planning. Very high focus on remote computing solutions and workstation users. Special emphasis to organize POC & evaluation program for newer customers. Demonstrate strong technical consulting for ensuring complete information mgt. Make quick & easy to presentations to customers, which ensures proper probing. Host training sessions for my own Feet on street team. Hand hold new joiners [FOS] to Hp processes to adapt basics of hardware selling techniques with holistic planning to achieve weekly, monthly & quarterly commitments. Do business loss analysis for understanding competition brand techniques & plan smarter turnaround for future business prospect in competition accounts. HIGHLIGHT OF EXPERIENCE  National level Recognition - Won the HP Rockstar award for achieving high standards 2011-12’.  Won the Microsoft upselling program 2011-12’.  Highest Performance - 185% of the quota given in H1 2012’ and 150% in 2014’.  Have acquired more than 50 customers which have become large accounts.  Started new business in almost 100+ customers.  Ensured top partner to perform best in the country followed with awards.
  • 4. B) Company – Dell India Private Ltd [BANGALORE] Designation - Sales Account Manager (Job Tenure - September 2006’ onwards) Profile -  Business Development & Client Relationship Management with global fortune companies, Educational Institutes, channel partners for Eastern India. Working in the Rel- Hunting space wherein minimum employee strength of customer is 400+ reqd.  Major focus on overall portfolio of Dell i.e. -Desktops, notebooks, workstations, servers /storage, software/peripherals & Dell’s Professional Services.  Manage & map the all accounts along with co ordination with outside sales team. Hunt for business prospects in remote locations & channel partners in co ordination with Foot on Street team.  Propagate Dell’s direct model concept in the eastern market; follow Inside sales process religiously to ensure error free transactions & co ordinate with Brand/ Finance/ Operations / Production team to ensure high customer satisfaction.  In case of channel transactions, initiate right product positioning, timely price clearance, credit approvals & thereafter order execution. Always ensure to meet the crucial Margin quota across all LOB’s along with overall weekly & quarterly targets. [Qtr Target – 1.2 Million with 80% top line & 20 % margin cut offs].  Responsible in driving services pen rate for overall numbers. Ensure timely information to customers on warranty extensions & renewals. Provide customized escalation matrix to customers to provide 100 % clarity on process.  Identify client business needs and business challenges, forecast requirements, ensure funnel tap & quote tap rates as 100% week on week for all LOB’s.  Ensure cold calling is regularly done and sales leads are generated. Indulge in organizing power days for all accounts which are conducted to generate new funnel & explore new opportunities in existing accounts.  Major focus on high price band customers in terms of generating regular repeat business. Keep customers updated on newer technology offerings  Maintain consistent run rate business to ensure healthy margin pool. Participate in all bid calls – includes Medium & large bids.  Ensuring pipeline at all levels of the sales cycle, and across verticals. Regular funnel management to ensure clear visibility of the quarter to the management. Liaison with management team & Marketing research team to ensure company's visibility.  Maintaining and developing existing and new customers through appropriate propositions as per our Indian Factory & Malaysian Factory offerings.  Monitor market and competitor activities and provide relevant reports.  Provide back up to Inside Sales Manager as acting Team lead during teams lead’s absence. Includes daily commit reports for the team & handling customer escalations.  Multi tasking – Co ordination with customer care team for all customer escalations. Co ordinate with logistics team to ensure timely deliveries & manage all documentations involved for material movement. Co ordinate with tech team to organize timely installations & break fix calls.
  • 5. HIGHLIGHT OF EXPERIENCE  Started new format & trend in Dell of Daily activity planning along with Outside Sales rep.  Recognized as Sales Champ in Q2’07-Won a trip to Thailand  Awarded twice from 2006- 2008 being one of the outstanding performers within the team.  Have won more than 10 different prizes for promotional campaigns & weekly sales contests.  Broke into big whale accounts – Tata & Birla group in the Eastern Region.  FY08 -Blended attainment of 150% on overall numbers including bids, with positive margins. C) Company – NewWave Computing Private Ltd [BANGALORE] Designation: - Business Manager – Sales (Job Tenure - May 2004’ to Sept’ 2006’.) Profile -  Processing Small medium and mid market business.  Handling all mid-market accounts in Bangalore and entire Karnataka.  Managing a team of 5 executives spread across four verticals – STPI/ITES / Education / Manufacturing & others.  Total number of accounts handled by my team exceeded 150+ in nos.  Co-coordinating with my team members in Lead Generation and conversion, customer retention by prompt Closure of deals.  Recruitment of sales/marketing executives’ best suited for my as well as other sales teams.  Training team members towards basic and latest product offerings in our portfolio. Ensuring complete sales training, which included end-to-end transactional handling procedures. HIGHLIGHT OF EXPERIENCE  Awarded Best Performer Of the year 2005-06, achieved 192% of given targets.  Best Performer of the Year 2004-05, achieved 100% of given targets.  Three Fast Track Performance Driven Promotions within 2 [Two] Years viz. Sales Executive > Key Account Executive > Business Manager-Sales.  Over achievement of Sales Targets consistently both at Micro and Macro Level. ACADEMIC AND PROFESSIONAL CREDENTIALS  MBA DETAILS – PGDBM from Indian Business Academy, Bangalore, (2002’ -2004') Specialization – Marketing & International Marketing – Dual specialization Summer training - RK SwamyBBDO – Advertising Agency Scope of work –Studying various functions of ad agency. Project – Survey on Manipal group of education institutions across South India.
  • 6.  Bachelor of Business Management (2001)- CMRIMS, Bangalore University Specialization – Marketing  12TH STANDARD (1998) – CBSE – Commerce – Central model School  10TH STANDARD (1996) – ICSE – The Assemblyof God Church AFFILIATIONS and ACTIVITIES  COMMITTEE MEMBER OF IBA Alumni group.  Dramatics, dancing, mimicry, music, trekking, networking, traveling, soccer, movies etc. PERSONAL PASSPORT NO:- Details will be furnished if required. DRIVING LICENCE NO:- 01-193236 References anddocumentations furnishedupon request. Dated: 21/05/2015
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