M

M.BALACHANDER

Residence

: F.68 Shanti Sadan Apartment, Kochadai, Madurai 625 016.

Mobile : 91-9894353249

E-mail

: balachander_manoharan@yahoo.co.in Date of Birth : 24th Sept 1971

WORK EXPERIENCEPepsiCo iNDIA HOLDINGS PVT LTD AUG 2005 Till DatePosition of Responsibility: Assistant Manager Designate

Responsible for: A) Managing a Team of 6 Customer Executives (CE), 4 Sales Trainees and 8 Interim Sales Promoters (ISP).

B) Handling a Territory turnover of Rs.48 Crores

C) Profitability of 40 Distributors/200 Sub Distributors in Madurai/Up Country.

D) Territory Brand /Pack Custodian Pepsi/Mirinda/7up/Aquafina/M Dew

E) Key Account FPR /Relationship Management

Roles & Accountabilities:Role: Coordinating with the Territory Development Manager, Customer Executives & various support functions of PepsiCo in growing the territory. Mr. Growth of the Territory.

Accountabilities:

A) Co-ordination with support functions:

( Shipping - Attending Trimester co-ordination meeting to fix load size, combined load

Plans, prebuild of priority SKU, city Vs upcountry shifts / loadouts etc.,

-Member of crisis management team at times of production shortfall/unprecedented Seasonality/ truckers strike etc.,

( Finance - Facilitating GM Finance in working out the credit exposure limit/ glass limits/invoice

Discounts to distributors trimesterwise.

- FPR for seasonal credit / Bank guarantee retrieval.

( Marketing - Working out variable component for Customer Executives.

- National promotions roll out.

- National / unit level contest for distributors / Customer Executive Planning

And implementation.

- FPR for outlet specific signage placements / combos.

(Equipment department - Coordinate in service issues / feed backs of Equipment service dealers.

B) People management

(Coaching and development - Responsible for Coaching and developing the Customer Executives to achieve their

annual business and people scores.

-Training ISPs and Sales Trainees to understand Pepsi way of selling .

- Developing Coaching modules for ISPs, Route agents and distributors and

Conducting the same.

- FPR for Every dealer survey (market data collection and analysis)

- Improving the presentation skills of Customer Executives. C) Channel Development Initiatives Understanding Channel Dynamic - Channel /Brand / Pack National Promotions/Tracking

Consumer Promos/ Trade Initiatives - Same Store Growth/ Share of Display/Shelf

D) S& D Cost Management:

Discounts/Trade Schemes - S&D expenses as per budget/ Volume Tracking Upfront Negotiations/Payouts - All high image/ Volume accounts sign up/Tracking

Key Achievements:

( Cost Reduction - Reduced the unloading cost by 40%.

- Aquafina Trade discount reduced by Re.1/case.

(People Result - Coached two sales trainees to get confirmed as Customer Executives.

PepsiCo iNDIA HOLDINGS PVT LTD MAR 2000 AUG 2005Position of Responsibility: Customer Executive

Responsible for: A) Handling a Territory turnover of Rs.12 Crores

B) Profitability of 8 Distributors/15 Sub Distributors in South Madurai.

C) Maximizing Resource Utilization Visis/Infra/Signage

Roles & Accountabilities:

Role: Develop Business opportunities with Individual accounts within the territory. Responsible for ROI of the Distributors & Sub Distributors in the Territory.

Accountabilities:

A) Volume and Share:

New Brand Pack Management. - Volume, Growth and Execution of National Initiatives

PMX (Fountain Pepsi) Operations - Volume, Placement plan & account specific promotions

B) Driving Distribution:

Appointing Distributors / Sub Distributors - Distributor ROI/ Profitable Model/Infra Planning

FPR - New Accounts/Growing Consumer Base - Soliciting new opportunities/Category Growth

Penetration Objectives - Reach/penetration targets Sku/Brand/Pack wise

C) Systems Compliance:

Objective Setting & Tracking Measures - Territory Scoreboards/ Execution Planners

Online Tracking of Distributor Data - FPR for implementation and sustenance of ASDOS

Key Achievements:

Winner Challenge of Champions (2002) - Highest Growth over last year (National Contest)

Winner Rural Thrust Award, 2003 (Unit level) - Added 117 small Villages / 400 New Accounts.

Share Gain & Sustenance in Madurai City - Absolute leaders vs. Competition in Madurai - 3 times bigger than competition.

Distribution intensity in Madurai City - Highest Reach per hundred outlet in India

New Product Launch /Management - Achieved the highest mix in 6 out of 8 new products/packs

Launched In the past 3 years.

- Best launch Award Pepsi Blue (2003)

( People Handling Skills /Team Management - No Churn in the territory team.

( Coaching skills - Coached 4 sales trainees (Fresher coming into the System)

2.parle products ltd APR 1998- MAR 2000

Designation - Territory Supervisor

Responsible for:

(Sales and collection targets

(Appointment and commissioning of Distributors

( Extending distribution to white areas

(P/L in operating Trade schemes / window hiring

(Coaching of interim sales representatives

Key Achievements

Implemented 2 ideas which have become a model for South India

(Retailing of Cream Biscuits Resulted in 8 fold incremental Sale.

(Village coverage Project with no added cost to the company

3.AMCO Batteries LTD (Amalgamations group) aug 1997 APR 1998

Designation - Sales Executive

Responsible for:

(Sales and Supply chain management.

(Sourcing New Business Partners and Targeting Potential customers- Auto Garages, UPS Manufacturers etc.,

Key Achievements:

(Conducted two wheeler / four wheeler mechanics meet which was first of its kind in the company

(Best Stall Award in OE suppliers meet for TAFE Tractors LTD.,

Education INSTITUTIONS percentage

1995 1997 Annamalai University, Chidambaram.

Master in Business Administration (Marketing) 60%

1990 1994 Pandit Jawaharlal Nehru College of Agriculture

And Research Institute, Karaikal

B.Sc.,(Agriculture). 65%

I hereby declare that the above said particulars are true to the best of my knowledge.

Balachander.M