1. M.Arulprakasam E-Mail: m.arulcas@gmail.com Contact: +91-9894044440
Inclination to grow and evolve as Sales / Business Development / Channel Management
professional with multifaceted skills & to be an invaluable asset to the organisation
Professional Preface
Zonal Sales Manager: Bharti Airtel Ltd., Coimbatore
A seasoned professional with 10+ years of experience with success of achieving business growth objectives. Extensive
experience in setting up and managing distribution channels with deep understanding of markets and industries; highly
successful in building relationships with upper-level decision makers and business partners. A proactive leader and
planner with cross functional expertise in planning, market penetration, product launch, Channel management & key
account management. An out-of-the-box thinker with a flair for charting out new strategies and contributing towards
enhancing business volumes & growth. Spearheaded numerous business development and market expansion initiatives.
An effective communicator & team leader combined with flexible & detail oriented attitude with the ability to interact
effectively.
Areas of Expertise
Sales & Marketing: Planning & executing the sales and marketing activities to achieve desired results. Driving sales
initiatives, demand generation activities and preparing sales forecast plans to achieve business goals & managing the sales
team to achieve them. Providing guidance and support to the sales team through target setting and reviewing measures.
Strategic Planning: Formulating long term / short term strategic plans to enhance business operations in coordination with
marketing team. Forging strategic alliances with key customers, thereby ensuring business growth and achieving business
targets.
Business Development: Identifying and developing potential markets / segments and ensuring maximum customer
satisfaction by providing timely service. Exploring markets and collating market intelligence reports for developing key
strategies to penetrate new markets/segments. Strong knowledge about rural distribution model.
Channel Management: Managing the channel management and productivity. Managing territory allocation and appointment
of distributors in the region. Relationship management with various departments, ensuring smooth business operations.
Key Account Management: Managing customer service operations for rendering and achieving quality services. Overseeing
the resolution of customer complaints on performance bottlenecks. Providing value added customer services by attending
customer queries and issues.
Sales Promotion: Devising & implementing the marketing activities for successful launch of new products. Building brand
focus in conjunction with business forecasts and operational requirements. Ensuring maximum brand visibility and capture
optimum market shares.
Employment Scan
Since Feb’13 with Bharti Airtel Ltd., Zonal Sales Manager – Coimbatore
Accountabilities
℘ Responsible for the achievement of the customer acquisition & revenue targets there by increasing the Customer Market
Share (CMS) & Revenue Market Share (RMS).
℘ Managing a team of 6 TSM’s and 18 Distributors to ensure execution of the Trade Programs, Distribution Reach,
merchandising and brand visibility.
℘ Planning and ensuring the Execution of Demand Generation Activities and sales forecast with the help of marketing.
℘ Sharing the competition activities and product performance to circle team.
℘ Reduction of Low Utilized sites by building up Retailer network and customer base.

2. ℘ Devising and ensuring achievement of the infrastructure needs of the area to optimise the service level.
℘ To ensure customer/Retailer Satisfaction by resolving the complaints and responding to their queries.
℘ Set standardized process and system implementation for such a large field force to ensure better productivity.
Attainments
℘ Won the “Best Performer Award” for highest Revenue Growth in ROTN for 2013-14.
℘ Won the “Best ZSM Award” for Overall Performance in TN for Q1 2014-15.
℘ Won the “Star Award” for Overall Performance for Dec & Jan 2014-15.
℘ Achieved the highest Revenue Growth in TN for 2014-15.
℘ Awarded the 4th
Best ZSM in all India and 2nd
in TN for Rural Van Productivity.
May’08 – Jan’13 with Castrol India Ltd., Dy Sales Manager - Tamilnadu
Accountabilities
℘ Achieving the targeted Sales & Distribution numbers for the state with a team of 6 Sales Officers, 60 Distributors.
℘ Devising and ensuring achievement of the infrastructure needs of the area.
℘ Executing marketing programs and supervising demand generation activities.
℘ Conducting periodic training for the sales force on the product knowledge and sales skills.
Attainments
℘ Won “Best Performer Award” for fastest Rural Distribution appointment.
℘ Won “Best Performer Award for Distribution Growth & New Gen vehicle Lubes Growth” in South.
Jul’05-Apr’08 with Johnson & Johnson Ltd., Coimbatore as Area Business In-charge
Accountabilities
℘ Achieving the targeted Sales & Distribution numbers by effective management of 2 Sales Officer’s and 20 Distributors.
℘ Ensuring visibility of all products and following the merchandising standards.
℘ Maintaining relationship with Key Accounts / Modern Trade outlets in the territory.
Attainments
℘ Won the “All India Best Performer Award” in 2007.
Commenced Career
TENURE ORGANISATION DESIGNATION
Oct’02-Jun’05 Mars International Pvt. Ltd., Coimbatore Territory Sales Executive
Jul’2001-Sep’02 Gillette India Ltd., Coimbatore Territory Sales In charge
Academe: B.Sc. (Bio-Chemistry) from Bharathiyar University, Coimbatore in 1999.
Personal Dossier
Date of Birth: 28th
May, 1979
Address: 412-D, Selvam Illam, Kuniamuthur, Coimbatore – 641008
Linguistic Abilities: English & Tamil