Aravin Raj Venkitaraja

• Developed and maintained positive relationships with clients in assigned sales territories Singapore and JB market center
• Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
• Managed team of 50 regional sales representatives and consistently achieved high sales targets.
• Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
• Increased sales by 20% year-on-year 2023 vs 2024
• Expanded market presence to 150 new retail locations.
• Reduced customer churn by 10%
• Developing strategies that effectively acquire new customers while ensuring high retention rates among existing ones. This could involve implementing loyalty programs or improving customer service initiatives.
• Building and leading high-performing sales team by hiring, training, and motivating sales representatives. Achieving low turnover rates and high employee satisfaction scores can be additional metrics.
• Establishing and maintaining strategic partnerships with key accounts, distributors, or retailers to enhance brand visibility and sales opportunities.

• Collaborated with cross-functional teams to develop innovative solutions for complex operational challenges.
• Optimized workflow efficiency by implementing new operational processes and procedures.
• Achieved high-performance targets through effective delegation of tasks based on individual strengths and skill sets among team members.
• Ensured compliance with company policies, industry regulations, and safety standards throughout all operations activities.
• Increasing market share of Power Root coffee products within modern trade channels by securing new listings, expanding shelf space, and negotiating favorable promotional placements.
• Building and maintaining strong relationships with key decision-makers and stakeholders within major retail chains and supermarkets. This includes establishing yourself as trusted advisor on coffee trends, consumer preferences, and market insights.
• Developing strategic partnerships with key accounts to create mutually beneficial promotional campaigns, joint marketing efforts, and exclusive product launches. These partnerships should drive increased visibility and sales for your coffee products.
• Planning and executing effective promotional campaigns and activations within modern trade channels. Coordinating in-store promotions, sampling programs, and digital marketing initiatives to drive consumer engagement and sales uplift.
• Collaborating closely with supply chain and operations teams to ensure accurate forecasting and optimal inventory management. This helps prevent stockouts and minimize excess inventory, improving overall supply chain efficiency.
• Sales achievement increase by 18% in 2024

• Taking care Modern Trade and General Trade business in JB Market Center.
• Handled customer relations issues, enabling quick resolution, and client satisfaction.
• Resolved customer issues quickly to close deals and boost client satisfaction.
• Increased sales revenue by developing and implementing effective sales strategies.
• Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
• Managing distributors in running and developing sales operation models
• Building a solid team to encounter the sales decline during post pandemic crisis.
• manage to build back business to grow by 15%

• Managing 99Speed Mart, Lotus, Aeon, Econsave, KK Mart, Mynews and hypers
• Managed a diverse portfolio of key accounts, maintaining strong professional relationships and high retention rates.
• Expanded the company''s market share by identifying and securing new business opportunities.
• Maximized revenue potential by upselling additional products or services to existing clients.
• Improved overall profitability by consistently meeting or exceeding established sales targets for assigned accounts.
• Staying abreast of regulatory requirements and compliance standards related to the sale and marketing of tobacco products. Ensuring all activities and promotions adhere to legal guidelines.
• Conducting thorough competitive analysis to understand market dynamics, pricing strategies, and promotional activities of competing tobacco brands within the modern trade sector. Using insights to refine strategies and maintain competitive advantage.
• Monitoring customer satisfaction levels and implementing strategies to address concerns promptly. Building strong relationships with key accounts to foster loyalty and long-term partnerships.
• Working closely with marketing, finance, and legal teams to align strategies and initiatives that support the growth of tobacco sales within modern trade channels while ensuring compliance and profitability.

• Collaborate with Key stake holders to develop and analyse business intelligence needs. Evaluate and report initiatives commercial platforms including performing ROI analysis Business Data to evaluate efficiency and effectiveness
• Analyzing Key Account SOM to identify more business opportunities in key areas.
• Management of Field Sales Target /Driving Sales Target achievement. Developing monthly business enhancements program Regional Key Account Partners Management and collaboration.

Regional Finance Management

Develop / generate / provide detailed business analysis, performance reporting, and full set of zonal income statement relating to Key Sales Indicator (KSI), Volume Forecasting, Budgeting & Financial Performance for assigned zone in a timely manner and include recommendations for improvement purposes.

• Maintain zonal KPI performance dashboard and data integrity through regular auditing of Zonal data using BORA and collaborate with relevant stakeholders on process and system improvements on data integrity.

• Continuously gather, monitor, and analyses market information, including competitor intelligence with the objective to provide awareness & understanding of trade-related developments.

• Analyses volume/ shipment results including offtake data to identify issues and opportunities and propose correct measures to minimize discrepancies and ensure continuous improvement of zonal performance. Monitor and report on sales volume, as well as provide detailed forecasting to the team.

• Compile monthly Sales representative incentives, zonal trade programs, investments and returns to Regional Manager.

• Propose corrective measures to ensure continuous improvement and buy-in to incentives.

As an Area Sales Executive at Philip Morris, achievements are encompass a variety of areas focusing on sales performance, market expansion, team leadership, and strategic initiatives within the tobacco industry.

• Achieving and surpassing sales targets consistently across your designated area. This could include increasing sales revenue month-over-month or year-over-year.
• Successfully penetrating new markets or expanding the presence of Philip Morris products within existing markets. This might involve securing new retail outlets, increasing distribution points, or gaining shelf space in key stores in JBMC
• Developing and implementing strategies to optimize distribution channels, ensuring efficient product availability and visibility in retail stores.
• Managing relationships with key accounts and ensuring their satisfaction through effective communication, support, and strategic initiatives. This involves negotiating terms, managing promotional activities, and maximizing sales opportunities.
• Leading and motivating a sales team to achieve their targets and objectives. This includes training, coaching, and performance management to enhance individual and team effectiveness.
• Planning and executing successful promotional campaigns and activations at retail points. This could involve coordinating events, displays, sampling activities, and promotions to drive consumer engagement and increase sales.
• Gathering and analyzing market data, consumer trends, competitor activities, and other insights to develop informed strategies and tactics that drive sales and market share growth.
• Receiving recognition within the company or industry for outstanding sales performance, leadership, or contributions to business growth in the tobacco sector.

Achieved 12% sales growth in FY2019 vs FY2018,

Expanded distribution network by 26%,

Successfully launched IQOS Heat not burn technology devices resulting in a 25% sales increase

As a Distribution Executive at Philip Morris, mainly on optimizing logistics, enhancing distribution efficiency, and ensuring widespread availability of products across your designated region or territory. Here are some key achievements you might highlight:

• Successfully restructured or optimized the distribution network to improve efficiency, reduce costs, and enhance delivery timelines. This could involve implementing new routing strategies, improving warehouse operations, or renegotiating contracts with logistics partners.
• Implemented effective inventory management practices to ensure optimal stock levels at distribution centers and retail outlets. This includes reducing stockouts and minimizing excess inventory through accurate forecasting and demand planning.
• Identified and implemented cost-saving initiatives within the distribution process, resulting in reduced operational expenses without compromising service levels. This might involve renegotiating contracts, optimizing transportation routes, or implementing technology solutions.
• Ensured compliance with quality standards and regulations throughout the distribution process, maintaining product integrity and safety during storage and transportation.
• Implemented strategies to improve customer service levels, such as reducing order fulfillment times, enhancing communication with retailers, and resolving distribution-related issues promptly.
• Developed and monitored key performance indicators (KPIs) to track distribution performance, such as on-time delivery rates, fill rates, and inventory turnover. Achieved or exceeded KPI targets consistently.
• Successfully managed the distribution setup for new product launches or market expansions, ensuring timely availability and distribution coverage across new territories.
• Collaborated effectively with sales, marketing, and supply chain teams to align distribution strategies with overall business objectives. This includes coordinating promotional activities, managing product launches, and supporting sales initiatives.
• Led training and development programs for distribution staff to improve skills, enhance productivity, and ensure adherence to company policies and procedures.
• Received recognition within the company for outstanding performance in distribution management, cost efficiency, or contributions to overall business success.

Reduced distribution costs by 5% through optimization initiatives - Head Count optimization

Achieved 99% on-time delivery rate

Expanded distribution network to include 200 new retail outlets.

• Developed and implemented robust financial planning processes, including budgeting, forecasting, and variance analysis. Achieved alignment of financial plans with strategic business objectives.
• Implemented cost-saving initiatives that resulted in significant savings for the company. This could include renegotiating vendor contracts, optimizing procurement processes, or identifying areas for cost reduction without compromising quality.
• Improved the accuracy, timeliness, and transparency of financial reporting. Ensured compliance with accounting standards and regulatory requirements, enhancing the reliability of financial information for stakeholders.
• Implemented effective cash flow management strategies to optimize liquidity and minimize financial risk. This includes managing working capital effectively, optimizing cash conversion cycles, and forecasting cash flow requirements.
• Conducted thorough investment analysis and provided strategic recommendations on capital investments, mergers, acquisitions, or divestitures. Contributed to decisions that enhanced shareholder value and supported long-term growth objectives.
• Developed and implemented risk management strategies to mitigate financial risks such as foreign exchange risk, interest rate risk, and commodity price fluctuations. Ensured robust controls and compliance with risk management policies.
• Managed tax planning initiatives to optimize tax efficiency while ensuring compliance with tax laws and regulations. This includes identifying tax incentives, managing audits, and implementing tax-efficient structures.

• Analyzed data and findings to prepare reports detailing financial information.
• Maintained confidentiality, handling sensitive information discreetly throughout all stages of audit process.
• Performed observations and evaluated supporting documents to supplement audit findings.
• Provided detailed documentation on audit findings, facilitating swift corrective action when necessary.
• Manage over 25 different types of client base including plantation, electrical, transportation, education, construction and chemical business.