RAKESH ROY

E-Mail: rakeshroy80@gmail.com; Phone: +91 9831054375

~ Sales & Marketing ~ Business Development ~

~ Channel & Distribution Management ~ Client Relationship Management ~ Team Management ~

PROFESSIONAL SYNOPSIS
15 years of experience in Sales & Marketing, Business Development, Channel Management, Client Relationship
Management and Team Management. In last assignment worked with Reliance Jio Infocomm Ltd as a Jio Centre
Manager, Uttarakhand Circle, Dehradun location. Adept in managing business operations with focus on top-line &
bottom-line performance and expertise in determining company’s mission & strategic direction as conveyed through
policies & corporate objectives. Strong organizer, motivator, team player and a decisive leader with successful track
record in directing from original concept through implementation to handle diverse market dynamics. Experience in
evaluating and assessing prospective dealers for developing a distribution channel and conducting regular training to
Channel Sales Professional on the various aspects of sales and marketing. Hands on experience in Sales & Marketing
of a wide range of products with abilities in managing sales operations, organizing promotional strategies, building
relationships with customers & achieving desired goals.

Core Competencies:
Strategic Planning Business Development Customer Relationship Management
Marketing & Sales/Product Promotions Channel Management Key Account Management
New Business Initiatives Brand Management Team Management

ORGANISATIONAL ASSIGNMENTS

Manager Sales & Marketing- Daffodil Projects Pvt Ltd Since Oct’ 2018 - Mar’ 2020

The role is responsible for providing strategic planning for business development and market analysis for potential
commercial buyers,

Key areas of Accountability

 Marketing properties through advertisements, open houses, cold calling, networking and using
various internet marketing tools, as well as community outreach,
 Educated clients on market conditions and Real Estate trends.
 Assessed financial information and credit reports to determine the best loans and properties for
the client & established and maintained good relations with all clients.
 Achieved assigned monthly quotas by increasing sales.
 Maintained highly disciplined schedule for balancing key activities including prospecting,
customer appointments, follow-up, and administrative details
 Performed comparison analysis on previous sales to determine competitive market prices.

Jio Center Manager-Reliance Jio Infocomm Ltd Since Jan’15 – Sep’18:

The role is responsible for leading, managing and ensuring that the Centre achieves its business objectives
i.e. profitability, business, customer growth, continuous operational improvement and working capital
effectiveness.

Key areas of Accountability

• Sales & Distribution:

 • Monitoring S&D team to create and execute a business plane (Handset & recharge biz) for the
entire area based on AOP.
• Establishing strategic alliances / tie-ups with financially strong & reliable channel partners;
implementing strategies to maximize sales and achieve revenue targets & recommending improvement in
distribution network.

• Network:
• Responsible to readiness of area network infrastructure & their maintenance / optimization in
coordination with network & real estate team. Such as BTS/IDSC/ODSC installation, Wi-Fi deployment,
coverage verification.
• Ensure 100 % RFR for all available sites within defined time frame & 100% Compliance of
network audits and supervising in all network KPI related matter.

• Customer Service Delivery:

• Supervising Customer Service Delivery team & provide action plan for customer Retention &
resolution mechanisms. Monitoring CSD team and ensure all activation outlets are fully trained on the dos and
don’ts of activation process and adhered process implementation.
• Review of metrics, SLAs and TATs & Trainings and briefing communication for all regulatory,
process and system updates to the team.

• Finance & Administration:

• Driving FC&A team for accounting of channel partner commission & resolution of issues
relating to settlement with the channel partner & Support NHQ Ops Centre with customer billing
reconciliation.
• Ensure 100% Compliances at branch office including Petty cash management, collections &
Timely payment of operational expenses.
• Ensure adherence to all SOPs, statutory compliances (liaison with Govt. officials) &
commercial controls.

• Supply Chain -Logistics:

• Monitoring overall supply chain operation which includes Picking up, Packing, Dispatch to all
channel partners, JIO Stores.
• Responsible for handling, storage, safekeeping and accuracy of the entire inventory present at
the Jio Centre. Carry out material reconciliation.

• Handset Servicing Centre:

• Accomplishment of all the parameters in coordination with handset service technical team and
ensure Level 1&2 service requirements.
• Optimum spares and accessories availability for smooth running of JC Service centre.
• 100% Call Log and maintenance for repair TAT & Quality Control.

• Human Resource Management:

• Hiring, On-boarding, Induction, Training (Job-based) for new candidate in JIO Centre level.
• Ensure the development of team members - train and coach people on the job and groom them
for higher responsibilities.

• Control employee attrition and keep internal employees motivated, engaged with different
cross functional activities.

Major Attainments:
• Successfully launched Handset brand (LYF) in the area with a market share of 18%
• Acquired a customer base of 50K within 6 months from launching
• Create a robust dealer network (150 Dealer per lac) in assigned area with highest 4G
penetration
• Already second in terms of users and has captured more than 23 per cent of the market share
in the area
 • Completed network expansion till growth phase-6 within a record time of 2 years, 61 sites
already radiating & generating revenue
• Achieved 100% compliance parameters for daily business operation
• Awarded as best JIO Centre in South Bengal Zone thrice in last financial year
• ZERO attrition in last two financial years from the JIO Centre

Samsung India Electronics Ltd since 1st August’13– 8th Jan’15:

Worked with Samsung India Electronics Ltd in the capacity of “Voice of Customer & Process Improvement Group
Manager” for Handset Division for the entire Eastern zone.

Key areas of Accountability

• This includes majorly Distributor-end planning like Target Finalization, Stock Planning, and
Distribution Price Hygiene maintenance.
•  Share schedule with SCM team for timely delivery of materials at Distributor end.
•  Train and Support Distributor people to enhance the sell out
•  Appointing new distributors in High Growth area.
•  Work closely with Distributors for ROI calculations
•  Keep inventory at MSL at Distributor end for availability of all product lines
•  Helping distributors for New Product Launch as per Market Requirements.
•  Audit at Distributors end.
• Analysis and continuous monitoring of Channel Partner’s financial capacity and future
investment requirement as per regional capacity plan.
• Establish cross-functional relationships at the executive and individual contributor levels,
work across the channels to develop a customer survey plan, manage the survey set up and deployment and
will oversee and organize the survey responses.
• Identify advantages and gaps in current product/solution sets vs. customer needs and propose
enhancements or solutions to meet customer needs via current channels. 
• Plan and develop actionable steps for the overall market hygiene and strong channel
operational systems and process (Channel Partner stock, System compliance, WOD coverage, Sales team
compliance, DMS sync, FOS working, Channel Communication Portal visits).

Samsung India Electronics Ltd Since 24thSeptember’12 – 31st July’13

As Area Sales Manager – Howrah, East & West Medinipore & Nadia districts of Kolkata Branch

Key areas of Accountability

• Responsible for Home Appliances in assigned territory and achieve the AOP/targets.
• Handling distribution model channel sales.
• Looking after 3 distributors & handling 3 RSO.
• Handling different channels - Distributor, Brand shop, direct dealers and sub dealers.
• Increasing the physical and volume reach.
• Appointing training and monitoring of In-shop promoters and DSO's.
• Executing trade Schemes.
• Tracking and reporting of Competitor activities.
• Total turnover – approx. 20 cores / per annum.

Idea Cellular Limited, Kolkata since August’09 - September’12

The Growth Path –

Area Sales Manager since August’09 – May’12 (Kolkata/ RoWB Circles)

Key Deliverables
 • Managing Idea Cellular Ltd, GSM business in a given geography and leading a team of 8
Territory sales manager to achieve AOP targets in terms of new subscribers & Net Addition, Revenue, BTS
wise MoU and DAO.
• Conduct Business reviews with team to monitor the performance against the sales plans and
targets for the Sales and Distribution operations and provide clear objectives, daily tasks and functional
responsibilities to the team.
• To prepare plan for Zonal budget utilization for quality gross acquisition from A-category
retailers, High value customer (HVC) acquisition and VAS penetration, distribution list
• Analysing BTS wise capacity utilization, revenue collection, Active Gross acquisition, and Net
addition of Subscriber base and providing guidance to TSM team to improve the distribution infrastructure
accordingly.
• Analysing marketing trends and tracking competitors’ activities and providing valuable
inputs for product enhancement and sales & marketing strategies.
• Ensure a high level of merchandising excellence and identification of best possible
promotional methods through effective campaign management

Major Attainments
• Launching in Howrah & Hooghly with complete set up as per time line
• Attained 125% growth over target in last 3 financial year
• Best performance award for distribution in West Zone, Kolkata Circle

March’08-August’09 at JK Tyre & Industries Limited, Kolkata as Customer Relation Executive

Key Deliverables
• Looking after the entire Kolkata Region (West Bengal, North East Sates & Andaman Nicobar).
• Arranging Customer Contact Programme (CCP) & Customer Interaction Programme (CIP)
with the help of sales team.
• Coordinating between Sales & Service team for different market feedback related issues
• Understanding the need & demand of the customer & forward their feedback to Sales &
Product development team to generate new sales.
• Launching & implementing Customer Relationship Management programme in Kolkata
region.
• Analysing CRM data for the future sales plan in existing market as well as to penetrate the
new market; managing the SAP-CRM module.

Major Attainments
• Took initiatives to enhance customer satisfaction levels and train the sales & commercial team
for SAP-CRM system.

Dec’06 – Feb’08 at Tata Teleservices Limited, Siliguri/Kolkata as Channel Manager – Access Business
Unit
Key Deliverables
• Managing and reviewing a team of 35 heads DST monthly on the basis of tasks and attained
targets.
• Handling 9 distributors across the region as per channel dimension; overseeing appointment
of Distributors, Channels, DSE, and DST team for RoWB and promotions and brand awareness
Major Attainments
• Acted as a support system for Parsec operation for RoWB and Kolkata.
• Attained 55% growth in institutional business achieved.
• Appointed new DST & Channel Partners in North Bengal & in Kolkata Area.

Jul’04 – Dec’06 at Nilkamal Plastics Limited, Malda, Murshidabad, Uttar Dinajpur & Dakshin Dinajpur
Key Deliverables
• Leading and managing the total team of 10 people and establishing the growth model of the
organisation into the channel; maintaining liaison with 5 distributors.
• Driving secondary sales and handling local promotions customers thereby preserving the
market share of the company.

Major Attainments
• Instrumental in setting up the alternate channel model structure as designed and formulated
by the company and successfully ran the business through the building up of such a structure in the assigned
territory.
• Appointed 4 Distributors across the region.
• Developed a concept of WD (Wholesale Dealer) who could manage their own distribution
channel and thereby contributing substantial business to the company.
• Taken the initiative of organizing “Event Based Sales” (to enhance more productivity and
ensure increment of active dealer) and successfully incorporating the same in the prime function of the
company.
• Organised market mapping activity twice thereby achieving success in terms of collection of
institutional database.

SCHOLASTICS

• Post Graduate Diploma in Business Management (Marketing & International Business) from
Maharishi Arvind Institute of Science & Management, Jaipur in 2004.
• B.Sc. (Maths Honours) from Presidency College, Kolkata in 2002.

PERSONAL DOSSIER
st
Date of Birth 31 December 1979
Linguistic Abilities English, Hindi and Bengali