RENJIT T.

Experience

Regional Business Manager
Rivigo Services Pvt Ltd
India
March-2019 - September-2019

As Regional Business Manager – Tamilnadu & Kerala Cluster - Corporate
• Responsible for B2B Business (Corporate-Zoom Vertical) of Rivigo Services Pvt Ltd for Tamilnadu &Kerala clusters
• Accountable for revenue growth, new client acquisitions, existing client farming strategies, collections, Biz decisions impacting Lane traffic, customized product planning etc with the sales team comprising of Cluster Business Managers, Business Development Managers& Finance Executives in collaboration with Services and Operations team
• Responsible for unit P&L, Gross Margin growth, Client wise EBIT scaling up, financial health index with market outstanding
• Accountable for strategizing market execution, People engagement, responsible for manpower yield

At Rivigo Services Pvt Ltd.
• Was instrumental in leading TN+KL clusters to 20% revenue growth in Q1 FY2019-20, 40% growth in Acquisition drive in 90days
• Spearheaded the initiatives on Ops RCA adalats, ODA auto alert etc
• Instrumental in rolling out the first time ever project “FTR Invoicing”
• Spearheaded the successful roll out of knowledge series and campaigning of “Re-imagining Supply chain in India” in Chennai & Coimbatore clusters

Deputy General Manager - State JioPhone Lead – Karnataka
Reliance Jio Infocomm Ltd
India
January-2018 - February-2019

As Deputy General Manager - State JioPhone Lead – Karnataka
• Responsible for Sales & Distribution of Devices for Reliance Jio Infocomm Ltd for entire Karnataka state comprising 30 districts
• Accountable for facilitating devices business growth with the sales team comprising of Area Business Heads, Jio Centre Managers, Mobility Sales Leads, Connectivity Leads, Device Leads, Jio Point Leads, Jio Sales Officers etc on all distribution parameters – Distribution, Width & Depth scale up, monthly performance of overall KPIs, market reach and servicing, sales force deployment, distributor stock compliance and serviceability norms adherence

• Responsible for devising and implementing GTM (Go To Market) and Width of Distribution (WoD) strategies across the geography along with implementing engagement programmes for distributors and field executives-events, monthly score cards and recognitions along with incentive plans, contest, trainings for sales team
• Responsible for monitoring the ZD schemes budget compliance, financial hygiene, ZD to Channel credit ratio control
• Accountable for devising channel engagement programmes and people connect initiatives in alignment with the core business growth objective.

At Reliance Jio Infocomm Ltd.
• Was instrumental in leading Karnataka State to be National No.4 in JioPhone Monsoon Hungama exchange offer sales performance among 28 circles within 8days of MHO launch
• Initiated the GTM execution strategy of “Power of 50” campaign for driving 50% JioPhone brand share in
Featurephone industry in Karnataka – resulting in 110% growth in JioPhone brand share% in just 4 months time.
• Spearheaded JioPhone Width of distribution growth by 50% in GT Channel in 6months time, growing from 14k retailers to 22k retailers participating in JioPhone Sales in Karnataka
• Initiated an array of multiple programmes for sales channel engagement in all levels –One of the most unique People Engagement programme “Karnataka Star Club”, a year longing contest to engage 1k odd Jio Sales officers(Promoters) resulted in business scale spike by 2x times in terms of absolute productivity

Circle Head – Kerala
Micromax Informatics Ltd
India
July-2015 - January-2018

As Circle Head – Kerala
• Heading Sales & Distribution of Mobile Phone and Tablet segment for entire Kerala state comprising 14 districts with a population of 34 Million
• Accountable for handling the sales team comprising Area Sales Managers, Sales Officers and off roll TLs/ISD team members on all distribution parameters –Feature phone Width of Distribution, Smartphone depth drive, monthly performance of overall KPIs, market reach and servicing, sales force deployment, distributor stock compliance and serviceability norms adherence
• Responsible for devising and implementing GTM (Go To Market) and Width of Distribution (WoD) strategies across the geography along with implementing engagement programmes for distributors and field executives-events, monthly score cards and recognitions along with incentive plans, contest, trainings for sales team
• State budget compliance, overheads spend control and overlooking P&L health of the state’s financial affairs

At Micromax Informatics Ltd.
• Bagged the Best ZSM/Circle Head award-Lakshya I Commit (No.1 & 2 ranks in the country) for the months
Jan’16, Dec’15, Sept’15 and Jul’15
• Was Instrumental in leading the state to grab the slots of Top 3 state in the country in the category of Highest YoY value growth for the FY 2015-‘16
• Spearheaded the most crucial project of Kerala state’s financial hygiene by facilitating a smooth transition of 75% of channel partners to 1:1 BG to credit ratio by handling the distributors associations very effectively
• Best on field sales innovations such as ‘Quick check sheeter’ for tackling trade objections on top selling products kicked off in Kerala became the national best practice
• Best ever GTM execution such as “Zero order campaign”, “Market visit Journal” etc were only few out of the many more Go To Market strategy innovations from the state.
• Instrumental in establishing the distribution channel (distributor & retailer network for channel sales) along with a service network across state with a 1:3 to 1:1 district to ASC ratio resulting in taking the annual turnover to the tune of 200 Cr

Deputy General Manager- Head Distribution – Andhra & Telangana
Bharti Airtel Ltd
India
June-2006 - June-2015

As Deputy General Manager- Head Distribution – Andhra & Telangana
• Spearheading Airtel's distribution system of the two states of Andhra Pradesh and Telangana
• Overseeing the zonal sales team on all distribution parameters - monthly performance, productivity norms, market reach and servicing, sales force deployment, distributor stock compliance and serviceability norms adherence
• Accountable for implementing engagement programmes for distributors and field executives-events, monthly score cards and recognitions along with incentive plans, contest, trainings and e-learning for sales team
• Monitoring financial spend compliance of channel programmes
• Involved in providing service, monitoring business traction and devising strategy for existing 3G business
• Stellar in launching programmes, deploying employee training programmes and infra setting up especially for 4G

As Zonal Sales Manager Postpaid / Sr. Manager- Sales
• Led the largest outbound team for Postpaid vertical of 7 TSMs, 32 channel partners, 250 tele-callers and over 90 Field Sales Executives
• Spearheaded the highest ever postpaid gross acquisition of 6k in Karnataka by a single team of outbound vertical handling voice, 3G and 4G business in SMB, SME, retail, home segments via field DSA, tele-calling and retail channels

As Zonal Sales Manager / District Business Manager - Prepaid / Manager and Sr. Manager
• Accountable for handling the team of Territory Sales Managers with People complexities
• Piloted the infra blitzkrieg in rural for the national best ratio of One Rural distributor per 1.3 BTS
• Handled revenue volumes of 180 crores(Annualised) and Gross acquisitions varied from 20k to 40k and outlets width of 4k to 7k along with sustained growth in acquisitions and outlet expansions MoM
• Spearheaded the Manipal youth acquisition programme (Highest ever youth acquisition programme in Karnataka) of 2.3k high ARPU customers in one go with 90%+ market share

As TSM Prepaid / Sr. Executive and Asst. Manager
• Accountable for planning and executing the project- Pin Code Rationalization across territory and Zone
• Sustained growth in acquisitions and outlet expansions MoM
At Bharti Airtel Ltd.
• Established and managed a distributor & dealer network for channel sales in multiple categories such as Prepaid, Postpaid, DTH, Airtel Money towards the organization’s goal, this contribution has helped in achieving a revenue growth of 500 crores for the state
• Bagged two Guinness world Record titles within a date range of just 21 days and became the official record holder as the Chief Organizer on behalf of Bharti Airtel Ltd. in the category “Largest Mobile Phone Gaming Party” on 15th March 2013 and 5th April 2013 to promote 3G and data business amongst youth
• Designed and executed channel sales & distribution strategy to achieve segment-wise targeted sales volumes, state & city-wise market shares, reach, and coverage objectives in Prepaid & Postpaid in mobility along with DTH category
• Leveraged company’s core strength of direct presence in the market, while initiating MTC share drive owning and took the Zone from 49% to 51% in just one quarter
• Secured the Prestigious President’s Diamond Award from Mr. K. Srinivas (President of Mobile Services-Bharti Airtel Ltd) in 2012 for spearheading the Manipal youth acquisition activity with a whopping 90% market share grabbing
• Also recipient of:
o 7 consecutive CEO Silver Awards between 2012 to 2013 on business execution in Prepaid
o Title of “No.1 Airtel Money ZSM in Karnataka” in Sept’12
o Best Zonal Sales Manager-Prepaid Karnataka Award (Star ZSM) for 2011-12
o CEO Award for Best Postpaid Zonal Sales Manager- Karnataka in 2013-14
o RoKK Ops. Head Award for winning the highest Airtel money express outlet expansion contest in Karnataka
o CEO Silver Award for exceptional contribution in Highest RMAMO engagement and Airtel Money day
o COO award for getting No.1 Ranked for highest Airtel Money active outlets in Karnataka Circle and highest active outlet penetration in Karnataka Jan’13
o CEO Silver award for exceptional contribution in excellent market execution of MNP and FTA
o CEO award in the Airtel KK Grandprix mega contest for Prepaid Urban vertical in Oct’12
o CEO Silver award for exceptional contribution in excellent APEF Barring reduction initiatives
o CEO Trend Bender Award for exceptional contribution to conversion of 96% urban outlets to DTH enabled segment
o Champion Prepaid Area Manager Award for exceptional business growth in Apr’09 with 104% revenue & gross achievement
o Best Area Manager - BLR West zone award for exceptional zonal performance in Apr’09
o GM-BLR Operations award for the 100% plus achievement in all prepaid business matrix in Aug’06
o ZBM-BLR South Zone Award for the highest ever postpaid gross adds of 6k plus by an outbound field DSA team in Mar’14
o Certificate of appreciation from COO-Karnataka for exceptional contribution on my plan new product launch and excellent storming initiatives in Postpaid outbound vertical
o COO's Award for exceptional contribution to Airtel Money in Karnataka for consecutive 3 quarters
o Executive Director-South/West Hub Award for top performance in Karnataka Circle in 2008-09
o Prestigious and the honorary opportunity to be present in the Airtel Money national banner called "Airtel Money ka sholay" representing Karnataka Sales team
• Distinction of being chosen as the only Zonal Sales Manager from Karnataka to attend F1 Grandprix race in Delhi as an honorary guest recommended by the CEO - Karnataka for the exceptional performance in Airtel Money

Territory Sales In-charge - Personal Products Division
HUL - Hindustan Unilever Ltd
India
March-2004 - June-2006

Ws associated with Hindustan Unilever Ltd., in North Karnataka & Middle Karnataka regions comprising of 8plus districts and 14 odd towns as Territory Sales In-charge

Territory Supervisor
Parle Products Pvt. Ltd
India
November-2003 - March-2004

Worked as Territory Supervisor with a FMCG Major Parle Products Pvt ltd for a short stint

Sales Executive
South India Beverages Pvt. Ltd. (Bottler to Hindustan Coca Cola Beverages Pvt. Ltd.)
India
September-2002 - November-2003

Had been instrumental in turning around the market share of "Kinley" brand, a flagship water product from the staples of Coca Cola India.

Education

SENIOR MANAGEMENT PROGRAMME BATCH 10
INDIAN INSTITUTE OF MANAGEMENT, CALCUTTA
India
October-2013 - November-2014

Senior Management Programme for one year with IIM, Calcutta

Master of Business Administration
BMS College of Engineering, Bangalore, Visveswaraiah Technological University in 2002
India
June-2000 - July-2002

Full time MBA with specialization in Marketing