M .

B A L A C H A N D E R
Residence
Mobile
E-mail
Date of Birth

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

: 91-9894353249
: balachander_manoharan@yahoo.co.in
: 24th Sept 1971

WORK EXPERIENCE

0
PEPSICO INDIA HOLDINGS PVT LTD
Date
Position of Responsibility: Assistant Manager Designate
Responsible for:
Interim Sales Promoters (ISP).
0
1
Country.
2
3
Roles & Accountabilities:

AUG 2005 Till

A ) Managing a Team of 6 Customer Executives (CE), 4 Sales Trainees and 8

B) Handling a Territory turnover of Rs.48 Crores
C) Profitability of 40 Distributors/200 Sub Distributors in Madurai/Up
D) Territory Brand /Pack Custodian Pepsi/Mirinda/7up/Aquafina/M Dew
E) Key Account FPR /Relationship Management

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
load size, combined load

- Attending Trimester co-ordination meeting to fix

Plans, prebuild of priority SKU, city Vs upcountry

shifts / loadouts etc.,

Finance
exposure limit/ glass limits/invoice

-Member of crisis management team at times of production

shortfall/unprecedented Seasonality/ truckers strike etc.,
- Facilitating GM Finance in working out the credit

Marketing
Executives.

Discounts to distributors trimesterwise.

- FPR for seasonal credit / Bank guarantee retrieval.
- Working out variable component for Customer
- National promotions roll out.
- National / unit level contest for distributors /

Customer Executive Planning

And implementation.
- FPR for outlet specific signage placements /
combos.
Equipment department
Equipment service dealers.
B) People management
Coaching and development
Customer Executives to achieve their

- Coordinate in service issues / feed backs of

- Responsible for Coaching and developing the

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
Promotions/Tracking
0
Consumer Promos/ Trade Initiatives
D) S& D Cost Management:
1
Discounts/Trade Schemes
Upfront Negotiations/Payouts

- Channel /Brand / Pack National

- Same Store Growth/ Share of Display/Shelf
- S&D expenses as per budget/ Volume Tracking
- 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.

1
PEPSICO INDIA HOLDINGS PVT LTD
2005
Position of Responsibility: Customer Executive
Responsible for:
0
1
Roles & Accountabilities:

MAR 2000 AUG

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

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.

Initiatives

PMX (Fountain Pepsi) Operations

promotions
B) Driving Distribution:
Appointing Distributors / Sub Distributors
0
FPR - New Accounts/Growing Consumer Base
1
Penetration Objectives
C) Systems Compliance:
0
Objective Setting & Tracking Measures
1
Online Tracking of Distributor Data
Key Achievements:
Winner Challenge of Champions (2002)
Winner Rural Thrust Award, 2003 (Unit level)
Share Gain & Sustenance in Madurai City
Madurai

- Volume, Growth and Execution of National

- Volume, Placement plan & account specific

- Distributor ROI/ Profitable Model/Infra Planning

- Soliciting new opportunities/Category Growth
- Reach/penetration targets Sku/Brand/Pack wise
- Territory Scoreboards/ Execution Planners
- FPR for implementation and sustenance of ASDOS

- Highest Growth over last year (National Contest)

- Added 117 small Villages / 400 New Accounts.
- Absolute leaders vs. Competition in
- 3 times bigger than competition.

Distribution intensity in Madurai City

New Product Launch /Management
products/packs

- Highest Reach per hundred outlet in India

- Achieved the highest mix in 6 out of 8 new
Launched In the past 3 years.
- Best launch Award Pepsi Blue (2003)

People Handling Skills /Team Management

Coaching skills
the System)
2.PARLE PRODUCTS LTD

- No Churn in the territory team.

- Coached 4 sales trainees (Fresher coming into

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)

Designation

AUG 1997 APR 1998

- 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
1995 1997

1990 1994

INSTITUTIONS

Annamalai University, Chidambaram.

Master in Business Administration (Marketing)

Pandit Jawaharlal Nehru College of Agriculture

And Research Institute, Karaikal
B.Sc.,(Agriculture).

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

Balachander.M

PERCENTAGE

65%