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 098156 17384

Suresh Kumar Sharma


sureshacu@gmail.com

Business, more than any other occupation, is a continual dealing with the future; it is a continual
calculation, an instinctive exercise in foresight. - Henry R. Luce

To lead corporate strategy, market expansion, partnerships and best practices development
Career
within a high-growth organization by creating and being part of winning teams.
Objective

Personal Male, Married, Indian, Born on February 7th 1969.


Details
♦ A versatile and result oriented professional with 15 years of experience in Business
Development, Brand Management, Corporate Communications and Sales & Marketing.

Professional

Experienced in both strategic planning and tactical management that has led to increase
Synopsis

in both profitability and market penetration for the organizations served.


♦ Bring over 15 years of experience in overseeing operations, involving conceptualization,
setting up and managing Profit Centers which requires deep-understanding of critical
business drivers in multiple markets and industrial sectors.

♦ Highly disciplined, dedicated and focused person with strong interpersonal and analytical skills
coupled with entrepreneurial leanings.
♦ Innovative Thinker with broad-based expertise in operations, strategy and business
development with ability to quickly analyze key business drivers and develop strategies to grow
the bottom-lines.
♦ Keen strategist with expertise in managing entire operations with focus on profitability and
optimization of the resources with good attention to details without losing sight of the BIG
PICTURE.
♦ A proactive planner in market plan execution, marketing communication and corporate
communication, media buying/planning, ATL & BTL forms of advertising, competitor and
market analysis, key account management and financial planning.
♦ Can coordinate several concurrent activities viz. Sales & Marketing, advertisement, Brand
Key Attributes

Management, distribution, package development, sales forecasting & promotional planning with
result oriented approach.
♦ A Team player with an intrinsic ability to lead besides being devoid of inhibitions, a highly
energetic and enthusiastic person with a creative temperament and a flexible outlook.
♦ My strengths lie in extracting important information from clutter, defining exact needs, handling
details, setting & meeting deadlines and implementing decisions.
♦ Highly motivated person with great people management skills, capable of easily accepting
broad responsibilities with little requirement of overhead supervision, managing workplace
conflicts and thrive on imminent dynamic changes.
♦ Innovative leader with a proven track record of building and managing teams, promoting a
success-driven atmosphere and cross-team collaboration. Skilled strategic planner and problem
solver adept in identifying operational roadblocks, and developing tools and processes to
optimize efficiency.
♦ Have the acumen to solve day-to-day problems with common sense approach & native
wisdom. Above all, a good judge of men & effortlessly perceive nonverbal messages.

 Strategy Planning & Implementation  Team Leadership


Competencies
 Business Development & Lead Generation
 Brand Management
 Negotiation & Deal Closure

 Corporate Communication & MR


 Profit Centre Operations
Outlook Through Innovation, Determination and Perseverance anything can be accomplished.

Rayat & Bahra Group, Chandigarh (July 2004 – Sept 2009)


Deputy Director
Reporting to Vice-Chairman

Profiles held with the group


 Admissions & Marketing  Corporate Relations & Placements

Rayat - Bahra Group is one of the pioneers of Professional and Technical Educational Group in
the Northern Indian region. Established in the year 2001, the group currently operates 3 full
fledged campuses with 26 colleges and a combined strength of 12000+ students with 1400
plus employees under the single brand. The group is currently expanding to open State-of-
the- Art Medical campuses in Kundli, district Sonepat (close to New Delhi), Hoshiarpur and
Mohali.

Business Development
♦ Successfully launched and expanded operations of the Group from Five College-One Campus
entity to 26 Colleges-Three Campuses Group operating at three different locations. Three more
Campuses are in the pipeline and at various stages of launch.
♦ Noteworthy contributed in forging tie-ups with leading Indian & multinational companies for
their long term Just-Out-College manpower sourcing and mapping student profile & placements
Professional Experience

with that.
♦ Instrumental in executing MOU’s and mutually beneficial tie-ups with various leading National
and International organizations (Infosys, IBM, GTL, Wipro) on Academia-Industry partnership
initiatives from scratch.
♦ As Co-Head of Admissions & Marketing, created highly successful team (Specialty Task Force –
STF) with in-house grooming and sensitizing program. The task force focused on Admissions &
Marketing in addition to successfully launching new Colleges and Courses.
♦ Defining the ‘Marketing Plan’ for admissions to the group including Rayat London College.
♦ Initiated diversification & development processes in strategically synergistic segments in order
to capitalize on the emerging market opportunity in Healthcare & Hospitality. These innovative
initiatives employed are bearing fruits today.
♦ Reviewing and interpreting competition after in-depth analysis of market information for
providing inputs to modify/ restructure Student Enrollment strategies. Driving business
growth through identification & penetration of new market segments for attainment of
targets. Devising and deploying Marketing Communication & PR strategies. Developing
and reviewing group MIS reports for critical decision making.

Brand Management
♦ Repositioned fastest growing Educational brand operating in a highly competitive region with
adequate ATL & BTL support, which help achieved TOM Recall for the brand. Effectively
implemented the PR strategy to build positive disposition & perception.
♦ Increased awareness through well thought out and executed marketing communication efforts.
Developed marketing partnerships with PR agencies, trade associations, channel partners and
print media to promote Group’s strengths.
♦ Revamped the Website from just website to informative & interactive website. Created website
content, layout and messages to communicate to the audience effectively. Help Developed web
links for the R&B Brand on the various same sector websites.
♦ Initiated creation of internal newsletter as a communication channel on current happenings &
updates.
♦ Developed alliances with institutions like NHRD, CII, PHP Chamber of Commerce.
♦ Developed promotional materials which projected the strengths of the Group and solution
offerings like sales collateral, advertisements, direct mailers, newsletters, CDs, conceptualize
and create video & still films with professional team.
♦ Coordinated with advertising agencies to ensure effective communication of the brands
strengths and core competencies through advertisements so as to enhance and improve
capitation fee collections.

Strategy Planning/ Business Operations


♦ Strategizing long term business directions for maximum profitability in line with corporate
strategies & goals. Formulating business plans for different products by implementing
corporate policies & strategies to achieve organizational goals. Undertaking periodic
business analysis for business volume, profitability & debtors as well as identifying
business gaps.

Event Management
♦ Inviting companies from various sectors for campus drives. Ensuring that the visiting
companies get the ‘right candidate’ at the right time. Also making sure that all details
pertaining to the organization of the event – right from hospitality, registration of the
candidates, conducting the entire process to finally displaying the results and handing over the
appointment letters are handled effectively and efficiently.
♦ As Chief Coordinator of the core team, who planned and executed Rayat-Bahra’s First Mega
Job Fest May’08 (Three days) with 150 corporate participating, 36,000 student walk-ins from
the region and more than 4500 job offers and then its sequel, the Second Mega Job Fest on
June’09 with 65 Corporate and 20,000 student participation. It showcased our Strengths to
execute the event of that grandeur & scale with zero defect to various stakeholders. It helped
our capitation fee revenue by more than 200% YOY basis.
♦ Conceptualize, planned, managed and executed First HR Summit’09 for the Group christened;
Professional Experience

“TIMES OF INDIA & RAYAT-BAHRA HR SUMMIT’09” where more then 100+ corporate honchos
and HR leaders from this Region registered their presence. This was the First ever initiative
taken by any educational sector in the region & was an unprecedented success.

Manpower Planning, Training & Development


♦ Identifying and recruiting Trainers for conducting sessions for students. Organising and
Conducting ‘Train the Trainer’ sessions for them. Working closely with them to formalize the
module content, pedagogy and delivery mechanism.
♦ Created & Compiled Soft Skills training modules (another First for the educational sector and
the industry Benchmark) for the students of various professional courses which were very well
received by industry, peers & students community.
♦ Develop and direct the implementation of human resource policies, procedures and processes
across the group’s Colleges & Verticals.
♦ Develop recruitment strategy and lead recruitment initiatives ensuring that talent pipelines are
available to meet the growth needs of the Group both present and future.
♦ Boost Academics by induction of professionals from the industry as visiting/guest faculty.
♦ Heading and motivating teams towards a common goal. Successfully brought in positive energy
and ownership across the spectrum. Operating above 90% manpower deployment in the key
departments consistently.
♦ Identifying the target audience for various programs, training the marketing team on making
effective presentations in various schools and colleges of the region. Designing and scheduling
the annual Media Plan.
♦ Organising regular workshops and symposiums for the academia on new trends in Education
and related areas. Nurturing an active pool of human resource from varied fields like academia,
corporate and the bureaucracy.

Liaison with Companies


♦ Establishing and maintaining a relationship with companies across all sectors – Management,
Engineering, Pharmacy and Hotel Management. Making presentations to these companies and
informing them about finer details and key differentiators with all detailed information
regarding the group - about Infrastructure, new initiatives, Student profile and strength.
Gave strategic direction to all the departments that I lead during the course of stay with the
group.

Eveline International (Ludhiana), (Feb 2000-June 2004)


AGM (Merchandizing)
100 % EOU
Reporting to Managing Director

Brands Handled
Quiksilver, Van Heusen, Geoffery Beene, G.H.Bass, Oxford, Ashworth

Business & Strategy Development


♦ Analyzing, forecasting and utilizing market understanding to create sales targets and budgets.
Monitoring revenues, expenses & margins and project profitability analysis regularly. Additional
analysis on performance of the unit in terms of manpower utilization, account performance,
win- loss reviews and pipeline analysis.
♦ Proactively worked with retail buyers to plan the range of products to be sold. Planning stock
levels, moving stock and making sure that best-selling products are always available.
♦ Interacting with suppliers along with the buying team to negotiate lower prices to reduce input
costs.
♦ Directing all marketing initiatives to acquire new clients to support business growth.

Profit Centre & Strategic Management.


♦ Creating and executing strategic market plans – Market research to provide data for expansion
and business analysis, solution offerings and strategy, content creation and marketing plan.
Professional Experience

♦ Perform competitor analysis by identifying competitive trends and early warning trends on
threats and opportunities in the competitive landscape.
♦ As Co-head new business development department, created quick response system to timely
respond to RFQs, RFIs and RFPs.
♦ Analyzing data and managing quarterly reviews for the management’s consumption.

Team & Resource Management


♦ Carry out HR role and provide processes, policies and compensation for sub-contractors besides
developing & executing programs for employee motivation.
♦ Give presentation to Members of management team to take informed decisions to support
aggressive growth plan.
♦ Managing, training and supervising staff.

Customer Relationship Management


♦ Gathering information related to customer reactions/feedbacks on products.
♦ Maintaining a comprehensive library of appropriate data. Analyzing every aspect of the best
and worst sellers (for example, the best selling price points, colors or styles) ensuring that best
sellers are fully potentialised and monitoring slow sellers in conjunction with buyers.
♦ Monitoring market trends & analyzing previous season's sales and reporting on the current
season's designs and trends.

Neva Garments, Ludhiana (Nov 96- Jan 2000)


Sr. Manager (Sales & Marketing)
Reporting to Executive Director
(A Duke Group Company)
Profile
♦ Responsibilities covered managing the technical documentation team, and customer support
division. The role entails taking ownership of various communication initiatives, and
independently executing them without hand-holding or supervision from senior management.
♦ Monitor all production plan timetables and keeping production moving toward completion in
stipulated time schedule.
♦ Selecting and managing outsourcing, vendor relations, printers and producers of support
services and products.
♦ Coordinate with marketing team to develop customer communication messages and material
including persuasive sales PPT presentations, marketing collateral, sales kits and newsletters.
Ideated sales communication messages that aided the sales team in effective product
presentation.
♦ Develop sales strategies and setting sales targets & compiling and analyzing sales figures.
♦ Analyze monthly information analytics for senior management Collecting customer feedback
and market research for strategic analysis to identify target markets to reach them.
♦ Plan and coordinate prospect communications, sales tools, presentations, special events and
tradeshow activities. Oversee advertising, PR, Brand building, Brand management, Corporate
communication and Event management.
♦ Keeping up to date with en vogue products, competition & analyzing market trends.

Responsibilities
♦ Maintain Brand Visibility, TOM recall & Imagery.
♦ Develop Consumer base via BTL & ATL.
♦ Market Research (local product performance surveys).
♦ Future Brand progress plans.
♦ Trade Development plans.

Strategy Development & Planning


♦ Enhance sales by strategizing innovative promotional activities & working in tandem
with field force on planning & execution.
Professional Experience

♦ Monthly spends budgeting and planning Product wise.


♦ New town roll outs.

Sales Promotions / BTL / ATL


♦ Sales promotional tie ups with retail chains for cross promotions.
♦ Handling Below the line activities, promotions end to end.
♦ Press / Print media ads/Radio spots – From conceptualizing to briefing to coordinating
with agencies on final roll out of radio jingles /local press and print media.

Events
♦ Handling annual launches / Retail outlet launches and Product launches / Press
conferences.
♦ Conceptualizing and executing events for customers for loyalty drive.

Out of Home visibility


♦ Handling Out of Home visibility via Outdoors and other available / innovative media.
♦ Ensuring brand presence in Branded retail outlets.

Creative, Print & Communication


♦ Coordinating with external vendors and advt. agencies for local product and campaign
creative from briefing to final creative.
♦ Coordinating with print media on job execution.
♦ Quarterly newsletter for customers / retailers on new schemes and upgrades.

PR & Analysis
♦ Handling PR / Media Relations with Publications & Agencies.
♦ Competitors Overview & Analysis, Outdoor & BTL Analysis.
♦ Monthly Market surveys on Retail Showroom / Outlet Performance.

Sumeet Exports, Ludhiana (July 93- Oct 96)


Dy. Manager (Merchandizing & PPC)
Reporting to General Manager
(India’s largest exporter of kid’s garments, 100% EOU)
Brands Handled
Mothercare, H&M, Carrefour, Tesco.

Key Responsibilities
♦ Responsible for market mapping, product planning, pricing, budgeting, forecasting, training to
production team, and formulating strategies for infant garment segment.
♦ Responsible for Planning, Staffing, Organizing, Controlling and Monitoring the Man, Material,
Machine and Method.
♦ Interacting & Dealing with the Buyers and their Representative.
♦ Procuring Export Orders from Buying Houses.
♦ Day to day Administration, Recruitment and Training of production staff & workers to keep high
level of motivation.
♦ Head of Pre-Production Team.
♦ Profit Centre & Strategic Management
♦ Coordinate between Productions, Marketing & Procurement.
♦ Implementing decisions and Meeting Deadlines.

Awarded special contribution citation by CMD.

Entrepreneurial Experience
Approved Defense Supplier (April 1991 - June 1993)

♦ Worked as Approved Defense Supplier for two years.


♦ Was responsible for prospecting, order procurement and purchase and on time delivery of
orders.
♦ Job entailed relationship management and interaction with Senior Defense Officers.

♦ Special contributions in carrying out camps in the rural area generating awareness about Drug
Beyond menace and career awareness.
Curricular ♦ Handled 150 years Celebration of Gorkha Regiment of the Indian Army on turnkey basis on not
for profit initiative. Conferred rare honor of given the Gorkha Sword and the cap by none other
than Commander-in-Chief, Western Command 21st Oct 2007.
♦ Founder Member of NGO – DESIRIZ engaged in rehabilitation of Ex-serviceman, disable in
action brave hearts, war widows and their dependents.
♦ Help set-up HIV AIDS help line for Northern India in association with CII Chandigarh. Awarded
Special Certificate by Honorable Governor of Punjab, Gen SF Rodrigues on 15th August 06.
♦ Volunteered for a program aimed at educating the illiterate.
♦ Chess player.
♦ Highly aware and well versed with National & International affairs.
♦ KAIZEN Practitioner.
♦ 2 years in National Cadet Corps (NCC).
♦ Won several prizes at school & College sports meets.
Academic MA (English) – 1992 (Kurukshetra University, Kurukshetra)
Qualifications MBA (Marketing) – 1996 (IGNOU, New Delhi)
Hell, there are no rules here - we're trying to accomplish something. -Thomas A. Edison

Thanks for your time and regards,

Suresh Kumar Sharma


098156 17384