Sunil Punia

Spearheading the Lighting Vertical of Hafele India including South East Asia Market. Instrumental in renewing the Lighting Business including strategizing for product selection, placement and positioning and creating a strong selling proposition for increased market share. • Set up an annual sales plan for the Lighting Business • Financial responsibility of budgeting and P&L accountability • Maintaining strong relationship with dealers and distributors and conversions for effective business results • Planning and Developing sales strategies for expending the business • Providing in-depth analysis of markets and industry trends to improve decision making • Responsible for market segmentation and developing product specification strategies • Responsible for sales forecast as per the market intelligence • Ensuring Market Leadership both in Value & Volume Terms Highlights: • Responsible for setting up of Lighting Business for Hafele South Asia • Managing the workforce of over 30 members including the Lighting service team • Established strong influencer relationships with key architects, Interior Designers, Developers , Dealers, Franchisees and distributors • Managed a portfolio of more than 75 products.

Regional manager for Häfele India's built-in appliances business for South India.

In my role as RSM for Rest of Maharashtra, I had re-launched Panasonic mobile phone brand in my region and had taken business from appointing 1st distributor with 1st month revenue of Rs. 20 Lakhs (July’13) to 25 distributors and monthly turnover of Rs. 20 Cr (Sep'15). Regional Sales Manager - Rest of Maharashtra and Goa • Responsible for sales revenue and profitability targets in the given region for both smart phones and feature phones • Leading a team of 20 full time employees and 150 contract employees with a monthly turnover of 20 Cr • Responsible for setting up and managing a strong sales and distribution channel for ROM and Goa with 25 direct distributors and 10 micro distributors • Competition Benchmarking: products, markets, channel, processes and people • Define and set Distribution KPI – WOD, DOD, Collections, Commercial hygiene and ROI • Leading ROM to be the best performing state for last 3 months in a row while contributing 15% share in country’s GT revenue • Manage the sales team to develop a high performing, dedicated, motivated and engaged team by team review, coaching, direction setting, training & development to enhance the individual performance • 100% retention of on roll team in 26 months • Engage & drive cross functional teams to achieve desired results • Liaison with the product team by providing feedback on new product opportunities, and/or product, packaging, and service changes, surveying consumer needs and trends, tracking competitors • Suggest market merchandise by studying advertising, sales promotion, and display plans. Organizing special promotional events with retail partners

Regional Sales Manager - Rest of Maharashtra, Goa and Chhattisgarh • Heading the HCL Infosystems – DE business for Rest of Maharashtra, Goa and Chhattisgarh • Managing 9 different product categories – Nokia Accessories, HCL Me Tablets, Penta Tablets, JBL, HCL Power Plus and Sandisk among other products • In depth analysis of mobile accessories and tablet market during launch of new products • New product launch planning, execution and tracking • Leading a team of 8 ASMs and 35 distributors • Responsible for management and planning in the region to achieve business results with ongoing customer satisfaction • Responsible to identify, grow and manage distribution infrastructure • Engage with all channel partners to generate required revenue growth, profit, cash flow and timely BR collection • Leverage all available network and alliances to uncover additional sales opportunities • Responsible for providing monthly revenue and sales forecast, increasing market share and wallet share YOY • Responsible for managing customer escalation, customer problems, account conflicts and participate in important negotiations with key customers

Heading a business with an annual turnover of Rs 32 cr. Leading a team of 4 Sales Officers, 3 Sales Associates and 16 DSM. Managing supply channel for consumer & commercial Printers and Consumables product portfolio. Responsible for Sales, Marketing and Service centers in the territory. Increase distribution BoS and DoS. Strategic sales planning & implementation - Orchestrate the development of strategic sales plans, to advance market share/penetration, and achieve profitable growth. Awarded HP eAWARDS for exceptions performance in MMOTR and IITO PLs. 22% increase in revenue YOY in FY 2011-12

Handling and Development of the Distributor/Super Stockist network. Enhance market shares and drive all product sales by ensuring Channel Marketing Activities are initiated and implemented successfully in field. Design and implementation of schemes, to drive volumes of mainline/focus/ new products. Training team members (SE/SO and ISR) on functional and behavioral factors in order to develop them personally and professionally. Overall Business development by maintaining coordination between Sales team, Marketing division, Supply chain & Finance in territory. Develop alternate channels of business in the territory – Direct institutional/School selling.