BIJU NAIR

• Led regional sales operations for the GCC project business and business development in Africa.
• Oversaw sales, marketing, logistics, and customer service across regions.
• Negotiated with the HQ team to improve cost structures and reduce lead times.
• Managed a team of country managers and account managers in the region.
• Developed and executed successful business plans that resulted in improved market share and profitability within the region.
• Evaluated distributor performance and implemented change strategies to drive productivity.
• Led cross-functional teams to achieve project deliverables on time and within budget, resulting in improved overall performance.
• Optimized inventory management systems
• Streamlined operational processes for increased efficiency by identifying areas of improvement and implementing necessary changes.
• Improved team efficiency by implementing agile project management methodologies and streamlining communication channels.

• Led the strategic planning and execution of business for Beko and Bosch.
• Managed divisional P&L, ensuring profitability, cost control, and alignment with financial targets.
• Prepared and monitored annual budgets, forecasts, and investment proposals.
• Reported financial performance to executive leadership, and identified areas for margin improvement.
• Oversaw day-to-day operations across all departments within the division, including sales, marketing, supply chain, and service.
• Ensured efficient utilization of resources to meet performance, quality, and financial targets.
• Implemented process improvements to increase productivity and reduce operational costs.
• Directed national sales activities, leading a team of sales managers and representatives.
• Recruited, trained, and mentored high-performing teams across sales, service, and operations.
• Set performance KPIs, conducted appraisals, and fostered a results-oriented culture.
• Promoted cross-functional collaboration and internal talent development within the division.
• Highly skilled in vetting legal contracts and commercial agreements.
• Vendor Management - Brand Budgeting, Product Planning, Forecast, and Order Management.
• Contract negotiations and strategic planning, category-wise, to increase the market share.
• Planned and implemented the strategies for account-wise profitability.

• Responsible for developing and implementing Project Sales and Marketing strategies for the Division.
• Plan and deliver agreed revenue, and manage P&L.
• Responsible for developing, implementing, and maintaining the budgetary and resource allocation plans.
• Managing the sales cycle for the project division, from the contract stage to the post-closing stage, for the entire team to ensure client expectations.
• Establish contacts with architects, consultants, developers, and contractors, and create a strong working relationship with clients
• Division Restructured - Set up the division's overall strategy, and redesigned the roles and responsibilities.
• Developed and trained team members to handle the current, changing business environment.
• Managed the Division's overall sales pipeline by segmenting verticals and progressing towards the closing of business timelines - 80%.

• Responsible for the Sales and Marketing for Canon across the North and Central Africa region (27 countries).
• Managed the region's country managers and channel managers for profitable business growth.
• Budget planning, formulating regional strategy, and a strong focus on vertical growth strategy.
• Sales pipeline management for different product groups.
• Identify trends, determine regional sales system improvements, and implement change.
• Meet regional sales financial objectives by forecasting requirements, preparing the annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.
• Conducting team appraisals, setting objectives, and managing the team to achieve KPIs.
• Building and maintaining rapport with key decision-makers.
• Successfully implemented MPS contracts with key clients in Morocco, Algeria, Ivory Coast, and Tunisia.
• Appointed multiple distributors in major countries based on product categories, resulting in a growth of 35% vs. PY.
• Instrumental in key tender wins.
• Vertical focus – Banking/Education helped to sign major deals with the Africa Development Bank/Ministry of Higher Education in Algeria. Copiers - 25% growth, Document Scanners - 17% growth.
• Conducted vertical seminars, product training, corporate roadshows, and end-user seminars across the region.

• Managing Canon B2C/B2B volume and value sales for Lebanon, Jordan, and Iran.
• Managing distributors for successfully implementing Canon's retail and IT channel strategy in each country.
• Planned and implemented key sales strategies to develop SMB and corporate segments for B2B business.
• Establish a strong network at the C-level within the major verticals and system integrators across the GCC.
• Achieved 26% growth for the PhotoVideo category.
• Instrumental in controlling Canon Grey Imports for Printers and Cameras by rolling out aggressive key promotional and pricing campaigns in Jordan and Lebanon.
• Created processes and systems to build a B2C business to sustain a high market share in the Photo, Video, and printer segment.
• Achieved a growth of 28% over the previous year by accelerating growth by devising a Channel Partner Program for the Printing Business in Jordan and Lebanon.

• Responsible for Canon IT volume and value sales for the UAE, Oman, Kuwait, and Qatar.
• Managing and monitoring distributors to expand the channel breadth and depth across the GCC.
• Implement, monitor, and track the Channel Partner Program for different product categories.
• Conducting end-user seminars, T2 training, dealer seminars, and product launches in all the GCC countries.
• Budget Planning for ATL, BTL activities.
• Won Canon's prestigious Tuxedo Award for the best business performance in the region – Portugal, 2014.
• Designed and implemented the first Channel Partner program for Canon in the UAE, Oman, Qatar, and Kuwait by enrolling all IT key partners and increasing the number of active partners by 210% within the first year.
• Achieved a growth of 42% over the previous year by accelerating growth in Channel Partners.

• Responsible for the sales of Panasonic Home Appliances and Consumer Electronics for the Key Accounts in the UAE.
• Excellent network within major retailers in the UAE.
• Managing a team of Account Executives and Merchandisers with a focused approach.
• Finalizing the yearly business plan for the accounts in the portfolio, key member for the budget planning group at the UAE level for mass merchandisers, and power retailers channels.
• Key member of the 'Brand Ladder' team, in charge of implementing various ATL and BTL activities aimed at capturing and sustaining the market share for Panasonic products.
• Responsible for improving operational efficiency, such as product placement matrix, competition mapping, etc.
• Organized and conducted product training for the sales team and merchandisers for key categories.
• Steered efforts of the Sales Team in doubling the annual sales revenue.
• Gained market share through brand visibility and promotional activities in the key retail outlets.
• Collaborated with the Product Marketing Team to implement promotional campaigns to combat competition strategies.

• Managed the team of Key Account Executives and Merchandisers. Responsible for generating sales from all major key accounts and dealers in the UAE. Planned and implemented monthly sales plans by key accounts and product groups.
• Initiated and implemented the action plans, which helped to penetrate new markets.
• Responsible for dealer channel expansion across the region. Worked closely with the traders, focusing on the re-export markets. Headed Abu Dhabi branch operations.

Achievements :

• First OEM brand to be listed in all the key retail outlets in the UAE.
• Planned the launch and display of white goods in the retail and dealer channel.
• Developed the dealer/re-export channels.
• Best Sales Performance Award for two consecutive years – 2004/2005.