Lokesh Rathore
Cell: +91-9755595219
Objective:
“To excel in the area of end-to-end consulting as a functional consultant, while working for an
organization, which provides challenges and advancement opportunities for highly motivated
people and to mature into a team lead executing projects successfully and efficiently?”
Professional Summary:
SAP ECC 6.0 SD Consultant.
Having a functional experience of 4.5 yrs in sales and marketing.
Presently Working as a “Sr. Business Officer” with Cadila Healthcare Ltd.
Technical skills :
SAP Academy training at Career Graph, Indore. mySAP ERP Sales & Services using
software component SAP ECC 6.0.
Application packages: MS WORD, MS EXCEL, and MS POWERPOINT.
SAP Skills:
Enterprise Structure: Creation and Customization of Sales organization, distribution
channel, division, sales office, sales group.
Sales Process: Based on the client requirement, understand and configured the sales
process including generation of Inquiry, Quotations, Sales order, Delivery, Billing &
releasing the same to Accounting.
Master Records: Creation of Master data viz. Customer master, Material Master, CMIR,
Condition Master, Master data sharing, common distribution channel & common
division
Pricing Skills: Defining and Assigning Pricing Procedure, Maintenance to Pricing
procedure & customization of condition type like Price, Freight, Discounts & Surcharge,
Rebate Agreements, exclusion for groups of condition & condition exclusion for condition
type & condition records.
Configuration Skills: Sales Organization, Distribution channel, Division, Sales Offices,
Sales Document types, Delivery type, Billing type, Item Category, Schedule Line category.
Cross Module Functionality: Basic knowledge of Integration of Sales & distribution
with Materials Management & Financial Module through Transfer of Requirements &
Account Determination.
Work Experience:
2008 – till date
Presently Working as Business Officer based at Indore. Taking care of operations of Zydus-
Neurosciences (A Division of Cadila Healthcare Ltd.) at Indore Headquarter. Handling operations
of the company generating business volume of Rs 50 lacs p.a.
Job responsibilities includes working with senior management to set up goals and yearly budgets
for the territory. Lead operations which includes sales forecast, achievement of product sales
targets of the territory. Coordination of activities involving distribution network and provide
market feedback to the company, managing client relationship, operate within approved expense
budgets and revenue generation,
2007 – 2008
Worked with Innova (A division of Ipca Lab. Ltd.) as Marketing Executive.
at Indore HQ. Job Responsibilities includes generating business by effective Implementation of
strategy of the company. Managing clients relationship and achieve budgets.
2005 – 2007
Worked with Neu-foreva (A division of Unichem Lab. Ltd.) as clinical business associate. Job
Responsibilities includes generating business by effective Implementation of strategy of the
company. Managing clients relationship and achieve budgets.
Job Profile:
Operational Areas:-
Monthly sales Targets vis a vis budgets – Involved in full field level sales operations right from
developing the customer to get the repeat business from the customers. Focused on large institution
to meet the most of the targets and concentrating on small customers as well to ensure the smooth
flow of business in case of change in customer loyalties. Performed monthly reporting to corporate
on budget-vs-actual, product portfolio and contribution.
Sales Operations – Knowledge of complete Order processing cycle i.e. from Quotation to
incoming payment.
Follow up Strategy--100% company marketing strategy & ensure the implementation for
improving the productivity, Increase the prescription generation and prescriber base Build up
strong relationship with the customers based on CRM, regular updating the knowledge of product
& customer.
Customer Management –Regular meetings with customers to understand their stock
requirements, budgets and sorting out the issues pertaining to the collections, forms etc. Solve
Stockiest & Retailers issues if any, Check the availability of products in all the Retailers &
Stockiest, regular meeting to doctors , Updating customers on the market trends and educating the
customer on new products that are going to be launched and comparative analysis to help the
customer in decision making.
Distribution liaison with C&F agents & factory – To liaise with various business partners in
supply chain to ensure that stocks will move to end customer with out any stock pile ups in the
whole supply chain. Regular update on stock status from C&F agents, distribution team and
factory to reduce the inventory carrying cost at any point of time. Ensure that billing happens from
C&F agents on time to ensure the billing targets on monthly basis for the region.
Collections – Regular follow up with the customers for timely payments with a special attention
on overdue items and disputed items.
Strategic & Commercial areas
Sales Planning of the region & integrating the same with operational planning of the corporate –
Budgeting exercise will be done on annual basis with top down approach at corporate level and
will be percolated to the regions depending on the corporate targets and market potential.
Operational plan will be made in the year beginning with clear product wise / region wise.
Pricing, Negotiations – Involved in the costing of the products and pricing decisions in various
situations to counter the competitors competitive offers by adopting modern marginal costing
techniques. Specially in hospitals & institutional supply, Have closed large deals with key
customers on long-term contract basis to supply the materials after considering the inflation into
account. Close association with controlling team in deciding the prices for strategic accounts.
Analyze Competition – As market is flooded with so many companies, it is very essential to keep
track on the various competitor’s activities to have a sustainable business growth and counter the
competitor’s strategies, Analysis of market trend in terms of the total potential.
Contribution analysis – Product portfolio is mixed with products of large contribution to medium
to low. Managed the product portfolio in such a way that the profit plan will be maintained on
monthly basis to ensure the achievement of target not only in the top line but also for healthy
bottom line.
Feedback -- feedback to the organization about our customer, competitor, product.
Educational Qualification:
2003 – 2004 Post Graduate Diploma in Computer Application from AISECT
Grade / Division: A
2001 – 2004 B.Sc. (P.C.M.) from Govt. P.G. College Sehore,
Barkatullah University Bhopal.
Grade / Division: First Division
1999 – 2000 Higher Secondary from Pushpa H.S. School , Ashta
Grade / Division: First Division
Achievement as Marketing Professional:
1. Successfully launched various brand extensions of Xet CR Plus (Paroxetine+clonazepam),
Pari CR (Paroxetine), Quel SR (Quitiapine Fumrate), Serta (Sertaline) , Unicobal
(Methylcobalamin),
2. Made Serta and Trika SR Plus/Forte as brand leader in the territory.
3. Achieved sales objectives.
4. To create and manage “Core Customer Base” for the company.
5. Formulation & implementation of direct marketing campaigns at various levels (for
hospitals, stockists & retailers)
6. Organizing various Continuous Medical Education Programs for the medical fraternity.
Personal:
Date of Birth March 11, 1983
Father’s Name Mr. Suresh Chandra Rathore
Marital Status Married
Place
Date (Lokesh Rathore)
