Resume_KPI_VM

Vishnu Moorthy
Vishnu MoorthyAccount Executive um M2 Commander
Resume - Vishnu Moorthy 
Email: vishnu@iconsulttechnology.com.au Mobile: 0439 
080 987 
Personal Profile 
I am an energetic, customer focused and enthusiastic person with a positive outlook. I have the ability to 
work autonomously or as part of a team when required and can communicate at all levels. I have a 
strong commitment to safety. 
Career Objective 
My objective is to successfully manage in a challenging environment and to nurture and develop a 
culture of continuing success within a market-leading organisation. 
Career Summary 
My current role is in the telecommunications SMB and Corporate Sector representing M2 Commander 
as an Account Executive. My role involves: 
 Sales & Presentation of Phone Systems (Samsung, Avaya, Commander Phone) as a complete 
bundle package (CPE, Rental and Maintenance 
 Voice and Data, Video conferencing, Mobile services, IP, Cloud and Hosted PBX 
 Wireless Broadband and Mobile Communication based on OPTUS Network. 
 Up-selling and Cross-selling to existing accounts on my Portfolio 
 Business Development and Acquisition in different territories of WA 
 Maintain Customer Relationship (Account Management) 
 WINBACK Sales from Competitors 
In between roles at M2 Commander from 2011 and 2014, I was Project Officer for Department of 
Housing WA representing the Project Management Office (PMO) practising in the areas of PRINCE2, 
Benefit Realisation and Change Management. This role also improved my skills in Stakeholder 
Management, building and maintaining Client relationships and creating solutions for clients and 
stakeholders. 
Before moving to my first role with M2 Commander in 2011, I was an entrepreneur of Telechoice (Retail 
Telecommunications). I had four (4) staff working under my responsibility. My responsibility at the store 
involved: 
 Sales of Telco products & services – Smart Phones operating under different Operating 
Systems 
 Local Store Marketing on a month-to-month basis 
 Management & Administration of the store 
 Staff Sales Training on up to date products & services 
 Staff management – keeping staff up-to-date on daily, weekly and monthly targets from the 
business.
 Business Development and Portfolio Management outside the retail environment. 
Before my role as an entrepreneur at Telechoice, I was Account Executive/Account Manager for SMB 
Tier 1 at Telstra Corporate in Perth, WA. As Account Executive my role involved: 
 Account Managing to retain and grow the revenue performance of the assigned portfolio 
consisting of 238 customers with an approximate value of $800K of Sales 
 Developing and growing business relationships with customers at multiple levels within an 
organisation in order to meet and exceed business targets 
 The ability to gain a deeper understanding of my customers business and therefore implement 
specific solutions that meet the business requirements 
 Working within a dynamically highly successful team and enjoy building and maintaining 
relationships internally and externally within a very diverse environment 
 The ability to possess a positive can do attitude and enjoy celebrating success individually as 
well as part of a team
Before my role as Account Executive, I was appointed as Associate Mobile Sales Specialist & Business 
Sales Consultant for Telstra Enterprise & Government. The Key most Important Competencies for this 
job role included: 
 Developing New Business with existing customers in the WA Government & Enterprise 
portfolio 
 Customer Focus and Problem Solving 
 Planning and Strategizing 
 Recognising Sales Opportunities within the State and Local Government Departments 
 Knowing Telstra’s Products and Services in detail 
 Understanding Service Standards 
 Meeting Customer Needs and Creating Solutions to Needs 
 Building Long-Term Relationships 
 Ensuring Quality Service 
 Teamwork 
 Results Driven 
In this role I also held the responsibility to demonstrate and present products and services for Enterprise 
& Government customers. This was an opportunity to maximize sales opportunities, maintain customer 
relationship, and demonstrate strong customer focus in face-to-face customer sales & service 
environment. During my time in this role I had the ability to resolve conflict situations and provide 
leadership. 
Skills Summary 
 Articulate communicator, able to build excellent working relationships. 
 Persuasive, motivated professional 
 Organised, innovative, a committed team player with the ability to motivate others. 
 Professional, hardworking and a willingness to accept responsibility. 
 Eager to learn and understand, adaptable to new environments. 
 Assertive, determined, self-motivated and conscientious, with an eye for detail. 
Professional Experience 
 Business Development and Acquisitions within in the IT and Sales environment 
 Development and implementation of sales, marketing and customer service strategies 
 Ability to deal with a variety of customers 
 Effective Teamwork 
 Achievement of: 
 Understanding Products and Services 
 Knowing Markets 
 Research and Development 
 Sales Negotiation Proficiency 
 Managing Work Processes 
 Sales Negotiation Proficiency 
 Handling Service Challenges 
 Expanding Customer Use of Products and Services
C a r e e r S y n o p s i s 2 0 0 1 – 2 0 1 4 
 Account Executive 
M2 Commander 
(Mar 2014 – Current) 
Duties & Responsibilities: 
 Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new 
accounts by planning and organizing daily work schedule to call on existing or 
potential sales outlets and other trade factors within the SMB. 
 Adjusts content of sales presentations by studying the type of sales outlet or trade 
factor. 
 Focuses sales efforts by studying existing and potential volume of dealers. 
 Keeps management informed by submitting activity and results reports, such as daily 
call reports, weekly work plans, and monthly and annual territory analyses. 
 Monitors competition by gathering current marketplace information on pricing, 
products, new products, delivery schedules, merchandising techniques, etc. 
 Recommends changes in products, service, and policy by evaluating results and 
competitive developments. 
 Resolves customer complaints by investigating problems; developing solutions; 
preparing reports; making recommendations to management. 
 Maintains professional and technical knowledge by attending educational workshops; 
reviewing professional publications; establishing personal networks; participating in 
professional societies. 
 Provides historical records by maintaining records on area and customer sales. 
 Contributes to team effort by accomplishing related results as needed. 
Skills/Qualifications: 
 Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, 
Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation 
Skills, Client Relationships, Motivation for Sales 
 Achieving 90-100% of monthly sales 
 Contacting existing Commander customers to maintain good customer service and 
develop new acquisition for the company 
 My Target at Commander was a CPE Target (Gross Profit) of $20K, and services 
target of 25x per month 
 Starting in March 2014 I made a CPE Target (Gross Profit) of $7.5K and services 
target of 11x per month 
 April to June I made an average CPE Target (Gross Profit) of $18.5K per month and 
an average services target of 17x per month
 In July at the first month of the new financial made a CPE Target (Gross Profit) of $7K 
and services target of 17x per month 
 August to October I made an average CPE Target (Gross Profit) of $27K per month 
and an average services target of 28x per month 
 For the month of November 2014, based on Sales Pipeline closed and achieved I 
have made an average CPE Target (Gross Profit) of $4K so far and an average 
services target of 7x so far. 
 Project Officer – Benefits Realisation and Change Management, Department of 
Housing 
(Jun 2013 – Mar 2014) 
Accountabilities 
 Manage the benefits realisation process for a group of allocated projects, including 
identification, mapping, developing and implementing benefits realisation plans. 
 Establish and maintain effective stakeholder management with key stakeholders in 
the business areas, project teams and PMO during the process of undertaking 
benefits mapping to identify project benefits, identify change impacts of project 
outcomes, desired engagement levels and to address resistance. 
 Facilitate workshops to identify key benefits for projects, map benefits to strategic 
KPIs, develop Benefits Realisation Plans, assign benefits ownership, support the 
PMO with monitoring and reporting on benefits realised at key points, and training to 
develop stakeholder capabilities in the areas of benefits realisation and change 
management. 
 Supports project teams through the identification of change activities and costs 
required to ensure change management activities are planned and enacted to ensure 
the successful transition of project outcomes into “business as usual”. 
 Responsible for the effective leadership within project teams in the areas of benefits 
realisation and change management which may include managing and facilitating 
multiple work groups of internal and external resources 
 Assistance with the provision of effective benefits realisation and change 
management planning, work allocation, reporting and performance management. 
 Responsible for compliance with Government, agency and public sector policy and 
processes and facilitates education and awareness where appropriate. 
 Develops effective relationships with key stakeholders both internal and external to 
the Agency 
 Interprets strategic plans, provides guidance and direction to key stakeholders as 
appropriate. 
Skills/Qualifications: 
 Knowledge of PRINCE2, key Benefits Realisation and Change Management 
processes during the project lifecycle
 Ability to develop strategic and innovative solutions to issues as they arise. 
 High level interpersonal, written and oral communication skills that support the ability 
to work effectively with multiple stakeholders from a range of backgrounds. 
 Demonstrated organisation and planning skills. 
 Demonstrated ability and experience in working in an autonomous manner within a 
team environment. 
 Demonstrated knowledge of Governance and compliance methodologies for 
Projects/Programs (PRINCE2) 
 Account Executive 
M2 Commander 
(Sep 2011 – May 2013) 
Duties & Responsibilities: 
 Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new 
accounts by planning and organizing daily work schedule to call on existing or 
potential sales outlets and other trade factors within the SMB. 
 Adjusts content of sales presentations by studying the type of sales outlet or trade 
factor. 
 Focuses sales efforts by studying existing and potential volume of dealers. 
 Keeps management informed by submitting activity and results reports, such as daily 
call reports, weekly work plans, and monthly and annual territory analyses. 
 Monitors competition by gathering current marketplace information on pricing, 
products, new products, delivery schedules, merchandising techniques, etc. 
 Recommends changes in products, service, and policy by evaluating results and 
competitive developments. 
 Resolves customer complaints by investigating problems; developing solutions; 
preparing reports; making recommendations to management. 
 Maintains professional and technical knowledge by attending educational workshops; 
reviewing professional publications; establishing personal networks; participating in 
professional societies. 
 Provides historical records by maintaining records on area and customer sales. 
 Contributes to team effort by accomplishing related results as needed. 
Skills/Qualifications: 
 Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, 
Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation 
Skills, Client Relationships, Motivation for Sales 
 Business Development, Sales Manager/Owner 
TeleChoice
(May 2010 – Aug 2011) 
Accountabilities: 
 Management of the Business Administration & Finance (use of MYOB Payroll) 
 Responsible for recruiting & coaching staff, and developing & ensuring that the Stores 
business and Revenue objectives are met. 
 Building a team with a strong sales focus. 
 Creating a culture and strategy of selling mobiles devices and data services 
representing the Optus & Virgin network 
 Revamping HS&E within the kiosk 
 Effective Floor Management of staff and kiosk traffic 
 Maintenance of daily and weekly Visual Merchandising (VM) of the kiosk 
 Leadership and Management of Retail Sales Consultants in the area of sales, 
customer service, expenses, gross profit, visual merchandising, general 
administration and inventory management. 
 People Management Skills - Manage the performance of staff (active daily day-starts 
with staff) 
 Account Executive 
Telstra Business – SMB Tier 1 
(Jan 2009 to Jul 2009) 
Accountabilities: 
 Achieving my set revenue and sales targets for assigned customer portfolio 
 Expected to follow each opportunity from uncovering opportunity, qualifying sale, 
sending proposal, sale closure, provisioning and revenue captured in my portfolio. 
 Delivering positive YTD revenue across the portfolio of customers and increasing the 
level of multi product holdings 
 Ensure agreed product targets are met and exceeded 
 Ensure that I develop and implement a strategic Portfolio Plan with input from my 
Account Management Team. 
Specific Accountabilities: 
This role is directly accountable for achieving Telstra Business annual revenue targets as detailed 
in my KPI’s relative to our portfolio and any other financial targets such as sales, revenue and 
incremental sales 
Customer and Product Accountabilities: 
 Achieve a Sales Target each Month of $67,422 consisting of Data and Network 
(Connect IP, T-Suite Applications – representing the Telstra IT sector), Fixed Line 
Voice, Mobile Voice Connections & Incrementals, and Mobile Data 
 Achieve Positive Net Customer Churn YTD 
 100% customer coverage every 6-7 weeks
Specific Capabilities: 
My ability to clearly articulate myself and present a professional approach is crucial both over the 
phone and face to face: 
 Highly developed interpersonal and communication skills 
 Ideally, a self starter with high level of motivation and ability to learn and develop 
 Proven solution selling and value selling skills 
 Strong Commercial / Business acumen skills, with an ability to discuss strategic 
business requirements and the ability to apply solutions in proposal form. 
 High degree of stakeholder management capability to effectively manage a virtual 
team 
Particular Competencies & skills learned and developed as an Account Executive/Account 
Manager: 
 Demonstrated ability to accept feedback and take action to build a successful team 
and provide truly integrated solutions 
 Extensive experience interacting with a broad range of functional areas and 
managerial levels, especially with Senior Executive levels 
 Strong interpersonal skills to achieve collaborative outcomes through an influencing 
style 
 Suffienciently independent, self-supervising and equally collaborative to work with 
closely with peers and other stakeholders 
 Proven ability to build senior level relationships, present and communicate with 
executives at all levels 
 Proven ability to create and execute competitive strategies to grow and turn around a 
business. 
 Associate Mobiles Associate & Business Sales Consultant 
Network Products & Services – WA 
Telstra Enterprise & Government 
(Apr 2007 to Jan 2009) 
Accountabilities: 
 Account Management, Telemarketing, Telesales, On Line Sales, and Business 
Development of my existing Portfolio. 
 Recommend the suitable applications, services, devices/hardware based on customer 
requirement and correct solutions 
 Manage customer relationships and ongoing development of relationships to achieve 
customer satisfaction - Establish and maintain effective working relationships with 
peer groups and key internal stakeholders 
 Achieve Revenue and Sales Objectives 
 Ensure sales are delivered and all system-generated reports are actioned as required 
 Provide quality advice based on the technical knowledge
 Demonstrations as a Hardware Specialist in Mobile and Wireless Devices 
 Maximising sales and revenue opportunities within my customer base/portfolio 
 Build and maintain the ongoing relationships (long-term) with my customers to ensure 
their satisfaction, and my role also involves a need to ensure all sales opportunities 
are identified and delivered 
Important Behaviours demonstrated effectively in my role: 
 With the mobiles sales team, I always uncover the customer’s needs, wants and 
negotiable issues. 
 I always provide support to the customers team throughout implementation of the 
solution 
 Technical Support of products and services and hardware applications 
 Creating effective resolution for each service request that matches customer 
requirements 
 Before face-to-face meetings with customers I always prepare for a sales negotiation 
by developing a thorough strategy. 
 Linking the features of our products and services to the customer’s needs. 
 Making the customer understand the basic pricing structure in order to explain costs 
effectively to customers 
 Identifying opportunities for additional products and services and making appropriate 
recommendations during meetings or discussions over the phone 
 Listening actively to the customer’s situation and needs versus providing information 
about products and services. 
 Exploring different options for meeting a customer’s need before advocating a specific 
solution. 
 Making an organised presentation of solutions with benefits tied to customer needs. 
 Keeping the customer informed of trends, new technologies, and other issues that are 
relevant to their business 
 Teamwork - Determining effectively when to handle a service request directly and 
when to involve others 
 Approaching the service interaction by keeping the customer’s perspective and point 
of view in mind 
 Using probing questions to pinpoint customer needs and expectations 
 Asking if customers are satisfied at the conclusion of every service interaction 
 Creating effective solutions that balance a customer’s multiple needs 
 Drawing on associates’ expertise and ideas to develop innovative customer solutions 
 Taking responsibility to initiate formal customer complaints when necessary and 
partnering effectively with others in the organization to ensure that issues are resolved 
 Building assurance that I can and will meet the customer’s needs 
 Gaining access to executives in the customer organization 
Key Achievement: 
 Awarded by Convergent Sales & Solutions WA, and Telstra Enterprise & Government 
WA for work contributions during the CDMA Migration 2007/2008
 Highest achieved SIOs migrated from CDMA to Next G – 11,000 SIOs (Jul 
2007 to April 2008) 
 Assistant Retail Sales Manager 
(May 2005 to Mar 2007) 
Responsible for: 
 Responsible for recruiting & coaching staff, and developing & ensuring that the Stores 
business and Revenue objectives are met. 
 Assisted Sales Manager in building a team with a strong sales focus. 
 Resolve conflict situations and build effective teamwork 
 Assisted Sales Manager in creating a culture and strategy of selling mobiles devices 
and data services representing the NEXT G network 
 Assisted Sales Manager in revamping HS&E within the kiosk 
 Effective Floor Management of staff and store traffic 
 Maintenance of daily and weekly Visual Merchandising (VM) of the store 
 Leadership and Management of Retail Sales Officers in the area of sales, customer 
service, expenses, gross profit, visual merchandising, general administration and 
inventory management. 
 People Management Skills - Manage the performance of staff (active daily day-starts 
with staff) 
 Achieving and exceeding various sales revenue targets & KPI 
 Ensuring strong customer service are delivered 
 Business Development Manager – IT Solutions 
(Aug 2001 – May 2005) 
Responsible for: 
 IT Recruitment of IT specialists for outbound organizations 
 Preperation and Execution of Tenders 
 For the day to day running of the IT sales team 
 Identify and satisfy training needs for sales staff in areas of customer service, staff 
motivation, product knowledge and quality assurance to assist in achieving and 
exceeding sales targets 
 Ensuring correct standards of customer service are delivered 
 Analysis of Marketing Capabilities and formulating strategies for pricing, distribution 
and promotion of services and products 
 Gathering Competitive Intelligence 
 Meet with the Managing Director and other Senior Management to initiate, 
recommend or support quality related ideas and solutions within the company in areas 
of marketing, sales and after sales support/service 
 Conducting employee performance
 Sales in Website Design, Planning, Development, Maintenance & Support, and 
Management of IT Solutions 
 Knowledge in Managed Services/Hosted 
 Knowledge in Cloud Solutions/Hosted 
Key Achievements: 
 Sales Specialist of Customised IT systems marketed as on-shelf IT products. For 
example: 
Retail Enterprise Management 
 Web Based Enterprise Integrated System 
 Manages Point of Sale (POS) and Inventory Control 
 Language - Java J2EE 
 Operating System – Windows Platform 
Customer Relationship Management (CRM) 
 Customer Management Excellence 
 It involves using technology to organize, automate, and synchorize 
business processes (e.g. Sales Activities, Marketing, Customer Service 
and Technical Support 
 Language – PHP 
 Operating System – LINUX 
 Operating on CLOUD & Hosted Solutions 
 Providing IT Recruitment for companies in WA 
 Continuous revenue from one customer (8 locations) providing on-going services in IT 
systems development, and maintenance & support from Dec 2001 to May 2005 
 Website Design, Planning, Development, Maintenance & Support, and Management 
of Small to Medium sized businesses in WA. 
 Tender projects – Web Design, Planning, Development, Maintenance & Support, and 
Management of IT Solutions 
C r e d e n t i a l s 
 Bachelor of Commerce - Double Major in Management & Marketing 
Curtin University, Bentley WA 
 Associate Diploma in Commerce 
Australian Institute for University Studies, Joondalup WA 
 Associate Certificate in Commerce 
Australian Institute for University Studies, Joondalup WA 
C E R T I F I C A T I ON S ( A c h i e v e d )
 APSS E_Certification in Avaya IP Office 
 APMG Certification in PRINCE2 (Foundation) 
 APMG Certification in Benefits Realisation (Foundation) 
C E R T I F I C A T I ON S (O n g o i n g ) 
 ITIL V3 Foundation for IT Service Management 2011 - IT Service Management provides a 
single platform to manage service and IT asset processes across the entire scope of an enterprise. 
 Certified Associate in Project Management (CAPM) - This certification validates my 
knowledge of project management processes and terminology. I’ll gain an understanding of the 
Project Management Body of Knowledge (PMBOK®), which is highly valued across many 
industries. 
 Microsoft Certified Professional (MCP) – This will keep my technical skills relevant, 
applicable, and competitive within the workforce. This course is recognised worldwide make me 
more competitive in the job market 
Memb e r s h i p s a n d A f f i l i a t i o n s 
 Vice President 
Student Guild 
Australian Institute for University Studies 
 President 
International Student Council 
Australian Institute for University Studies 
 Representative for Student Guild 
Australian Institute for University Studies 
National Liaison Committee of Western Australia 
 President 
Malaysian Students Association of Australian Institute for University Studies 
A w a r d s 
 CDMA Migration Certificate of Appreciation 
Telstra (Corporate Sales & Fulfilment – WA Sales Team) 
 Work Group Award 
Telstra (Telstra Enterprise & Government)
 Certificate of Appreciation 
Curtin University of Technology 
 Appreciation of Support 
National Liaison Committee Western Australia
R e f e r e n c e s 
 Jeff Brown – Sales Manager – M2 Commander 
Contact: 0418 338 333 / jeff@salaconsulting.com.au 
 Dave Fyfe - Group Manager WA - Telstra Enterprise & Government (currently Executive Manager - 
Western Power) 
Contact: (08) 9326 6886 / 0457 548 435 
 Monish Paul – Partner – Deloitte Consulting 
Contact: (08) 9365 7294 / 0414 743 085 
 Mustafa Basher – Project Manager – Department of Housing 
Contact: (08) 6217 6229 / 0427 861 709 
 Adam Noall – Director – M2 Commander (currently Territory Account Manager – Avaya, Sydney) 
Contact: 0448 212 121 / noalla@avaya.com 
 Timothy Balakrishnan – Systems Engineer – Curtin University of Technology 
Contact: (08) 9266 4715 / 0423 433 677

Recomendados

Resume_KPI_VM von
Resume_KPI_VMResume_KPI_VM
Resume_KPI_VMVishnu Moorthy
306 views9 Folien
SAM FERNANDO 20.06.2015 von
SAM FERNANDO 20.06.2015SAM FERNANDO 20.06.2015
SAM FERNANDO 20.06.2015Sampath Fernando
169 views8 Folien
El CV 2016 von
El CV 2016El CV 2016
El CV 2016El Loubser
164 views8 Folien
sathyajit a u Updated CV von
sathyajit a u Updated CVsathyajit a u Updated CV
sathyajit a u Updated CVSathyajith Ajithkumar ushadevi
147 views5 Folien
My CV von
My CVMy CV
My CVAnand Babu
103 views7 Folien
ByrappaChandrashekar von
ByrappaChandrashekarByrappaChandrashekar
ByrappaChandrashekarchandrashekar byrappa
141 views5 Folien

Más contenido relacionado

Was ist angesagt?

JACINDA MCSORLEY Resume 2015 von
JACINDA MCSORLEY Resume 2015JACINDA MCSORLEY Resume 2015
JACINDA MCSORLEY Resume 2015Jacinda McSorley
205 views2 Folien
Wooyong. Shin- CV2014.10KEn von
Wooyong. Shin- CV2014.10KEnWooyong. Shin- CV2014.10KEn
Wooyong. Shin- CV2014.10KEnWooYong Shin
233 views6 Folien
Sarah Kamal CV von
Sarah Kamal CVSarah Kamal CV
Sarah Kamal CVSarah Kamal Labib Mosad
228 views5 Folien
Carlo Rodrigues-CV von
Carlo Rodrigues-CVCarlo Rodrigues-CV
Carlo Rodrigues-CVCarlo Rodrigues
239 views7 Folien
Mohammed. Rafiqul Islam von
Mohammed. Rafiqul IslamMohammed. Rafiqul Islam
Mohammed. Rafiqul IslamMohammed Rafiqul Islam
425 views6 Folien
Md_Rahmat_Ullah_Resume_2003format von
Md_Rahmat_Ullah_Resume_2003formatMd_Rahmat_Ullah_Resume_2003format
Md_Rahmat_Ullah_Resume_2003formatMd Rahmat Ullah Rumi
493 views7 Folien

Was ist angesagt?(19)

Wooyong. Shin- CV2014.10KEn von WooYong Shin
Wooyong. Shin- CV2014.10KEnWooyong. Shin- CV2014.10KEn
Wooyong. Shin- CV2014.10KEn
WooYong Shin233 views
Adam Emsley NEWEST2016 von Adam Emsley
Adam Emsley NEWEST2016Adam Emsley NEWEST2016
Adam Emsley NEWEST2016
Adam Emsley90 views
Jayne Lowndes cv Sales Management update july 2015 von Jayne Lowndes
Jayne Lowndes cv Sales Management update july 2015Jayne Lowndes cv Sales Management update july 2015
Jayne Lowndes cv Sales Management update july 2015
Jayne Lowndes226 views
Sujay Kumar Narasimha Resume. von sujay kumar
Sujay Kumar Narasimha Resume.Sujay Kumar Narasimha Resume.
Sujay Kumar Narasimha Resume.
sujay kumar261 views
Strat Edgy Key Offerings von Dipti Bhide
Strat Edgy Key OfferingsStrat Edgy Key Offerings
Strat Edgy Key Offerings
Dipti Bhide315 views

Destacado

Resume von
ResumeResume
ResumeBrian Pannell
178 views2 Folien
Ms102 spring2010 von
Ms102 spring2010Ms102 spring2010
Ms102 spring2010guest4013f3
323 views7 Folien
Stephen Wood Resume (GE) von
Stephen Wood Resume (GE)Stephen Wood Resume (GE)
Stephen Wood Resume (GE)Stephen Wood
171 views2 Folien
Persuasion von
PersuasionPersuasion
Persuasionrandomuser34
1.7K views15 Folien
SEO: Getting Personal von
SEO: Getting PersonalSEO: Getting Personal
SEO: Getting PersonalKirsty Hulse
432.5K views35 Folien
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba von
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika AldabaLightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldaba
Lightning Talk #9: How UX and Data Storytelling Can Shape Policy by Mika Aldabaux singapore
1.2M views99 Folien

Similar a Resume_KPI_VM

Nozipho Ngwane Updated CV von
Nozipho Ngwane Updated CVNozipho Ngwane Updated CV
Nozipho Ngwane Updated CVNozipho Ngwane
304 views6 Folien
My resume von
My resumeMy resume
My resumeHIRAK PRAMANIK
586 views5 Folien
Hiran wijewardena resume 2 new svp von
Hiran wijewardena   resume 2 new svpHiran wijewardena   resume 2 new svp
Hiran wijewardena resume 2 new svpHiran Wijewardene
59 views4 Folien
Resume key account manager (Payment Solutions) von
Resume   key account manager (Payment Solutions)Resume   key account manager (Payment Solutions)
Resume key account manager (Payment Solutions)Ananda Prasad
871 views3 Folien

Similar a Resume_KPI_VM(20)

Resume key account manager (Payment Solutions) von Ananda Prasad
Resume   key account manager (Payment Solutions)Resume   key account manager (Payment Solutions)
Resume key account manager (Payment Solutions)
Ananda Prasad871 views
T lee resume 1016 1-2 von Taufiki Lee
T lee resume 1016 1-2T lee resume 1016 1-2
T lee resume 1016 1-2
Taufiki Lee31 views
Lynn M Sumrall Resume 2015 von Lynn Sumrall
Lynn M Sumrall  Resume  2015Lynn M Sumrall  Resume  2015
Lynn M Sumrall Resume 2015
Lynn Sumrall477 views
NancyWeberJanuary2017Resume von Nancy Weber
NancyWeberJanuary2017ResumeNancyWeberJanuary2017Resume
NancyWeberJanuary2017Resume
Nancy Weber22 views

Resume_KPI_VM

  • 1. Resume - Vishnu Moorthy Email: vishnu@iconsulttechnology.com.au Mobile: 0439 080 987 Personal Profile I am an energetic, customer focused and enthusiastic person with a positive outlook. I have the ability to work autonomously or as part of a team when required and can communicate at all levels. I have a strong commitment to safety. Career Objective My objective is to successfully manage in a challenging environment and to nurture and develop a culture of continuing success within a market-leading organisation. Career Summary My current role is in the telecommunications SMB and Corporate Sector representing M2 Commander as an Account Executive. My role involves:  Sales & Presentation of Phone Systems (Samsung, Avaya, Commander Phone) as a complete bundle package (CPE, Rental and Maintenance  Voice and Data, Video conferencing, Mobile services, IP, Cloud and Hosted PBX  Wireless Broadband and Mobile Communication based on OPTUS Network.  Up-selling and Cross-selling to existing accounts on my Portfolio  Business Development and Acquisition in different territories of WA  Maintain Customer Relationship (Account Management)  WINBACK Sales from Competitors In between roles at M2 Commander from 2011 and 2014, I was Project Officer for Department of Housing WA representing the Project Management Office (PMO) practising in the areas of PRINCE2, Benefit Realisation and Change Management. This role also improved my skills in Stakeholder Management, building and maintaining Client relationships and creating solutions for clients and stakeholders. Before moving to my first role with M2 Commander in 2011, I was an entrepreneur of Telechoice (Retail Telecommunications). I had four (4) staff working under my responsibility. My responsibility at the store involved:  Sales of Telco products & services – Smart Phones operating under different Operating Systems  Local Store Marketing on a month-to-month basis  Management & Administration of the store  Staff Sales Training on up to date products & services  Staff management – keeping staff up-to-date on daily, weekly and monthly targets from the business.
  • 2.  Business Development and Portfolio Management outside the retail environment. Before my role as an entrepreneur at Telechoice, I was Account Executive/Account Manager for SMB Tier 1 at Telstra Corporate in Perth, WA. As Account Executive my role involved:  Account Managing to retain and grow the revenue performance of the assigned portfolio consisting of 238 customers with an approximate value of $800K of Sales  Developing and growing business relationships with customers at multiple levels within an organisation in order to meet and exceed business targets  The ability to gain a deeper understanding of my customers business and therefore implement specific solutions that meet the business requirements  Working within a dynamically highly successful team and enjoy building and maintaining relationships internally and externally within a very diverse environment  The ability to possess a positive can do attitude and enjoy celebrating success individually as well as part of a team
  • 3. Before my role as Account Executive, I was appointed as Associate Mobile Sales Specialist & Business Sales Consultant for Telstra Enterprise & Government. The Key most Important Competencies for this job role included:  Developing New Business with existing customers in the WA Government & Enterprise portfolio  Customer Focus and Problem Solving  Planning and Strategizing  Recognising Sales Opportunities within the State and Local Government Departments  Knowing Telstra’s Products and Services in detail  Understanding Service Standards  Meeting Customer Needs and Creating Solutions to Needs  Building Long-Term Relationships  Ensuring Quality Service  Teamwork  Results Driven In this role I also held the responsibility to demonstrate and present products and services for Enterprise & Government customers. This was an opportunity to maximize sales opportunities, maintain customer relationship, and demonstrate strong customer focus in face-to-face customer sales & service environment. During my time in this role I had the ability to resolve conflict situations and provide leadership. Skills Summary  Articulate communicator, able to build excellent working relationships.  Persuasive, motivated professional  Organised, innovative, a committed team player with the ability to motivate others.  Professional, hardworking and a willingness to accept responsibility.  Eager to learn and understand, adaptable to new environments.  Assertive, determined, self-motivated and conscientious, with an eye for detail. Professional Experience  Business Development and Acquisitions within in the IT and Sales environment  Development and implementation of sales, marketing and customer service strategies  Ability to deal with a variety of customers  Effective Teamwork  Achievement of:  Understanding Products and Services  Knowing Markets  Research and Development  Sales Negotiation Proficiency  Managing Work Processes  Sales Negotiation Proficiency  Handling Service Challenges  Expanding Customer Use of Products and Services
  • 4. C a r e e r S y n o p s i s 2 0 0 1 – 2 0 1 4  Account Executive M2 Commander (Mar 2014 – Current) Duties & Responsibilities:  Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors within the SMB.  Adjusts content of sales presentations by studying the type of sales outlet or trade factor.  Focuses sales efforts by studying existing and potential volume of dealers.  Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.  Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.  Recommends changes in products, service, and policy by evaluating results and competitive developments.  Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.  Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.  Provides historical records by maintaining records on area and customer sales.  Contributes to team effort by accomplishing related results as needed. Skills/Qualifications:  Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation Skills, Client Relationships, Motivation for Sales  Achieving 90-100% of monthly sales  Contacting existing Commander customers to maintain good customer service and develop new acquisition for the company  My Target at Commander was a CPE Target (Gross Profit) of $20K, and services target of 25x per month  Starting in March 2014 I made a CPE Target (Gross Profit) of $7.5K and services target of 11x per month  April to June I made an average CPE Target (Gross Profit) of $18.5K per month and an average services target of 17x per month
  • 5.  In July at the first month of the new financial made a CPE Target (Gross Profit) of $7K and services target of 17x per month  August to October I made an average CPE Target (Gross Profit) of $27K per month and an average services target of 28x per month  For the month of November 2014, based on Sales Pipeline closed and achieved I have made an average CPE Target (Gross Profit) of $4K so far and an average services target of 7x so far.  Project Officer – Benefits Realisation and Change Management, Department of Housing (Jun 2013 – Mar 2014) Accountabilities  Manage the benefits realisation process for a group of allocated projects, including identification, mapping, developing and implementing benefits realisation plans.  Establish and maintain effective stakeholder management with key stakeholders in the business areas, project teams and PMO during the process of undertaking benefits mapping to identify project benefits, identify change impacts of project outcomes, desired engagement levels and to address resistance.  Facilitate workshops to identify key benefits for projects, map benefits to strategic KPIs, develop Benefits Realisation Plans, assign benefits ownership, support the PMO with monitoring and reporting on benefits realised at key points, and training to develop stakeholder capabilities in the areas of benefits realisation and change management.  Supports project teams through the identification of change activities and costs required to ensure change management activities are planned and enacted to ensure the successful transition of project outcomes into “business as usual”.  Responsible for the effective leadership within project teams in the areas of benefits realisation and change management which may include managing and facilitating multiple work groups of internal and external resources  Assistance with the provision of effective benefits realisation and change management planning, work allocation, reporting and performance management.  Responsible for compliance with Government, agency and public sector policy and processes and facilitates education and awareness where appropriate.  Develops effective relationships with key stakeholders both internal and external to the Agency  Interprets strategic plans, provides guidance and direction to key stakeholders as appropriate. Skills/Qualifications:  Knowledge of PRINCE2, key Benefits Realisation and Change Management processes during the project lifecycle
  • 6.  Ability to develop strategic and innovative solutions to issues as they arise.  High level interpersonal, written and oral communication skills that support the ability to work effectively with multiple stakeholders from a range of backgrounds.  Demonstrated organisation and planning skills.  Demonstrated ability and experience in working in an autonomous manner within a team environment.  Demonstrated knowledge of Governance and compliance methodologies for Projects/Programs (PRINCE2)  Account Executive M2 Commander (Sep 2011 – May 2013) Duties & Responsibilities:  Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors within the SMB.  Adjusts content of sales presentations by studying the type of sales outlet or trade factor.  Focuses sales efforts by studying existing and potential volume of dealers.  Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.  Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.  Recommends changes in products, service, and policy by evaluating results and competitive developments.  Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.  Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.  Provides historical records by maintaining records on area and customer sales.  Contributes to team effort by accomplishing related results as needed. Skills/Qualifications:  Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation Skills, Client Relationships, Motivation for Sales  Business Development, Sales Manager/Owner TeleChoice
  • 7. (May 2010 – Aug 2011) Accountabilities:  Management of the Business Administration & Finance (use of MYOB Payroll)  Responsible for recruiting & coaching staff, and developing & ensuring that the Stores business and Revenue objectives are met.  Building a team with a strong sales focus.  Creating a culture and strategy of selling mobiles devices and data services representing the Optus & Virgin network  Revamping HS&E within the kiosk  Effective Floor Management of staff and kiosk traffic  Maintenance of daily and weekly Visual Merchandising (VM) of the kiosk  Leadership and Management of Retail Sales Consultants in the area of sales, customer service, expenses, gross profit, visual merchandising, general administration and inventory management.  People Management Skills - Manage the performance of staff (active daily day-starts with staff)  Account Executive Telstra Business – SMB Tier 1 (Jan 2009 to Jul 2009) Accountabilities:  Achieving my set revenue and sales targets for assigned customer portfolio  Expected to follow each opportunity from uncovering opportunity, qualifying sale, sending proposal, sale closure, provisioning and revenue captured in my portfolio.  Delivering positive YTD revenue across the portfolio of customers and increasing the level of multi product holdings  Ensure agreed product targets are met and exceeded  Ensure that I develop and implement a strategic Portfolio Plan with input from my Account Management Team. Specific Accountabilities: This role is directly accountable for achieving Telstra Business annual revenue targets as detailed in my KPI’s relative to our portfolio and any other financial targets such as sales, revenue and incremental sales Customer and Product Accountabilities:  Achieve a Sales Target each Month of $67,422 consisting of Data and Network (Connect IP, T-Suite Applications – representing the Telstra IT sector), Fixed Line Voice, Mobile Voice Connections & Incrementals, and Mobile Data  Achieve Positive Net Customer Churn YTD  100% customer coverage every 6-7 weeks
  • 8. Specific Capabilities: My ability to clearly articulate myself and present a professional approach is crucial both over the phone and face to face:  Highly developed interpersonal and communication skills  Ideally, a self starter with high level of motivation and ability to learn and develop  Proven solution selling and value selling skills  Strong Commercial / Business acumen skills, with an ability to discuss strategic business requirements and the ability to apply solutions in proposal form.  High degree of stakeholder management capability to effectively manage a virtual team Particular Competencies & skills learned and developed as an Account Executive/Account Manager:  Demonstrated ability to accept feedback and take action to build a successful team and provide truly integrated solutions  Extensive experience interacting with a broad range of functional areas and managerial levels, especially with Senior Executive levels  Strong interpersonal skills to achieve collaborative outcomes through an influencing style  Suffienciently independent, self-supervising and equally collaborative to work with closely with peers and other stakeholders  Proven ability to build senior level relationships, present and communicate with executives at all levels  Proven ability to create and execute competitive strategies to grow and turn around a business.  Associate Mobiles Associate & Business Sales Consultant Network Products & Services – WA Telstra Enterprise & Government (Apr 2007 to Jan 2009) Accountabilities:  Account Management, Telemarketing, Telesales, On Line Sales, and Business Development of my existing Portfolio.  Recommend the suitable applications, services, devices/hardware based on customer requirement and correct solutions  Manage customer relationships and ongoing development of relationships to achieve customer satisfaction - Establish and maintain effective working relationships with peer groups and key internal stakeholders  Achieve Revenue and Sales Objectives  Ensure sales are delivered and all system-generated reports are actioned as required  Provide quality advice based on the technical knowledge
  • 9.  Demonstrations as a Hardware Specialist in Mobile and Wireless Devices  Maximising sales and revenue opportunities within my customer base/portfolio  Build and maintain the ongoing relationships (long-term) with my customers to ensure their satisfaction, and my role also involves a need to ensure all sales opportunities are identified and delivered Important Behaviours demonstrated effectively in my role:  With the mobiles sales team, I always uncover the customer’s needs, wants and negotiable issues.  I always provide support to the customers team throughout implementation of the solution  Technical Support of products and services and hardware applications  Creating effective resolution for each service request that matches customer requirements  Before face-to-face meetings with customers I always prepare for a sales negotiation by developing a thorough strategy.  Linking the features of our products and services to the customer’s needs.  Making the customer understand the basic pricing structure in order to explain costs effectively to customers  Identifying opportunities for additional products and services and making appropriate recommendations during meetings or discussions over the phone  Listening actively to the customer’s situation and needs versus providing information about products and services.  Exploring different options for meeting a customer’s need before advocating a specific solution.  Making an organised presentation of solutions with benefits tied to customer needs.  Keeping the customer informed of trends, new technologies, and other issues that are relevant to their business  Teamwork - Determining effectively when to handle a service request directly and when to involve others  Approaching the service interaction by keeping the customer’s perspective and point of view in mind  Using probing questions to pinpoint customer needs and expectations  Asking if customers are satisfied at the conclusion of every service interaction  Creating effective solutions that balance a customer’s multiple needs  Drawing on associates’ expertise and ideas to develop innovative customer solutions  Taking responsibility to initiate formal customer complaints when necessary and partnering effectively with others in the organization to ensure that issues are resolved  Building assurance that I can and will meet the customer’s needs  Gaining access to executives in the customer organization Key Achievement:  Awarded by Convergent Sales & Solutions WA, and Telstra Enterprise & Government WA for work contributions during the CDMA Migration 2007/2008
  • 10.  Highest achieved SIOs migrated from CDMA to Next G – 11,000 SIOs (Jul 2007 to April 2008)  Assistant Retail Sales Manager (May 2005 to Mar 2007) Responsible for:  Responsible for recruiting & coaching staff, and developing & ensuring that the Stores business and Revenue objectives are met.  Assisted Sales Manager in building a team with a strong sales focus.  Resolve conflict situations and build effective teamwork  Assisted Sales Manager in creating a culture and strategy of selling mobiles devices and data services representing the NEXT G network  Assisted Sales Manager in revamping HS&E within the kiosk  Effective Floor Management of staff and store traffic  Maintenance of daily and weekly Visual Merchandising (VM) of the store  Leadership and Management of Retail Sales Officers in the area of sales, customer service, expenses, gross profit, visual merchandising, general administration and inventory management.  People Management Skills - Manage the performance of staff (active daily day-starts with staff)  Achieving and exceeding various sales revenue targets & KPI  Ensuring strong customer service are delivered  Business Development Manager – IT Solutions (Aug 2001 – May 2005) Responsible for:  IT Recruitment of IT specialists for outbound organizations  Preperation and Execution of Tenders  For the day to day running of the IT sales team  Identify and satisfy training needs for sales staff in areas of customer service, staff motivation, product knowledge and quality assurance to assist in achieving and exceeding sales targets  Ensuring correct standards of customer service are delivered  Analysis of Marketing Capabilities and formulating strategies for pricing, distribution and promotion of services and products  Gathering Competitive Intelligence  Meet with the Managing Director and other Senior Management to initiate, recommend or support quality related ideas and solutions within the company in areas of marketing, sales and after sales support/service  Conducting employee performance
  • 11.  Sales in Website Design, Planning, Development, Maintenance & Support, and Management of IT Solutions  Knowledge in Managed Services/Hosted  Knowledge in Cloud Solutions/Hosted Key Achievements:  Sales Specialist of Customised IT systems marketed as on-shelf IT products. For example: Retail Enterprise Management  Web Based Enterprise Integrated System  Manages Point of Sale (POS) and Inventory Control  Language - Java J2EE  Operating System – Windows Platform Customer Relationship Management (CRM)  Customer Management Excellence  It involves using technology to organize, automate, and synchorize business processes (e.g. Sales Activities, Marketing, Customer Service and Technical Support  Language – PHP  Operating System – LINUX  Operating on CLOUD & Hosted Solutions  Providing IT Recruitment for companies in WA  Continuous revenue from one customer (8 locations) providing on-going services in IT systems development, and maintenance & support from Dec 2001 to May 2005  Website Design, Planning, Development, Maintenance & Support, and Management of Small to Medium sized businesses in WA.  Tender projects – Web Design, Planning, Development, Maintenance & Support, and Management of IT Solutions C r e d e n t i a l s  Bachelor of Commerce - Double Major in Management & Marketing Curtin University, Bentley WA  Associate Diploma in Commerce Australian Institute for University Studies, Joondalup WA  Associate Certificate in Commerce Australian Institute for University Studies, Joondalup WA C E R T I F I C A T I ON S ( A c h i e v e d )
  • 12.  APSS E_Certification in Avaya IP Office  APMG Certification in PRINCE2 (Foundation)  APMG Certification in Benefits Realisation (Foundation) C E R T I F I C A T I ON S (O n g o i n g )  ITIL V3 Foundation for IT Service Management 2011 - IT Service Management provides a single platform to manage service and IT asset processes across the entire scope of an enterprise.  Certified Associate in Project Management (CAPM) - This certification validates my knowledge of project management processes and terminology. I’ll gain an understanding of the Project Management Body of Knowledge (PMBOK®), which is highly valued across many industries.  Microsoft Certified Professional (MCP) – This will keep my technical skills relevant, applicable, and competitive within the workforce. This course is recognised worldwide make me more competitive in the job market Memb e r s h i p s a n d A f f i l i a t i o n s  Vice President Student Guild Australian Institute for University Studies  President International Student Council Australian Institute for University Studies  Representative for Student Guild Australian Institute for University Studies National Liaison Committee of Western Australia  President Malaysian Students Association of Australian Institute for University Studies A w a r d s  CDMA Migration Certificate of Appreciation Telstra (Corporate Sales & Fulfilment – WA Sales Team)  Work Group Award Telstra (Telstra Enterprise & Government)
  • 13.  Certificate of Appreciation Curtin University of Technology  Appreciation of Support National Liaison Committee Western Australia
  • 14. R e f e r e n c e s  Jeff Brown – Sales Manager – M2 Commander Contact: 0418 338 333 / jeff@salaconsulting.com.au  Dave Fyfe - Group Manager WA - Telstra Enterprise & Government (currently Executive Manager - Western Power) Contact: (08) 9326 6886 / 0457 548 435  Monish Paul – Partner – Deloitte Consulting Contact: (08) 9365 7294 / 0414 743 085  Mustafa Basher – Project Manager – Department of Housing Contact: (08) 6217 6229 / 0427 861 709  Adam Noall – Director – M2 Commander (currently Territory Account Manager – Avaya, Sydney) Contact: 0448 212 121 / noalla@avaya.com  Timothy Balakrishnan – Systems Engineer – Curtin University of Technology Contact: (08) 9266 4715 / 0423 433 677