Shankar Valiathan

Expert in new business development and major market expansion. MBA with 30 yrs of sales & mktg experience in different industries like tyre/telecom/consumer durable. Combine entrepreneurial drive with business-management skills to drive gains in revenue, market share and profit performance.

Communicate a clear, strategic sales vision, effectively training and coaching both veteran and junior sales team members. Cultivate excellent relationships with new prospects and existing customers. Turn around lagging operations and prepare companies for fast growth and profitability.

PUF Business Head - NILKAMAL

(2025)

Currently heading the PUF business in NILKAMAL

National Sales Head - DUROFLEX

(2021-01 - 2025-12)

Heading PUF sales operation in duroflex from 2021 -2025. Handling a team of regional managers/ASM/SE along with a robust distribution network consisting of distributors, retailers and influencers.

• Built robust distribution network in west of 55 distributors and 1000 retailers
• Business scale up from 25 cr to 100 cr
• Premium grade foam sale contribution 25 %
• Developed a strong dedicated &commited team of RMs/ASMs/SEs

National Sales Head - KURLON - BANGALORE

(2018-01 - 2021-12)

Advanced to National Sales Head role to serve as a key member of executive team, developing sales &marketing strategies for Polyurethane foam, mattress, and EPE business. Direct a team of 14 Regional Sales Managers and their respective staff (approximately 60 employees). Formulate marketing, brand planning and business-development strategies to drive revenue growth.

• Revived struggling business operation in weak markets to a turnaround success story. Revamped pricing strategy, implemented effective promotional strategies, trained a high-performance sales team and helped boost corporate image.
• Launched low end mattress under TOPSLEEP brand across India in 3 variants. Achieved monthly sales volume of 10000 nos in 6 months. Introduced new products in B2B segment and doubled sales revenue in one year.
• Polyurethane Foam business grew 20 % . Outsourcing partner developed for new products. Achieved exponential growth of 30 % in super high end and high end variety.
• Achieved Star Performance Award for three consecutive years for outstanding sales results, collection, and franchisee development and building a robust distribution/dealer network. Rewarded foreign trips.
• Established a competitive sales force by offering aggressive compensation, desirable benefits packages and performance-driven sales-incentive programs.
• Improved sales policies and practices. Defined the sales cycle, created accurate job descriptions and developed standards for customer relationship management.

Regional Sales Manager - KURLON

(2014-01 - 2018-12)

State Manager - KURLON

(2011-01 - 2014-12)

Associate Vice President (AVP) - BHARTI AXA LIFE INSURANCE - AHMEDABAD

(2009-09 - 2011-10)

Setting up direct distribution channel (urban/rural towns) for insurance business in Gujarat. Handling team of 150 employees of BMs/SO/FOS also managing a network of 1000+ partners.

• Gujarat was the top state in terms of revenue and policy sold. Had the distinction of appointing maximum channel partners from Airtel telecom business to Bharti Axa insurance business partners thereby giving them a new opportunity for business growth.

Sales Head (PCO business) - RELIANCE COMMUNICATION LTD - NAGPUR

(2008-03 - 2009-09)

Heading PCO sales operation in vidarbha region. To streamline, consolidate distribution network in urban towns and major expansion in rural markets. Ensure adequate infrastructure availability at distributor points. Regular BTL activities conducted for new acquisitions and revenue growth.

• Confidence grew among distributors and retailers as adequate sales and service support provided by team helped in achieving the gross acquisition and revenue target. More PCO terminals were in active mode and generating revenue for the company.

Regional Vertical Head - ZICOM - AHMEDABAD

(2007-11 - 2008-03)

Was instrumental in setting up ZICOM business operation in Gujarat right from scratch. Appointed distributors, franchisees in the state for business development. Recruited and built a sales team of ABMs, engineers and BOs for driving sales and after sales service.

• Distributors (6 ) and Franchisee outlets (8) were appointed in 90 days after the launch of ZICOM operations in Gujarat. In the first year of operation achieved a sales turnover of 3 cr which was highest in the country. Promoted as Regional Vertical Head.

State Head - ZICOM - AHMEDABAD

(2006-01 - 2007-11)

Cluster Prepaid Head - RELIANCE INFOCOMM LTD - RAJKOT

(2004-01 - 2006-01)

Appointed DSAs and expanded distribution network in Saurashtra region. Handled a team of 10 FOS. Appointed franchisees in potential towns of Saurashtra for telecom products. RIM brand shops opened in unrepresented areas.

• Boosted sales turnover from 26 cr to 30 cr in the territory. Achieved 12 % and 15 % sales growth in first and second year. Managed in getting Nokia priority dealers (NPDs) to promote CDMA handsets.

City Sales Manager - RELIANCE INFOCOMM LTD - RAJKOT

(2003-05 - 2004-01)

District Sales Manager - MRF TYRES - KANPUR

(2000-04 - 2003-04)

In charge of overall sales & service operations of Kanpur depot. Heading a team of sales officers and TSEs . Responsible for expanding dealer, franchisee network and appointing more and more fleet owners for truck tyres. Responsible for achieving AOP for truck and non-truck tyres.

• Profit in 2 wheeler and 3 wheeler tyres increased to desired level. Successful launch of new brand of truck and tractor tyres in the districts. Truck tyre sale grew by 20 % in the first year. Sales turnover increased from 12 cr to 15 cr in 3 years. In UP state max T & S franchisee outlets were opened in Kanpur depot.

Branch Manager - FENNER (INDIA) LTD - JAIPUR

(1998-03 - 2000-03)

Responsible for business development of V belts and automobile products in Rajasthan and achieve the annual sales target.

• Sales increased from 6 cr to 8 cr in 2 years. Had more than 100 dealers selling Fenner brand V belts in Rajasthan which was the highest in north India. Collection was under control which improved the cash flow and more dealers were getting billed every month. In 2 years was promoted as Branch Manager.

Area Sales Manager - FENNER (INDIA) LTD - JAIPUR

(1996-10 - 1998-03)

Area Sales Manager - ESSAE TERAOKA PVT LTD - AHMEDABAD

(1992-10 - 1994-09)

Was given the responsibility to start the company operation in Ahmedabad and slowly expand to other cities in Gujarat. Opened branches in Baroda and Surat. Responsible for developing sales of electronic weighing machines for industrial and retail applications in Gujarat. To generate sales through direct selling and by appointing sales executives in different markets/towns. Team of sales executives and service engineers recruited for growth of business in Gujarat.

• Had the distinction of selling 100 nos electronic weighing machines in a year in the first year of operation. Launched new machines for retail applications like kirana store, sweet shops etc. From sales trainee was promoted to ASM .

Sales Trainee - ESSAE TERAOKA PVT LTD - AHMEDABAD

(1989-12 - 1992-09)

BA - ECONOMICS - KAKATIYA UNIVERSITY (1988)

MBA - MARKETING - DEVIAHILYA UNIVERSITY (1996)