Melvin Thomas

Experience

• 

  Hindustan Lever Limited

  Aug 2001 - Jan 2003

  Sales Cordinator South India

  Handled the largest Continuous Relationship Management program for HLL Wholesalers in India called Vijeta

• 

  M/s Jumbo Electronics Co. Ltd. LLC

  Jul 2003 - May 2007

  Key Account & Category Manager

  • Responsible for the PlayStation category for the UAE region, including Jumbo Showrooms, Power retailers, and trade and export market. • Achieved an overall growth of 113% for the year 2003-04 on PlayStation 2 consoles.• Streamlined Inventory management that ensured a reduction in aging stocks by 40%.• Monthly presentations to SONY Gulf to provide them with market update and discuss future marketing strategies.• Organized GT4 Nissan Championship with a turnout of over 7k visitors in UAE for gaming competitions.• Planned and implemented the launch of the most successful games on PlayStation. Show less

• 

  Microsoft

  Jul 2007 - now

  • Built a distributor partner network that drove sales in the region. • End to End management of regional distributors and channel partners to achieve the aligned set of targets for revenue, reach, product mix and profitability.• Enhanced current business model & implemented processes to improve efficiency & productivity for teams.• Oversee the design and implementation of regional partner marketing plans to ensure business impact• Responsible for retail sales, distributor management, business planning and go to market strategizing.• Key Player in scripting the strategic business partnership, to sell and support the complete range.• Identify & develop a virtual team within the distributor to serve as business and functional advocates.• Drove specific revenue goals, to meet or exceed Surface, Xbox, PCA, Office and Windows device targets.• Develop and land regional pilot tactics, sharing best practices. Drive readiness & enable resources for partner teams. • Drive channel breadth initiatives through Distributor & Frequency and Yield metrics.• Orchestrated the cross-team collaboration with partners to drive successful closure of end customer promotions. • Enhance end to end shopping experience in both physical and online environments.• Built digital capability, transforming our partners “Retail Pro” community into an army of evangelists.• Formulated and deployed action plans with Key Accounts and Dealer Sales Managers to improve visibility and increase sales across the Gulf. Show less • Double-digit revenue growth for Kuwait and Qatar.• Conducted weekly pipeline reviews with internal v-teams and bi-weekly cadences with partners to review pipeline and monthly and quarterly performance reviews against forecast and targets.• Forged strong relationships with distributors across countries to drive MNA, local and other 3rd parties.• Devised new GTM strategy and collaborated with managed distributors and resellers to develop account plans with clear and aligned priorities, KPIs, execution and investment plans. • Windows device assortment & sell-through while increasing attachment of Microsoft software and services. • Collaborated closely with multinational partners to execute joint GTM strategies and marketing plans.• Deliver PC sales strategy along with MNA partners in YAG to improve Office business with hard attach and other initiatives. • Led a successful transition to digital distribution with 25% of revenue driven through ESD by end of H1. • Launched corporate programs, & customer marketing campaigns & events • Stayed updated on partner's strategy, business priorities, investments, execution and to measure performance. • Help build a broader vision, strategy, and plan to manage the transition of X-cite to the top 2 accounts in the region.• Lead regional efforts in improving the effectiveness of integrated marketing communication. Developed processes to improve distributor engagement.• Move X-cite to 100% ESD account and drive 30% Office attach by the end of 2020.• Drove & created opportunities on new channels & new partners, especially with Telcos & tier 2 partners.• Delivered the move to modern campaign & transition across retail partners to gain market share.• Led digital transformation & developed digital and omnichannel partner capabilities across categories. Show less • Created a seamless virtual team to provide effective engagement to our partners in line with the "ONE" Microsoft strategy.• Mapped the MEA partner ecosystem to identify, recruit, develop, enable, and manage selected partners that met a predefined set of criteria.• Positioned the Microsoft brand as the dominant leader within the individual counters achieving up to 45% growth in 2014.• Conducted weekly pipeline reviews with internal v-teams and bi-weekly cadences with partners to review pipeline and monthly and quarterly performance reviews against forecast and targets.• Renewed focus on world class account planning, improving operational excellence.• Ensured growth for Windows devices across retailers through accountability on partnership commitments.• Achieved business excellence across GCC by driving partner seasonal promotions.• Gathered data insights and further drove business performance.• Finalized Disti mapping across product categories, maximized coverage, and drove strong SI/ST plans for the Xbox One launch.• Worked closely with the C&C compliance team to assess and address risk.• Drove improved NSAT process for Gulf and ensured all stakeholders have visibility on the bottleneck. Show less • Gained insight and knowledge of governing the retail and distribution sales business and orchestrated a seamless operational symphony between the two.• Achieved a 30% growth on Microsoft SDA business in Q3 FY 2010.• Core sales and marketing focus that drove attainment of specific revenue targets, exceeding IEB and SDA revenue goals. • Aligned rebate programs in line with Global Role Leader guidance to drive pay for performance at Distributors.• Created compelling business expansion solutions & strategies that capitalized on the distributors’ strengths.• Developed quarterly marketing plans with distributor and Microsoft Partner Marketing Group to execute secured budgets on Sales Engagements/Strategic Initiatives.• Conducted training, and readiness programs using Microsoft resources both distributor and downstream VAR partners. Show less • Accountable for sales of four diverse product categories including Gaming (Xbox 360), IT hardware (Microsoft peripherals), Software (Windows Vista, Office 2007, Mac office) and Mobile phones (Windows Mobile) encompassing over 200+ products.• Part of the special team in the strategizing and planning for the commercial launch of Windows 7 OS.• Positioned the Microsoft brand as the dominant leader achieving up to 35% growth in 2009.• Achieved a 300% growth on Microsoft Office in 2009.• Providing leadership to facilitate Divisional sales growth to AED 33 million in Annual Sales revenue. • Enhanced partnership business plans which resulted in more predictable financial outcomes for the retail partner.• Initiated a customized partner readiness program to regularize partner trainings.• Conducted meetings with senior management of retailers and partners to reinforce the value of our relationship and to establish Microsoft as an irreplaceable partner.• Monthly sales forecasting and competitive analysis to determine product performance levels and the need for developing tailor made promotion for specific retailers.• Maintained a steady revenue growth of 50% over a two-year period. 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  • Regional Distribution Manager (GCC)

    Mar 2022 - now

  • Senior Partner Account Manager (GCC)

    Mar 2017 - Feb 2022

  • Senior Partner Account Manager (Gulf)

    Jan 2013 - Mar 2017

  • Distribution Manager (Gulf)

    Jan 2011 - Dec 2012

  • Retail Account Manager

    Jul 2007 - Dec 2010