Expert Details
FMCG Sales, Sales Strategy, P&L Management, Trade Marketing, Channel Management, Go to Market Strategy, Sales Automation & Diverse Team Management
ID: 739434
India
A people-centric leader with proven track record of P&L management, building high performing teams, led performance turnaround of various unprofitable or marginally performing channels, customers and categories, articulating long and short-term objectives and creating bold strategies backed by data driven decisions and strong execution.
Expert takes pride in taking up new ideas and taking business to disruptive profitable growth in a short span, through providing thought leadership, building strong diverse teams.
Areas of Expertise:
- Channel Sales & Strategy
- Trade & Customer Marketing
- Innovation & Process Excellence
- Sales Development & GTM
- People Management
- Shopper Marketing & Activation
- Customer Management
- Budget& Cost Management
- Demand sensing & forecasting
Core Competencies:
• Formulating Long / short term strategic business plans, conducting negotiations & trade marketing operations thereby achieving increased sales growth across channels & geographies at improved ROI.
• Steering sales operations leadership to achieve top line objectives & ensure profitability.
• Effective channel partner management & motivation, resulting in deeper market penetration & reach – width & depth of distribution (Program development & management).
• Conceptualizing & implementing sales promotional activities & customer marketing plans for market share growth.
• Recruiting, mentoring, &managing people for high performance.
• Shopper behavior understanding &influencing shopper behavior at point of sales.
• Conceptualizing & creating sales & distribution network across various markets pan India.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2005 | Degree: MBA | Subject: Marketing & Finance | Institution: Symbiosis Institute of Business Management, Pune |
| Year: 2002 | Degree: Bachelors (Hons) | Subject: Communications | Institution: Banaras Hindu University (B.H.U), Varanasi |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2022 to Present | Employer: Undisclosed | Title: VP B2B Business | Department: B2B |
Responsibilities:Leading the Sales (Trade and EBO channels) to Deliver Revenue Budgets, Expansion, Channel Partner Management & Inventory. Creating a healthy product portfolio with right product, pricing and range. Responsible for controlling discounts and channel margins, Ensuring Credit and Commercial Control. |
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| Years | Employer | Title | Department |
| Years: 2020 to 2022 | Employer: Nivea India | Title: Associate Director – International Business | Department: |
Responsibilities:Managing P&L responsibility for Nivea business for SAARC countries (Bangladesh, Nepal & Sri Lanka) as a part of India market unit Management Team.Key deliverables as below: • Managing P&L for the BU including Topline generation, pricing strategy, investment planning, Gross Margins, Resource & cost management. • Responsible for portfolio strategy & marketing investments • Market development, GTM strategy & distribution setup. • Driving digital agenda with special focus on evolution of e-commerce channel in respective countries & consumer acquisition through digital media. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2020 | Employer: Nivea India | Title: Head – Shopper & Customer Marketing | Department: |
Responsibilities:Heading the S&CM (Trade/customer marketing, Sales development (Productivity and efficiency of Sales Teams with optimum ROI), Channel Strategy - GTM & Channel Programs, Shopper Marketing, POSM & BA channel, Sales Automation (DMS, SFA & BI) function through direct reporting team of 10 members. Leading initiatives to drive shares & distribution (numeric & weighted), deliver better channel margins and deliver growths ahead of categories across channels, RGM planning & execution. |
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| Years | Employer | Title | Department |
| Years: 2013 to 2015 | Employer: Nivea India | Title: Regional Head | Department: |
Responsibilities:• Responsible for Sales & Distribution of Nivea products in West region• Top line & bottom line delivery & growth in the region • Channel management, key account & network expansion • Manage the region as a profit center & meet revenue & growth objectives successfully • Set up the sales team & be an effective leader to ensure optimal performance |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2020 to 2022 | Country / Region: Bangladesh, Nepal, Sri Lanka | Summary: Managing P&L responsibility for Nivea business for SAARC countries (Bangladesh, Nepal & Sri Lanka) as a part of India market unit Management Team. |
Career Accomplishments
| Awards / Recognition |
|---|
| ▪ Awarded GOLDEN TROLEY, award for best POSM activation globally in Beiersdorf (2 years) ▪ Received special MD’s Award for exemplary contribution in setting up & scaleup of sales & distribution infrastructure for NIVEA India (2 years) ▪ Spearheaded GLOBAL Instore activation Strategy formulation for Beiersdorf for GT. ▪ Received special Innovation award in Near East Region for sales automation initiative. ▪ Received prestigious BLUE KNIGHT award for exemplary contribution to Nivea India (3 years) ▪ Scaled Beauty Advisor (BA) channel from 100 BAs to 1500 BAs, with end-to-end real-time sellout & productivity data automation. ▪ Received CEO’s appreciation letter for Revamping Rural GTM strategy for accelerated business growth for Marico ▪ Nominated as the BEST METRO ASM MARICO ▪ Highest business growth RM area for pan India. |