Aug 2021 – Feb 2025 · 3 yrs 6 mos

• Leading the fastest-growing as well as the most critical channels for BIC - Modern Trade, E-commerce, Institutions and B2B
• Responsible for delivering topline and bottom line along with developing and executing winning sales strategies
• Delivered FY 2021 Stretch Targets for Alternate Channel at 100.4% Achievement
• Executed Portfolio optimization across channels post GST change in Oct 2021 with razor-sharp focus on relevance and profitability, ensured no impact on overall Gross Profit even after GST change of 6% and average COGS increase of ~12%
• Improved sales forecasting accuracy by ~120% through rigorous collaboration with Demand Planning Team
• Closely working with BIC’s Centre of Excellence for sharing & implementing global best practices in E-com and Modern Trade
• Attended " The Complete Skilled Negotiator" residential 4-day workshop conducted by The Gap Partnership at Dubai, UAE

Jan 2020 – Jul 2021 · 1 yr 6 mos

• Spearheading B2C & B2B Modern Trade business, provide strategic and operational leadership to MT team
• Lead KAMs to deliver business goals, develop/maintain long-term strategic relationships with key accounts
• Planning and executing Marketing activities like Visibility, Promotions for existing as well as new accounts
• Conceptualised & revamped complete Front-end structure of Modern Trade leading to 20% sales growth
• 1.2X growth in number of MT doors with BIC-Cello’s visibility elements along with 13% cost optimization
• Implemented robust system-driven tracking and reporting mechanisms for key retail metrics like OSA, SOS
• Developed MT-relevant portfolio in collaboration with Marketing leading to ~25% incremental growth
• Closely working with BIC’s Centre of Excellence for sharing and implementing global best practices in MT
• Led Cross-category visibility in top accounts during COVID-19 period, leading to 37% growth for selected SKUs
• Increased overall Omni-channel contribution through best-in-class content, promo and visibility activations

Apr 2018 – Dec 2019 · 1 yr 8 mos

• National E-Commerce lead. Additional responsibility of handling South Zone Institutional (B2B) business.
• Kick-started E-Commerce business from scratch, responsible for distribution expansion in various E-com platforms, key account management, portfolio and content management, promotion and visibility campaigns
• Lead generation and key account management of B2B (Institutional) accounts in South Zone
• In-charge of designing and implementing new Route-to-Market (RTM) and Sales structure of Office Supply channel, identified as one of the key business growth drivers for 2020. Deep market research of current Office Supply channel to identify gaps and inefficiencies.
• Over-delivered E-com FY 2018 target at 178% Achievement, delivered Institutional target as well
• Selected for BIC’s 12-month long “Global Mentoring Program 2019”, an initiative to prepare next generation of leaders. Currently mentored by International Marketing Director – Middle East and Africa
• Selected 3 years in row by BIC leadership as beneficiary of “BIC Standard Share Plan” for consistent exceptional performance
• “Gladiator of Gladiators” Award in Q3 2018 for best business performance nationally across all zones

May 2016 – Mar 2018 · 1 yr 10 mos

• Managed various projects related to Sales and Distribution, Sales related Business Analytics and Channel Management, reported to Sales Director
• Business Analytics: Set up a full-fledged Analytics division from scratch; hired and trained all-India MIS team
• Identified key metrics to be reported; created dashboards for structured reporting of business data and insights
• Channel/Salesforce Management: Designed and implemented highly successful innovative incentive and loyalty programs for pan-India Channel partners and Sales team
• Ensured smooth transition of DMS & data during massive Salesforce reorganization, GST implementation
• Identified by BIC Leadership and Management as top performer of the year
• 2016 Winner for BIC value Ingenuity; 1/24 among 17,300+ employees globally – Sole winner from India

May 2015 – Apr 2016 · 11 mos

• Induction across various functions including Sales, Marketing, Finance, SCM & Manufacturing. Managed and executed various Sales & Distribution projects, Directly reported to CEO
• PROJECT KHETI - Optimize S&D strategy for boosting business through existing key channels & development of alternate sales channels, improve visible distribution by redefining Route-to-Market structure (Pune as pilot town)
• Achieved 34% increase in Company Sales YOY in Pune during Aug’15 –Mar’16 (Project Kheti operation months)
• Led extensive visibility distribution drive, achieved increase in Dealers per Lakh (DPL) to 60 from 25 in a short span of 3 months
• Classified all outlets into 3 buckets, defined and implemented separate S&D strategy and product assortment optimized according to respective bucket
• Analyzed salesforce skills & channel-wise salesforce requirement followed by hiring, optimized allocation & training
• Mapped & redefined Distributor area as per detailed ROI analysis, consolidated distributors from 13 to 9, merged 2 divisions (CP & CS) into 1 (CPS)
• Implemented standard sales call process according to outlet category, achieved productivity increase of sales call from 24% to 45%
• Initiated “Salesperson of Month” award, designed and executed daily scoreboard for continuous performance evaluation of Sales team
• PRIMARY PACKAGE PROJECT – Implementation of Distributor Management System (DMS) at 56 Superdistributor points across India enabling real time visibility & analysis of primary sales/trends/inventory & control of critical parameters by Cello
• Single Process Owner from BIC-Cello: Developed, implemented & managed entire project from scratch
• Enabled visibility of Primary Sales and Superdistributor Inventory for 100% of Domestic business from 0% visibility
• Developed robust Scheme management system, 100% elimination of Scheme Leakage at Primary Level
• Received special award for successful execution of project in record time ahead of specified schedule

Apr 2014 – May 2014 · 1 mo · Bangalore

• Strategy and Business Development
• Developed Bosch's go-to-market strategy for two-wheeler (2W) automotive component segment in Emerging Markets; did in-depth analysis of Indian two-wheeler industry
• Received excellent feedback from mentor for outstanding performance during internship
• Proposed two new products in 2W automotive domain along with their market entry strategy; Conducted detailed market research, competitor analysis, comprehensive financial analysis and market projections

Jul 2010 – Jun 2013 · 2 yrs 11 mos · Jamshedpur

• Design, modification, improvement of electrical system of construction equipment, 8 machines worth 7.6 crores
• Sole Design Lead - Electrical of Rs 4.3 cr dumper EH 1700, Rs 80 L dumper EH 600, Rs 38 L compactor X3
• Project Lead – Electrical, EX 200 Project, one of THCM’s most critical projects - led to increase in market share of EX 200 by 16% and regaining of market leadership in 20T excavator segment within 6 months
• Instrumental in cost-cutting projects across various machines, average aggregate annual cost impact of Rs 40 lakhs
• Daily Analysis of electrical problems in shop floor & field, provide solutions, implement design changes
• In-charge of all electrical-related development activities of prototype machines right from design to testing
• Youngest Lead member, Cross-Functional High Level Strategic Team for EH 1700, directly reported to VP