Jun 2020 – Jul 2023 · 3 yrs 1 mo

• Headed B2B Sales, Pan India. Part of DealShare Top Management Leadership Team.

Jun 2020 – Sep 2021 · 1 yr 3 mos

Nov 2017 – Jun 2020 · 2 yrs 7 mos · LAGOS, NIGERIA

• CHI LIMITED (Subsidiary of Coca Cola) as Head – Sales Automation & Analytics, Lagos, Nigeria
• (Period: Jan’19 to May’20)
• Market Leaders in Juices, Yogurt Beverages & Evaporated Milk categories in Nigeria
• Heading Sales Automation at Pan Nigeria Level
• Sales Automation includes Distributor Management System (ERP) & Sales Force Automation through Handheld’s
• Spearheading Conceptualizing, Solutioning, Implementing and Managing Business technology-led interventions in Sales & Distribution function.
• Business & Data Analytics to augment growth through Productivity Measures
• RTM function (Channel Development, Market & Outlet Coverage planning, Infra Development, Cost of Sales optimisation
• CHI LIMITED as GM, Trade Marketing & Distribution – West Region, Nigeria
• (Period: Nov’17 to Dec’18)
• Handled TM&D responsibilities as GM for West Nigeria Region for Sales & Operations.
• West Nigeria Included 5 Branches & 7 States (Excluding Lagos)
• Headed all Categories (JNSD & Dairy) across all Channels (GT, MT & HoReCa)
• Responsible for Top Lines, Cost of Sales, Growth in Market Shares & Distribution parameters
• Customer Relationship, Supply Chain & Environment Management
• Reported to Director Sales & lead a team of 500 Plus Direct & 3rd Party Resources

Aug 2016 – Nov 2017 · 1 yr 3 mos · Bengaluru, Karnataka, India

• Online B2B platform for Small Retailers; with end to end solution from Order Taking to Delivery

Aug 2015 – Jul 2016 · 11 mos · Bangalore, Head Office

• * Headed Toiletries (Personal Care Business) – Buying & Merchandising (Pan India). Responsible for Sales, Income (RGM) & % Income Margins growth

Jun 2013 – Jul 2015 · 2 yrs 1 mo

• Handled Trade Marketing and Distribution (TM&D) responsibilities as Branch Manager for the state of Gujarat
• Headed all Categories (Cigarette, Foods, Personal Care, Agarbatti and Matches) across all Channels - General Trade (Pan Shops, Grocery, Wholesale, Premium Grocery Retail, Chemist and Cosmetic), Modern Trade, HoReCa, Institutional Trade for State of Gujarat
• Responsible for Top Line and Bottom Line targets for through effective translation and execution of Strategic and Tactical inputs
• Liaison role with Channel Development, Category Development, Value Chain, Logistics, IT, Finance, HRM, Legal verticals (HO) and SBU’s (Marketing, Brand, Category)
• Customers Relationship Management (Distributors), Trade and Vendors Management
• Strategic Cost Management, Logistics and Supply Chain Management
• Management of Industry Affairs and Environment
• Reported to District Manager – West India
• Lead a team of 120 plus ITC resources. People Development

Jun 2011 – May 2013 · 1 yr 11 mos

• Handled Trade Marketing and Distribution (TM&D) responsibilities as Branch Manager for the state of Karnataka
• Headed all Categories (Cigarette, Foods, Personal Care, Agarbatti and Matches) across all Channels - General Trade (Pan Shops, Grocery, Wholesale, Premium Grocery Retail, Chemist and Cosmetic), Modern Trade, HoReCa, Institutional Trade for State of Karnataka
• Responsible for Top Line and Bottom Line targets for through effective translation and execution of Strategic and Tactical inputs
• Liaison role with Channel Development, Category Development, Value Chain, Logistics, IT, Finance, HRM, Legal verticals (HO) and SBU’s (Marketing, Brand, Category)
• Customers Relationship Management (Distributors), Trade and Vendors Management
• Strategic Cost Management, Logistics and Supply Chain Management
• Management of Industry Affairs and Environment
• Reported to District Manager – South India
• Lead a team of 60 plus ITC resources. People Development

Jun 2008 – May 2011 · 2 yrs 11 mos

• Handled Modern Trade business in Andhra Pradesh, Tamil Nadu & Karnataka. Thus, operationally responsible for more than 1,500 Modern Trade outlets in South India region for all ITC Branches
• At Accounts level, handled national accounts like Metro, Heritage, Nilgiris, Food World at All India level.
• Handled zonal teams of accounts like Food Bazaar, Reliance, Spencer’s, ABRL, Trent, Spar, Nilgiris, etc
• At Category level, handled all ITC categories development in Modern Trade channel; pan South
• Created comprehensive and Annual Business Plans for KA’s at National & Regional levels.
• Negotiated on Terms of Trade (TOT) with KA’s for all categories represented by ITC.
• Created & implemented category and brand plans for KA’s, SBU and Regions.
• Promotions & Budgets management with KA’s, Branches & SBU (Brand team).
• Conceptualised Merchandising solutions for KA’s .
• Supply Chain Management (SCM) pertaining to KA’s and ITC Branches.
• Ensured uniformity of understanding and implementation of all KA systems and processes across branches.
• Assisted VP– Modern Trade on all strategic issues relating to Modern Trade.
• Lead a team of 50 plus ITC resources.

May 2007 – May 2008 · 1 yr

• Key Accounts Manager (KAM) was a multi dimensional national profile responsibility. Responsible for Key Accounts (KA’s), Categories and Regions responsibilities as a KAM.
• At accounts level, I represented ITC pan India as a single window contact. Responsible for National Accounts like Spencer’s and Vishal Mega Mart. Plus responsible for various Regional and Local accounts like Salasar, Big Apple, Sabka Bazaar, SRS Value Bazaar, Vidkris, Arambaugh, etc.
• At Category level, I was responsible for Staples category in all KA outlets, pan India. Staples include Atta, Spices and Salt categories
• At Regions level, I was responsible for all KA outlets in North and Eastern districts of ITC. North district has 7 branches which includes 6 Indian States and 2 Union Territories. Eastern district has 6 branches which includes 9 Indian states. Thus, operationally responsible for more than 1,500 KA outlets in my regions
• Assisted Divisional Manager – Key Accounts on all strategic issues relating to Key Accounts
• Handled a team of around 50 plus ITC resources

May 2006 – Apr 2007 · 11 mos

• Spearheaded Development & Product line strategies, Sales forecasting, Margins plans, Sourcing, Allocations/ Replenishments, Promotional plans, etc
• Achievement of Gross Margins, Stock turns, Budgeted sales, Markdown budget, etc
• Sourcing. Responsibility included buying stocks, strategic alliances with international & local vendors, price negotiations, payment terms, broker’s/agent’s managements, freight & logistics management, etc
• Developed range/option plans. Quarterly/ monthly container requirement financial planning for accounts
• Regular monitoring and reporting about gross margins of sections, category wise
• Created and managed OTB (Open to Buy) for the category
• Allocation of budgets, planning for promotions and sourcing promotional merchandise, ensuring product promotions take place as planned
• Developed a payment plan for local vendors and set priorities. Created planograms for all stores for concerned categories
• Handled a team of 4 Assistant Managers in B&M Foods vertical & 2 Assistant Managers in B&M H&B vertical

Aug 2004 – Apr 2006 · 1 yr 8 mos

• Spearheaded the entire gamut of operations of Branded Food Products Division (FMCG) in Republic of Congo thus encompassing Profit Centre Operations, Sales & Marketing, Business/ Channel Sales & Development, etc
• Undertaken the initiative to start the operations in Congo, like Clients development/ Products development/ Brand development/ Market development/ Channel development, etc
• Products launched: Tomato Paste, Pasta, Evaporated Milk, Condensed Milk, Milk Powder, Mayonnaise, Margarine, Cooking Oil, Tea, Sardine, Beef, Sugar, etc
• Entrusted with the complete responsibility for the marketing. Responsibilities includes Planning & Implementation of Marketing strategies & promotions (ATL & BTL), Sales & distribution functions, Market Research, Media Creation (TV/Radio-Spots, Billboards, Wall paintings, etc) & Budgeting
• Coordinated with the various Business Development Managers of brands/products for the Consumer/Channel promotions, market/competitors updates, new product launches, Media Planning, Budgeting, etc
• Coordinated with Finance / Logistics divisions for currency markets/ payments & container/ documents tracking
• Handled a team of 25 plus local resources

Jan 2003 – Jul 2004 · 1 yr 6 mos · Bangalore

• Handled the sales and marketing operations for ‘Perfect’, FMCG division, Coffee Day for Chennai
• Successfully mentored 19 GSK Distributors, 5 Sales Officers & concerned ASM of Glaxo SmithKline Consumer Healthcare Ltd (GSK). Distribution was handled by GSK for Coffee Day ‘Perfect’
• Established Primary & Secondary sales target for CDP in Chennai and also looked after the promotional affairs
• Excellent project management of 4 different projects as Management Trainee with various divisions such as; Fresh N Ground, Beverage & Café Coffee Day of Coffee Day
• Successful launch of Package filter coffee with Fresh N Ground division as Management Trainee