Abhinav Sharma

Business Development Executive

Gurgaon, Haryana, India12 yrs 6 mos experience

Highly Stable

Key Highlights

Proven track record in driving B2B growth.
Awarded for outstanding contributions in major organizations.
Expertise in strategic partnerships and market expansion.

Stackforce AI infers this person is a B2B sales leader with expertise in FMCG and strategic partnerships.

Contact

Skills

Core Skills

SalesGo-to-market StrategyKey Account ManagementBusiness DevelopmentSales OperationsSales ManagementAccount ManagementCategory Management

Other Skills

B2BB2B sales operationsBTL campaignsBusiness AlliancesBusiness PlanningBusiness-to-Business (B2B)CRMCXO level engagementChannel Account ManagementChannel PartnersChannel SalesChannel managementChemical SalesClient EngagementCommodities

About

Proven commercial leader with 11+ years of experience in building, scaling, and leading high-growth businesses across B2B & Enterprise Sales, Key Account Management, Institutional Channels, Modern Trade, HORECA, Travel Retail and International Sales. An MBA from MDI Gurgaon, I have consistently delivered impact across marquee organizations such as Unilever, GlaxoSmithKline Consumer Healthcare (Haleon), and Airtel. Product categories managed span Food & Beverages, Commodities, Nutrition & OTC, FMCG, Hygiene, Chemicals (Unilever Professional), Vending, and Telecom. My expertise lies in driving enterprise, institutional, and premium brand growth across modern trade, HORECA, and travel retail — with a proven track record in GTM excellence, category development, and strategic partnerships. Recognitions include the Harvard Business Review Silver Award for outstanding contribution to Bharti Airtel’s mobility business, the Airtel UN EC Award for achieving 25% sales growth in FY 14–15, and the High Performance Award at Unilever in 2022. Well-versed with modern commercial and sales tools like Salesforce CRM, Lusha, LinkedIn Navigator, and MEDDIC, I combine strategic vision with data-driven execution to deliver sustainable business growth.

Experience

Consumer electronics startup

Sales Head - North

Jan 2024 – Present · 2 yrs 2 mos · On-site

▪ Managing B2B and B2C sales operations with a 15-member team, driving performance across institutional and retail channels.
▪ Devised and executed region-specific GTM strategy to optimize channel effectiveness and market penetration.

B2B sales operationsGTM strategyteam managementSalesGo-to-Market Strategy

Unilever

National B2B Manager & Regional Sales Manager(Channel Sales)

Jun 2019 – Present · 6 yrs 9 mos · Gurgaon, Haryana

▪ Spearheaded Unilever’s organized trade vertical (B2B, HoReCa, Exports, Government, OOH), covering pan-India operations across Food & Beverage, FMCG, Unilever Professional (Chemicals), Commodities, Nutrition & OTC, and Vending categories.
▪ Previously part of GSK Consumer Healthcare (Jun 2019 – Mar 2020) prior to its integration with Unilever.
▪ Awarded High Performer (2022) for driving 29.6% YoY growth in FY 2021.
▪ Forged strategic partnerships with top-tier clients like Mars, Kellanova, Perfetti, Wipro, Dr. Reddy’s, Medley, Torrent, Intas, Piramal, GCPL, and TTK across FMCG, Pharma, Govt, Manufacturing and institutional sectors.
▪ Leveraged NielsenIQ to deliver data-driven B2B trade promotions in collaboration with industry partners.
▪ Orchestrated pan-India GTM and market expansion strategies, penetrating new segments across enterprise, SME, and retail.
▪ Scaled distribution network: onboarded 40–70 channel partners and acquired over 9,000 institutional customers nationwide.
▪ Proficient in sales pipeline management, demand forecasting, and high-conversion business development.

B2BHoReCaFMCGdata-driven promotionsstrategic partnershipsKey Account Management+1

Innoviti technologies

Sales Manager

Nov 2016 – Dec 2017 · 1 yr 1 mo · On-site

1. Business Development & Account Management
a. Led the successful acquisition of clients such as Bata, Bikanervala, Cantabil, Liberty Shoes, Gopala, Kochartech, YMS Mobitech, Massive Restaurants and many others
b. Secured and closed deals with merchants like Relaxo Footwear, ITC (Wills Lifestyle), Vmart, 24*7 (Modi Group), W Retail
c. Owned every stage in the complex Sales cycle – Prospecting of leads to RFP on Salesforce to sales closure
d. Devised, formulated and executed merchant acquisition strategies for Large/Medium sized accounts/corporates.

Business DevelopmentAccount ManagementSales cycle managementSales Management

Airtel

Senior Manager

Feb 2014 – Jun 2019 · 5 yrs 4 mos · Chandigarh, India · On-site

Feb 2014 - November 2016 & Jan 2018 - June 2019
1. Merchant(Retailer & SME) Acquisition & Team Management
a. On-boarded and built the Merchant base in Punjab, Haryana, HP and J&K from scratch, as per GTM strategy devised. Hired and managed a team of 150 off-roll and on-rolls sales professionals across these 4 states.
b. Managed a merchant base of 25000 retailers and SMEs for revenue generation and merchant activation.
c. Managed relationship with Walmart, Verka stores for expansion & business generation and exploring hunting & farming opportunities.
2. Sales, Channel Management & Team Management:
a. Increased channel partner count from 12 to 21 along various business models like Franchise Retail & DSAs(distributors). Recruited, trained and managed a Direct Sales Team(DST) of 15 sales executives
b. Acquired clients like Chenab Textile Mills, IRCON, Reliance Jio, Walmart Jammu, Ganpati Industries etc. to increase Airtel’s corporate/revenue base.

Merchant acquisitionTeam managementChannel managementSales ManagementAccount Management

Radikal foods

Modern Trade Manager

Oct 2013 – Feb 2014 · 4 mos · New Delhi, Delhi, India · On-site

Managed Modern Trade operations in retail chains like Big Bazaar, Hypercity, Spencer’s, Reliance Retail, Max, Easy day etc. Managed TOTs, Commercial Terms etc.
Executed various BTL campaigns launched for modern trade chains.
Collaborated with McCann Erickson for a loyalty program in Modern Trade.

Modern Trade operationsRetail managementBTL campaignsCategory ManagementSales Operations