Jun 2016 – Jun 2017 · 1 yr

May 2014 – Jun 2016 · 2 yrs 1 mo

• Channel strategies for both General Trade and Modern Trade with the objective of driving the marketing / brand objectives at the point of sale. Key channels include outlets which sell smartphones, Modern Trade, migrant labor, high value elite, rural feeder outlets
• Driving Automation / building digital products which helps in driving efficiencies in the sales system. Focus was around building intelligent sales calls for salesmen and building a more intelligent decision support system for on-roll sales teams. Have in excess of 30 automation / digitisation projects under various stages of execution
• Urban and rural “go to market” strategies which would help create the most efficient S&D organisation. Executed the GTM with circles thereby delivering higher growth for Bharti Airtel

Feb 2013 – May 2014 · 1 yr 3 mos

• Leading the functions of sales and marketing - a team of 80 managers, 450+ on-roll executives and 2500+ off-roll executives for Karnataka state for Bharti Airtel – Karnataka is the largest and most profitable state for Airtel. Accountable for delivering top line, marketing share and bottom line for the state
• Delivered market beating growths by conceptualising and executing strategies in both B2C channels and B2B channels. Built the retail channel for the circle (company owned retail stores) with the objective of driving superior customer experience and postpaid.
• Won the Chairman's Award for the best performing business unit in 13-14

Nov 2011 – Jan 2013 · 1 yr 2 mos

• Leading a large cross-functional team of 50+ managers, 350+ field sales and account executives to deliver business results for Unilever India's €750 million Modern Trade channel - a channel which is amongst the top 3 markets in AAR region
• Key Responsibilities
• Leading the Customer and Channel Development agenda for Modern Trade in India to deliver leading market share positions for 10 product categories and 600+ SKUs in the HUL portfolio.
• Building strategic partnerships and driving collaboration with large national and multi-national retailers including Wal-Mart, Metro AG, Carrefour and Reliance- Leading and coaching a large team across functions of account management, field sales, supply chain, finance and customer marketing
• Working closely with Unilever’s global teams to integrate and deploy winning channel and shopper strategies

Oct 2009 – Oct 2011 · 2 yrs

• Worked in the MT team and led the Account Management function. Built strong engagement levels with customers to drive business results. Worked with regional / global teams on co-creating and executing strategic initiatives with Indian customers. Accountable for the P&L for the channel – top line growth, market share and profitability.

Aug 2007 – Sep 2009 · 2 yrs 1 mo

• Regional Sales Manager for Rs 2000+ Cr (€350 million), Home Care, Personal care, Beverages and Processed Foods business for North India with 8 direct reportees, 250+ dealers, 500+ SKUs and a team of 250+ sales force

Jun 2005 – Jul 2007 · 2 yrs 1 mo

• Headed the customer marketing function (across all HUL product categories) for the Modern Trade channel. Accountable for delivery of top line and market share targets through deployment of budgets in store. The role involved bringing together and converting the brand objectives, customer objectives and shopper insights into an activation plan which would deliver business results for the channel.

Mar 2002 – May 2005 · 3 yrs 2 mos

• Being amongst the first few managers to work in the MT channel (in the industry), the role at that point in time revolved around the following key responsibilities:
• Using the learning of MT in advanced markets to set up the MT infrastructure in India – first in industry to do so
• Leading the cross functional team to set up supply chain, finance, customer marketing and IT / reporting systems which helped establish MT ways of working with customers
• Responsible for driving business for HUL with key customers through conceptualization and execution of Joint Business Plans

May 2001 – Apr 2002 · 11 mos

Jul 1998 – Jul 1999 · 1 yr · Jamshedpur Area, India