Jul 2019 – Present · 6 yrs 10 mos

• Key Result Areas
•  Volume and value targets (both primary & secondary)
•  Drive Sales EBIT (damages, scheme utilization, profitability)
•  S&D infra as per plan (manpower, channel partner)
•  channel partner Attrition & Manpower retention
•  S&D process adherence (e.g. PJP, claims)
•  S&D KPIs (TLSD, Bill Value /Drop Size)
•  Drive reach expansion (towns and outlets)
•  Project execution and new launch drive
•  Responsibilities
• Drive State Performance
•  Achieve volume , value (secondary as well as primary sales) and profitability targets
•  Lead new launch planning and execution
•  Drive/ design initiatives to improve sales processes (e.g. PJP adherence, attendance of frontline personnel) and implement agreed marketing activities for the territory
•  Drive visibility and promotions as per the plan
•  Ensure clear communication and adherence of pricing and promotions with PAPL personnel, channel partners and trade
•  Ensure manpower and S&D infra in line with the ABP and outlet expansion objectives
•  Forecast sales and stock requirements and coordinate with logistics
•  Run efficient CFA operations, in collaboration with Accounts team
•  Drive market shares
• Drive Initiatives, Monitor and Control
•  Drive implementation of S&D transformation initiatives
•  Co-ordinate with NSM equivalent role* for implementation of initiatives in respective territory; provide periodic status updates
•  Analyze stock movement and control inventory
• ABP Development
•  Finalize primary and secondary targets by SKU and channel partner
•  Establish distribution and visibility objectives by territory
•  Monitor and track progress vs. ABP; take course corrections, when needed (all RGMs on weekly basis and 1 review with all AGMs per month)
•  Review profitability with Accounts on a regular basis
• Coaching & Development
•  Coach and develop sales team; ensure adherence to induction & training calendar
•  Identify and recommend training needs to the ZGM/NSM
•  Conduct yearly appraisals of the sales team

Jul 2012 – Jul 2019 · 7 yrs

May 2009 – Jun 2012 · 3 yrs 1 mo