Sep 2013 – Jul 2017 · 3 yrs 10 mos

• Owned the end-to-end Go-To-Market (GTM strategy and execution for all new product and service launches, including Prepaid, Postpaid, Data Packs, and New Device introductions, driving rapid scale-up, customer acquisition, and revenue growth across markets.
• Led cross-functional alignment across product, sales, marketing, finance, operations, and regional teams to deliver integrated launch roadmaps, synchronized national and regional marketing calendars, and seamless execution across all consumer touchpoints.
• Defined and executed launch frameworks covering pricing strategy, channel readiness, consumer propositions, communication planning, trade programs, and retail activation, ensuring strong market differentiation and competitive positioning.
• Managed and optimized A&P budgets, working closely with Circle / Regional Marketing Heads to ensure disciplined investment allocation, drive market share gains, and consistently deliver high marketing ROI.
• Partnered with regional teams to translate national GTM strategies into localized execution, enabling faster adoption, higher conversion, and sustained performance across diverse markets.
• Played a key role in business planning and performance reviews, tracking launch KPIs, market share movement, consumer uptake, and ROI metrics, and course-correcting strategies to maximize business impact.

Sep 2008 – Sep 2013 · 5 yrs

• Spearheaded the end-to-end rollout of 800+ exclusive retail stores (COCOs/COFOs), overseeing site selection, retail design, construction, and on-site execution, delivering consistent store performance, brand presence, and customer engagement across markets.
• Designed and implemented standard operating procedures (SOPs) for retail operations, leading sales and service teams to ensure operational excellence, optimized store profitability, and superior customer experience.
• Directed high-impact brand visibility, in-store marketing, and trade engagement programs across 60,000+ Modern & General Trade outlets (MBOs), strengthening market penetration and brand recall.
• Conceptualized and executed Sales Incentive and Trade Engagement Programs, motivating channel partners, distributors, and frontline sales teams to achieve category growth, market share expansion, and high ROI.
• Planned and managed large-scale offsite events — nationally and internationally — for trade partners and employees, driving relationship building, knowledge sharing, and organizational culture development.
• Worked closely with cross-functional teams including marketing, sales, operations, and finance to align retail strategy with business objectives, P&L targets, and customer-centric initiatives.

Jul 2005 – Aug 2008 · 3 yrs 1 mo · Greater Delhi Area · On-site

• Successfully launched and established the Worldspace brand in Delhi/NCR from scratch, building the business end-to-end in a highly competitive market.
• Led the setup of the complete distribution network at launch, onboarding distributors, direct sales partners, field sales teams, and in-shop promoters, ensuring strong market coverage and rapid brand penetration.
• Developed and implemented operating frameworks for retail and direct partners, including standard operating procedures (SOPs), margin structures, incentive programs, and partner engagement initiatives, driving motivation, accountability, and sustained revenue growth.
• Collaborated with Modern Retail partners such as Planet M, Music World, and key local music stores to expand distribution, enhance in-store product experiences, and strengthen brand visibility, creating differentiated consumer touchpoints.
• Built and led high-performing sales teams across multiple channels, driving consistent execution, team alignment, and measurable business results.
• Demonstrated strong capabilities in business strategy, sales operations, channel management, and revenue generation, while effectively balancing startup agility with structured business processes to scale a new brand successfully.

Jan 2004 – Jan 2005 · 1 yr · Greater Delhi Area · On-site

• Managed end-to-end sales and distribution operations for India Today Group publications, driving readership growth, subscription acquisition, and revenue generation across the assigned region.
• Expanded the distribution network through strategic new retail tie-ups, enhancing market penetration, brand visibility, and accessibility of all publications.
• Led and mentored a direct sales team, setting targets, monitoring performance, and implementing structured sales processes to consistently achieve subscription and readership goals.
• Developed and executed territory-level business plans, aligning sales strategies, distribution expansion, and promotional initiatives to maximize market share and ROI.
• Collaborated closely with marketing, distribution, and operations teams to optimize supply chain efficiency, in-store visibility, and partner engagement, ensuring a seamless consumer experience and sustained business growth.

Jan 2003 – Jan 2004 · 1 yr · Greater Delhi Area

• Managed end-to-end sales and distribution operations for all HT Media publications, including Hindustan Times (English & Hindi), driving circulation growth, readership expansion, and revenue generation across assigned regions.
• Planned and executed Below-The-Line (BTL) marketing activations and consumer engagement programs, aimed at increasing readership, subscriptions, and brand visibility in competitive media markets.
• Developed and implemented trade partner engagement strategies, collaborating with distributors, retail outlets, and subscription vendors to optimize placement, enhance in-store visibility, and drive circulation performance.
• Built and led high-performing sales and distribution teams, setting targets, monitoring KPIs, and ensuring consistent execution across regions, contributing to sustained market share growth and readership loyalty.
• Monitored territory-level performance metrics, leveraging insights to fine-tune circulation strategies, marketing campaigns, and trade incentives, maximizing ROI and achieving business objectives.

Jan 2000 – Jan 2003 · 3 yrs · Greater Delhi Area · On-site

• Managed end-to-end sales and distribution operations for TOI publications in Delhi/NCR market, ensuring optimal availability, visibility, and circulation growth.
• Planned and executed Below-The-Line (BTL) activations including local promotions, reader engagement drives, and on-ground campaigns to boost subscriptions and readership penetration.
• Built and strengthened relationships with trade and channel partners (vendors, distributors, retailers, hawkers) to increase circulation volume and improve last-mile delivery efficiency.
• Drove market expansion by identifying high-potential micro-markets and implementing retail sales and channel sales strategies tailored to local demographics.
• Actively participated in and executed territory-level marketing initiatives, including the flagship “Win with The Times” campaign, to enhance brand recall and subscriber acquisition.
• Coordinated with internal sales, marketing, and operations teams to align revenue generation goals with on-ground execution.
• Monitored market trends, competitor activity, and consumer behavior to refine sales tactics and improve campaign effectiveness.

Jan 1999 – Jan 2000 · 1 yr · Greater Delhi Area · On-site

• Managed B2B sales for AutoCAD software licenses and professional training programs, catering to PSU, Government, and private sector organizations.
• Drove business growth by acquiring and expanding key accounts across public sector enterprises and large corporates, ensuring long-term partnerships and repeat business.
• Handled strategic client relationships with marquee organizations including IOCL, BPCL, EIL, RITES, BHEL, BEL, Samtel, and other engineering and infrastructure-focused enterprises.
• Coordinated with procurement, technical, and training teams to deliver customized software and training solutions aligned with client requirements.
• Navigated tendering, compliance, and approval processes for PSU and Government clients, ensuring timely closures and contract execution.
• Conducted product presentations, demos, and negotiations to position AutoCAD solutions as preferred tools for design, drafting, and engineering teams.
• Tracked pipeline, forecasts, and closures to meet revenue and growth targets.