Ghaziabad, Uttar Pradesh, India
I am a dedicated Business Development professional with 13+ years of experience in FMCG industry in Sales & Business Development, Product Promotion, Event organisation. - Distributor Development - C & F Operations - SS & RD Network - Administration Currently associated with Abbott Healthcare Pvt Ltd (Pediasure) for Ghaziabad territory as Senior Territory Sales Executive in Traditional Trade Department. Recently worked with Rajhans Nutriments Pvt. Ltd. (Schmitten Chocloates) for NCR region as Sales Officer in Sales & Distribution Deaprtment. Previously associated with Gandour India Food Processing Pvt. Ltd. for Ghaziabad & Western U.P. as Sales Officer in Business Development Division. Worked with Camlin Limited for Noida & Western U.P. as Executive- Sales & Promotion (School Activation Team). Deft at monitoring competitors’ activity and driving sales promotion strategy accordingly. Demonstrated abilities in devising branding activities & accelerating business growth. Excels in coordinating with various sales departments within the organization, attending sales meetings and briefing sales personnel about ongoing promotional activities. An effective communicator with strong influential and analytical skills. Specialties: ATL & BTL Communication Brand Building Business Development Channel Building Institutional Sales Creating Demand and Generating Sales Events & Promotion.
KEY RESPONSIBILITIES SALES FOCUS Achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands Sales target setting and monitoring for Distributors, ISR’s at a beat level Monitoring Actual Sales and mid-course corrections and inputs to reduce variance against expectations Sales projection for distribution business Area & Business Planning Identifying potential towns & appoint distributors in line with business strategy Plan & allocate ISR’s basis market potential Formulate & execute the secondary sales plan – Area-wise, distributor-wise, Brand-wise, SKU-wise Conduct JCM’s for all ISR’s every month and review area performance DISTRIBUTION MANAGEMENT Ensuring the quality of market coverage through effective use of ISR and distribution network Develop and ensure implementation of Distribution plan across distributor territories Ensure category availability, visibility & freshness (Stock rotation) Ensure that the ISR’s are servicing the market for breakages & stock destruction Formulate and ensure implementation of trade & consumer promotion plans Support BTL marketing/ customer activation initiatives planned for the area. Competition tracking & providing inputs to the HO DISTRIBUTOR MANAGEMENT Educating and training the distributors on ANI systems & processes Ensuring optimal stocking levels and high billing efficiency for all distributors Ensuring distributor compliance to agreed service levels & credit terms Review distributor financial health (pipeline and outstanding) Ensure that the claims of the distributor are settled by ANI within specified time limits PEOPLE MANAGEMENT AND DEVELOPMENT Enhance ISR effectiveness through training & coaching Management of ISR working (PJP, Itinerary, expenses etc) Periodic review of ISR performance and feedback ISR retention through high engagement and motivation
Key Result Areas: • Ensure achievement of monthly, quarterly and annual agreed sales targets within laid down business terms for all brands • Sales target setting and monitoring for Distributors, Salesmen' at a beat level, monitoring actual sales and mid course corrections and inputs to reduce variance against expectations • Formulate and execute the secondary sales plan – Area wise, Distributor Wise, Brand Wise, SKU wise • Develop and ensure implementation of Distributioin plan across distributor territories • Ensure category availability, visibility and freshness • Formulate and ensure implementation of trade & consumer promotion plans • Support marketing/customer-activation initiatives planned for the area • Competition tracking and providing information to the senior management and marketing team. • Educate and train the distributors, distributor sales staff on company systems and processes • Developing & expanding customer market share & revenue in assigned territory • Improving retail/channel/trade effectiveness (retail hygiene, scheme settlement, complaint resolution, visibility, etc.) • Supervising primary and secondary sales of all assigned key products Highlights: • Significantly increased distribution network by grabbing maximum shelf-space share in outlets in toddler category • Installation of customer marketing program in outlets with proper hygiene at optimum visibility points • Managing and developing business through Grocers, Chemists, Self-Service outlets and hospitals. • Effectively managing the full range of Abbott Nutrition products with a deep market penetration • Ensured availability of distribution in all channels and covering all premium & remote markets
Appointment of Distributors, and managing the stock, daily secondary, primary and effective service in territory. Driving sales in the territory through channel distribution network Communicating the marketing department about the competitors activities. Working with merchandising agency for acquiring right place for bill boards, signage, hoardings, unipoles. Organisation of various activities for promotion of chocolates. Maintaining and enhancing targeted gross revenue in region by effective implementation of strategies that aim at improving territory. Managing a robust/stable distribution, infrastructure set-up and required distribution norms in assigned territory. Maintain and grow customer market share & revenue in assigned territory Enhancing retail/channel/trade effectiveness (retail hygiene, scheme settlement, complaint resolution, visibility etc.) Monitoring Primary and Secondary of all assigned key products.
• Monitoring Primary and Secondary sales of Western U.P. Region. Review distributors, team and market developmental related activities. • Develops and implements methods and procedures for monitoring work activities, such as preparation of records , progress reports etc., in order to inform management of current status of sales activities. • Guide and monitor market potential by identifying the prospective customer and promote the new product, new scheme and new policies of the company to the prospective customer. • Adapt sales planning & execution, dealer development, new business development, promotion, channel management for smooth functioning of the organization. • Making forecasts on anticipated market sales. • Monitor, track and evaluate sales data to ensure satisfaction of sales objectives
At Camlin I handle the Entire Back to School product range. I also handle All India Camel Colour Contest which is done pan-India to promote Art in schools. I also handle other promotional activities and training sales executive for school activations for increasing revenues and building awareness about company's new products. Major Highlights are: Interacting with the principals and/or art teachers of various schools and organising different activities for students in order to promote sales for Camlin Products Visiting Art Institutions and Art & Craft Tutors and maintaining strong business relationship with them. Worked with sales staff to understand the requirement of BTL communications and other market needs. Built healthy business relations with schools, vendors, school-suppliers and retailers.