• Gender: Male
• Age: 56
• Designation: Zonal Sales Manager - Wes
• Highest Education Level: Masters - Degree
• Preferred Country: India
• Preferred Location: Mumbai
• Work Experience: 33.9 Year(s)

Education

Two year Full time MBA (Marketing) from Institute of Management Education, Pune, Maharashtra, India. (79%) in 1989-91.
B.Com. (Business Administration) from Symbiosis College, Pune, Maharashtra, India (60%) in 1986-89.
HSC from Pune University, Maharashtra, India. (59%) in 1984-86.
SSC from Kendriya Vidyalaya School, NDA, Pune, Maharashtra, India. in 1984.

Skill Sets

IT Forte: Proficient in MS Office applications including Word, Excel, PowerPoint

KEY SKILLS
Excellent understanding of; and ability to accommodate individual learning styles.
Interact easily with people of diverse backgrounds, cultures, and professional levels.
Quick learner and high adaptability into new products, organisations, industries etc.
Restructuring & expanding the All India Operations / Distribution.
Set up a chain of distributors, depots & field force across the country.
Also handled inventory management & logistics, sanctioning & clearance of secondary and expiry claims, travel bills, appraisals & salary / incentive planning & revisions, MIS reports and Data Analysis for Top Management etc.
Active involvement in pricing, packaging, promotions, BTL, new products / shades development based on direct market working & feedback / basis competition / market requirements.
Handling the Head / Branch Office with various functional heads like HR, Accounts, R&D, Factory,

Work Experience

Zonal Sales Manager - West
Since Aug’ 19 – Jan 2021
Company profile- leading brands like Beta-dine, Mederma cream, Modi-Senetor writing instruments, Revlon etc. in the Pharma / FMCG / Cosmetic sector apart from their operations in Sugar, Liquor, Sponge Iron, Medical Nutrition etc. covering Bangladesh, Nepal, Sri Lanka & Bhutan operations apart from India for most of the brands

Job profile-
Joined for the Personal Care Division, was given additional charge of Colour Cosmetics Division operations also.
Build proper infrastructure in the Colour Cosmetic Div, and drive distribution in the Personal Care Div.

Achievements:
Started focus on Self Service Super Markets for driving growth in the Personal Care Division considering the premium pricing of the Hair Colour category, and also considering the fact that sale for competition comes primarily from this segment.
Driving growth from Non Beauty Advisor outlets for the Colour Cosmetics Division considering the brand awareness and brand loyalty among the consumer base, and also considering the fact that products like Kajal can sell across all types of counters.

Team Size: 4 RBM’s, 8 ASM’s, 44 SO’s in the Personal Care Division and 4 BDE’s in the Color Cosmetic Division

Products Handled: Hair Colours, Shampoo & Conditioners, Deo’s & Perfumes, Skin Creams and the range of Colour Cosmetics

General Manager Sales
Since Dec’ 17 – Jun’ 19
Company profile- initially with medicines and couple of ayurvedic Personal Care FMCG products and gradually strengthened their product base from Ayurvedic Medicines to almost 250 plus sku’s in the FMCG division. In Jan 2018 it split its operations into two Divisions – FMCG & Medicine, headed by one GM each.

Team Size: 4 ZSM’s, 17 RSM’s, 43 ASM’s 300 SO’s and 270 ISR’s apart from the administrative staff at HO.

Products Handled: Food range (Ghee, Cookies, Health Drink, Staples, Pickles, Spices etc.) and Non Food range – Hair Care (Hair Oils, Shampoo, Conditioner) Personal Care (Creams, Lotions, Soaps, Face Wash, Face Pack, Scrub, Toothpaste etc.) Home Care range (Washing Powder & Soap, Floor cleaner, Toilet cleaner, Glass cleaner, Dish wash liquid etc.), Incense & Fragrance range and OTC range with products like Ayurvedic Juices, Tulsi Drops, Honey, Chavanprash, Nutrition capsules etc.

Key Responsibilities:
Responsible for revenue generation across products and zones and ensure yields across products through Zonal Sales Managers and Regional Sales Managers for General Trade in the FMCG Division.
Achieve annual business plans, achieving revenue, and evaluating results periodically
Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, BTL activities, schemes, Field force incentives, distributor incentives etc.
Ensure quality of distributors, activities and Sales team across region
Periodically review distributor performance through ZSM’s / RSM’s and check on gaps in performance and seek reasons and actionable steps to close the gaps
Conduct regular meetings with distributors and sales team to discuss target status, product training and sales strategy
Conduct training seminars as per the requirement of regions
Monitor and analyze all sales reports generated through the SFA Module (Bizom)
Coordinate, and launch new products in the respective regions
Motivate and monitor sales team across all levels
Coordinate with administration, logistics, and supply chain to ensure timely availability of stocks at various depots.
Drive revenue growth through improved outreach and distribution
Keep abreast of competitor products, pricing, and supply chain
Co-ordinate, control, and evaluate work plans and activities of all subordinates in sales department to ensure realization of corporate objectives

Achievements:
Prepared Annual Business Plan – state wise, month wise, Distributor wise, sales person wise, and product wise for the first time.
Doubled the distribution by changing the frequency of coverage from Weekly to fortnightly, bringing in much better Sales growth & profitability.
Building sales volumes by studying the secondary sales trends from Bizom (SFA module) and using them for Sales forecasting, and planning BTL activities like schemes, promotions etc.
Started various Reporting formats, for Sales, MIS & Data analysis
Shifting the focus products based on seasonality of various products to ensure value / volumes throughout the year
Shifted the operations from Primary oriented approach to Secondary oriented approach, in food products, to avoid dumping and issues related to expires / slow movement / sales returns etc.
Expansion of distribution from District level to Taluka levels
Maintained freshness of stocks by having proper Sales Forecasting & implementing schemes / promotions.

Oct’ 12 – Nov 17: Lissome Cosmetics P Ltd, Mumbai as National Sales Manager Reporting to the Managing Director
Lissome (a brand of colour cosmetics) started its operations in 2000 with its own R&D division and its own manufacturing facilities, but had given the distribution to third parties till 2012, when the management felt to have a team of its own. I joined in at this stage.

Team Size: 2 ZSM's, 15 ASM's & 40 SO's. (total team size of 57 employees)

Products Handled: Range of value for money colour cosmetic products (Lipsticks, Nail Polishes, Eyeliner, Mascara, Kajal etc.)

Key Responsibilities:
Responsible for restructuring & expanding the All India operations / distribution.
Coverage of Retail market, BA outlets, Beauty Parlors & Salon’s, make-up artists etc.
Set up a chain of distributors, depots & field force across the country.
Responsibilities include multitasking of looking after sales & distribution, logistics & supply chain management, handling the BTL activities, MIS reporting, coordination with Production from giving production planning to new product developments, providing Product & Sales related Training to employees and Beauty Advisor’s etc.
Handling the HO and HO staff / Administrative.
Streamlining of various working & reporting systems

Achievements:
Expanded distribution from 5 states to all 4 zones across 20 states, primarily in the Class 2 & Class 3 towns.
Increased Sales from 5 crs to 12 crs pa.
Ensured timely MIS by moving from manual data entry system to Tally (this also helped reduce a staff of 10 data entry operators).
Reduced Damage / Expiry from 15% to less than 2% of sales by changing its policy / strategy.
Reduced schemes from 20% to 9% of sales and actually increased sales by changing the strategy (of converting schemes from secondary basis to primary basis) & even won the confidence of trade partners and field-force both.
Moved from CFA system (having fixed remuneration system) to CSA / SS system (working on Percentage of sales) ensuring expense to sales ratio is improved.

Jul’ 10 – Sep’ 12: MCPL India P Ltd (Old Spice), Mumbai as National Business Development
Manager reporting to the MD
MCPL a licensee of Old Spice, Procter & Gamble, was started in 1969, (part of the 100 year old CMM group, Goa) handling the manufacturing, sales and distribution of 'Old Spice' range of cosmetics and toiletries and brand owners of 'Blue Stratos' & 'Xm' range. MCPL works through 4 factories, 24 depots, 800 distributors & over 2,60,000 retail outlets in India, apart from 2100 Modern Trade outlets & supplies to CSD canteens & corporate / institutional supplies.

Team Size: 4 RSM’s (General Trade), 1 KAM (Modern Trade, CSD & Institutions), 21 ASM’s, 6 KAE’s, 200 SO’s & 15 KAO’s (total team size of 257 employees)

Products Handled: Men’s Range of Personal Grooming Products (Shaving Cream, After Shave Lotion, Shave Gel, Deodorants, etc.)

Key Responsibilities:
Heading the Marketing Office at Mumbai with support staff (while HO was at Goa)
Pan India Responsibility to act as a link between all the 4 RSM's (General Trade), KAM (Modern Trade) and HO (at Goa, reporting to the MD) right from target setting, planning & executing BTL activities, sales and distribution numbers, Incentive planning, Production planning, Inventory management across all depots, processing BTL claims, travel expense statements, appraisals & salary revisions, MIS reports for Top Management etc.
Sales and distribution included supplies to Channel sales, Modern Trade outlets, CSD & Pharma / Institutional supplies.
Achievements:
Joined the organization as RSM (West) and was promoted within 7 months to BDM handling Pan India operations.
Additional responsibility of directly handling North region (since June 2011).
Successfully crossed milestones of 5 crs twice and 7 crs once in 2011-12 to enable the organization to cross a turnover of 54 crs. (prior to this, company had never crossed 5 crs billing in a month)

Sept 06 – Jun’ 10: J L Morison India Ltd, Mumbai as Branch Manager-West reporting to Sr. VP Sales
JLM was started in 1934 as a trading outpost and has evolved from a single brand company manufacturing & distributing "Nivea" to a multi-brand organization with products across Healthcare, Food, Personal care and OTC products. JLM works through 21 depots, 1200 distributors & over 2,00,000 retail outlets in India.

Team Size: 6 ASM's & 60 SO's across 5 depots across West in the CPD & 9 MR’s in the EPD

Key Responsibilities:
Regional level responsibility for products / brands like Nivea (skin care), Morisons (personal care), Equal (low calorie sugar substitute), Bigen (hair colour), Playboy (Toiletries), St. Ives (personal care), Carbonnel (Olive Oil) and Emo-form (medicated toothpaste) etc.
Handling General Trade, Modern Trade, Pharma & Institutional Sales.
Covering Mumbai, Maharashtra, Gujarat, Goa, Madhya Pradesh & Chattisgarh states across West.

Achievements:
Joined the organization as RSM (West), was promoted as Branch Manager within 6 months to add Commercial & Administrative responsibilities, apart from Sales.
Crossed sales of 4 crs in Nov 2006, this was highest so far for any branch for any month.
Highest sales of 'Bigen' All India in Mar 2008.
Was a part of the Think Tank for JLM.

Oct’ 02 – Aug’ 06: Sapat International P Ltd, Pune as Area Sales Manager reporting to
CBD Head
Sapat is a Nasik based tea company known for its quality with brands like Sapat Parivar, Hotel Dust & Sahyadri with very high penetration of more than 90% market share. Though operational only in Rest-of-Maharashtra, it ranked 4th All India in terms of its Tonnage & Sales Revenues

Team Size: 5 ASE’s, 6 TSO’s and 7 pilot salesmen.

Key Responsibilities:
Covering Pune District, Ahmednagar District & South Maharashtra.
Responsible to build the sales and distribution network & achieve the desired market share / revenue sales, by adhering to the Annual Business Plan.

Achievements:
Extended the van coverage from 25,000 population towns to 5,000 population towns.
Catering to Hotels and Institutions, Industrial canteens etc.
Highest sales of Low Unit Pack in low value markets to gain market penetration.
Initiated various Brand Promotion activities like free trials at Bhimashankar, Pandharpur, Nasik, Shirdi etc.

May’ 97 – Sep’ 02: Page Apparel Mfg. P Ltd (JOCKEY), Pune as Area Sales Manager
Reporting to RSM-West
Page Apparel is a Licensee of Jockey range of inner-wear, sportswear and outerwear. Jockey is the world leader in inner-wear segment and is well known for its quality.

Team Size: 2 SE’s & 2 SO’s.

Key Responsibilities:
Responsible to increase the sales and distribution across the defined region & achieve the set business objectives.

Achievements:
Joined initially for Rest-of-Maharashtra, was given additional charge of Gujarat.
Succeeded in restarting Gujarat operations within one month of being handed over to me. This territory was closed for almost 6 to 8 months before giving charge to me. (Prior to me, the charge was given to the?Mumbai ASM & then the MP ASM, however both of them were unable to resolve the stalemate situation there).
Changed the concept of selling from selected dealers to mass distribution, leading to a growth of more than 8 to 10 times in terms of distribution & revenue both.
Used a mix of conventional and non-conventional outlets to sell our products.
Voluntarily appointed three exclusive franchisees – only next to two in Bangalore (All India)

Mar’ 94 – May’ 97: Bake-mans Industries Ltd, Pune as Area Field Manager reporting to RSM
Bake-mans, the first company to introduce cream Biscuits was a Delhi based company manufacturing Biscuits, Confectioneries and Bread. Bake-mans was known for its Brakeman Glucose Plus and Bakeman’s Original English Marie apart from the famous Orange candy & Mint Orange of confectioneries.

Team Member: 9 TSI’s.

Key Responsibilities:
Handling both Biscuits & confectioneries
Covered almost 3/4th of Rest of Maharashtra, including Thane district, except for the Vidharbh area.

Achievements:
Restarted distribution after a gap of over 2 years and reached a situation where entire territory did exceedingly well for all products.
Successful in receiving huge institutional orders though Industrial canteens.
Was the first to do billings for full truck-loads of OE Marie & Glucose Plus both, on an All India level.

Apr’ 91 – Feb’ 94: Colgate Palmolive Ltd, Kolhapur HQ as Sales Territory Supervisor reporting To District Manager
Colgate Palmolive then was a 3000 million organization with leading products like Colgate toothpaste, Halo & Palmolive Anti-Dandruff Shampoo, Palmolive Soaps, shaving cream, Charmis cream etc. in the cosmetics and toiletries category.

Team Size: 9 Distributor Salesmen

Key Responsibilities:
Joined as a Sales Trainee & promoted as a Sales Territory Supervisor.
Covering Kolhapur, Sangli & Satara districts.
Direct supplies to Cooperative Consumer stores like Shetkari Bazaar, Janata Bazaar & Warna Bazaar.
Extensive Rural Market van coverage of up to 2,000 population villages.

Achievements:
Gave an YTD growth of over 25% year on year.
Highest sales of Shampoo & tooth brushes under my DM’s area.

PROFESSIONAL DEVELOPMENT INITIATIVES
Initiated CUG Mobile scheme for JLM on an All India level, substantially reducing the communication cost for the organizations.
Also initiated the opening of zero balance Salary accounts for my team members in JLM & Lissome both.
Was adjudged the Best Outgoing Student for the 1989-1991 batch at IME, Pune (during my MBA).
Was a member of the Eco-Com association at the Symbiosis College, Pune.

Art: Hand Crafted Personalized Greeting cards.

Highlights of Credentials
Handled primarily General Trade, with additional exposure to Modern Trade, Pharma Gifting & Institutional Sales for various FMCG organisations.
Apart from sales & distribution, have also handled Indenting & supply chain management, preparing MIS reports required for Top Management, planning & executing BTL activities, coordination with Production from giving production planning to new product developments, Providing Product related and Sales Training to employees and Beauty Advisor’s, handling, processing & clearance of claims (BTL claims, travel reimbursements, and Damage/Expiry claims), handling HO & HO staff, handling HR functions etc.
Handled Pan India Responsibility with a large field force of more than 500 personnel
Have handled an annual turnover of more than 150 crs.

KEY SKILLS
Excellent understanding of; and ability to accommodate individual learning styles.
Interact easily with people of diverse backgrounds, cultures, and professional levels.
Quick learner and high adaptability into new products, organisations, industries etc.
Restructuring & expanding the All India Operations / Distribution.
Set up a chain of distributors, depots & field force across the country.
Also handled inventory management & logistics, sanctioning & clearance of secondary and expiry claims, travel bills, appraisals & salary / incentive planning & revisions, MIS reports and Data Analysis for Top Management etc.
Active involvement in pricing, packaging, promotions, BTL, new products / shades development based on direct market working & feedback / basis competition / market requirements.
Handling the Head / Branch Office with various functional heads like HR, Accounts, R&D, Factory, Administrative & commercial staff.

AREAS OF EXPERTISE
Strategic Planning
FMCG Sales
General Trade
Business Development
Channel Management
MIS Reporting & Data Analysis
Indenting and Supply Chain Management
Sales Forecasting & Production Planning
Sales Force Training
BTL Activities, planning Distributors & Field force Incentives
Team Management (Sales, Admin, HR, & Sales Accounts)

Future Goals

In pursuit of challenging and fulfilling assignments in FMCG Sales & Distribution/Marketing with a growth oriented organization of repute