Santosh Kumar Tripathi
Regional Sales Manager
Mumbai
Summary
A result oriented sales professional with 18+ years of rich experience in leading the organization towards exceptional results in FMCG, OTC and Pharma space with year on year growth.
Overview
18
18
years of professional experience
5
5
years of post-secondary education
2
2
Certificates
Work History
Regional Pharmacy Manager
Hindustan Unilever Limited (HUL)
West Zone- MH, GJ, Goa, MP, CG
01.2020 - Current
- Nutrition and OTC brands- Horlicks, Boost, Crocin, Otrivin, Eno, Sensodyn, Ostocal, Iodex, T-minic
- Channel specific (Chemist, Pharma Stockist/Wholesale) KPIs shared with General Trade (GT) team
- Coach and support exclusive Pharma TSEs working in collaboration with GT team- Matrix working
- DL brand strategies and execution plan for sustained/increased penetration, liasoning with RLT
- Developing actionable analytics and insights to improve efficiency of sales team/ Pharma team
- Leading activities for customer engagement & awareness programs. Pharma capability building.
Zonal Sales Manager
Fresenius Kabi India Pvt Ltd/ Enteral Nutrition Trade
West Zone- MH, GJ, MP
01.2019 - 01.2020
- Setting up and expanding infra in trade business with phased manner in key identified markets.
- Drive overall development and execution of sales & supported marketing strategy. Build capability.
- Establish and execute the sales and process goals, collaborating with HO and CFA functions
- Achieving sales KPIs during build phase of business both with short-term and long-term strategy
- Increasing business opportunities with various RTMs- OTC distribution and OTX doctor promotion
Senior Regional Sales Manager
Sun Pharmaceutical Industries Ltd/ Consumer Health Care
Pune, ROM (Excluding Mumbai)
10.2015 - 01.2019
- Sales & Process KPIs for Key Brands- Revital, Volini, Abzorb, Pepfiz
- Coach and support team ensuring effective and quality output – Team size-24 (ASM/FSM/ISR/SO)
- Leading and collaborating for Key accounts and BTL activations in the region
- Aligning with RO/HO stake holders and /CFA operations for smooth & effective functioning
City Manager
Novartis India Ltd/ OTC Business Unit
Bhopal
05.2014 - 09.2015
- Sales, distribution and medical promotion KPIs for key brands- Otrivin, Otrinoz, T-minic, Sandocal
- People management to ensure effectiveness of channel, medical and retail sales force
- Key account leads and KOL engagement. KOLs- GPs, Gynae., Peadia, Ortho, ENT
Area Sales Manager
Ranbaxy Laboratories Ltd/ Global Consumer Healthcare
Chandigarh
05.2008 - 05.2014
- S&D KPIs for key OTC brands- Revital, Volini, Chericof, Pepfiz, Garlic Pearls
- People management, capability build up and market development initiatives & Collaborations
- Channel management OTC and Rx team
Junior Sales Executive
GCMMF Ltd/ Amul
Raipur-Bilaspur, Chattisgarh
11.2003 - 04.2008
- Sales and channel development as Depot in-charge for Dairy (Jr. Exe. -Raipur)
- Frontline sales and channel handling for all products (FSR-Bilaspur)
Education
MBA -
APS University
Rewa, Madhya Pradesh 07.2000 - 06.2002
Bachelor of Science -
Govt. Model Science College
Rewa, MP 07.1997 - 06.2000
Skills
Sales & Distribution
Accomplishments
- Growth Explosion Award-2020-West Region. Again, backed by 100%+ ach in 2021
- Piloting and setting up “Exclusive DL Distributors” project in West for GSKCH DL brands
- Have been under top 3 achiever RSM/ASM in Ranbaxy-Sun Pharma (2017,2013,2012)
- Nomination for Global Appreciate Award- BTL activities/ innovations-2009/Ranbaxy
- Multiple ACCOLADES-Excellence Awards, Rising Star, Brand Monarchs, Rapid Recognitions etc
Certification
ECommerce Elite Level by Econsultancy Centaur Media PLC- Unilever
Timeline
ECommerce Elite Level by Econsultancy Centaur Media PLC- Unilever
09-2021
Net Revenue Management by Unilever
06-2021
Regional Pharmacy Manager
Hindustan Unilever Limited (HUL)
01.2020 - Current
Zonal Sales Manager
Fresenius Kabi India Pvt Ltd/ Enteral Nutrition Trade
01.2019 - 01.2020
Senior Regional Sales Manager
Sun Pharmaceutical Industries Ltd/ Consumer Health Care
10.2015 - 01.2019
City Manager
Novartis India Ltd/ OTC Business Unit
05.2014 - 09.2015
Area Sales Manager
Ranbaxy Laboratories Ltd/ Global Consumer Healthcare
05.2008 - 05.2014
Junior Sales Executive
GCMMF Ltd/ Amul
11.2003 - 04.2008
MBA -
APS University
07.2000 - 06.2002
Bachelor of Science -
Govt. Model Science College
07.1997 - 06.2000
Soft Skills
- Collaboration & Team Work | Ethics & Accountability | Mentoring & Motivation
- Adaptability | Attention to detail | Active Listening | Problem Solving
- Time management | Respect & Support
Soft Skills
- Collaboration & Team Work | Ethics & Accountability | Mentoring & Motivation
- Adaptability | Attention to detail | Active Listening | Problem Solving
- Time management | Respect & Support
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