Overview
Work History
Education
Skills
LNGG
Hobbies and Interests
Timeline
Generic

Abhishek Raj

Overview

15
15
years of professional experience

Work History

AMEA COE Lead – RTM & Perfect Store (Modern Trade)

Mondelez
04.2022 - Current
  • Strategize and shape up the architectural framework of RTM strategies across AMEA
  • Identifying RTM/PS white spaces and working with countries towards higher revenue extraction
  • Influence CXOs and other stakeholders to build ‘RTM of the future’ through eRTM/eB2B channels
  • Build right capabilities to enable the countries achieve cost efficiency in sales operating models
  • Collaborate with different countries to provide technology inputs on cross functional projects
  • Optimized strategic assortment planning by leveraging Data Analytics – Project MARCO POLO
  • Led creation of Coverage expansion tool boosting Direct Reach by 500k stores (+0.5% sales)
  • Pioneered the DIGIMAC: Established and formalized digital capability assessment framework
  • Developed RTM E2E assessment framework to enhance market efficiency in creating AOP
  • Created playbooks to improve market engagement with WS (+2% WS sales in pilot market)
  • Introduced Microschemes by leveraging SKU recommender- Added cost savings of +2%
  • Developed process for defining & tracking PIOS: +10% SOS Index| +3% sales

Lead- GTM & GT RE Mgr / RSM -West (Interim)

J&J Consumer
01.2020 - 04.2022
  • Leading a team of 4 managers for National Route-to-Market,in-store excellence,Sales IT & GT RE
  • Designing and implementing Digital roadmap/automation of Order to Cash Cycle(GT Channel)
  • Owner of trade / BTL spends– handled BTL spends of 150 cr to deliver topline of 1500 cr
  • Driving assortment and distribution through agile and efficient GTM models
  • Added responsibility of Region Sales Manager – West leading 4 ASMs & 630 Cr (+7% FY’21)
  • Led assortment through SKU recommender tool: +3% LPS
  • Driving region wise top SKUs through optimized trade spends: +7% QoQ
  • Led Price Pack architecture in GT channel. Added +2cr to bottom line
  • Launch of Trade Spends Optimizer tool (TPO) – Cost savings of +3 cr with +GP of 2%
  • Led rural distribution expansion in 650 villages resulting in 2% incremental turnover in 2021
  • Improved Promoter store profitability through efficient manpower deployment: +30% ROI
  • Driving business in West through Rural Expansion & Split Category RTM Models (+5% QoQ)

Regional Sales Development Manager

Reckitt Benckiser
06.2018 - 01.2020
  • Managed regional GTM P&L for projects including productivity, capability building and efficiency
  • Additional responsibility of managing Chennai Metro ASM
  • Trade Marketing- Claim management/activation/product launch of MNJ/Non-OTC portfolio
  • Revamped pharma channel- incremental revenue of INR 70 lacs per month through resellers
  • Direct Coverage Expansion by 3000 new stores in Chennai leading to 2% incremental revenue
  • Introduced 9-box assessment grid of sales representatives across South

Area Sales Manager - Pune

Reckitt Benckiser
09.2017 - 05.2018
  • Managed sales operations of annual revenue INR 216 Crores through team of 10 executives
  • Responsible for driving fill rate and visibility in MT and GT
  • Led sales growth of 32% in OTC category and 1.5% gain in market share in H1’18
  • Fastest growing ASM in the West region for RB at 16% YTD’18 growth
  • Promotion to Regional Sales Development Manager South in May’18

Area Sales Manager (Jharkhand/WB )

GSK Consumer
04.2016 - 09.2017
  • Worked in both Rural and GT channel in Jharkhand and West Bengal of annual revenue INR 120 Cr
  • Ensured achievement of revenue along with billing efficiency and total lines billed
  • Increased Sensodyne market share to 10% from 8% in Oral care category in Q3’17
  • Initiated idea of “Iodex Point” & “Eno Dhaba” in Jharkhand (2% incremental sales)
  • Retail growth at 17% in 2017 over previous year
  • Best trade area in distribution of Horlicks Sachets in Aug’16- increased Q2 distribution by 70%

Area Sales Manager (Delhi)

Vodafone India
06.2013 - 03.2016
  • Managed channel partner operations (3400 outlets) of annual revenue INR 120 Crores
  • Led a team of 90 sales executives, 5 channel managers and 7 distributors
  • Awarded Rank 1 in “Best ASM” category among 16 for Quarter 1 2015 in the Delhi/NCR circle
  • Top 2 among 16 clusters in consistent acquisition leadership (23%) since Jan’15 in Delhi
  • Rank 1 in promoter productivity per outlet in Delhi from Apr’15 to Dec’15.
  • 5% revenue growth in Q1 2015 and turned 11 LUT sites EBITDA positive (traffic>35 Erlangs)
  • Highest net acquisition and highest revenue (INR 20 lacs) by mpeza utility bill payment
  • Awarded “Red City” for maintaining leadership over maximum cell sites in the Delhi Circle

Assistant Systems Engineer

Tata Consultancy Services
11.2010 - 06.2011
  • Worked as a Data Analyst for TCS client British Telecom
  • Coordinated offshore activities of planning, execution and delivery with Onsite Lead
  • Worked in Toad on SQL platform to provide business solutions to client
  • Team Appreciation award for increasing the customer satisfaction by automation
  • Initiated and Implemented the idea of ‘runbook’- reduced workload by 32%

Education

MBA-FT - Marketing

FMS, Delhi
01.2013

B.Tech - Computer Science

Techno India, Kolkata
01.2010

AISSCE - Science

Delhi Public School, Dhanbad
01.2006

SSC - General

De Nobili School, Dhanbad
01.2004

Skills

  • Friendly, positive attitude
  • Teamwork and collaboration
  • Sales Strategy
  • Problem-solving

LNGG

Hindi
English

Hobbies and Interests

Futures and Options Stock trading, PS4 Games

Timeline

AMEA COE Lead – RTM & Perfect Store (Modern Trade)

Mondelez
04.2022 - Current

Lead- GTM & GT RE Mgr / RSM -West (Interim)

J&J Consumer
01.2020 - 04.2022

Regional Sales Development Manager

Reckitt Benckiser
06.2018 - 01.2020

Area Sales Manager - Pune

Reckitt Benckiser
09.2017 - 05.2018

Area Sales Manager (Jharkhand/WB )

GSK Consumer
04.2016 - 09.2017

Area Sales Manager (Delhi)

Vodafone India
06.2013 - 03.2016

Assistant Systems Engineer

Tata Consultancy Services
11.2010 - 06.2011

B.Tech - Computer Science

Techno India, Kolkata

AISSCE - Science

Delhi Public School, Dhanbad

SSC - General

De Nobili School, Dhanbad

MBA-FT - Marketing

FMS, Delhi
Abhishek Raj