Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
Generic

Abhishek Tiwari

Zonal/Regional Sales Manager | FMCG & Beverage Industry
Indore

Summary

Strategic and Growth-Oriented FMCG Sales Leader with 21+ years of success in scaling revenue, expanding markets, and building high-performing sales ecosystems across India. Expertise spans institutional, HORECA, industrial, and retail channels, with a consistent track record of delivering double-digit growth, launching new products and geographies, and aligning execution with business vision. Adept at managing national and regional teams, optimizing distributor networks, and driving sustainable P&L outcomes in dynamic, competitive environments.

Overview

22
22
years of professional experience
2010
2010
years of post-secondary education
3
3
Languages

Work History

Zonal Sales Manager (West)

Bunge India Pvt. Ltd.
Indore
08.2020 - Current
  • Manage a multi-tiered regional structure: 13+ team members (2 ASMs, 8 Executives, 3 Technical Experts), 42 distributors, and 7 C&F partners.
  • Delivered double-digit regional revenue growth by executing Bunge expansion roadmap and launching new SKUs tailored for HORECA and industrial clients.
  • Strengthened supply chain and pricing strategy, improving order fill rates and gaining competitive share in core accounts.
  • Deployed 12+ cross-city experiential campaigns under the 'Bunge Experience' brand platform, increasing HORECA penetration by over 30%.
  • Cultivated a diversified account base, securing multi-source revenue streams through large-scale institutional onboarding.
  • Leveraged territory sales data to pinpoint whitespace opportunities and initiate targeted upselling within mature markets.
  • Managed a diverse portfolio of accounts, ensuring consistent revenue generation from multiple sources.
  • Identified potential areas of growth within existing markets by analyzing sales data patterns.

Country Head

Sahyadri Fruit Products (Frujoy)
Pune
09.2018 - 08.2020
  • Directed pan-India institutional and retail operations for a diverse portfolio of fruit-based products including syrups, crushes, and fillings.
  • Built and led a 28-member national team (3 RSMs, 16 ASMs, 9 Executives) while crafting GTM strategy, integrated brand campaigns, and localized execution models.
  • Onboarded strategic clients such as Guruji, Shine Road, and Bakersville by tailoring commercial models and customizing product offerings to institutional requirements.
  • Achieved consistent year-over-year growth through category expansion, adaptive pricing, and regional activation programs aligned with channel dynamics.
  • Managed budgets, financial planning, and forecasting to optimize profitability for the country operations.
  • Established strong relationships with key industry players for business growth and expansion.

National Head

Dukes India Pvt. Ltd.
04.2017 - 09.2018
  • Established a nationwide institutional and HORECA sales network from scratch, appointing and managing a robust ecosystem of 80+ distributors across key metropolitan and Tier-2 markets.
  • Orchestrated brand visibility and channel expansion through flagship events like Aahar (Delhi) and Khadya Khurak (Ahmedabad), leveraging sampling and promotional pricing to penetrate strategic accounts.
  • Led an 18-member national sales team, overseeing end-to-end operations including account acquisition, inventory management, and supply chain coordination.
  • Significantly enhanced market share through agile territory development, refined SKU positioning, and distributor onboarding aligned with growth targets.
  • Reduced operational costs by identifying areas of inefficiency and implementing cost-saving measures.
  • Developed and executed strategic plans for business growth, resulting in increased market share and profitability.

National Head – Industrial & Institutional

Malas Fruit Products
07.2015 - 03.2017
  • Directed pan-India industrial sales for high-volume product lines including ice-cream bases and pre/post-bake fruit applications, targeting bakery, dessert, and QSR segments.
  • Conducted market research and regional P&L diagnostics, identifying high-yield territories and unlocking new verticals for product fitment.
  • Built customized client categories, diversifying institutional portfolio and reducing revenue dependency on traditional accounts.
  • Orchestrated successful expansion into underpenetrated regions, securing long-term contracts with key B2B partners through tailored engagement and value-led solutions.

Regional Sales Manager

Morde Foods Pvt. Ltd.
01.2011 - 06.2015
  • Drove regional sales growth across Gujarat, Madhya Pradesh, and Chhattisgarh, focusing on key categories including bakery, ice-cream, and hospitality segments.
  • Rapidly ascended from Area Sales Manager to Regional Sales Manager within 3 years, owing to consistent delivery of stretch targets and team development initiatives.
  • Led a 6-member frontline team and managed a network of over 10 distributors, enhancing last-mile execution and secondary sales conversions.
  • Recognized with back-to-back awards: Best ASM (2012–2014) and Best Reporting Manager, underscoring performance excellence and team leadership.

Key Account Officer

Dabur India Ltd.
02.2005 - 01.2011
  • Managed primary and secondary sales operations across Gujarat, driving market coverage and retail penetration through a team of 20+ field sales professionals.
  • Achieved 2X sales growth in 2009 by executing targeted account penetration initiatives and high-impact visibility programs at key retail and institutional touchpoints.
  • Strengthened frontline execution and distributor collaboration, enabling consistent quarterly target achievements in a competitive FMCG environment.

Sales Officer

Godrej Tea
03.2003 - 01.2005
  • Oversaw territory sales across the Mahakaushal region (Madhya Pradesh), focusing on distributor appointments, route planning, and retail execution.
  • Successfully established distributor coverage in underserved zones, ensuring product availability and consistent order flow.
  • Achieved coverage and volume targets consistently, laying the groundwork for regional market stability in a highly competitive segment.

Education

MBA - Business Administration

Bachelor of Commerce - undefined

Diploma in Computer Hardware & Networking - undefined

Skills

  • Sales forecasting and strategy

  • Key account growth

  • Sales presentations

  • Sales reporting

  • Regional leadership

  • Distribution network optimization

  • Sales proficiency in institutional and HORECA sectors

  • Client relationship management

  • Leadership training

  • Expansion into new markets

  • Product launch management

  • P&L accountability

  • Strategic account management

  • Modern trade strategy implementation

  • Competitive market insights

Accomplishments

  • Supervised team of [Number] staff members.
  • Documented and resolved [Issue] which led to [Results].
  • Achieved [Result] by completing [Task] with accuracy and efficiency.
  • Resolved product issue through consumer testing.
  • Used Microsoft Excel to develop inventory tracking spreadsheets.

Timeline

Zonal Sales Manager (West)

Bunge India Pvt. Ltd.
08.2020 - Current

Country Head

Sahyadri Fruit Products (Frujoy)
09.2018 - 08.2020

National Head

Dukes India Pvt. Ltd.
04.2017 - 09.2018

National Head – Industrial & Institutional

Malas Fruit Products
07.2015 - 03.2017

Regional Sales Manager

Morde Foods Pvt. Ltd.
01.2011 - 06.2015

Key Account Officer

Dabur India Ltd.
02.2005 - 01.2011

Sales Officer

Godrej Tea
03.2003 - 01.2005

Bachelor of Commerce - undefined

Diploma in Computer Hardware & Networking - undefined

MBA - Business Administration

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Abhishek TiwariZonal/Regional Sales Manager | FMCG & Beverage Industry