ABHISHEK KUMAR PANDEY
Varanasi
Summary
Dynamic sales leader with a proven track record at Tata Consumer Products Ltd., excelling in strategic planning and team management. Achieved significant revenue growth through effective market analysis and innovative product launches. Skilled in stakeholder management and operational efficiency, driving teams to exceed targets and enhance market presence.
Overview
21
21
years of professional experience
Work History
Sr Area Sales Manager
Tata Consumer Products Ltd.
Varanasi
11.2024 - Current
- Developed and implemented sales strategies to maximize revenue growth in assigned areas.
- Managed daily activities of area sales teams, setting goals and monitoring performance to align with regional sales objectives.
- Monitored sales team performance and provided effective training to help each reach targets.
- Led regional sales strategies for diverse beverage and food products.
- Conducted market analysis to uncover growth opportunities, driving strategic initiatives in target regions.
- Analyzed competitors' products, pricing structures, marketing strategies, and operations to stay ahead of the competition.
- Conducted market research to identify new business opportunities, trends, and customer needs.
- Identified potential distributors for new product lines within assigned territory.
- Collaborated with marketing teams to execute promotional campaigns effectively.
- Ensured compliance with all applicable laws and regulations related to sales processes.
Area Sales Manager
Britannia Industries Ltd
Lucknow
11.2020 - 10.2024
- Establish monthly team targets for value, prioritize focus brands, and define distribution parameters. Continuously monitor progress in collaboration with the team.
- Developed and implemented sales strategies that aligned with revenue and market share targets.
- Analyzing market trends and consumer preferences to identify growth opportunities and create annual and quarterly sales plans, setting clear objectives for the team.
- Recruit, train, and lead a high-performing sales team and set individual and team targets and provide guidance for achieving them.
- Optimize the distribution network to ensure efficient product availability and monitor inventory levels and coordinate with the supply chain to avoid stockouts or overstocking.
- Assessed sales data and performance metrics to inform decisions, conduct sales trend analysis, competitor benchmarking, and territory evaluations.
- Ensured the team achieved monthly incentives by effectively managing budget allocation.
- Prioritize on-the-job coaching for each team member, dedicating time at least once a month to work alongside them. Verify their understanding of monthly targets across various parameters and gain insight into the field team's interactions with distributors and retailers in the market.
- Ensured successful product launches, prelaunches, and relaunches aligned with Go-To-Market norms, considering per-outlet drop size by outlet type and securing distribution in predetermined outlets.
- Proactively counter competition by closely monitoring their activities and devising robust strategies to outperform them through effective distribution, optimizing stock depth, and implementing competitive trade schemes.
- Designing trade schemes tailored to prioritize specific brands and SKUs. Ensure the seamless operation of these schemes starting from the 1st of each month and develop monthly volume plans at the SKU level for the managed depots.
- Managing the sales budget, control costs, and allocate resources effectively and closely monitoring expenses related to promotions, incentives, and marketing activities.
Distribution Manager - S&D
Vodafone Mobile Services Ltd
03.2008 - 09.2020
- Optimized the distribution network for efficiency and cost-effectiveness and ensured timely and accurate deliveries to various distribution points.
- Managed channels and engaged stakeholders to establish robust distribution infrastructure.
- Leveraged scale benefits and operational efficiencies with ongoing focus on cost optimization and productivity enhancement.
- Drove core business by achieving key performance indicators, including revenue market share, CMS, EBITDA, and operating free cash flow, while managing subscriber acquisition cost control and SIM management.
- Achieved net acquisition targets in alignment with GAS (Geographic Area Strategy) targets.
- Monitored and controlled quality parameters, including ZMOU/T2M (Zero Misconduct of Operations and Transactions per Minute) and EKYC (Electronic Know Your Customer) penetration.
Circle Lead
Vodafone Mobile Services Ltd
07.2016 - 04.2017
- Launched SPO (Special Price Offer) and Mere Panch Project across UPE, enhancing subscriber acquisition during 4G handset sales.
- Optimized manpower costs and aligned Subscriber Acquisition Cost (SAC) with Prepaid Business levels and other verticals.
- Established inbound and outbound telemarketing setups for UPE (Uttar Pradesh East) region, improving outreach capabilities.
Distribution Lead
Vodafone Mobile Services Ltd
Azamgarh
01.2015 - 06.2016
- Led the zone to achieve the Data North Star award by delivering the highest data revenue growth of 21.5% in the circle.
- Boosted T3M (Transactions Per Thousand) net add share from 19% to 26% in fiscal year 2016, driving revenue growth.
- Increased CMS (Customer Management Score) by over 1% in fiscal year 2016, enhancing customer satisfaction.
- Expanded Exclusive Vodafone Stores in 3G markets with populations over 25,000, improving customer service and channel satisfaction for prepaid and post-paid customers.
Area Sales Manager
Vodafone Mobile Services Ltd
Shahjahanpur
05.2011 - 12.2014
- Developed and executed targeted sales strategies, resulting in achievement of revenue and market share objectives.
- Achieved Megastar Award in Q4 2014 and recognized as Winner of Circle Combat for FY 2013-14 for outstanding performance.
- Received Superstar of the Month Award four times in FY 2014-15, contributing to 2% growth in Customer Management Score in Azamgarh district.
Territory Sales Manager (TSM)
Reliance Communication, ADAG Group
Jhansi
07.2007 - 02.2008
Sales Officer (SO)
Dr. Reddy’s Labs (DRL)
Agra & Mathura
09.2005 - 06.2007
Education
MBA - Marketing & Finance
UPTECH University
Lucknow, Uttar Pradesh06-2005
B. Com - Uttar Pradesh
DDU Gorakhpur University
Uttar Pradesh06-2003
Skills
- Sales negotiation tactics
- Business development
- Retail sales strategies
- Product launch
- Distribution channel strategy
- Sales budget management
- Project management
- Operational efficiency
- Strategic planning
- Stakeholder management
- Problem-solving
- Team leadership
Accomplishments
- Achieved consistent selection in Circle Combat for two consecutive years in Vodafone Mobile Services Ltd.
- Awarded the prestigious Superstar Award for the year of 2010-11 and honoured with the IMAD Award by the CEO for being the Best Performer in Sales in the Frontline Category for FY 2010-11 in Vodafone Mobile Services Ltd.
- Awarded the Megastar Award for Q4 of 2014, secured the title of Winner in the Circle Combat for FY 2013-14, and achieved the Superstar of the Month Award four times during FY 2014-15 in Vodafone Mobile Services Ltd.
- Recognized as 'Employee of the Month' several times and honoured by various appreciation certificates/ highest ratings.
Languages
- Hindi
- English
Personal Information
- Date of Birth: 08/12/1981
- Marital Status: Married
Academia Details
- MBA (Marketing & Finance), 2005, UPTECH University, Lucknow
- B. Com (Bachelor of Commerce), 2003, DDU Gorakhpur University
Profile Snapshot
Result-oriented professional targeting senior level assignments in Business Development, Business Operations, Sales (B2B & B2C), Modern Trade, Channel & Distribution Management, Brand Management, Project Management, Revenue Enhancement & Team Management. Proficiency in contributing towards enhancing business volumes and achieving revenue and profitability norms. Dynamic, results-driven Sales and Marketing leader with an 18+ years record of achievement and demonstrated success in driving revenue growth while providing visionary leadership in competitive markets. Tenacious in building a new business, securing customer loyalty, and forging strong relationships with business partners. Exceptional mentor and coach with proven leadership abilities to recruit, build and retain top-performing sales teams across varied industries. Versatile, high-energy professional, successful in achieving business growth objectives within turnaround & rapid changing environment with excellent communication, people management and problem-solving skills. Performance-driven professional with merit of delivering change in sales operations; managed functions including P&L Management, Product & Category Management, Business Management and New Business Development. Well-versed in identifying market trends and customer needs to create highly targeted marketing campaigns. Versed in all aspects of marketing campaigns from concept development to execution and launch. Extensive experience in orchestrating diverse promotional campaigns & activities to boost profitability and expand market reach & coverage for remarkable business outcomes. Hands on experience in marketing strong brands such as Britannia Industries Ltd, Vodafone Mobile Services Ltd, Reliance Communication & Dr. Reddy’s Labs across a wide range of product categories to achieve business targets, & profitability norms. Strong leader & team player, Articulate communicator with effective leadership, decision-making, problem-solving, presentation skills, together with a bottom-line business focus and a result driven 'CAN DO' attitude individual.
Timeline
Sr Area Sales Manager
Tata Consumer Products Ltd.
11.2024 - Current
Area Sales Manager
Britannia Industries Ltd
11.2020 - 10.2024
Circle Lead
Vodafone Mobile Services Ltd
07.2016 - 04.2017
Distribution Lead
Vodafone Mobile Services Ltd
01.2015 - 06.2016
Area Sales Manager
Vodafone Mobile Services Ltd
05.2011 - 12.2014
Distribution Manager - S&D
Vodafone Mobile Services Ltd
03.2008 - 09.2020
Territory Sales Manager (TSM)
Reliance Communication, ADAG Group
07.2007 - 02.2008
Sales Officer (SO)
Dr. Reddy’s Labs (DRL)
09.2005 - 06.2007
MBA - Marketing & Finance
UPTECH University
B. Com - Uttar Pradesh
DDU Gorakhpur University