AMBUJ PANDEY
Grater Noida West
Summary
17+ years of experience in Sales and Marketing with Perfetti Van Melle, GlaxoSmithKline Consumer Healthcare Ltd., and Bauli India Bakes and Sweets Pvt. Ltd., and Mankind Pharma Ltd.
Exposure in charting out sales and marketing strategies, and contributing to enhancing business volumes and growth, and achieving profitability norms.
Demonstrated expertise in the development and implementation of promotion plans, and handling communication for brands, which includes all below-the-line activities.
Exposure in market, sales forecasting, new business development, and key account management.
Skilled in managing teams to work in sync with the corporate set parameters, norms, and motivating them to achieve business and individual goals.
Self-motivated and highly optimistic about achievement and success, looking ahead with advanced thinking and a positive attitude.
Overview
18
18
years of professional experience
Work History
Regional Sales Manager (EMT) - North Region
Mankind Pharma Ltd
New Delhi
08.2022 - Current
- Managing General Trade Pharma stockiest across North region (Ascent and Entero Group stockiest)
- Managing e-commerce accounts, like Tata 1mg, Pharmeasy, FirstCry, Sastasundar, and Truemed.
- Managing MT accounts like Apollo, Guardian, Apna Chemist, and Way to Wellness.
- Handling a large range of SKUs (approx. 1200 SKU)
- Handling a payroll team of four people.
- Handling approximately 7 crore businesses per month.
- Reviewing the target on a weekly, monthly, and quarterly basis, and taking corrective action against it.
- Coordinate with the trade team for Rx business growth.
Area Sales Manager (Modern Trade)-North Region
Bauli India Bakes & Sweets Pvt Ltd
02.2017 - 07.2022
- Successfully managed the distribution channels across key regions in North India while also handling major national retailers.
- Played a role in introducing new enterprises and brands to the Indian market.
- Managing 1 super stockiest and 2 distributors (Punjab and Rajasthan).
- Handling the team of 8 people, including 2 SOs (Sales Officers), 2 SRs (Sales Representatives), and 4 Merchandisers.
- Handling the business of approximately 80 Lac Avg monthly Business
- Reviewing the target on a weekly, monthly, and quarterly basis, and taking corrective action against it.
- Ensuring continuous training and motivation of the sales team through different programs, such as conducting workshops and on-the-job training.
- Responsible for negotiating the TOT for a new chain of outlets.
- Regular tracking of fill rate for all the national, as well as regional, chains always helps us provide additional business in the market.
- Handling branding, promotions, revenue expansion, market penetration, channel management, key account management, distribution, and territory management.
- Evaluating marketing budgets periodically, including manpower planning initiatives, and ensuring adherence to planned expenses.
- Managed commercial tracking processes related to clients.
- Cultivated strong relationships with store managers, key account managers, and buyers of major retail chains such as Reliance and Metro.
- Handled E-Commerce business and sustained professional connections with Big Basket, Grofers, Swiggy.
Area Sales Executive (Modern Trade)-North Region
GlaxoSmithKline Consumer Health Care Ltd
06.2016 - 02.2017
- Managing Distributor of South Delhi, Punjab, and Haryana.
- Handling the business, approx. 1Cr
- Handling a team of 24 people, including 2 senior sales representatives, 18 merchandisers, and 4 brand promoters.
- Reviewing the target on a weekly, monthly, and quarterly basis, and taking corrective action.
- Conducted various programs to maintain ongoing training and motivation for the sales team, merchandisers, and brand promoters.
- Regular follow-up for market share in HFD, OHC, and OTC categories of competitors (Colgate, Cadbury, Danone, etc.).
- Managed branding, promotions, and market penetration.
- Managed manpower planning initiatives to optimize resource allocation within budget constraints.
- Launched new products and monitored sales performance.
- Building a healthy relationship with store managers, key account managers, and buyers of Big Bazaar, Apollo, Medplus, Religare, Sabka Bazaar, and Vishal Mega Mart.
Area Sales Executive (Modern Trade)-Mumbai
GlaxoSmithKline Consumer Health Care Ltd
07.2013 - 05.2016
- Managed sales and distribution for modern trade in Mumbai and Navi Mumbai.
- Handling the business of approximately 3.5 crore.
- Looking after Modern Trade outlets (Dmart, Hypercity, Bookar, Star Bazaar, Metro, Big Bazaar, More Hyper, Reliance).
- Key role in increasing same-store sales business with existing SKUs.
- Managing 4 sales representatives, 2 supervisors, 19 merchandisers, and 42 brand promoters.
- Building a healthy relationship with the store manager, the purchaser manager, and the category manager.
- Regular follow-up for market share of competitors (Heinz, Cadbury, Danone, Amul, Nestlé).
- Regular check-up on OSA (On-Shelf Availability) at each store.
- Driving targets category-wise with the help of our sales force.
- Driving NPD (New Product Development: Horlicks Growth Plus, Parodontax, Sensodyne Repair & Protect) at a higher level in all stores.
- Establishes the product range, display, and display positions for the range.
- Continuously monitor, report, and take appropriate action on the variance between actual results and plans.
- Facilitates performance reviews with all major accounts on a quarterly basis.
- Effectively ensures that key accounts adhere to GSK’s standards, methods, and values.
- Managing receivables and the settlement of claims.
Senior Key Account Development Executive (Modern Trade) Gujarat MP
GlaxoSmithKline Consumer Health Care Ltd
02.2012 - 06.2013
- Managing modern trade distributors in Gujarat and MP.
- Managed operations of various Modern Trade outlets such as D-Mart, Hyper City, Star Bazaar, and Big Bazaar.
- Managed a team of 28 people, comprising of sales representatives, supervisor, brand promoters, and merchandisers.
- Planned local promotion activities with accounts to boost market share in HFD, OHC, and OTC categories.
- Initiated various programs for continuous training of the sales team.
- Regular follow-up for market share and promotion of competitors to build a strategy to compete with them in the category sales.
- Tracking commercial logistics solutions for direct and indirect accounts.
- Ensured market hygiene in the OTC segment through consistent PTR maintenance with GT.
- Created effective marketing strategies to enhance consumer preference and boost sales volumes.
- Reviewed weekly, monthly, and quarterly targets.
- Expanded market presence through strategic account management.
Senior Distribution & Sales Executive (Modern Trade) Gujarat MP
Perfetti Van Melle India Pvt Ltd
08.2007 - 02.2012
- Managing a modern trade distributor in Gujarat and MP.
- Looking after Modern Trade outlets (Dmart, Hypercity, Star Bazaar, Big Bazaar, More Super, Reliance Fresh, Reliance C&C, Dhiraj and Sons, railway canteens, Spencer’s, institution canteens, and medical outlets).
- Maintaining all product availability in the confectionery category and cash tills.
- Exploring new institutional outlets and ensuring service to them.
- New Product Development: Distribution and Execution.
- Maintain the PTR rate in the C&C outlet with general trade rates.
- Ensuring the monthly promotions and analyzing the sales trends.
- Take maximum cross-category placement in stores, and increase sales.
Education
M.Com -
Gujarat University
01.2005
B.Com. -
H L College of Commerce
01.2003
Skills
- Modern Trade Operations
- Account Management
- Negotiations
- Stakeholder Management
- Methodical approach
- Data analysis
Personal Information
Date of Birth: 22/10/1982
Accomplishments
- Awarded for Exemplary Service for Modern Tread North Region (Bauli India)
- Rewarded for Bauli Ka Bahubali Contest Q2 (Oct-Jan) 2022
- Awarded for driving sales for NPD (Sensodyne R&P and Horlicks Growth Plus)
- Rewarded 3rd position in the all-India MT channel at the annual conference of 2014
- Rewarded with the Best Performer MT DSE Award (West Region) and won 1st Prize.
Timeline
Regional Sales Manager (EMT) - North Region
Mankind Pharma Ltd
08.2022 - Current
Area Sales Manager (Modern Trade)-North Region
Bauli India Bakes & Sweets Pvt Ltd
02.2017 - 07.2022
Area Sales Executive (Modern Trade)-North Region
GlaxoSmithKline Consumer Health Care Ltd
06.2016 - 02.2017
Area Sales Executive (Modern Trade)-Mumbai
GlaxoSmithKline Consumer Health Care Ltd
07.2013 - 05.2016
Senior Key Account Development Executive (Modern Trade) Gujarat MP
GlaxoSmithKline Consumer Health Care Ltd
02.2012 - 06.2013
Senior Distribution & Sales Executive (Modern Trade) Gujarat MP
Perfetti Van Melle India Pvt Ltd
08.2007 - 02.2012
M.Com -
Gujarat University
B.Com. -
H L College of Commerce
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