Amit Moulik
Thane,MH
Summary
Proven expertise in designing robust Sales & Distribution plans to maximize market and outlet coverage while strengthening sales infrastructure. Extensive experience in identifying product trends and executing high-impact trade marketing initiatives to drive revenue growth with optimal cost and ROI across diverse FMCG categories. Skilled in developing KPIs and dynamic dashboards using Excel and Power BI to enhance outlet coverage and boost sales productivity. Strong forecasting capabilities at Category/SKU level for depots and distributors, ensuring consistent range availability and improved supply chain efficiency. Demonstrated track record of delivering multi-fold growth in revenue and profitability through strategic planning and execution.
Overview
22
22
years of professional experience
Work History
General Manager- Channel Development
Parag Milk Foods Ltd
09.2023 - Current
- Reduced cost-to-serve by 13% while doubling unique outlets billed pan-India.
- Launched nationwide successful Trade Loyalty Program, enhancing retailer engagement and repeat sales.
- Transformed sales processes by building IT-enabled Sales Hierarchy (Salesman to RSMs), and standardizing SOPs for distributors, materials, and claims.
- Developed interactive Power BI dashboards providing actionable insights for faster decision-making by the sales team.
- Partnered with IT to digitize SFA & DMS, driving automation and productivity gains.
- Created a structured Training Vertical with complete modules for Sales Executives and implemented evaluation of training impact.
- Awarded Chairman’s Award for Best Sales Enabling Function (FY 23–24).
General Manager
KL Beverages (Franchisee of Parle-Agro)
02.2022 - 05.2023
- Designed Sales & Distribution plans for market coverage and growth.
- Built out and optimized trade marketing budgets and programs.
- Drove talent acquisition, team development, and performance improvement.
- Created a successful new GTM model for Guwahati & Shillong.
- Introduced innovative sales force & trade incentives, delivering strong sales growth.
Regional Manager, Pharmacy Channel-East
Hindustan Unilever Ltd
04.2020 - 01.2022
- Spearheaded the newly formed Pharmacy Channel for the East region, managing a business with an annual turnover of ₹200 Cr.
- Designed and executed Go-to-Market (GTM) strategy to establish the channel and drive sustainable growth.
- Planned trade inputs, collaborated with Area Sales Managers, and ensured consistent delivery of revenue and profitability targets.
- Provided critical market insights to leadership for strategic decisions in the Pharma portfolio.
- Achieved 32% channel growth during the pandemic (2021) by implementing agile strategies and strengthening distribution resilience.
ASM
GlaxoSmithKline Consumer Healthcare Limited
South Bengal
09.2016 - 03.2020
- Spearheaded sales and distribution operations across 4 districts of West Bengal, including part of Kolkata Metro, ensuring consistent revenue and profitability growth.
- Implemented competitive strategies and leveraged market intelligence to identify opportunities, counter competition, and strengthen trade marketing initiatives.
- Established a new distribution model to cover fringe and smaller outlets, driving significant growth in the Sachet portfolio and biscuits category.
- Achieved highest weighted distribution and market share for Sensodyne toothpaste in the region through strategic execution and innovative GTM approaches.
ITC Ltd.
11.2003 - 09.2016
- Career Growth Path: Area Executive → Area Manager → Assistant Manager (SAP Demand Management) → Core Team Member (SAP Implementation, Nepal) → Assistant Branch Manager (Vizag).
- As Assistant Branch Manager (Vizag):
- Managed an annual business turnover of ₹1,900 Cr in Cigarettes and ₹54 Cr in Non-Tobacco products.
- Led a team of 2 Area Sales Managers, 6 Sales Officers, and 10 Area Executives to deliver consistent growth.
- Built a robust cigarette portfolio through strategic layering across districts, achieving an all-time high smoker share of 82%.
- Drove 29% YoY growth in Non-Cigarette business (2015–16), outperforming East region (25%) and All-India average (11%) in the convenience channel.
- As Core Team Member (SAP Implementation – SNPL, Nepal):
- Coordinated with implementation partners to prepare business blueprint documents.
- Delivered innovative solutions such as automated sales order creation and automated primary order generation, improving process efficiency.
- As Assistant Manager (Demand Management):
- Managed the implementation of SAP APO Global for demand planning.
- Led a Master Data Management project to streamline operations.
- Oversaw the entire forecasting process for All India, ensuring accuracy and availability across categories.
Education
SMP -
IIM-C
01.2023
B.Sc. (Honors) - Chemistry
Gauhati University
01.1999
Skills
- FMCG Sales & Distribution
- Sales Operation
- Sales Strategy
- Cost Management
- Data Analytics
- Channel Development & GTM
- Channel Sales
- People Management and Talent Nurturing
- Forecasting and Sales Planning
- Competitor Analysis
Personal Details
English
Hindi
Bengali
Assamese
Timeline
General Manager- Channel Development
Parag Milk Foods Ltd
09.2023 - Current
General Manager
KL Beverages (Franchisee of Parle-Agro)
02.2022 - 05.2023
Regional Manager, Pharmacy Channel-East
Hindustan Unilever Ltd
04.2020 - 01.2022
ASM
GlaxoSmithKline Consumer Healthcare Limited
09.2016 - 03.2020
ITC Ltd.
11.2003 - 09.2016
B.Sc. (Honors) - Chemistry
Gauhati University
SMP -
IIM-C