Cricket
ARJUN SHARMA
Sales GTM Trade Marketing Sales Automation
Indirapuram Ghaziabad
Summary
Seasoned results-oriented Sales Strategist with nearly 16+ years of rich experience in Sales & Marketing, Revenue Growth & Excellence across various industries; targeting senior-level assignments in Sales & Business Development, Channel Management, targeting challenging assignments in a reputable FMCG industry by leveraging expertise to contribute to the successful accomplishment of core objectives. Open to further learning & professional development by working closely with the Management Location Preference: Delhi NCR | Gurugram | Noida
Overview
1
1
Language
18
18
years of professional experience
Work History
Zonal Sales Manager – Region North
VICCO Laboratory
- Current
- Managed North region for general trade, overseeing team of 2 RSMs, 7 ASMs, and 25 SOs
- Driving channel wise, brand wise, category wise monthly plan in alignment of AOP
- Participated in production planning and forecasting with brand marketing and supply chain teams
- State level activation , Cost to Sales , Budgeting to achieve annual operating goals
- Actively participation in Production Plan and Forecasting along brand Marketing and Supply chain team.
- Executed state-level activation, monitored cost to sales, and developed budget to achieve annual operating goals
- Nov,25 to present
Head- Customer Marketing All Channels
Mrs. Bector Foods
07.2021 - 10.2025
- Heading Customer Marketing, Trade Marketing & Sales Automation Departments for all Channel.
- Strategize to prepare a Customer Marketing Annual Calendar (AOP) for categories and execute Customer Marketing initiatives and activations in-line with brand plans to deliver desired NSV growth at PAN INDIA level at all Channel.
- Drove manpower efficiency through infrastructure development strategies in current locations and new geographies, enhancing distribution expansion.
- Manage Trade Marketing Budget for the portfolio/Category/ Channel management.
- Implement PAN INDIA Channel Leadership Programs with defined levels/metrics in coordination with the Sales Team.
- Implemented PAN INDIA channel leadership programs with defined metrics in collaboration with the sales team to strengthen market presence.
- Developed visibility strategy for respective channels/brands and oversaw execution through customer marketing manager and regional sales heads to elevate brand awareness.
- Work closely with all cross functions to ensure there is a consistent view across direct and in-direct channels for General trade, Modern trade & CSD.
- Raise NPD opportunities to the Brand teams, to include a category or shopper rationale for each opportunity.
Regional Manager Customer Marketing -North
Himalaya Wellness
05.2018 - 06.2021
- Leading a Team of 7 CMEs, 5 Team Leaders, 45 Merchandisers & 74 Sales Promoters (Baby Care).
- Lead the quarterly/annual planning in coordination with Marketing /HO Customer Marketing/ Sales team
- Manage Customer Marketing Budget for the portfolio Channel management.
- Implement the Channel Leadership Programs with defined levers/metrics in coordination with the Sales Team.
- Develop and drive distribution/visibility/activation plans channel-wise across region.
- Develop visibility strategy for the respective channel and oversee execution through state customer marketing manager.
- Developed visibility strategy for respective channels, overseeing execution with state customer marketing manager.
- Led annual and quarterly channel-brand activation planning across clusters, evaluating effectiveness of activations in each channel.
- Develop the strategy, detailed plans and follow up execution and results of the instore executions.
- Defined strategic plans for each channel and customer, ensuring successful implementation across regions.
- May’18 to June’21
Lead Shopper & Customer Marketing -West
Nivea India
01.2013 - 04.2018
- Developed and implemented sales strategies to increase market share and profitability sustainably in line with Annual Business Plan.
- Managed team of 40 merchandisers for BTL and in-shop executions.
- Analyzed sales figures and competition, interpreting trends to inform planning and design processes.
- Jan’13 to Apr’18
Customer Marketing Executive -West
GSK Consumer Health
04.2010 - 12.2012
- Provided input and feedback on plans for visibility initiatives and elements, including POSM and hardware, alongside competitor initiatives and best practices.
- Input into National trade initiatives basis regional learnings, planning & executing regional level initiatives for the category.
- To ensure implementation of plans as agreed & tracking pre-agreed parameters for activity evaluation.
- Planning & execution of all the BTL activities in the region & Scouting the Vendors.
- Information search during prelaunch planning phase including competitor activities, trade dynamics, visibility elements & initiatives etc.
- Providing feedback & inputs into launch plans including distribution & visibility plans.
- To build a complete repository of competitors including trade schemes, activations, pos etc.
- Preparing activity reports (including analysis, learnings & recommendations) for micro marketing activities & other initiatives.
- Apr’11 to Dec’12
Sales Team Leader -Mumbai Suburbs
Coca cola India
06.2008 - 03.2011
- Handling direct and indirect channel of sale around turnover of Rs. 10 Crores annually.
- Responsible for looking after a team of 5 Pre-sellers and 2 MDEs (On roll).
- Maintained relationships with key customers to drive loyalty and sales.
- Generation and tracking of primary and secondary on monthly/weekly as well as daily basis.
- Set outlet/beat-wise targets for the team, reviewing progress on a weekly basis.
- Implemented Red Royal VISI cooler loyalty program in direct channel, achieving 85 red score on visibility measures.
- Jun’08 to Mar’11
Education
MBA - marketing
01-2008
BSC - PCM
01-2006
Skills
Sales
Channel
Distribution management
Sales automation
Category
Trade marketing planning
Shopper marketing
Channel leadership programs
Budget management
Business planning
Interests
Music
Timeline
Head- Customer Marketing All Channels - Mrs. Bector Foods
07.2021 - 10.2025
Regional Manager Customer Marketing -North - Himalaya Wellness
05.2018 - 06.2021
Lead Shopper & Customer Marketing -West - Nivea India
01.2013 - 04.2018
Customer Marketing Executive -West - GSK Consumer Health
04.2010 - 12.2012
Sales Team Leader -Mumbai Suburbs - Coca cola India
06.2008 - 03.2011
BU - BSC, PCM
Zonal Sales Manager – Region North - VICCO Laboratory
- Current
UPTU - MBA, marketing
Highlights
Awarded with the RCMM Award (PAN INDIA) for 2018-19 & 2019-20., Increased the SOS of Shampoo from 5% to 15% and 2% to 10% in Standalone & EMT Channel, Awarded with the Best Employee Award (Blue Knight) consecutively in 2014,2015., Awarded Best Customer Marketing Region for 2014, 2015 for GT & 2015 for MT execution., Promoted as an Asst Manager/Lead West region in year 2016 from Sr. Executive West region., Got Spirit award for Innovation in IODEX POSM & 100% Deployment., Awarded for 2nd BEST CME (Trade Marketing Executive) Award PAN INDIA for year 2011., Highly successful Launch of SENSODYNE toothpaste in west region (Highest ECO & Volume Business among regions)., Achieved 70% growth against the plan of 22% in the year of 2009 and got 1st prize for the same., Successfully launched Brands like Minute-maid and Kinley Soda in convenience/GM channels in Mumbai., Successfully opened new Sales RES like Pan Bidi Shops and Farsan outlets in Mumbai Suburbs.