ARUP RATAN GHOSH
Kolkata
Summary
Accomplished professional with nearly 17 years of experience in Sales Management, Business Development, Terriotry Management & Client Relationship Management Presently working as Senior Manager with Reliance Ajio B2B.; leading a team of 12 Area/Territory Sales Managers for businesses worth total turnover of INR 15 crores monthly Proven capabilities in managing around 50000 Outlets & Supervising 150 Sales’s Officer Team for entire territory Innate excellence in formulating future objectives & operational policies / procedures for the performance of the organization; consistent record of delivering results in managing business operations with focus on performance and expertise in planning strategies, defining targets, resource administration, SLA & KPI optimization and allocation of manpower Excellence in product marketing including product enhancements, competitive analysis, market forecast & establishing a reliable and cost effective channel network & dealer development Developed and deployed quarterly and annual plans, programs and policies for company; backed all cross-company sales objectives such as budgets preparation, forecasting of sales targets, and so on Proven capabilities in increasing sales revenues, developing profitable & productive business relationships, selling, coordinating with cross-functional & decision-makers, building an extensive client base & marketing development Enterprising leader with effective communication & relationship management skills
Overview
18
18
years of professional experience
2007
2007
years of post-secondary education
3
3
Languages
Work History
Cluster Sales Head
Reliance Ajio
08.2021 - Current
- Company Overview: Business Administration, Kolkata
- Turnover: 15 Cr
- Monthly
- Supervising Bihar & Jharkhand as Cluster Sales Head & Senior Manager while managing a team of 150 Sales Officers and 12 ASMs
- Looking after the wholesale and Retails distribution of Reliance Apparel Products
- Leading initiatives to launching the brands like Knob Jeans, Kidly Boo, Jhonplayer Select, Xelerate Sports Wear, Kidlyboo, Altair & Dhuni by Avassa and managing their distribution Jharkhand & Bihar
- Managing the apparel’s category for Men, Women & Children
- Focusing on the width and depth of entire category of the product
- Focusing on brand and must selling Styles
- Monitoring the Process Parameters like New Buyers Activation, Repeated Buyer through Put, Put Buyer Cancellation, RTO & Net Revenue for the entire Territory
- Guiding and mentoring the sales officers to enhance and skill them in the business process
- Business Administration, Kolkata
- Improved the distribution of Apparel Outlets from 10K to 50K
- Reduced loss of Monday’s and controlled absenteeism
- Appointed Super Distributor’s for Non Serviceable Areas
- Achieved highest Average Value Per Order and increased Unique Buyer Visits from 60% to 90%
- Increased net revenue to 120% YOY
- Focused on Churned/Inactive buyers through Proper Implementation/Proposals of the Scheme
- Awarded with Best Cluster Head of the Region twice in the year 2023
- Recognized with Highest Rating Employee for Consistent and Satisfactory performance for the year 2022-23
Regional Sales Manager
Velnik India Pvt. Ltd.
06.2021 - 08.2021
- Led the entire state of West Bengal-2 & Jharkhand as Regional Sales Manager
- Looked after categories like Hair Remover Cream, Shampoo, Sanitary Pad, Baby Diaper, Handwash, Room, Hair Cream, Hair Color and Mehndi and also monitored brands like Kaveri, Elois, Babelois & Velnik
- Supervised the ROI of Distributor’s and administered processes like; TLSD, PC, LPC and VPO and PPO
- Defined service standards and guidelines that serve as benchmark for excellent service delivery thereby contributing towards ameliorated service revenue generation
- Designed distribution strategy to achieve segment-wise targeted sales volumes, market share and market coverage objectives
Sr. Area Sales Manager
Raymond Consumer Care (Park Avenue)
02.2018 - 04.2021
- Company Overview: Patna
- Managed the entire state of Bihar & Jharkhand as Senior Area Sales Manager
- Looked after categories like; Deodorants, Soaps, Shampoo, Shaving Systems, Hair gel, Room freshener’s, Grooming Kit, Men’s Perfume and Talcum Powder and also monitored the mother brands like Park Avenue & Premium
- Managed, trained, and provided overall guidance to the sales team of an assigned territory
- Set up reasonable sales targets to be achieved by the sales team
- Monitored the performance of the sales team and motivating members to meet or exceed sales targets
- Collected customer feedback and providing updates to senior management
- Travelled to potential and existing customers within an assigned sales area to present company offerings and build brand awareness
- Patna
- Implemented App Bizome for entire territory and maintained 100% SFA users and Sales Force Automation (SFA) in entire territory
- Launched all NPDs till date
- Recognized as top ASM in India in terms of system & Process by maintaining 100% FOS on SFA
- Increased penetration in rural market by analyzing PPO & VPO of towns
- Led the infra development in urban towns by appointment of new distributors & proper coverage plan
- Conducted training for FOS as self-developed trainer for keeping the things on track
Area Sales Manager
Hindustan Coca Cola Beverages Pvt. Ltd.
01.2017 - 01.2018
- Company Overview: Bhagalpur
- Managed three categories of products which included Sparkling, Water & Juices
- Supervising the entire range of SKU’s for brands like Coke, Limca, Sprite, Thums Up, Mazza, Minute Made, Kinley Water for GT
- Bhagalpur
- Received recognition as: Best team for achieving the target for Horizontal Expansion
- First team to overachieve Assets Installation & OYA target
- Highest ASM Territory to achieve highest GR value in the unit
- Second best team for Highest Green Score at YTD level
- Monitored Numeric Distribution of 5000, Category Outlets and followed-up with 20000 invisible outlets
- Led 8 Executives as Direct Supervisors and 25 Indirect FOS
- Managed a total turnover of average 8 crores per month
- Successfully achieved highest YTD RED score in entire Bihar unit as ASM Territory
Area Sales Manager
Zydus Wellness Ltd.
01.2013 - 12.2016
- Company Overview: (Kolkata, Patna, Ranchi)
- Single-handedly managed: The entire state of 50 distributors and 8 Super Stockist for entire Kolkata, Bihar & Jharkhand (Retail & Wholesale)
- Total turnover of average 2 crores per month
- A team of 7 Sales Officers and 4 SRS
- Additional responsibility of another States due to consistent Performance in Nov-13’
- The additional responsibility of being Grow 2x Champion for East Region in May 2014
- The Entire East for Project Grow 2x for Zydus Wellness Ltd
- To manage Infrastructure, Manpower, ROI of Distributors, managing FOS, ensuring growth of respective distributors since May’14
- Cost Management, Increase Distribution, Managing Operation for entire East as a part of Accenture project
- (Kolkata, Patna, Ranchi)
- Conferred with: Best Modern Trade Filling rate award ASM in the East, in Dec-13’
- Second Best ASM in the Country award
- Certificates and Trophy at Annual Sales Conference held at Gangtok in Jan’15
- Certificate by CEO of the company for outstanding Innovation in Apr’16
Territory Business Manager
Gulf Oil Corporation
03.2012 - 12.2012
- Company Overview: Patna
- Holds the distinction of managing: All range of Lubricants Product for Gulf Oil
- A Turnover of approx
- INR 98 Lakhs per month
- Patna and North Bihar Territory
- Both Urban & Rural Market
- 4 MSR’S reporting directly
- Received recognition for appointing Potential distributors for Patna territory
- Augmented rural and urban coverage for Retail business
- Patna
Territory Sales Officer
Marico Ltd
02.2009 - 12.2012
- Company Overview: Bokaro
- Bokaro
- Conferred with: Best Performance award for completion of MEDIKER NPLP in the month of Mar’10
- Edible trophy at depot level in the Mar’09
- Hero award consistently from Sep’11 to Jan’12
- Edible trophy memento for best edible contestant from Sep’11 – Nov’11
- MPL BALL for achieving highest secondary in the month of April in Jharkhand Depot in Apr’10
- Managed a turnover of INR 75 Lakhs per month
- Recognized as Second highest achiever for Hair Oil Contest at depot level in May’11
- Received recognition for successful completion of Nihar Almond NPLP in Jun’11
- Achieved the Parachute cream and gel Ec and volume recognition at depot level in Sept’09
Territory Sales Officer
Glaxo Smith Kline Consumer Healthcare Ltd.
05.2007 - 02.2009
- Company Overview: New Delhi, UP East & West
- Planned and achieved primary & secondary sales targets
- Executed marketing plans & activities for successful launching of new products
- Successfully Managed: 60 Sku’s Horlicks, Eno, Crocin & Iodex
- Turnover of INR 80 Lakhs per month
- New Delhi, UP East & West
- Received ‘Horlicks Champ’ award in Aug’08
Education
Post Graduate Diploma - Business Management (Marketing)
New Delhi Institute of Management
Bachelor of Commerce - undefined
College of Commerce
12th - undefined
Patna Central School
10th - undefined
D.A.V. Public School
Skills
Sales & Business Development
Personal Information
Date of Birth: 03/05/83
Timeline
Cluster Sales Head
Reliance Ajio
08.2021 - Current
Regional Sales Manager
Velnik India Pvt. Ltd.
06.2021 - 08.2021
Sr. Area Sales Manager
Raymond Consumer Care (Park Avenue)
02.2018 - 04.2021
Area Sales Manager
Hindustan Coca Cola Beverages Pvt. Ltd.
01.2017 - 01.2018
Area Sales Manager
Zydus Wellness Ltd.
01.2013 - 12.2016
Territory Business Manager
Gulf Oil Corporation
03.2012 - 12.2012
Territory Sales Officer
Marico Ltd
02.2009 - 12.2012
Territory Sales Officer
Glaxo Smith Kline Consumer Healthcare Ltd.
05.2007 - 02.2009
Bachelor of Commerce - undefined
College of Commerce
12th - undefined
Patna Central School
10th - undefined
D.A.V. Public School
Post Graduate Diploma - Business Management (Marketing)
New Delhi Institute of Management
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