Gautam Kumar
Delhi NCR
Summary
Dynamic Zonal Business Manager with a proven track record at Reliance Retail Limited, driving over 1200 Cr in revenue. Expert in revenue planning and cross-functional team management, achieving significant growth in institutional sales. Renowned for innovative problem-solving and exceptional leadership, fostering high employee engagement and customer satisfaction.
Overview
2026
2026
years of professional experience
1
1
Certification
Work History
Zonal Business Manager Institutional Sales
Reliance Retail Limited
04.2024 - Current
- Handling 1200 + Cr Business turnover.
- Managing 11 DC and 9 Stores.
- Covering Entire Wholesale, Institutional and Semi wholesale channel of Northern Markets.
- Handling all Major FMCG brands Including HUL, P&G, Nestle, Marico, Dabur, Tata, Rackett, PepsiCo, Coke, Campa etc.
- Stock Planning, Forecasting and Coordination with Supply chain and Vendors for effective Inventories Management.
- Coordination with Head office and National Buying team for stock planning and monthly trade schemes.
- Team training, developing new customers and Categories.
- Market intelligence, Monitoring Competition and trade Partners on regular basis.
- Seasonal Planning, Regional Level Tie-ups.
- Interdepartmental Coordination with Distribution Center, Stores for Vendor appointments, Stock receiving and order dispatch.
Cluster Business Head
Reliance Retail Limited
11.2021 - 03.2024
- Handled 250 + Cr Business turnover.
- Covered over 50000 Merchants, with real time distribution of 30000 Merchant’s.
- Highest in channel sales distribution system in Bihar.
- Highest download above 80000 of Jio Partner app on Smart phone of Kirana and HoReCa merchants in direct distribution system.
- Build online distribution system against the traditional supply chain model.
- Handled 9 Fulfillment Centre with above 18 Cr of inventory. Highest assets Utilization and Highest CPMD in India.
- Team of 600+ members including Sales, FC and Last Mile.
- Listing and mapping of above 1100 SKU which includes National and Local Brands.
- Customize Trade Promotion plan for Reliance Own Brands. Launched above 10 brands in 4 Categories.
- Development of Pricing Panel to track the competition.
- Identification of Local Assortment and development of an ecosystem for procurement with help of Regional and National Team.
- Lowest attrition rate Highest Customer engagement level Highest Employee involvement.
- Owned desired revenue through Kirana, HoReCa, Bakery, Semi wholesale, Franchise and exclusive Jio Smart Kirana Outlets.
General Manager- Sales & Operation
METRO Cash & Carry
07.2018 - 10.2021
- Company Overview: World No1 German wholesale company has presence in 32 countries with more than 800 Stores.
- Handled overall Sales and Operation of Rajasthan METRO cash & Carry India Pvt Ltd.
- P & L responsibility of a 200 Cr. + of business covering 9000+ articles in all category.
- Leading a team of 150 + on roll and 200 off roll employees of sales and operation.
- Overall Incharge of visual merchandising for creation of an Ultimate shopping experience.
- Handling MBO within one roof in retail segment.
- Handled above 25000+ Direct and Indirect Customer base of Kirana, HoReCa, Institution and SCO.
- Launched E-Commerce Platform and increased efficiency and ordering pattern by 2X compare to National average. Started delivering 2 Cr/ Month from Kirana and Key account segment.
- Delivered EBITA Target and made Store profitable within One year.
- Profitability has increased by 1.3 basis point and cost control has done by 0.6 basis point.
- Attrition rate has gone lowest since Launch of Store. Customer Satisfaction level increased significantly shown NPS has increased by 2X. Employee involving score has gone all time high and crossed 92%.
AGM
PRABHAT DAIRY LTD/ Lactalis India
06.2016 - 06.2018
- Well known Value added dairy brand in Dairy Ingredient industry, co-manufacturing, co- packing.
- Process Owner in appointment of CFA to Super Stockiest, Distributors, sales team, and selection of product portfolio, pricing, and margins structure along with GTM and RTM strategy and its execution for HoReCa and B2B channel.
- Established Prabhat HoReCa network for North & East Reason. In dairy category, Prabhat became a trusted name in HoReCa segment.
- Development of new B2B Clients for all Product Range.
- Delivered highest sales growth and highest EBITA in India.
- Commercial design HoReCa for Prabhat products, Channel Partners etc.
Sales Manager
NEO MILK products
01.2012 - 01.2016
- Company Overview: (NEO owned by a High rated Private Equity Firm...Ambit Pragma. Company operated in value added dairy segment, Had JV with DANONE Food & Beverage India Pvt. Ltd for production of dairy products. Later DANONE Fresh has taken over Neo Distribution long with Infrastructure and Products.
- Appointed 70 distributors in NCR, Launched neo products in 34 routes, 68 beats which has distribution of 8000 key retail and HoReCa outlets which contributes 80% of category sales. Neo taken 9% Market share in Value add curd segment in Traditional Trade within One Year and Bulk Pack taken the 2nd slot in the bulk category.
- Successfully worked as Project Head in Neo to integrate distribution and Product Line with DANONE food & beverage.........engage target to triple Infra, distribution and Vol
Territory Sales Manager
DABUR INDIA Ltd
01.2007 - 01.2012
- Handled Entire HoReCa along with CPC Master Canteens for real Juices and Culinary Products.
- Restructured overall Food Service and made channel centric approach which has resulted 25% growth, highest in Pan- India. Later this strategy opted by Organization.
- Highest performer of India during 2009-10. Received promotion within 2.6 yrs. of short span.(2007-2009)
- Integrated sales with Marketing and devised a new way of getting activation's in annual contracts.
- Became the National accounts Manager basis the relationship with key accounts.
- Devised a new strategy along with Marketing for NPD’s in the channel.
- Successfully rolled out Dabur’s software system, British, ensuring coverage of 100% business, without hiccups.
- Selected for Channel championship project and trained as per requirements of channels for Food service Industry.
- Devised a new strategy along with Marketing for NPD’s in the channel.
AM
KIC Food Product Ltd
01.2002 - 01.2007
- Company Overview: One of the leading and Oldest Hospitality Group of India
- Joined as MT and promoted as AM within 2 yrs. Became part of Core operational team. Done regular tie-ups with Travel Groups ....Like Kouni, SITA Corporates like GAIL, BHEL, PFC, PHD, etc.
- Handled all segment of operations....fine dining, casual dining, Banquet, Outdoor catering, Bakery. Launched Tonic the casual dinning bar and lounge.
Zonal Manager HoReCa- North India
METRO Cash & Carry
- Handled North Zone (6 stores) and delivered 14% Growth in HoReCa and Institutional business.
- Profit matrix grown with 1.2 % Points
- Buying customer growth taken from -6% to + 6%.
- Revenue growth taken on 13% on huge base.
- Received Promotion within 2 yrs. and selected to lead Core retail operation and entire P& L.
- Worked towards Introduction of METRO brands Products for Central Police Canteen.
Education
Exe. MBA - Sales, Distribution & Operation
Indian Institute of Tecnology
Patna12-2025
PGDM -
IMT CDL
B.Sc. -
NCHM&IGNOU
DHM -
IHM KOLKATA
12th -
WBHSC
10th -
BSEB
Skills
- Revenue and Profit Planning
- CFA and Distribution Management
- Chanel sale like GT, Institution and HoReCa
- Space planning and Merchandise Management
- New Store/ Market Opening
- Handling of MBO
- GTM and RTM and distribution expansion
- New Product Development and Launch
- Cross-Functional Team Management
- Performance Improvements and Assessment
- Policy/Program Development
- Problem Anticipation and Resolution
- Resource Allocation, Goal Setting, Performance evaluation and Monitoring
- Customer Service Management
- Decision Making & Cost Reduction
- Recruitment and Hiring
- Sales Tracking
- Vendor Management
- Coaching and Leadership
- Employee Motivation
- Process Improvements
- Market and competitive analysis
- Sales pipeline management
- Event Planning and Execution
Certification
- Aspirational leadership
- Accredited People Leader
- Manager as Coaches.
- Accredited People Manager of Manager
- Brand selling vs. Commodity selling.
- Channel sales model (Retail, Institution.
- Net Promoter Score
- How to improve team performance
- Negotiation Skill, Leadership Skills.......Conducted by Dabur Corporate HR.
- MS Excel- Advance operation conducted by NIIT.
Languages
Hindi, English
Accomplishments
- Best Cluster Jiomart -2023
- Best STORE METRO- 2020
- Best ZSM METRO- 2018, 2019
- Best AGM Prabhat -2017
- Best TSM Dabur -2009
Disclaimer
Declaration: I, Gautam Kumar, hereby declare that all above written particulars are correct and Honest to the best of my knowledge. Place: New Delhi Signature Date: // (Gautam Kumar)
Timeline
Zonal Business Manager Institutional Sales
Reliance Retail Limited
04.2024 - Current
Cluster Business Head
Reliance Retail Limited
11.2021 - 03.2024
General Manager- Sales & Operation
METRO Cash & Carry
07.2018 - 10.2021
AGM
PRABHAT DAIRY LTD/ Lactalis India
06.2016 - 06.2018
Sales Manager
NEO MILK products
01.2012 - 01.2016
Territory Sales Manager
DABUR INDIA Ltd
01.2007 - 01.2012
AM
KIC Food Product Ltd
01.2002 - 01.2007
Zonal Manager HoReCa- North India
METRO Cash & Carry
Exe. MBA - Sales, Distribution & Operation
Indian Institute of Tecnology
PGDM -
IMT CDL
B.Sc. -
NCHM&IGNOU
DHM -
IHM KOLKATA
12th -
WBHSC
10th -
BSEB
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