GOYAM JAIN
Sales, Distribution, Growth
New Delhi
Summary
A seasoned sales and marketing professional with over nine years of experience in managing a diverse client base across five continents. As General Manager at Bira 91, I drove robust sales growth with a CAGR of over 40% over five years, spearheadeaded global expansion into 20+ countries and established international and private label business units from scratch. My strategic acumen and entrepreneurial approach, honed by an MBA from a prestigious B-School, are key to building enduring brands and cultivating lasting relationships.
Overview
9
9
years of professional experience
2
2
Certifications
Work History
General Manager
Bira 91
04.2024 - Current
- Overseeing P&L for three distinct business verticals: Core Markets, Travel Retail and Airlines, and Private Label, by optimizing for revenue, growth, and costs.
- Mentoring a direct report, providing guidance to achieve assigned sales and distribution objectives.
- Establishing a robust pipeline of strategic partnerships in key international markets through frequent overseas business development trips.
- Designing a comprehensive long-term marketing and strategy playbook focused on making Bira 91 a global brand.
- Achieved a 13% quarter-over-quarter revenue growth in Q4 2024 by initiating and executing an innovative promotional program with Indian restaurants.
- Grew profitability to USD 800,000 in 2024 by optimizing rebate structures and localizing trade marketing assets.
- Conducted training for sales teams on refining the sales pitch and embedding best practices for the sales call process.
Deputy General Manager
Bira 91
04.2021 - 03.2024
- Successfully expanded international business presence from 9 to 23 countries within the EU and the Americas over a 3-year period.
- Achieved a 4% increase in distribution quarter-over-quarter in Q2 2022, coinciding with a nationwide launch in New Zealand.
- Spearheaded a global campaign for the ICC T20 Cricket World Cup, effectively engaging consumers across stadiums and multiple channels in five countries.
- Delivered training sessions for sales and marketing teams on beer making, beer tasting, and food pairing techniques.
- Created and deployed trade marketing standards to ensure a consistent and globally relevant Bira 91 experience.
Senior Manager
Bira 91
04.2020 - 03.2021
- Executed an end-to-end launch in four countries, including Japan, Thailand, and the Maldives, ensuring a cohesive go-to-market strategy.
- Negotiated and finalized commercial terms and a sales plan with a diverse set of channel partners, achieving unit-level profitability.
- Adapted sales and distribution strategies to maintain stability and growth during the Covid-19 pandemic, with a special focus on the Channel-SKU mix in E-Commerce.
- Led a strategic business restructuring initiative by appropriating the Cost of Sales for long-term business health and cash flow objectives.
Manager
Bira 91
01.2019 - 03.2020
- Managed sales and business development initiatives with distributors, chain stores, and bars across the MEA and APAC regions, significantly expanding the customer base.
- Conducted comprehensive market intelligence, explored opportunities, and built relationships through extensive travel.
- Formulated and deployed global campaigns, like Curry Club, to engage Indian restaurants in over eight countries.
Developed budgeting and planning formats, CRM tools, agreements, and value chains, effectively structuring and scaling international business operations.
Business Development Manager
Bira 91
03.2018 - 12.2018
- Developed business from scratch by ensuring internal system readiness, resource training, and compliance.
- Formulated and implemented SAP-based company-wide standard operating procedures (SOPs) and customer-side SOPs using principles like On-Time, In-Full (OTIF) and Single Version of Truth (SVOT).
- Coordinated export shipments in liaison with supply chain teams to ensure customer satisfaction through effective collaboration.
Marketing Manager, International Markets - Paper Division
Trident Limited
05.2016 - 11.2017
- Managed client relationships through direct interactions and visits to international markets, enhancing customer engagement and satisfaction.
- Designed marketing programs for acquiring new customers and retaining existing ones to grow sales.
- Identified and successfully developed new markets in the American region, generating USD 2 million in revenue.
- Instrumental in online B2B channel development, I captured opportunities worth USD 0.6 million in 2016.
Education
MBA - Marketing
Management Development Institute
Gurgaon, India03-2016
B.Tech - IT
Panjab University
Chandigarh, India03-2014
Skills
- Sales & Distribution
- Channel Management
- Trade Marketing
- Negotiation & Relationship Building
- P&L Management
- Business Strategies & Growth
- Cross-Cultural Leadership
Certification
Cicerone Certified Beer Server
Timeline
General Manager
Bira 91
04.2024 - Current
Deputy General Manager
Bira 91
04.2021 - 03.2024
Cicerone Certified Beer Server
11-2020
Senior Manager
Bira 91
04.2020 - 03.2021
Manager
Bira 91
01.2019 - 03.2020
Business Development Manager
Bira 91
03.2018 - 12.2018
Marketing Manager, International Markets - Paper Division
Trident Limited
05.2016 - 11.2017
Microsoft Certified Solution Developer
04-2013
MBA - Marketing
Management Development Institute
B.Tech - IT
Panjab University
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