GULSHAN KUMAR
Mumbai
Summary
Innovative Sales Leader experienced in developing and executing sales operation strategies that enhance business volume and profitability. Achieved growth in market share and revenue through strategic management of retail channels and optimization of sales processes. Focused on leveraging resources effectively to drive organizational objectives across diverse retail markets in India.
Overview
3
3
years of post-secondary education
34
34
years of professional experience
Work History
Sr Vice President
Panasonic Life Solutions India Pvt Limited
04.2023 - 08.2024
- Taking care of Wiring Devices, Switchgear, Wire, Conduit Pipe Pan India business (Total Turnover 4000 Cr) Since April 2023.
- Led sales digitization and management of trade spends (distributor margin, retailer margin, schemes, incentives) for B2C businesses across regions and channels, aligning efforts with company's overall business plan.
- Worked as Head- Sales Excellence Trade Power Division.
- Enabled sales team to achieve business objectives, enhance individual and team capabilities, improve employee satisfaction, and foster collaborative selling efforts.
- Coached and built relationships with sales team to execute key priorities.
- Engage sales team to become more effective coaches to their sellers.
- Coordinated efforts with the regional and area sales teams and supported brand, PMG, and Marcom teams.
- The role will also entail close coordination with the HR, IT, Finance and Supply Chain to help in planning and delivering objectives of the category.
Business Head / President Retail Wire, Switchgear, Conduit Pipes, Switches
Polycab India Limited
03.2020 - 01.2023
- Advanced growth and profitability of the Retail Wire, Switchgear (MCB), Switch, CPMB, BU at Polycab.
- Strengthened the existing distribution channel to drive business growth while collaborating with product marketing on the long-term product strategy.
- Oversaw new product commercialization in the channel, monitored channel health, facilitated adoption of new digital initiatives, and drove analytics-driven decision-making.
- Governed new product commercialization in channel, ensured channel health, adopted new digital initiatives, and drove analytics-based decision-making.
- Created key capabilities for BU, including new product commercialization, channel development, digital initiative adoption, analytics-driven decision-making, and trade spend management.
- AOP planning and building roadmap for execution of strategic objectives laying out key milestones & risks.
- Established key capabilities for the BU, emphasizing new product commercialization, channel development, adoption of new digital initiatives, and managing trade spend.
- Drive effective governance within SCM, Finance, Factory, Logistics, Marcom, Marketing, Credit Control, & Other BUs.
- Build and manage the sales team, critical central functions, and other capabilities within the vertical.
AVP Sales (Trade Lighting)
Havells India Limited
03.2015 - 04.2018
National Sales Head
Ruchi Soya Limited
03.2012 - 02.2015
- Implemented national sales strategy, collaborating with regional sales managers and support functions to ensure achievement of revenue and P&L targets.
- Developed business plan, regularly reporting performance with variance analyses and revised projections to meet revenue and P&L objectives.
- Developed extensive rural and urban coverage plans to enhance market reach.
- Facilitated product distribution in various regions of India, ensuring access to over 500,000 retail locations.
Regional Manager -West
Wipro Limited
Mumbai
01.2004 - 10.2009
- Launched CFL, PLL, T-5 tube, electronics fittings, and other accessories in Mumbai, ROM, Gujarat, MP, capturing 18% market share.
- Effectively delivered 22% CAGR in FTL & 11% in GLS, 15% in accessories.
- Dextrously managed areas of Mumbai, Maharashtra, Gujarat, Madhya Pradesh and Goa with the turnover of Rs. 80 Crore p.a. for West region.
- Conducted demographic study and mapped potential market, leading to 35% coverage expansion in electrical and non-electrical outlets.
Area Sales Manager
Wrigley's India Ltd.
Lucknow
01.1998 - 08.1999
Area Sales Manager
DCW Home Products Ltd.
Lucknow
05.1996 - 12.1997
- (Captain Cook Brand of Products)
- Developed regional sales strategies, increasing market presence.
- Trained and mentored sales teams, leading to improved performance.
- Analyzed market trends to pinpoint growth opportunities in territories.
Area Sales Executive
Wipro Ltd.
Lucknow
05.1993 - 05.1996
- Assisted in planning and executing lighting projects to ensure successful setup and delivery
- Completed day-to-day duties accurately and efficiently.
- Proposed and implemented ideas that improved team collaboration and project results.
- Collaborated with diverse coworkers to achieve objectives and resolve product and service-related issues.
Promotion Officer
Dalmiya Industries Ltd.
Kanpur
01.1992 - 05.1993
- Managed daily operations to ensure smooth workflow and adherence to processes.
- Managed daily operations, ensuring smooth workflow and process adherence.
- Coordinated cross-functional teams to resolve operational issues.
- Oversaw inventory management, maintaining accurate stock levels and timely replenishment.
Asst. Marketing Officer
LML Ltd.
Kanpur
06.1990 - 11.1991
- Managed operations of scooter unit
- Managed daily operations, enhancing workflow and efficiency.
- Oversaw team activities, coordinating tasks to optimize collaboration.
- Implemented safety protocols, ensuring a secure work environment.
Education
Executive Learning Programme -
IIM Ahmedabad
Ahmedabad 01.2006 - 01.2006
Post Graduate Diploma - Business Administration (Marketing)
U.P. Board of Technical Education
Kanpur 04.1988 - 01.1990
M.Sc. - Mathematics
Kanpur University
Kanpur 04.1987 - 01.1988
B.Sc. -
Kanpur University
Skills
- Sales management
- Sales strategy
- Channel development
- Sales digitization
- Sales analytics
- Digital transformation
- New product launch
- Business strategy
Training
Executive Learning Programme, IIM Ahmedabad, 01/2006
Personal Information
Executive Learning Programme, IIM Ahmedabad, 01/2006
Current Package
Executive Learning Programme, IIM Ahmedabad, 01/2006
Timeline
Sr Vice President
Panasonic Life Solutions India Pvt Limited
04.2023 - 08.2024
Business Head / President Retail Wire, Switchgear, Conduit Pipes, Switches
Polycab India Limited
03.2020 - 01.2023
AVP Sales (Trade Lighting)
Havells India Limited
03.2015 - 04.2018
National Sales Head
Ruchi Soya Limited
03.2012 - 02.2015
Executive Learning Programme -
IIM Ahmedabad
01.2006 - 01.2006
Regional Manager -West
Wipro Limited
01.2004 - 10.2009
Area Sales Manager
Wrigley's India Ltd.
01.1998 - 08.1999
Area Sales Manager
DCW Home Products Ltd.
05.1996 - 12.1997
Area Sales Executive
Wipro Ltd.
05.1993 - 05.1996
Promotion Officer
Dalmiya Industries Ltd.
01.1992 - 05.1993
Asst. Marketing Officer
LML Ltd.
06.1990 - 11.1991
Post Graduate Diploma - Business Administration (Marketing)
U.P. Board of Technical Education
04.1988 - 01.1990
M.Sc. - Mathematics
Kanpur University
04.1987 - 01.1988
B.Sc. -
Kanpur University