Harsha M. Desai

• Established strong relationships with major accounts and key decision-makers to increase sales in designated territory. Directly handling & negotiating the sales with the High-volume retails & groups (Contributing to 40% of the volume)
• Monitor & Execute the SKU/Brand wise sales & ensure growth in all segments & Monitor customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
• Report sales activity, generate sales schemes, and proposals (CPC) for Tie ups & Non Tie Ups to achieve the set sales target & thus achieve the set GSR & NSR.
• Plan & execute the sales target for the month & the year by proper planned division of the set targets to the executives & monitoring the rationalization of the allotted CPC.
• Introduced cost-saving initiatives to reduce losses and increase profit margin- Pay for Performance
• Continuous on job training to the sales Executives to achieve the set sales and WOD targets.
• Responsible for the efficacy of the proposed & executed CPC in the market.
• Responsible for Planning & execution of the scheme & the CPC required for the month & the year to achieve the set targets. -Executive wise/ Retail Wise & Group Wise.

Achievements

• Increased Market Share from 5% to 6%- Mainstream- +2%, Premium-+4% & Relevant- +2%.
• Increased Relative ND from 40% to 60% on Premium Portfolio.
• Initiated Rebate rationalization on CPC
• Increased Premium Mix from 4% to 7%- Awarded as “Mr.Premium Mix”.
• Maintained a Zero Expiry rule in the assigned territory

• Increase the Market share of Carlsberg in the assigned territory by driving numeric & weighted distribution .
• I have a team of 5 DSE’s with a coverage area of 2 Districts. I handle 496 retails.
• Handled Hubli,Dharwad & Haveri Areas.
• Increased Market Share from 14.7% to 18%
• Increased Relative ND from 40% to 60% on Premium Portfolio
• Initiated Rebate rationalization on CPC
• Increased Premium Mix from 2.6% to 5%
• Maintained a Zero Expiry rule in the assigned territory

• December 2014 to December 2016-Kolar
• Worked in Kolar & handled 6 Distributors
• Responsible for ROI of the distributors.
• Training the Distributors sales men on the job to achieve the set sales target-Brand wise/SKU wise
• Responsible for Primary and secondary of the assigned area.
• December 2016 to June 2017-Belgaum
• Handled 2 Distributors in Belgaum District with the same responsibilities as above
• July 2017 to March 2019-Dharwad
• Handling & Negotiating Sales with High volume outlets
• Planning & executing Horizontal Expansion of the business by acquiring New accounts.
• Planning & executing other marketing and Sales activities
• Training the MGR On the Job for improving their sales & analytical ability
• Handling quires from market and Distributors
• Responsible for ROI of the distributor with proper Sales Target planning & achievement.
• Created record by breaking all the Exclusive accounts of competition in a span of 15 days in the assigned territory.
• Acquired 354 new accounts (HE) for business expansion & was awarded by the company for the same.
• Achieved 140% Growth on Juices & 120% on others (Focus Pack)

• Applied effective time management techniques to meet tight deadlines as this was a very high competitive industry.
• Identified issues, analyzed information and provided solutions to problems- Transport time to the distributors reduced by preparing & executing the Minimum Stock Balance method
• Handled 24 Dealers of JK Cement-Grey in Dharwad district (Dharwad, Hubli, Kundgol, Khalghatgi & Navalgund).
• Managing primary & secondary target sales of cements in the given territory within the outstanding limit set by the company for each dealers.
• Plan & execute marketing activities to improve the sale in my area which includes;-
• 1. Presentation in Dealers Meet
• 2. Planning for boards & other modes of advertisement within the given budget
• 3. Attending Forums such as Cement members association and others
• Activated all the inactive dealers of Hubli taluk & have appointed 11 retailers with-in 1month of my joining to JK Cement Ltd & have achieved an average sale of 2500MT/Month

• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Analyzed past sales data and team performance to develop realistic sales goals.
• Achieved a good rural market share for Pepsi by appointing 8 rural spokes.
• Achieved 107% Growth in 2011 & 115% Growth in 2012 in Pepsi
• Achieved a Mountain Dew mix of 12%(Focus month objective)
• Awarded as “The King of Mountain dew” for over achieving the given target FY
• Achieved an average growth of 127% in 2013