ITI SHARMA
Gurugram
Summary
Growth driven GTM leader with proven experience in scaling distribution, optimizing portfolio assortment, and unlocking rural and urban expansion across North India. Strong track record of translating brand strategy into execution frameworks that drive availability, visibility, and share growth. Passionate about moving upstream into brand ownership with a sharp commercial and consumer lens
Overview
9
9
years of professional experience
Work History
GTM Manager
Reckitt
Gurgaon
05.2025 - Current
- Owned regional commercial execution strategy for North India, translating brand objectives into scalable GTM plans across urban and rural markets
- Accelerated market penetration by expanding urban distribution through onboarding 70k outlets in 8 months, strengthening product availability and visibility in high potential markets
- Led assortment and portfolio optimization initiatives, driving +2 increase in Lines per Store in both urban & rural markets and 30%+ growth in total lines, improving in-store brand presence and share of shelf.
- Unlocked rural growth white spaces by appointing sub distributors across 900+ towns, expanding reach and access in underpenetrated markets.
- Spearheaded rollout of a new Sales Force Automation (SFA) ecosystem across sales hierarchies, enabling automation, sharper demand visibility, data-led performance management and faster decision making
- Enabled distributor and field force onboarding, performance management, and incentive design aligning to key levers of availability, visibility & outlet productivity
- Piloted tertiary sales tracking transformation in rural markets by onboarding 1 lakh+ outlets, improving demand forecasting accuracy, stock checks, brand objectives execution
Area Sales Manager
Haleon
Gurgaon
08.2023 - 05.2025
- Developed GTM from inception by mapping Haryana & Himachal for sales potential, direct coverage and expected outlet base. Identified and appointed 23 distributors and added 17k outlet base across the two states
- Led sales operations in Haryana & Himachal managing a team of 7 executives and 57 salesmen to achieve and exceed targets resulting in 16% value growth from LY
- Built and consistently maintained highest efficiency parameters of range, lines sold, productive calls, effective coverage & channel saliency in entire North region
- Spearheaded launch of 8 new products with >100% achievement of launch targets via developing city specific sales, distribution and visibility strategies
- Piloted several brand and sales tech projects in Gurgaon before all India rollout
- Devised and executed appropriate brand contribution split in each territory as per potential and consumer clientele
Area Manager in Maintenance Division (Consumer Products)
Pidilite Industries Limited
01.2023 - 07.2023
- Handled primary and secondary sales, distribution & availability for brands such as Fevikwik, M-seal, Fevibond, WD-40 etc. in Punjab, Haryana.
- Responsible for Distributor management, depot coordination and dealer administration for effective execution of all targets and plans for the region.
- Ensure market development of the region via field marketing, BTL activities and merchandising.
- Prepare distribution targets, sales forecast, new product launch plans and their successful implementation on ground.
- Monitor & report competition activities and drive counter competition plans for the region.
Area Manager in Arts, Stationery & Fabric Division (Consumer Products)
Pidilite Industries Limited
01.2022 - 12.2022
- Heading the field marketing vertical of Arts, Stationery & Fabric division for entire Maharashtra (except Mumbai), Goa and MP.
- Responsible for market development; primary, secondary and tertiary sales for brands such as Fevicol MR, Fevistik, Fevicryl & Rangeela covering entire Maharashtra (excluding Mumbai) and MP.
Management Trainee
Pidilite Industries Limited
01.2021 - 12.2021
- Territory Sales Incharge Stint: Responsible for Primary and Secondary Sales, Dealer Management, Outlets management & addition, Distributor Appointment & Administration, Key Dealer Relationship & achievement, Tgt fulfillment in Meerut, U.P.
- Achieved a growth of 140% in TTY sales during the stint.
- Cluster Market Development Incharge Stint: As a CMDI, worked on demand generation of CAC products (Fevicol MR, Fevistik, Rangeela) in markets, schools, colleges and other avenues via collaborations, projects, merchandising etc. in Pune.
Summer Intern
Pidilite Industries Limited
04.2020 - 06.2020
- Project 1 - Pidilite Portfolio design for selling on E-commerce - Worked on enhancing PIL e-commerce presence by redefining the product range to suit online presence.
- Project 2 - Devise a GTM plan for launch of a new range of colors - Conducted primary research about preferences and buying patterns of target market, competition benchmarking and developed a full fledged launch plan
- Among 2 out of 7 to receive PPO from Pidilite Ind Ltd.
Assurance Associate
EY
08.2017 - 08.2018
- Involved in carrying out Audit procedures such as test of controls, cut off testing, to facilitate cost control of US based firms.
- Received "Shining Star" award for excellent performance as newcomer Associate at
Education
B.Com (H) -
Indraprastha College for Women
Delhi, India07.2017
MBA -
IIM Shillong
04.2021
Class XII - ISC Board
St. Mary's Academy
04.2014
Class X - ICSE Board
St. Mary's Academy
04.2012
Skills
- Consumer & Market Insights
- GTM Strategy & Execution Excellence
- Data Analytics & Demand Planning
- Communication proficiency
- Portfolio & Assortment Optimization
- Market Expansion & Distribution
- Cross Functional Stakeholder Management
- Business & Commercial Acumen
- MS-Office & Power BI
Volunteer Experience
Nurturing Minds, Volunteer, Teaching underprivileged children in Shillong
Timeline
GTM Manager
Reckitt
05.2025 - Current
Area Sales Manager
Haleon
08.2023 - 05.2025
Area Manager in Maintenance Division (Consumer Products)
Pidilite Industries Limited
01.2023 - 07.2023
Area Manager in Arts, Stationery & Fabric Division (Consumer Products)
Pidilite Industries Limited
01.2022 - 12.2022
Management Trainee
Pidilite Industries Limited
01.2021 - 12.2021
Summer Intern
Pidilite Industries Limited
04.2020 - 06.2020
Assurance Associate
EY
08.2017 - 08.2018
B.Com (H) -
Indraprastha College for Women
MBA -
IIM Shillong
Class XII - ISC Board
St. Mary's Academy
Class X - ICSE Board
St. Mary's Academy