KAILASH DOGRA
Regional Sales & Key Accounts Manager
Gurgaon
Summary
As a Regional Sales Manager with extensive experience in HORECA, Institutional, Key Accounts, and Alternative Channels, I specialize in business expansion, strategic sales management, and distribution optimization. I have a proven track record in managing National Key Accounts at both corporate and account levels while expanding into Army, religious institutions, and industrial sectors. I bring strong leadership in sales growth, team management, and market penetration strategies, consistently delivering results in dynamic and competitive environments.
Overview
15
15
years of professional experience
5
5
years of post-secondary education
2
2
Languages
Work History
Regional Sales & Key Accounts Manager
Food Service India Pvt Ltd
North And East
03.2022 - Current
- Lead sales expansion across HORECA, Institutional, Key Accounts, and Alternative Channels
- Develop and implement sales strategies to drive market penetration and revenue growth
- Manage National Key Accounts at corporate and account levels, ensuring strong relationships and business growth
- Expand reach into Army, religious institutions, and industrial sectors
- Oversee distributor networks and execute pricing & contract negotiations
- Drive new market penetration while ensuring alignment with business strategy
- Implement and optimize Distribution Management System (DMS) & Daily Activity Reporting (DAR)
- Lead and mentor a team to maximize efficiency and effectiveness in sales operations
- Successfully expanded into new business verticals
- Spearheaded the super stockiest model, leading to national implementation
- Provided valuable insights to product development teams based on customer feedback, driving innovation in offerings.
- Implemented alternative sales channels, driving significant revenue growth
- Tracked key performance metrics regularly, ensuring constant improvement in account management strategies over time.
- Played a pivotal role in launching new products and expanding existing categories
Area Sales Manager
Delmonte Foods Pvt. Ltd.
Upper North
08.2018 - 03.2022
- Developed and executed strategic sales plans to meet revenue targets
- Strengthened relationships with key distributors and institutional clients
- Led negotiations and secured CPC contracts to drive business growth
- Implemented secondary data management systems, optimizing forecasting and decision-making
- Expanded institutional sales in HORECA, QSR, and food service segments
- Exceeded primary and secondary sales targets consistently
- Strengthened partnerships with key institutional buyers, ensuring long-term revenue growth
- Contributed to successful new product launches and category expansion
- Managed a successful sales team, consistently achieving and exceeding monthly sales targets.
- Expanded market share through effective prospecting, lead generation, and negotiation skills.
Assistant Sales Manager
Kerry Ingredients India Pvt. Ltd.
12.2017 - 08.2018
- Led distributor expansion for brands like Da Vinci, Ravi Fruit, and Swiss Bear
- Managed QSR and coffee chain accounts, driving product adoption
- Developed strong client relationships for repeat business and increased referrals.
- Achieved sales targets consistently by driving daily sales activities and managing the sales pipeline effectively.
Territory Sales Officer
Hindustan Unilever Ltd.
05.2016 - 12.2017
- Launched 'Experience Channel', scaling revenue from zero to ₹55-60 Lacs
- Developed distribution networks across highway clusters, QSR, local eateries, health & corporate.
- Analyzed sales data regularly to identify areas for improvement, implementing targeted initiatives accordingly.
- Increased sales revenue by building and maintaining strong relationships with key clients.
Business Development Executive
McCain Foods India Pvt. Ltd.
06.2013 - 05.2016
- Managed distributor relations and expanded market share for McCain’s food service range
- Built strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Communicated directly with customers and partners to build strong business networks and relationships.
Business Development Executive
Mrs. Bectors Food Specialties Ltd. (Cremica Foods Ltd.)
03.2011 - 06.2013
- Expanded HORECA presence and key institutional accounts
- Successfully introduced Sauces and Condiments category
- Built strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Communicated directly with customers and partners to build strong business networks and relationships.
Management Trainee (Internship)
Samsung Electronics
Dharamshala
06.2010 - 07.2010
- Conducted market research & SWOT analysis for regional business expansion
Education
MBA - Marketing & International Business
Amity Business School
04.2009 - 03.2011
Bachelor of Science - Medical
H.P. University
04.2006 - 03.2009
Skills
- Sales & Business Development
- Key Account & Institutional Sales
- Distributor & Channel Management
- Pricing & Contract Negotiation
- Supply Chain & Inventory Optimization
- New Market Penetration
- Team Leadership & Training
- Data-Driven Sales Strategies
- Strategic Expansion (Army, Religious & Industrial Sectors)
Extra-Curricular Activities
Founding Member of THINK BIG social club (AGBS Chandigarh). Winner - Inter-college Youth Festival (Laughter Challenge). Sports Enthusiast - Represented at State & District Level in Basketball, Football & Cricket. Active Member - Kangra Kala Sahitya Manch & Servants of People Society (NGO).
Disclaimer
I hereby declare that all information provided is true and accurate.
Timeline
Regional Sales & Key Accounts Manager
Food Service India Pvt Ltd
03.2022 - Current
Area Sales Manager
Delmonte Foods Pvt. Ltd.
08.2018 - 03.2022
Assistant Sales Manager
Kerry Ingredients India Pvt. Ltd.
12.2017 - 08.2018
Territory Sales Officer
Hindustan Unilever Ltd.
05.2016 - 12.2017
Business Development Executive
McCain Foods India Pvt. Ltd.
06.2013 - 05.2016
Business Development Executive
Mrs. Bectors Food Specialties Ltd. (Cremica Foods Ltd.)
03.2011 - 06.2013
Management Trainee (Internship)
Samsung Electronics
06.2010 - 07.2010
MBA - Marketing & International Business
Amity Business School
04.2009 - 03.2011
Bachelor of Science - Medical
H.P. University
04.2006 - 03.2009
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