KALPESH VARMA
Indore
Summary
Seeking Zonal/National-level leadership assignments in Sales & Marketing of FMOTC/ Modern trade/Channel Management/E Commerce, with an organization of high repute and values
M.B.A Sales professional with 18 years of experience in PharmD Ethical-Channel Sales, Distribution, OTC, FMOTC, FMCG Model, Decisive Leader who inspires peak performances and foster a culture of accountability and shared success. Ensure Consistent Growth in all market conditions, Develop Team Through Coaching, demonstrated ability to build new Territories and expand opportunities within existing customer base, Excellent analytical Ability, Good Training and Presentation Skills.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Regional Channel Manager (M.P., C.G. & GUJARAT)
INDOCO REMEDIES LTD
Indore
03.2023 - Current
- As an RCM, carry out Sales operation in the Region with the help of 7 CSM, 22 CSEs, 9 Promoters, Focus on Team Development, Productivity, forecasting, Develop Sales Monitoring and Execution Tools, give new Business ideas to team, Identify and reline Coverage of each District, ensure Consistent Growth, ensure ethical practices in Team
- Form a New Distribution Model for Sensodent Range of Product, establish, 3 New SDs, NEW FMCG Distributor in each District, in all 3 states
- Develop NEW HQ in the Region (in all 3 states) as per Distribution Requirement, and expansion of coverage
- In Entire India I am the only RCM who Shift Whole Credit Base Business into Advance payment in the Region, it ensures better controlling of inventory, Maintain MM and ME Closing, and ensure Better ROI for Distributors
- Register 900 Departmental store (local Standalone Mart), Tie-up with Chain store like, Osia, National Handloom, Diraj and Sons, Pocket store, Bansal stores, Ondoor, Aapoorti, Malhar, Eccha Nath, urban Grocers and many more for Sensodent k and KF range
- Gain a Market share of Sensodent range of 7% in MPCG and Gujarat, ensure 42% value Growth in the Region
- Develop Loyalty Base Program for Distributor, Wholesalers, and Retailer and for GT outlets, Conduct Wholesale and Distributor Meet, Retail Meets, Like Dentolite, Kicker schemes, It Ensure better Distribution and visibility of Brand Sensodent
- Develop KPI for the Team, Monitor and drive it across the region with help of Area Managers
- Team Coaching and Development is the Key and it ensure to retain right talent in the team
- Drive a business of 13 CR per Annum right Now
- Key Achievements: - Best RCM in Country in Display execution, in GT store enrolment, In PC Avg, Lowest Attrition rate, 2 CSEs promoted as CSM in last 7 Months
Senior Channel Sales Manager CHC-OTC
Sanofi India Ltd.
Indore
05.2013 - 03.2023
- As a Senior CSM, Ensure a Monthly Business of 3.5 Cr per month in MP and CG state with the help of 9 dedicated CSE and 10 DSR and 4 SEs
- First CSM in India who take initiate of creating two verticals of business in MPCG as Channel sales and OTC Sales and give a growth of 20% YOY basis (earlier it was only 8 %)
- Start taxi Tour operation coverage for uncovered Rural market of Territory with specific Goal
- Start Business Meet for Rural BMS Doctors for NEW SKUs (at WS point) like Avil NU, Baralgan nu and Novalgin NU, Combiflam Plus
- Launch Successfully Wholesale Program 'Shubh-Labh' in MPCG, and drive 28% Value Growth
- Develop Tools to Drive Productivity in Team, and ensure 54% productive calls on monthly Avg
- Give Business Forecasting and planning of sales, identify Challenges and develop mitigation Plan for it
- Drive co-promotion Brands like Allegra and Enterogermina for identify its OTC base
- Achieve 'Team-Excellence trophy' 3 years in row, Achieve star Award, Best CSM 5 years for brand combiflam and dulcoflex
- Ensure 73% Numeric Distribution of ICYHOT spray in MP and CG
- Higher than Volini in 2017 and 2018
- Develop KPI for Best Productivity, and ROI drive
- In the states
- Drive a Business of 44 crores per Annum (MP and CG put together)
- Achievements: 1.Achieved Most Prestigious Trophy 'TEAM-Excellence Trophy' for the year 2019, 2020 and 2021 (Three Years in a Row)
- 2
- Sales Champion Trophy for the Year 2020
- 3
- In performance Appraisal – On 9 Grid Matrix Got 8 Rating in 2019 and 2020 and 2021
- 4
- Received award as Best CSM in Region under Sales Marathon initiative FOR KPI Grives
- (for the year 2014&2016,2020 2021)
Area Sales Manager –Trade Management Div.
Abbott Healthcare P. Ltd.
Jabalpur
08.2006 - 05.2013
- As Area Manager assign all 14 Division with Distributors of Abbott (Nicholas) for better Distribution of Products Ensure Primary sales of 14 division of Abbott in M.P and C.G
- With the help of 7 Dedicated TSMs
- Ensure Secondary Drive of Key Brands at Retail front, monitor secondary and inventory
- Development of TSMs through Training and Review Sessions in Joint field working
- CFA handing and tracking of Claims, invoices, Despatches, and transportation related issues
- Worked for Optimum Level of Inventory Management as per Norms on the stockist
- Primary Forecasting on monthly basis
- And coordinate with HUB for fast dispatches
- New product Launches, as per norms, to identified Customer eg distributor and retailers
- Handing Stockist association matters
- Achievements: Achieved Annual Awards for the year 2009 in Dubai
- Awarded 'Gold Certificate' Global Initiative taken by Abbott
- Awarded Best Area manager for New brand Launches 2008, 2009 and Awarded best ASM, for Process Drive, KPI, Growth, 2009, 2011
- Consistent Award 'A' Grade in Annual appraisal
- 2009-2010, 2011, 2012
Territory Manager
Jenburk Pharmaceuticals Ltd.
Indore
07.2005 - 07.2006
- Call to Key Opinion Leaders as per DVL, for Prescription Generation
- New Product launch with 120 % ach
- On Nervejin Inj, Rabera Brand
- RCPA activity on each and every chemist
- POB Generation
- Ensure primary and Secondary Budgets of the company
Education
Masters of Business Administration (M.B.A) - Marketing as Major and Finance as Minor
Vikram University, Pt. Jawaharlal Nehru Instt. Of Business Management
Ujjain, M.P.01.2005
Master of Commerce (M.com) - Accountancy
01.2003
Bachelor of Commerce (B.com) -
Vikram University, Madhav Arts and Commerce College
Ujjain, M.P.01.2001
Skills
- Leadership and Team Development
- Customer relationship Management
- Financial Acumen and Budget Management
- Data Driven Decision Making
- Negotiation Expertise
- Sales Forecasting & Revenue Projection
- ADVANCE EXCEL
- Office Automation
- PowerPoint Presentation Skills
- Expert in advance Excel and Excel Formulas
Landline
(0734)2511864
Certification
I certify that, all the information given above is true as per best of my knowledge.
Familydetails
Dr. Arun Varma, Retired HOD Hindi Department, Madhav College-Ujjain,
Mrs. Uma Varma, Home maker,
Mrs. Pooja Varma, NGO-Secretary for HUM Foundations
KIDS, Parth Varma, 13( 8Th Class), Shourya Varma, 11(6Th Class)
Timeline
Regional Channel Manager (M.P., C.G. & GUJARAT)
INDOCO REMEDIES LTD
03.2023 - Current
Senior Channel Sales Manager CHC-OTC
Sanofi India Ltd.
05.2013 - 03.2023
Area Sales Manager –Trade Management Div.
Abbott Healthcare P. Ltd.
08.2006 - 05.2013
Territory Manager
Jenburk Pharmaceuticals Ltd.
07.2005 - 07.2006
Masters of Business Administration (M.B.A) - Marketing as Major and Finance as Minor
Vikram University, Pt. Jawaharlal Nehru Instt. Of Business Management
Master of Commerce (M.com) - Accountancy
Bachelor of Commerce (B.com) -
Vikram University, Madhav Arts and Commerce College
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