Kaustav Roy
Kolkata
Summary
Dynamic Sales Professional with extensive experience in General Trade,HoReCa and Modern Trade . Proven track record in expanding operations, achieving significant revenue growth, and enhancing distribution management. Adept at leading sales teams, implementing strategic initiatives, and driving performance improvements. Demonstrated expertise in key account management, business development, regional sales strategy planning, and revenue growth strategies. Skilled in budget control, sales forecasting, resource allocation efficiency, coaching and mentoring. Career goal is to leverage extensive sales experience to drive organisational success and market expansion.
Overview
18
18
years of professional experience
Work History
Regional Business Manager
Farmina Pet Foods (Goa Medicos Pvt. Ltd)
05.2025 - Current
- Led a team of 4 ASMs and 11 executives.
- Delivered a growth of 15% in West Bengal.
- Increased distribution by 24%, resulting in a 17% increase in sales across EAST.
Dy.Regional Sales Manager - Food Service (HoReCa)
Tropilite Foods Pvt. Limited
03.2024 - 02.2025
- Expanded Food Service operations in East India, resulting in a 43% increase in year-to-date volumes.
- Led regional sales efforts with team of 1 ASM and 6 BDEs to meet annual objectives.
- Upheld commercial standards by overseeing damages, complaints, etc.
- Designed framework for streamlined resource deployment within the area.
- Conducted analysis of variances and initiated corrective measures for regional sales.
Key Accounts Executive (PP Division-General Trade)
Hindustan Unilever Limited
04.2020 - 02.2024
- Managed Foods, Nutrition, and Personal Care Division.
- Supervised and achieved monthly sales targets of INR 2.5 crores with five different distributors.
- Improved distribution management by predicting potential competitive threats, and outlining proactive solutions.
- Implemented tactical strategies to gain a foothold in prominent stores.
- Enhanced sales figures by 11%, facilitated via strategic goal establishment, performance oversight, and effective mentor guidance.
Senior Territory Sales Executive (General Trade)
GlaxoSmithKline Consumer Healthcare Limited
Kolkata
10.2015 - 03.2020
- Managed health foods and OTC products.
- Managed a consistent monthly revenue of INR 1.5 crores.
- Observed each employee's individual strengths, and initiated a mentoring programme to improve areas of weakness.
- Trained new employees on proper protocols and customer service standards.
- Implemented business strategies to enhance operational quality.
Senior Sales Officer (General Trade & HoReCa)
Dabur India Limited
Kolkata
08.2013 - 08.2015
- Managed Food Service HoReCa operations in the entire East Region from August 2013 to April 2014.
- Managed Sales and Distribution of General Trade Channel (April '14 to April '15).
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Achieved sales goals and service targets by cultivating, and securing new customer relationships.
- Drove performance initiatives, facilitating 9% Year on Year Growth
Assistant Manager Sales (GT,MT,CSD)
Godfrey Phillips India Limited
04.2010 - 08.2013
- Oversaw operations of Tobacco and Foods Division.
- Oversaw operational management for the Modern Trade Division, including both HoReCa and CSD Canteens in West Bengal during specified period.
- Supervised General Trade Division from April 2010 to February 2012.
- Adjusted strategies by assessing customer behaviors, market dynamics and competitive activities.
- Attracted new clientele and developed customer relationships by hosting product-focused events
- Designed innovative market strategy to boost market penetration, increasing sales 25% in 2011-2012
Territory Sales Officer (OOH Division)
Hindustan Unilever Limited
North Bengal
02.2009 - 03.2010
- Promoted from Sales Executive, representing HUL under Mafoi Consultancy Services payroll (February 2009 - August 2009).
- Achieved a 21% increase in sales by leading and inspiring top-performing sales professionals.
- Collaborated with Territory Sales in Charge for strategic account planning.
- Coordinated promotional events to boost sales.
- Enhanced customer base through consistent and effective interaction.
Education
B. Tech - Information Technology
Haldia Institute of Technology
Haldia, West Bengal01-2008
Skills
Key Account Management
Business Development
Regional Sales Strategy Planning
Revenue Growth Strategies
Budget Control and Monitoring
Sales Forecasting
Resource Allocation Efficiency
Sales team leadership skills
Coaching and mentoring
Understanding of distribution channels
Territory management
Sales trend analysis
Pipeline Management
Proficiency in Excel
Accomplishments
- Received the Dronacharya Award in 2016, 2017, and 2018
- Received Global Recognition for exemplary performance in December 2016
- Recognised by GlaxoSmithKline Consumer Healthcare Limited for good performance for the brand BOOST in Q1 2017
- ‘TOP PERFORMER' in terms of Volume, Growth & Distribution for the year ending 2010-2011
Timeline
Regional Business Manager
Farmina Pet Foods (Goa Medicos Pvt. Ltd)
05.2025 - Current
Dy.Regional Sales Manager - Food Service (HoReCa)
Tropilite Foods Pvt. Limited
03.2024 - 02.2025
Key Accounts Executive (PP Division-General Trade)
Hindustan Unilever Limited
04.2020 - 02.2024
Senior Territory Sales Executive (General Trade)
GlaxoSmithKline Consumer Healthcare Limited
10.2015 - 03.2020
Senior Sales Officer (General Trade & HoReCa)
Dabur India Limited
08.2013 - 08.2015
Assistant Manager Sales (GT,MT,CSD)
Godfrey Phillips India Limited
04.2010 - 08.2013
Territory Sales Officer (OOH Division)
Hindustan Unilever Limited
02.2009 - 03.2010
B. Tech - Information Technology
Haldia Institute of Technology