Manish Kharat
Mumbai
Summary
Dynamic sales leader with a proven track record at Vicco Laboratories, excelling in sales strategy and channel management. Expert in brand development and team coaching, driving significant market share growth. Adept at optimizing revenue through data-driven insights and effective negotiation, consistently delivering results in competitive environments.
Overview
27
27
years of professional experience
Work History
GM – Sales (Strategy)
Vicco Laboratories
04.2024 - Current
- Leading sales strategy across General Trade, Modern Trade, E commerce and CSD channels for Vicco’s Ayurvedic personal and oral care portfolio.
- Formulating integrated GTM and channel strategies to drive brand awareness, numeric and weighted distribution, and market share growth.
- Owning P&L for the sales function, optimizing pricing, trade investments and mix to deliver profitable growth.
- Driving SFA and DMS projects through the SDM team to improve sales productivity, visibility and decision-making.
- Leading NPD launch plans, including channel selection, rollout phasing and trade activation for new products.
- Developing Modern Trade and E commerce business via joint business plans, platform promotions and assortment optimization.
- Building, coaching and reviewing performance of the sales team, ensuring capability development and succession planning.
Sales Director
Manor Rama Care Pvt. Ltd.
Mumbai
08.2023 - 03.2024
- Leading pan-India sales and distribution for 'Salt' luxury oral care brand across online, Modern Trade, airport retail and General Trade channels.
- Designed and executed GTM strategy, including brand awareness, BTL activations and dentist/HORECA channel development to accelerate distribution and offtake.
- Driving co branding opportunities with complementary personal care brands and steering demand planning and forecasting to optimize inventory and service levels.
Head – Sales & Marketing
JMJ Ganpati Maharaja Products Pvt. Ltd.
Maharashtra
08.2022 - 01.2023
- Launched new mouth freshener 'Santoor Pan Masala' in Maharashtra, establishing distribution in Pune and upcountry markets across online and offline channels.
- Built and led a 12 member sales team to drive numeric and weighted distribution, retailer activation and social media-led awareness initiatives.
Sr. Vice President – Sales
Pittie Consumer Products Pvt. Ltd.
India
05.2021 - 08.2022
- Led India entry and launch of 7 Church & Dwight US brands (Flawless, Toppik, Nair, Viviscal, Arm & Hammer, OxiClean, etc.) in General Trade, Modern Trade and salon channels.
- Owned GTM strategy, annual business planning, distributor network design and sales process implementation, including SFA, to support rapid scale-up.
- Recruited, trained and managed the sales and trade marketing team, aligning incentives and KPIs with revenue and distribution objectives.
Chief Operating Officer
Burgeon Industries Pvt. Ltd.
Maharashtra
11.2020 - 02.2021
- Set up an upcoming supermarket chain 'Tekit', creating 8 COCO/FOFO supermarkets across Pune, Kolhapur, Sangli and Satara.
- Designed the business model, retail processes and franchise commercial construct, negotiating with infra vendors to ensure attractive economics for partners.
- Led category management, merchandising, store operations and inventory management through a team of category managers, merchandisers, ASMs, RSMs and business development managers.
- Tekit Daily Need Stores
National Sales Manager
Future Consumer Ltd.
India
07.2015 - 09.2020
- Managed national sales for HPC brands (Kara, TS, Swiss Tempelle, Cleanmate, Caremate, Iraya, Pratha, Puretta) across General Trade, Modern Trade, enterprise, institutional and online channels.
- Led a 54 member team (RSMs, ASMs, sales officers, distributors) across India, responsible for P&L, sales planning, distribution expansion, inventory and collections.
- Drove integrated brand programs, product launches and channel promotions that significantly enhanced brand equity and contributed to strong revenue growth.
- Future Group
Assistant General Manager – Sales
Grasim Industries Ltd.
Western India
10.2007 - 07.2015
- Spearheaded launch of four wet wipe brands in skin care, baby care, home care and personal care (Kara, Puretta, Prim, Handys) and achieved leadership in skin care wipes within 3 years.
- Managed sales strategy, distribution network and key modern retail accounts (Big Bazaar, D’Mart, Hypercity, Reliance, Spencer’s, Tesco), with modern trade contributing ~25% of all-India sales.
- Generated incremental revenue through targeted campaigns and market expansion plans built on detailed retail and consumer data analysis.
- Aditya Birla Group
Regional Sales Manager
MTR Foods Ltd.
West & Central India
10.2005 - 09.2007
- Led sales of ready-to-eat foods, instant mixes, spices, papad and pickles across Maharashtra, Gujarat, Madhya Pradesh and Chhattisgarh.
- Built and managed a team of ASMs and sales officers, expanding distribution and driving revenue of around INR 15 crore through integrated brand programs and channel initiatives.
Regional Sales Manager – West
Swedish Match Consumer Products Pvt. Ltd.
India
04.2001 - 09.2005
- Launched and scaled Click snus, cigars and lighters in India, designing distributor network and channel strategies for new product categories.
- Developed and executed local-level sales promotions and dealer training to build awareness and drive adoption in focus markets.
Territory / Area / Regional Sales Roles
Marico Industries Ltd.
Mumbai, Karnataka & Maharashtra
07.1999 - 01.2001
- Progressed from Territory Sales In charge to ASM and then RSM, handling Mumbai, Karnataka and Maharashtra.
- Managed a team of 8 on-roll and 45+ off-roll members, achieving record turnover of INR 6 crore in Mumbai region through strong BTL execution and distribution focus.
Education
MMS - Marketing
Mahatma Gandhi Institute of Management Studies & Research
Navi Mumbai01.1999
Bachelor of Commerce -
M. L. Dahanukar College of Commerce
Mumbai01.1996
Skills
- Sales strategy and execution
- Channel and distribution management
- Brand development and launches
- Category and market creation
- Route-to-market optimization
- Team leadership and coaching
- Performance evaluation and management
- Business intelligence analysis
- Sales force automation (SFA)
- Sales process optimization
- Demand forecasting and planning
- Revenue optimization strategies
- Key account management and negotiation
Personal Information
Languages
- English, Fluent
- Hindi, Fluent
- Marathi, Native
Timeline
GM – Sales (Strategy)
Vicco Laboratories
04.2024 - Current
Sales Director
Manor Rama Care Pvt. Ltd.
08.2023 - 03.2024
Head – Sales & Marketing
JMJ Ganpati Maharaja Products Pvt. Ltd.
08.2022 - 01.2023
Sr. Vice President – Sales
Pittie Consumer Products Pvt. Ltd.
05.2021 - 08.2022
Chief Operating Officer
Burgeon Industries Pvt. Ltd.
11.2020 - 02.2021
National Sales Manager
Future Consumer Ltd.
07.2015 - 09.2020
Assistant General Manager – Sales
Grasim Industries Ltd.
10.2007 - 07.2015
Regional Sales Manager
MTR Foods Ltd.
10.2005 - 09.2007
Regional Sales Manager – West
Swedish Match Consumer Products Pvt. Ltd.
04.2001 - 09.2005
Territory / Area / Regional Sales Roles
Marico Industries Ltd.
07.1999 - 01.2001
MMS - Marketing
Mahatma Gandhi Institute of Management Studies & Research
Bachelor of Commerce -
M. L. Dahanukar College of Commerce