Mohit Mathur

A dynamic professional offering 25+ years of a successful career distinguished by commended performance and proven results in spearheading sales, key account management & business development. Proven track record of excellence in modern & general trade sales and P&L responsibility, market share development, brand building, network and service expansion, local supply footprint and a winning strategy. Holds the credit of success in leading a steering sales operation and aggressive growth of products; leading the region in generating sales volume surpassing sales objectives: creating and executing demand generation focused on driving sales. Key role in delivering significant business impacts and contributing to the company by managing the GT & MT with sizeable business and team size across pan India with P & L accountability. Proven expertise in planning, formulating, and implementing sales strategies to increase market penetration and driving revenue and profitability by maximizing sales. A strategist cum implementer with recognized proficiency in spearheading sales & key account management to accomplish corporate plans and goals successfully. Strategic Contribution: Can direct business in new and growth areas and motivate people to perform beyond their normal past demonstrated skills / levels. Value Champion: Ability to champion organization values & vision and create a clear and compelling view of future through coaching and execution abilities.

Multi-faceted Regional Sales Manager promoting excellent record of meeting company-defined quotas through exceptional sales strategy. Mentors employees to develop top-performing team members. 25+-year progressive career background combined with dedication to corporate growth and development.

• Parag Milk Foods Ltd: Responsible to set up the entire business of Sales & Distribution across North for General trade, Modern Trade & Ecommerce. Recruitment, Training and development of the Sales team, Setting up system and processes for each level. Working in tandem with Finance, HR, Production - Reporting to the President of Sales.
• Hell Energy India Pvt Ltd (Under NextG): Responsible to set up the entire business set up of Sales infra across North for General trade, Modern Trade & Ecommerce. Recruitment, Training and development of the Sales team, Setting up system and processes for each level. Working in tandem with Finance, HR, Production - Reporting to the NSM.
• Innovative Foods Ltd: Management of North India for the entire portfolio of Frozen & Non - Frozen range of products, develop the brand and markets in Modern trade, General Trade, Horeca, Ecommerce & Institutions. Work on the System & processes to optimise costing, train & develop the entire team on Channel management, Relationships with Key customers & increase market share of Sumeru. BTL marketing efforts, Freezer deployment, Negotiations with bulk buyers / wholesalers and C&C formats.
• Y Cook India Pvt Ltd: Career Growth: Joined as Head sales North & West – National Sales Manager in 6 Months Develop meaningful relationships with existing and new customers especially in Modern Trade. (Future Group, Reliance, ABRL, SPAR, Spencer’s, Wal-Mart (Flipkart), Metro C&C, SRS, Blinkit, Big Basket, Amazon,24X7GPI Retail, Regional Hyperlocals)
• Invoc Solutions: Career Growth: Started Own Business in Advertising & Interior Grew entire business volume of sales from 12+lacs per annum in 2014 to 1 Cr per annum in 2015. Developed Clients such as Lenskart, Hero Cycles, Beam Global, Videocon, Dish Tv etc. Fabrication of complete stores, showrooms, modular units / designing (if required) for the corporate clients / individuals.
• ITC Ltd: Career Growth: Joined as Area Executive (HS1) -(HS2) -(HS3)-Area Manager (TG1) -(TG2) -(TG3)- (Asst. Manager) –reporting to Profit centre head branch Manager Have been rated “Outstanding” in 3 consecutive years from 2009, 10,11 for Quality of merchandising efforts in Cigarette category giving maximum conversions from Marlboro & GPI outlets to ITC “Classic” & “Gold flake” brands. Built Outlet base by converting competition shops to ITC franchise outlets, they were key to selling Premium Cigarettes as well as FMCG products. Bingo Chips sales were around 60 tons, and I took initiatives to give 260% growth and reached 160 Tons via sheer distribution and controlling “cut rates”, and ensured region maintained a steady growth. Bagged the contract for Commonwealth games 2010 for creating exclusive ITC shops in NDMC region of Delhi – led to A/V of entire product range in the shops – Cigarettes, Food products, Matches & Agarbattis.
• Frito Lays: Career Growth: Joined as,Sales Trainee – Sales Officer – Sr. Sales Officer Bagged many contracts from various Institutions against stiff competition from Britannia, Parle, Uncle Chips and other local competitors. Member of Gold club – Highest volume achievers in the country.

[CES 1&2] Training - ITC Ltd For Sales proffesionals

• Sales Management & New Business Development: Responsible for managing existing business for the brand by developing new business avenues directly reporting into CEO / Board of Directors. Create & Lead business tie-ups for National Modern Trade, E-com players, National Hotel & Restaurant Chains, QSR’s etc besides increasing Width & Depth in GT specially Standalone outlets at PAN India level. Facilitating commercial reconciliation of national and regional accounts along-with commercial manager/executive. Prepare Joint Business Plan with Key National Accounts to set the Account wise objective for the current financial year and develop the tools to achieve the same. Review of performance with National chains on Quarterly basis to analyse current performance basis plan and incorporate changes if required in yearly plans. Lead & guide team of ZSM’s & ASM’s / BDE’s to deliver the desired business AOP’s at National, Regional level & at city level. Achievement of Channel wise AOP plan like Modern Trade, Hotels, Restaurants, Catering, Educational Institutes, Eateries. Ensure smooth running of CRM software and having regular reviews on team performance.
• Strategic Planning: SMART planning of business goals in alignment with the organization’s vision for next 3 & 5 years. Create a road map to deliver the planned AOP’s by formulating channel level growth levers. Effective planning & utilization of market assets to optimize sales through-put. Go to Market strategy for effective coverage by optimizing the resources at regional & town level. Profitability road-map before enrolling new acquisitions.
• Key Accounts Management: Ownership of National chain accounts from recruiting to retention. National level tie-ups by signing TOT’s participating in Tenders / listing with Channel partners. Database Management & Responsible for managing customer escalations, customer problems, account conflicts. Run promotions as mutually agreed to gain Sales, Market share, Mind share of the account / account manager.
• Sales Promotion & Trade Marketing: Trade Marketing and Demand Planning in close coordination with Sales & BD teams, Marketing teams, Market Equipment Teams, Replenishment & Finance teams. Organizing Trade & HoReCa events / Trade Meets for acquisition of new customers in coordination with Merchandising teams Management. Plan BTL activities like (SMS Blast/Bulk mails/Local ads) design for market executions. Designing effective trade engagement, loyalty, and visibility programs. Converting competition outlets to Franchisee model in ITC and Invoc Solutions where they were given priority in terms of service, stocks, branding, and margins for Hero Cycles and Lens kart.
• People Management & Development: Mentoring ZSM’s & ASM’s on product knowledge, customer management, payment solutions. Driving productivity of team by monitoring Handheld technology (Tablets) to procure orders from market. Ensure proper route/beat planning od front end sales team at store to increase coverage in secondary markets.

Exploring diverse Indian markets to understand regional trade dynamics and consumer behavior; Reading on leadership and distribution strategy; Endurance activities such as long-distance biking and trekking, reflecting discipline and resilience.