Windows 7,8,9,10
Naveen Pratap Singh
Area Sales Manager At ITC Limited
Faridabad,Haryana
Summary
Driven Area Sales Manager with 1.5+ years of experience and 5.5 Years as Senior Area executive in management capacity and strong competitive sales drive, adaptability and perseverance. Highly motivated and results-driven professional with a focus on Sales &
Marketing, targeting career enhancing opportunities in the FMCG Industry. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.
Overview
7
7
years of professional experience
5
5
years of post-secondary education
Work History
Area Sales Manager
ITC Limited
Chandigarh(Haryana)
05.2022 - Current
- Working on Trade Marketing & Distribution of ITC’s foods Product Portfolio across Haryana and deploying appropriate service packs in Urban, Rural and Low population groups and managing the Haryana GT Belt and generating an annual revenue of approximately 100 CR across 10+ categories.
- Supervising a team of 7 Area Executives, 2 Rural Sales Officers, 94 salesmen, 295 stockists, 27 Distributors (WD) and managing a network of over 11000+ outlets with Active Reach, including Retailers, Wholesalers, Bakeries and Independent self-stores.
- Maintaining sales focus for continuous growth, while monitoring and reviewing the performance across section with 54 Category exclusive, 19 Common DS, 21 ROC Ds, and 8 PSR's, who play a critical role in overall business in the assigned geography.
- Developing and implementing cycle plans, leveraging on-ground resources for effective execution, ensuring efficient stock control through accurate forecasting estimates, considering consumer demand, seasonality, and other factors influencing brand/category demand.
- Implementing Delegation of responsibilities and resource management strategies to assign the right person for the right job, resulting in efficient outcomes, while collaborating with customers/business partners to increase business year-on-year and maintain a healthy ROI.
- Providing training and development opportunities to enhance the professional capabilities of the team, ensuring compliance with the code of conduct and all statutory/regulatory norms.
- Formulating channel & distribution sales strategies for developing business, augmenting revenue and restructuring business processes in line with the defined policy for assigned regions.
- Heading the entire gamut of tasks including manpower planning, recruitment, induction and training of In-house Sales Teams, training & developing them on policies & products, via workshops, motivational sessions and regular feedback.
- Recruiting & developing high caliber teams for delivering & sustaining exceptional customer experience, growth.
- Fostering a friendly, competitive & healthy workplace by organizing events & incentive schemes for Sales Team to boost sales performance.
- Guiding, mentoring & monitoring the performance of team members; developing competency among team members by identifying training needs across levels, skill mapping and accordingly formulating training modules required for different roles.
- Forecasting sales, implementing key strategies, monitoring the dealer networks, sourcing business and conversion to disbursement while ensuring the achievement of the Sales Target.
- Recruiting & appointing distributors/channels within the assigned territory and creating major growth in distributor/channel sales.
- Launching & pre-launch planning for new products in assigned territories, putting in place initiatives to enhance product visibility and driving volumes.
- Heading complete channel sales operations including projection of annual sales, tracking of sales performance and interaction with other areas of the company to ensure that business orders are executed properly and profitably.
- Breaking new avenues, developing business from scratch & driving revenue growth and proactively conducting opportunity analysis by tracking market trends & competitor moves to achieve market-share metrics.
Area Sales Executive
ITC Limited
Gurgaon
06.2018 - 04.2022
- Leading a team of 12 Salesmen, 1 Team leaders, 5 distributors and managed 2800+ outlets delivering an annual business of INR 5 crores, while exceeding sales objectives by cultivating a highly motivated and results-oriented DS Team in the territory.
- Managing a Merchandising team of 14 merchandisers for active merchandising in First Club outlets, ensuring proper display merchandising and availability and visibility of products.
- Ensuring smooth distribution to surpass all scheme and payout targets in the market, adhering to company norms and minimizing deviations, while acquiring infrastructure from WDs to deliver results, negotiating with WDs and building strong customer relationships to drive business growth.
- Evaluating the performance of trade promotions, implemented remedial plans to achieve maximum impact and returns, and managed trade relations and market working with DS, while monitoring the performance of the WD and DS' Sales Team, taking corrective action to reduce infrastructure gaps.
- Responding to emerging competitive threats, directed the product promotion process into the channel, including product and service forecasts and partner training.
Sales Officer
ITC Limited
Gurgaon
06.2016 - 05.2018
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Enhanced sales operations through development of new sales strategies, cold calling techniques and customer follow-up.
- Formulated and presented innovative strategies to stakeholders to build successful sales plans.
- Identified and qualified new distributors to increase market share in key territories.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
Education
PGDM - Marketing And Finance
NDIM
New Delhi 06.2014 - 05.2016
Bachelor Of Business Administration - Marketing
DAV Institute of Management
Faridabad 06.2010 - 05.2013
Skills
Strategic Marketing
Marketing and Competitive Analysis
Turnaround Management
Sales and Distribution Planning and Management
Territory Management
Client Relationship Management
Channel Management
Business development and planning
Cost optimization
Go-To-Market Strategy
New Product Launch Planning
Team Building and Leadership
Profile Summary
- Possessing over 7 years of extensive experience in Sales and Distribution within the FMCG industry.
- Currently working as Area Sales Manager at ITC Limited, managing the Trade Marketing & Distribution of ITC's foods portfolio in Haryana, generating an annual revenue of approximately 100 CR across 10+ categories.
- Expertise in Planning, Go-To-Market Strategy, Data Analysis, Channel Management, Trade Marketing, New Product Launch Planning, Cost Optimization, Team Building & Leadership, Market Penetration, New Business Development, Distributor Management, Product/Market Analysis, Dealer Development, and Sales & Distribution Planning & Management.
- Successfully collaborated with ITC partners/distributors to improve their Business Turnovers across various categories, ensuring a controlled cost and a satisfying ROI, while leading a large team of executives and Sales Force.
- Leveraged data-driven insights, strategic planning, and strong leadership skills to drive sales growth, market penetration, and overall business success in the FMCG industry.
- Delivered outstanding business growth outcomes in Metro, Urban & Rural markets by repeatedly exceeding targets, fueling marketplace presence and deepening & retaining account base.
- Excellence in consistently delivering multiple digit growth of profits, revenue & market share through innovative, differentiated & segment-based sales & marketing strategies.
- Drove sales through different channels involving sales planning & forecast, planning of schemes, monitoring stocks level, motivating the sales team (direct & indirect) to achieve all levels of targets.
- Added value to the efforts of organization and drove organizational objectives by successfully implementing process flows and enhanced systems through various improvement initiatives.
- Comprehensive knowledge of creating new partners and harvesting untapped business opportunities, resulting in deeper market penetration & improved market share.
Personal Details
Date of Birth : 1st May' 1992
Languages Known : Hindi and English
Permanent Address : Faridabad, Haryana
Software
Microsoft Office (Excel, Powerpoint, Word)
Timeline
Area Sales Manager
ITC Limited
05.2022 - Current
Area Sales Executive
ITC Limited
06.2018 - 04.2022
Sales Officer
ITC Limited
06.2016 - 05.2018
PGDM - Marketing And Finance
NDIM
06.2014 - 05.2016
Bachelor Of Business Administration - Marketing
DAV Institute of Management
06.2010 - 05.2013