Om Prakash Pandey
NAVI MUMBAI
Summary
Results-driven professional known for productivity and efficiency in task completion. Possess specialized skills in strategic market growth, client relationship management, and sales team leadership. Excel in communication, negotiation, and problem-solving to achieve sales objectives and foster long-term business growth.
Overview
14
14
years of professional experience
Work History
Senior Area Sales Manager
Cavinkare Pvt Ltd
Mumbai
10.2023 - Current
- Sales Target Achievement: Consistently met and exceeded sales targets through the development and execution of monthly sales plans, aligning closely with organizational objectives. Recognized for outstanding performance with awards such as Best ASM Pan India and Region Star for Overall Business Parameters.
- Productivity Enhancement: Spearheaded initiatives to improve operational productivity, resulting in enhanced efficiency across sales and distribution channels, significantly contributing to overall business growth.
- Infrastructure Expansion: Developed and implemented strategic infrastructure expansion plans, optimizing operational efficiency, and extending market coverage across key territories.
- Forecasting: Led SKU-wise, month-by-month sales forecasting efforts, ensuring accurate alignment with business goals and supporting the company's overall sales objectives.
- Territory Development: Drove market expansion by enhancing territory coverage and resolving trade-level challenges, leading to improved market penetration and a stronger competitive position.
- Data-Driven Strategy: Leveraged AC Nielsen data to inform business planning and shape sales strategies, resulting in better-informed decision-making and improved sales outcomes.
- Cost Optimization: Identified and executed cost-saving opportunities, optimizing profitability while maintaining high levels of service and operational standards.
- Sales Team Development: Provided training and mentorship to the sales team, enhancing their product knowledge, selling techniques, and customer engagement skills, which led to increased team performance.
- Distributor Relations: Fostered strong relationships with distributors, providing exceptional service and ensuring efficient operations, which improved collaboration and overall business performance.
- Budgeting & Reporting: Supported senior managers in developing budgets and consistently delivered insightful, timely reports, aligning business operations with strategic goals.
- Awards & Recognition: Best ASM Pan India for Assigned vs Covered, and Region Star for Overall Business Parameters.
Regional Trade Marketing Manager- Non South
Cavinkare
Mumbai
02.2023 - 09.2023
- Budget Management: Oversaw central budgets for marketing and trade activities, ensuring efficient expenditure and maximizing market impact.
- Go-To-Market (GTM) Strategy: Directed the planning and execution of GTM strategies to achieve successful market penetration and enhance sales performance.
- Sales Automation: Implemented sales automation systems to streamline operations and improve data accuracy. Developed training programs using behavior and skillset scorecards to boost sales team and distributor performance.
- Trade & Consumer Schemes: Managed budgeting, design, and evaluation of trade and consumer schemes across categories, optimizing resource allocation, and increasing ROI.
- Brand Activation: Developed and executed retail and brand activation strategies, including promotions, visibility enhancements, sampling, and loyalty programs, driving higher brand engagement and market presence.
- Productivity Improvement: Led initiatives to enhance productivity through stakeholder incentivization and sales parameter optimization, resulting in consistent performance gains.
- Revenue & Market Share Planning: Directed revenue growth, sales performance, and market share planning within the AOP framework, ensuring alignment with long-term objectives.
- Trade Marketing Calendar: Designed and executed the annual trade marketing calendar, incorporating activations, promotions, and visibility strategies to improve distribution metrics.
- Recognition & Reward Programs: Developed and implemented R&R programs for sales teams and distributors, enhancing motivation and sales performance across regions.
- Territory Optimization: Improved sales routes and territory coverage for better efficiency and resource utilization across regions.
- Trade Marketing Coordination: Collaborated with sales teams to align trade marketing initiatives with brand and channel strategies, ensuring effective execution and market entry.
- Competitor Analysis: Monitored competitor pricing and strategies to make timely adjustments and maintain a competitive advantage.
- Campaign Analysis: Conducted post-campaign analysis of trade schemes and marketing activities, providing insights for future improvements.
- Data-Driven Strategies: Utilized AC Nielsen data for sales planning and marketing strategies, enhancing decision-making and targeting accuracy.
Senior ASM
Cavinkare
Mumbai
04.2022 - 02.2023
Senior Area Sales Manager
Parle Product Pvt Ltd
Navi Mumbai
10.2015 - 03.2021
- Forecasting & Planning: Forecasted and planned SKU-wise and month-wise sales for the year, ensuring alignment with company objectives.
- Product Launches: Successfully launched new product lines such as Nutricrunch Health Biscuits, KrackJack Butter Masala, and Monaco Peri Peri, contributing to product diversification.
- Sales Planning & Execution: Developed and implemented monthly sales plans to meet targets. Fostered a high-performance culture through on-the-job training (OTJ) and effective depot management, leading to consistent sales growth.
- Territory Development: Enhanced territory coverage by introducing four new towns for direct representation. Oversaw infrastructure expansion and resolved trade-level issues, resulting in the addition of 476 new outlets.
- Cost Optimization & Control: Achieved a reduction in snacks category liability from 8% to 5.2% of turnover by improving cost-effectiveness in schemes and incentives. Streamlined verification of distributor claims and addressed unfair trade practices.
- Reporting & Feedback: Delivered detailed reports on competitor activities, product quality issues, and feedback on new product launches. Enabled timely adjustments and strategy refinements to maintain competitiveness.
- Distributor Service: Enhanced distributor relations through timely claim settlements, maintaining optimal inventory levels, and ensuring consistent ROI. Ensured prompt disbursement of incentives, boosting distributor loyalty and performance.
- Product Portfolio Expansion: Successfully introduced new SKUs, including Fabio, Centerfill Milano variants, and new flavors in Namkeen and Cake categories. Increased premium range contribution from 3% to 7% of total turnover, and confectionery contribution from 6.4% to 10%.
Area Sales Executive
ITC Ltd
Mumbai
11.2010 - 09.2015
- Division Leadership: Managed the Personal Care division for 3 years and the Food Product division for 2 years, overseeing trade marketing and distribution for major brands such as Ashirwaad Atta, Sunfeast Biscuits, Engage Deodorant, and Bingo! Snacks.
- Trade Marketing Execution: Planned and executed trade marketing and distribution strategies across various categories, ensuring effective product launches, including Engage Deodorant and Sunfeast Moms Magic Biscuits.
- Logistics Support: Provided accurate sales forecasts and stock requirements to the logistics team, ensuring smooth supply chain operations and optimal stock availability for product launches.
- Launch Planning & Execution: Played a key role in launching Engage Deodorant in Mumbai through trade meets, stock control, supply chain coordination, and market visibility efforts, ensuring timely completion and successful market penetration.
- Sales Strategy Implementation: Drove the implementation of sales strategies, promotional campaigns, and merchandising programs, achieving consistent success in increasing market share and ensuring continuous brand availability.
- Operational Efficiency: Improved team efficiency through effective planning, task execution, and cost optimization, ensuring maximum coverage with minimal costs.
- Sales Monitoring & Reporting: Regularly reviewed and monitored sales performance, making data-driven adjustments to improve team effectiveness and ensure the highest quality of distribution.
- Consistent Sales Growth: Delivered record-breaking sales in the Foods & PAMs category across multiple geographies and consistently achieved over 100% of sales targets for all assigned areas.
- Product Availability & Visibility: Ensured continuous availability, visibility, and freshness of brands, driving market share growth and customer satisfaction.
- Achievements:
- Awarded FCLC Champion, receiving recognition from brand ambassador Deepika Padukone.
- Honored as the "Knight in Shining Armor" for conditional productivity of Fiama and Vivel products.
- Recognized for innovative visibility drives and successful new product launches across regions.
- Completed the Engage Deodorant launch on time and received Best Executive Award for the fastest launch of Sunfeast Moms Magic Biscuit in 9 days.
- Awarded Bingo Champion for outstanding performance in the snacks category.
Education
MBA in Marketing -
Pune University
01.2010
Bachelors in Mathematics and Chemistry -
DDU University Gorakhpur UP
01.2006
Skills
- Power BI
- Trade Marketing
- Customer Marketing
- Shopper Marketing
- Capability Development
- Distribution Management
- New Product Launches
- Business Development
- Team Management
- Competitive Analysis
- Territory Management
- Market and competitive analysis
- Sales strategies
- Revenue growth
- Channel partners
- Business expansion
- Market penetration
- Cross-functional teams
- Marketing
- Business Administration
- Leadership
- People management
- Communication skills
- Negotiation skills
- Interpersonal skills
- Relationship building
- Strategic thinking
Languages
- English
- Hindi
Timeline
Senior Area Sales Manager
Cavinkare Pvt Ltd
10.2023 - Current
Regional Trade Marketing Manager- Non South
Cavinkare
02.2023 - 09.2023
Senior ASM
Cavinkare
04.2022 - 02.2023
Senior Area Sales Manager
Parle Product Pvt Ltd
10.2015 - 03.2021
Area Sales Executive
ITC Ltd
11.2010 - 09.2015
MBA in Marketing -
Pune University
Bachelors in Mathematics and Chemistry -
DDU University Gorakhpur UP
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