PANKAJ KUMAR JHA
Summary
Dynamic sales leader with extensive experience in scaling HORECA and Food Solutions businesses across India. Expertise in driving category growth in Emulsions, Solution-based products, Ketchup, Pastes, and Purées. Known for building strong ecosystems with chefs, institutional buyers, and channel partners, while consistently delivering high growth through strategic planning and execution.
Overview
21
21
years of professional experience
Work History
Regional Sales Manager
FOODRITE INDIA
NEW DELHI
07.2025 - Current
- Spearheading HORECA & Institutional business across North & East India
- Driving HORECA business development, managing key accounts across hotels, restaurants, and catering segments, and expanding product adoption across categories such as emulsions, sauces, pastes, and purées.
- Monitoring secondary sales, off-take, and market intelligence, enabling agile decision-making and corrective actions for underperforming regions.
- Managing slow-moving and aging inventory, implementing liquidation strategies to protect business profitability.
- Leading quarterly performance reviews, identifying capability gaps and deploying targeted interventions to improve team productivity.
- Partnering with product teams to drive new product launches and activation strategies, ensuring strong market visibility and faster adoption.
- Spearheading top-line growth across North & East India, aligning regional execution with the company’s long-term strategic vision and revenue objectives.
- Driving annual operating plans (AOP) and ensuring consistent achievement of primary and secondary sales targets across multiple geographies.
- Managing and mentoring a 35+ member field force, building a high-performance culture through structured reviews, capability development, and on-ground coaching.
AREA SALES MANAGER
Hindustan Unilever Limited, HUL
05.2022 - 07.2025
- Lead Sales strategy & Operations for East India Region, managing a team of 21 Sales professional and 18 channel partners.
- Achieved significant market penetration in HORECA, QSR, Key Accounts and other sectors with annual T.O of 28Cr from 14 Cr in 2 years in Emulsions, Paste & Purees, Ketchup, Jam, Gravies, Seasonings & Custard.
- Responsible for formulating & implementing monthly and qtrly sales plans, forecasting requirement depots wise.
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Reported sales activity, generated sales quotations, proposals, and maintained the customer contact database to achieve sales objectives and quotas.
- Helped team stay productive and focused on higher-value tasks to improve sales efficiency.
- Accompanied sales reps in the field for ride-alongs to teach, observe, and work one-on-one.
- Communicated product quality and market comparisons by creating sales presentations.
Senior Sale Executive
Hindustan Unilever Limited, HUL
07.2015 - 04.2022
- Received Employee of the year recognition 3 years in a row for outstanding achievement in sales annually.
- Shaped sales approaches to individual clients, facilitating relationships with customers and driving revenue to growth of 30% year on year.
- Demonstrated products and features to HORECA & Institutional customers, answered questions and overcame objections in Seasonings, Paste/Purees, Ketchups, Emulsions, Gravies, Jam etc.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Created prospect rapport by approaching leads and cultivating strong business relationships through sales.
Advisory Chef
Nestle India Ltd
10.2012 - 07.2015
- Managed stock levels and product availability in the HORECA.
- Supported training initiatives in product knowledge and selling skills.
- Collaborated with the R&D and product application groups for product innovation.
- Participated and conducted various Events across the channel and build relationship with Top Chefs and Key decision makers of the industry.
Owner
Spice Kitchen
09.2011 - 08.2012
- Managed day-to-day business operations.
- Trained and motivated employees to perform daily business functions.
- Enhanced operational efficiency and productivity by managing budgets, accounts, and costs.
Commis Chef
Hilton Garden Inn Hotel
06.2009 - 08.2011
- Observed different kitchen chefs' preparation of sauces, breads, and other items to gain knowledge in diverse cooking and baking techniques.
- Maintained well-organized mise en place to keep work consistent.
- Assisted other chefs with ingredients preparation in support of recipes designed by head chef.
- Prevented cross-contamination from utensils, surfaces, and pans when cooking and plating meals for food allergy sufferers.
- Trained kitchen staff to perform various preparation tasks under pressure.
Supervisor of Operations
R Systems
11.2007 - 01.2009
Team Lead-Customer Care Executive
VCustomer
09.2005 - 09.2007
- Worked different stations to provide optimal coverage and meet production goals.
- Evaluated employee skills and knowledge regularly, training, and mentoring individuals with lagging skills.
- Coached team members in techniques necessary to complete job tasks.
- Trained new team members by relaying information on company procedures and safety requirements.
Education
Bachelor of Science - Hotel Management
Institute of Hotel Management
Chennai03-2003
12th - P.C.B
De Nobili School
Dhanbad03-1997
10th -
De Nobili School
Dhanbad03-1995
Skills
- Communication & Presentation
- Sales strategy
- Market analysis
- Customer engagement
- Training development
- Stakeholder relationship
- Territory management
- Sales reporting
- Team leadership
- Customer relationship management
- Territory expansion
Accomplishments
- Awarded Best Employee of the Year 2018, 2019, 2020
Timeline
Regional Sales Manager
FOODRITE INDIA
07.2025 - Current
AREA SALES MANAGER
Hindustan Unilever Limited, HUL
05.2022 - 07.2025
Senior Sale Executive
Hindustan Unilever Limited, HUL
07.2015 - 04.2022
Advisory Chef
Nestle India Ltd
10.2012 - 07.2015
Owner
Spice Kitchen
09.2011 - 08.2012
Commis Chef
Hilton Garden Inn Hotel
06.2009 - 08.2011
Supervisor of Operations
R Systems
11.2007 - 01.2009
Team Lead-Customer Care Executive
VCustomer
09.2005 - 09.2007
Bachelor of Science - Hotel Management
Institute of Hotel Management
12th - P.C.B
De Nobili School
10th -
De Nobili School