Summary
Overview
Work History
Education
Skills
Websites
Certification
Interests
Accomplishments
Career Highlights
Career Progression
Timeline
Generic
Pankaj Kumar Singh

Pankaj Kumar Singh

Area Sales Manager
Gurugram

Summary

I am an experienced professional with 15+ years of sales and marketing experience with specialization in Business Development and Channel Management in FMCG Industry majorly. My professional portfolio is organized, structured and focused as I seek opportunities in my areas of proficiency in Channel Partnering, Customer Service, Retail Expansion, forecast and distribution management.

Overview

19
19
years of professional experience
4
4
Certifications
2
2
Languages

Work History

Area Sales Manager

Varun Beverages Ltd. (PepsiCo)
01.2023 - Current
  • Handling a portfolio of annual turnover of INR 52 Crs proliferated in Faridabad Region, handling a team of 2 Area Sales Executive (Assistant Manager), 12 Customer Executive, 62 Pre Sale-Representative with 11 depots.
  • Responsible for leading strategic initiatives for strategic sales implementation, GTM strategy, network expansion, distribution strategy, BTL trade schemes, sales promotions & planning.
  • Initiated a structural approach while devising the Annual Operating Plan to give firm recommendation to VP Sales on manpower planning, operation cost subsidies, schemes/promotions & sales budget
  • Highlights
  • Distribution Strategy: Created Distribution Strategy for Area and Develop PJP’s to cover the distribution network while managing cost; analysed the market to recommend BTL trade schemes
  • Distributor selection, service & management: Recommended a plan for distributor network expansion aligned to Sales projections; Screen and shortlist the distributors using the defined assessment process in line with the policies; Keen involvement in Distributor Performance through relevant measures and dashboards
  • ASE & CE Management: Responsible for managing ASEs & CEs for their specific RnR with the set agenda aligned with the company.
  • People Development: Engaged in coaching the team to enhance their performance effectiveness, build future capability, recognize & retail high performing team members with focused approach on wholistic team development

Channel Manager

Procter & Gamble Hygiene & Health Care Ltd.
05.2019 - 08.2023
  • Leading a portfolio of annual turnover of INR 113 Crs with end to end responsibility of Sales, distribution and channel management for EUP, CUP.
  • Identify key A&Ds, target clients aligned with each firm, prioritization of target accounts and strategies to develop each account, working collaboratively with relevant A&D firms to increase market share and develop strong business relationships.
  • Applies working knowledge of the A&D community and contacts to influence specifications.
  • Promote, communicate, and positively represent Lixil products, services, and capabilities to A&D firms, influencers, and potential customers. Maintains a high degree of professionalism at all times
  • Develops and fosters collaborative working relationships with sales leadership, area sales teams, and cross-functional strategic account teams to support market account initiatives in achieving sales goals.
  • Generate maximum business in the form of leads and specifications and ensure its times and effective closure through persistent follow-up with the clients and the sales team.
  • Timely submission of reporting formats and maintaining a good funnel of leads so that every month strong database contributes to the overall achievement of targets assigned.

Sr. Customer Executive

PepsiCo India Holding Pvt. Ltd.
01.2014 - 01.2019
  • Handling Pre-sell and Hub & spoke model with the team of RSPs and PSRs with annual turnover of 32 Cr.
  • Planning to expanding distributor network with route alignment and restructuring in organized way to service all outlet without any gap.
  • Ensure the execution of Distributor KPI as well as Distribution KPI.
  • Claims submission on time-to-time basis for faster clearance, Focus on CFA Stock, FIFO Policy Supply, and POP Materials Quantity.
  • Sales planning and forecasting, co-ordinate with supply chain team for better services.
  • Managing distributors Return on Investment (ROI) by rationalizing Investments, budgetary control and driving efficiency of costs leading to consistently growing business.
  • Designing and executing activations, schemes and incentives, merchandising to sustainably drive sales growth and market shares.
  • Ensuring Brand Promotion, Display, Consumer Awareness and Star Outlets execution of Trade Marketing activities, merchandising and visibility in the territory.
  • Highlights
  • Market Share Gain: Created new mile stone for territory and increase PepsiCo’s share by 13%..
  • Winner in Volume delivery: Continuously given 40% growth in volume and awarded every time.
  • AOP Winner: Completed 2 times AOP in the mid of the year.

Sales Officer

Anchor Electricals Pvt. Ltd.
01.2007 - 01.2014
  • Responsible to sell Anchor’s Product through channel sales as well as institutional sales/ Project Sales.
  • Planning to expand retail network for premium range SKU.
  • Planning for Achieving Primary & secondary target for premium range.
  • Coordinating with Builders, Architects as well as Electricians also.
  • Proper utilization of budgets for scheme & display for premium range product.
  • Keep tracking and focusing on distribution and visibility, Co-ordinate with Builders, Architect, Electrician for respective areas.
  • Keep eyes on stock level in retail point as well as distributor points.
  • Responsible for overall in-shop & out-shop activities for premium range. (sampling & Branding).
  • Coordinating with sales force for achieve sku wise target. (Primary & secondary), Planning for Implementing Schemes& Launching New Product well.
  • Accountable for conceptualizing, planning in implementing to drive maximize profitable volume growth.
  • Co-ordinate with Sales team and execute all the Sales activities as per the agreed calendar in area
  • Highlights
  • Premium range dealer: Made first premium range separate dealer in UP in which the company’s high class premium range products come.
  • Volume delivery award: Received 3 time annual volume delivery award to deliver highest volume in the UP.
  • Succeeded new launch: Successfully launch all new premium range SKUs with normal range SKUs.

Education

MBA - Marketing

ICFAI University, Dehradun

O & A Level - undefined

NIELIT (DOEACC)

Skills

  • Business Development
  • Sales Training
  • Channel Partnering
  • Dealer Network
  • Budget Management

Websites

Certification

Samna Application.

Interests

Listening to music, Avid follower of sports with special interest in Cricket

Accomplishments

  • Awarded certificate of appreciation by Sales Head for driving “Best GTM” in EUP to increase the reach & penetration in Rural Markets| 2021
  • Winner of the Best Channel Manager of the year at P&G| 2020
  • Awarded certificate of appreciation by The Company for Highest Growing Channel Manager In India in P&G| 2019 |2020
  • Won Maximum SKU selling Award-in PepsiCo| 2014
  • Best Sr. CE in highest Volume Growth in primary and secondary for Pepsi FY 2016-17 & 2018.

Career Highlights

  • Identified new market opportunity in India C market with 12% incremental volume.
  • Successfully launch customer advocacy program by events & activity to show the consumers, How our product is better than others.
  • Develop new market in specific time frame to find new distribution opportunity.
  • Rural expansion project : Habitat for Sales Stint, opened 14000 new outlet in UP at P&G.
  • Create basic call procedure for our newly launch product to convince the consumers with their benefits.

Career Progression

  • Sr. Area Sales Manager
  • Channel Sales manager
  • Sr. Customer executive
  • Sales Officer

Timeline

Area Sales Manager

Varun Beverages Ltd. (PepsiCo)
01.2023 - Current

Channel Manager

Procter & Gamble Hygiene & Health Care Ltd.
05.2019 - 08.2023

Sr. Customer Executive

PepsiCo India Holding Pvt. Ltd.
01.2014 - 01.2019

Sales Officer

Anchor Electricals Pvt. Ltd.
01.2007 - 01.2014

O & A Level - undefined

NIELIT (DOEACC)

MBA - Marketing

ICFAI University, Dehradun

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Pankaj Kumar SinghArea Sales Manager