Pawan Singh Rathore
Kishtwar
Summary
A competent Sales Planning & Channel Sales professional with significant experience in the two-wheeler industry. Expertise in demand forecasting, primary & secondary sales planning, inventory optimization, dealership performance analysis, and market expansion strategies. Demonstrated ability to increase sales volumes, reduce aging stock, improve dealer throughput, and enhance market penetration through structured planning and execution excellence.
Overview
18
18
years of professional experience
Work History
Channel Health and Planning Manager
Hero MotoCorp Ltd.
Gurgaon
07.2025 - Current
- Monitoring of Inventory days at Model/Variant and SKU level and forecast for next month/Qtr basis ongoing retail trend, seasonality etc
- Coordination with Area Offices on their model wise requirements, understanding fast moving/slow moving SKU’s and no. of days of stock for these models.
- Monitoring FIFO adherence percentage for Area Offices.
- Coordinating with Area Offices/ Zones for Mid month revision of dispatch plans.
- Responsible for Channel Funding Program. Responsible for onboarding Financiers, negotiating terms, signing MoU and day to day operations related to Inventory Funding.
- Coordination with Out bound logistics team / Area/Zonal Offices and Financiers for Inventory Funding.
Area Sales Manager-Bihar
Hero Motocorp Ltd
Patna
05.2021 - 07.2025
- Developed and executed sales strategies, significantly increasing market share within the Bihar region through targeted initiatives.
- Led a team of sales representatives, fostering collaboration and enhancing performance to achieve quarterly sales targets.
- Managed sales pipeline and forecasted monthly, quarterly, and annual sales targets.
- Responsible for performance of below mentioned KPI's - Sales Forecasting, Planning, Dispatch and Retail targets; Market share, Sales Enablers, Sales Process, Inventory management, Working capital, Manpower availability and Training. HHS (Hero Happiness Score), Complaint management, VAS (Hero genuine accessories/Goodlife etc), Coordination with Retail financers etc.
- Responsible for overall profitability/health of channel partner.
- Established strong relationships with key stakeholders, driving strategic partnerships that expanded distribution channels in the region.
- Structured reviews with time bound action plan for non-performing channel partners.
- Ensure compliance of HMCL policies at all touch points.
- Responsible for overall motivation of channel partners and internal team.
- Periodic Monitoring of Stocks at Dealerships and Networks. Outlook for Coming Months, Creating Multiple Scenarios to De-Risk Annual Business Plan.
- Ensuring Dispatch and Retail forecasting for Area Offices for month/Quarter/Annual.
- Monthly Order Process, Rolling Plan, Dispatch Plan vs Achievement, FIFO etc.
Sr. Territory Manager-Sales
Hero Motocorp Ltd
09.2014 - 04.2021
- Oversaw the functioning of dealerships in Madhya Pradesh from 2014 to 2018. Northern Punjab and entire J & K from May'2018 till Apr'2021.
- Responsible for Market Share, Funds, Despatches & Retail Targets, Sales Processes, Sales Enablers, Secondary Network Management.
- Ensuring compliance of HMCL policies at all Channel Partners.
- Handle dealer team (both Primary and Secondary) - train/coach and motivate them regularly.
Area Sales Manager (Asst. Manger)
Nissan Motor India Pvt. Ltd.
02.2014 - 08.2014
- Oversaw the functioning of dealerships for both Nissan and Datsun brand in the state of Rajasthan.
- Responsible for managing Funds, Market Share, Inventory, Despatches, Retail Targets, Process Improvement, BTL Activities, Retail Finance, Exchange Business etc. for the Dealerships.
- Review of daily/weekly/monthly retail targets and enquiry funnel of dealerships in line with the Business Plan.
- Complaints Management and SSI (Sales Satisfaction Index).
- Data Preparation and Analysis.
Territory Manager-Sales
Tata Motors Ltd.
09.2010 - 01.2014
- Oversaw the functioning of dealerships in J&K and northern Punjab for passenger cars division.
- Responsible for managing Funds, Inventory, Despatches, Retail Targets, Process Improvement, BTL Activities, Retail Finance, Exchange Business etc. for the Dealerships.
- Review of daily/weekly/monthly retail targets and enquiry funnel of dealerships in line with the Business Plan.
- Planning and execution of BTL's in coordination with financers/exchangers to keep enquiry funnel healthy.
- Recruitment/training/motivation of quality manpower at dealerships.
- Communicate, plan, implement and review various HO initiatives.
- Data Preparation and Analysis.
Territory Executive-Sales
TVS Motor Company Ltd
01.2008 - 09.2010
- Oversaw the operations of Dealerships in Punjab, Delhi, U.P and Uttrakhand.
- Responsible for Despatches, retail growth, managing inventory, process improvement, BTL Activities, Training, Customer Satisfaction etc. in Punjab & Delhi for two-wheelers.
- Responsible for inventory management, process improvement, BTL Activities, manpower training for Scooters in U.P & Uttrakhand.
Management Trainee
Kotak Mahindra Life Insurance
Education
Executive Program - Strategic Management
IIM-Lucknow
MBA - Marketing and Finance
ICFAI University
B.Sc. -
Jammu University
Hr. Sec School -
JKBOSE
Skills
- Channel partner management
- Business Development
- Relationship Management
- Team Management
- Training and Development
- Financial Planning
- Inventory management
- Sales forecasting
- Retail strategy
- Dispatch planning
- Data analysis
- Process improvement
- Sales pipeline management
- Cross-functional collaboration
- Decision-making
Training
Management Trainee, Kotak Mahindra Life Insurance, 4 Months
Achievements
- 6 times winner of Nakshatra Award at Hero MotoCorp Ltd.
- Received Achievers Award from SMCC Head- Hero MotoCorp Ltd. for Outstanding Performance during Festival season.
- Improved market position from no. 4 to no.2 in Kashmir division in 2 fiscal years by bridging SKU/variant level GAPs and improving market representation.
Personal Information
- Age: 40
- Nationality: Indian
Languages
- English
- Hindi
Timeline
Channel Health and Planning Manager
Hero MotoCorp Ltd.
07.2025 - Current
Area Sales Manager-Bihar
Hero Motocorp Ltd
05.2021 - 07.2025
Sr. Territory Manager-Sales
Hero Motocorp Ltd
09.2014 - 04.2021
Area Sales Manager (Asst. Manger)
Nissan Motor India Pvt. Ltd.
02.2014 - 08.2014
Territory Manager-Sales
Tata Motors Ltd.
09.2010 - 01.2014
Territory Executive-Sales
TVS Motor Company Ltd
01.2008 - 09.2010
Management Trainee
Kotak Mahindra Life Insurance
Executive Program - Strategic Management
IIM-Lucknow
MBA - Marketing and Finance
ICFAI University
B.Sc. -
Jammu University
Hr. Sec School -
JKBOSE