Pranav Gaikwad

Executed business extraction for ACs and home appliances from key retailers and partners (distributors, brand stores, direct dealers, regional retail) in the Mumbai region and Goa state.
End-to-end business management, including -

• Responsible for ₹75 crore turnover in sales through strategic partnerships and performance monitoring.
• Forecasted demand and planned material allocation to meet branch-level sales targets.
• Educated trade partners on Samsung schemes to enhance engagement and compliance.
• Implement analytical retail management techniques to place the fastest-moving SKUs and maximize display share.
• Applied analytical techniques to optimize SKU placement and reduce stockouts.
• Directed promotional marketing activities, maximizing in-store visibility and customer interaction.
• Monitored trade scheme eligibility, managed account receivables, and conducted monthly reconciliations.
• Managing a team of subordinates who are responsible for front-end sales directly to customers, target setting, monitoring, and driving sell-out numbers.
• Managing promotional marketing activities (BTL), such as outdoor display, customer engagement, POS merchandising, etc. To ensure maximum counter share on the shop floor.
• Coordinate with the service for effective after-sales service to dealers and customers.
• Gather and compile competition pricing, offers, and trade schemes, and prepare a strategic response.
• Tracking SKUs with business partners and ensuring a smooth flow of material from the company to trade.

Sales-

• To achieve the sales target on a day-to-day basis.
• Ensuring the product mix in the sales.
• Ensuring the cheque, along with the permits.
• Report competitors' activities in the market.
• Report the use of POP materials, along with the company's products, prominently displayed at all retail shops.
• Working with the field force in the market.
• Provide effective customer service.

Outstanding-

• Ensuring timely payment from distributors, as per the stipulated time given to them.
• Control the journey plan for the Field Force to reduce expenditure while covering the maximum territory.

Promotional activities.

• Implementing schemes in retail trade and distributors.
• Implementing promotional activities successfully from time to time.

Coordination with breweries, excise,

• To coordinate with the State Head on a day-to-day basis in terms of getting the right product mix, and dispatch of goods.
• Collecting data from Excise pertaining to competition.
• Collecting information regarding Excise Rules and passing the same to distributors, breweries, and H.O.

Subordinate Development -

• To provide on-the-job training to subordinates. To identify training programs for oneself.
• To respective towns and distributors.

ACHIEVEMENTS-

• Heineken's portfolio sales increased by 70% across SKUs and helped the KF storm portfolio become a major contributor in the Thane Raigad district.
• Part of the new product launch (KF Ultra Weit Bier, Amstel, HNK Silver).
• Increased premium portfolio sales by 40% (YOY) by pushing availability on a monthly basis, leading to healthy year-over-year growth.

Job Description -

• Manage distributors and retailers.
• Identify newer avenues of business.
• Responsible for timely collection and follow-up of outstanding payments.
• To ensure a healthy product mix in line with the organizational goal.
• To ensure a healthy realization of the sales volume activities.
• Responsible for training the distributor's sales team initiatives.
• Track competition volumes and monitor competitor activities to evaluate brand performance.
• Tracking distribution and sales performance on a monthly basis.
• Ensure Brand Basics of brands across all channels.

Achievements-

• Appointment of a new distributor in Surat.
• Contributed 13% as a dealer in PAN India for the scheme rolled out by the company.
• Ever highest volume done for Surat city in Q2.

Job Description:

• Ensure merchandising at all retail outlets.
• Achieve monthly revenue, acquisition, and distribution targets.
• Mar 2015 - Feb 2018: Market development with the help of the existing distribution network, and also by appointing distributors in existing and new territories.
• Design and implement an effective market strategy to improve business and market share.
• Maintain an excellent relationship with internal and external trade partners of the company.
• Improve channel efficiency by training retailers and distributors on products and offerings.
• Team management: handling a team of two Territory Sales In-Charge, nine distributors, and ten distributor sales executives.

Achievements-

• Customer base movement from follower to challenger position.
• Customer market share growth by 3%, and gross add share growth by 4%. Increased business of Ichalkaranji city from INR 48 lakhs to INR 60 lakhs.
• Achieved the highest acquisition and gross add share. Overall territory increased from 97 lakhs to 114 crores. 7-time Samrat award winner.
• Vodafone's initiative offers flexible and unlimited FR options in zones and circles in terms of contribution. The best contribution is from EKYC, accounting for almost 85%. Increased distribution, which plays a key role in product availability.