Pritam Chowdhury

Key Accountability in GTM & Sales Development Role:

Business Planning & Budgeting -

• Budgetary planning & financial control: Aligning with key stakeholder prepare sales plan, design, process & operating plan through optimizing the financial resources.
• Business Drive: Driving primary/ Secondary/Tertiary budget for different channel wise category & geography.

Sales forecast & Planning –

• Business Forecasting: Create synergy between Forecast, Primary & Secondary sales based on Stock norms, Closing Stock, Pack saliency, Trade enablers & sensing market demand to ensure range availability.

Distribution Management-

• Distribution Expansion: Initiate activities on distributor expansion, identifying White Spaces in distribution coverage & set up system & processes to scale-up reach in all channels.
• Distribution Drive: Drive activities to improve coverage, frequency of services, width & depth in existing distribution network.

Business & Efficiency Drive –

• Driving Efficiency: Managing Manpower vacancy, market presence & driving Call Productivity, Effective Coverage, Range selling, Avg. Brand sold & product depth in trade.
• Product Distribution: Suggest & drive Sales team to place right packs at right outlet at right quantity at right frequency through outlet profiling & algo based analysis (MSL).

GTM Strategy design & Implementation -

• Design GTM strategies & implementing with the same with Sales Team.
• Geo fencing: Manage geocoding process to ensure outlets are accurately recorded and routes meet both geographic and time (travel/service) expectations.
• Technology Enablement: Design & roll out of DMS, SFA & CRS tools to drive demand generation, capturing & servicing.
• Business process Automation: Design & roll out Sales force Automation tools for Demand generation/Capturing & Billing Automation through DMS for demand servicing.
• Auto Replenishment system implementation for creating synergy in sales & supply chain.
• Business Report Automation: Business Intelligence and reports designing to provide business insight to stakeholders.
• GTM Project Development Vendor management & evaluation.

Analytics Tools & MIS management –

• Design Analytics: Design analytics tools to drive Market execution & business efficiency.
• Structure MIS: To drive & track Market Discipline, Compliance, Business objective, Fill Rate, NPD placement, Range availability, Assortment & field force performance regular basis.

Performance Management & Sales Incentive /KPI design-

• Performance Management: Design end to end performance management system to evaluate field force performance regular basis.
• Capability building: to drive Capability building initiative & design training workshop for all layers of Sales team identifying the Skill Gap & implement LMS tools for digitalize learning.
• KPI & Incentive : Design KPI for annual review & Incentive structure to drive monthly/quarterly objectives.

Category Building & Development-

• Developing category building strategy drive product penetration into different channel.
• Defining category landscape to drive pack/assortment into different channel.

Customer Management-

• Establish Joint Business Planning to develop Category/Brand/SKU.
• Driving project to develop width & depth selling at key account including planograms, range reviews, and measuring category performance.
• Shopper Marketing- Understand shopper insights (profiles, needs, barriers, and opportunities) and develop activation plans accordingly to drive Category wise brand wise SKU wise growth.

BTL Activations

• Driving Business through Trade activation-promotional activities, POSM, trade input & market execution.
• Define & drive Channel wise trade level Pic. of success align with brand / marketing team.
• Manage BTL expenditure & measure ROI- POS, Visibility, Sell-In & Sell-out activity.
• New Product Development, launch Strategy design & Implementation.

Channel Management -

• Design Channel Program: Monitor the Channel productivity (KPI) and design programs to improve Channel engagement.
• Channel Categorization: Develop, deploy & monitor engagement programs for key channels like Top-Stores, Chemist, Rural, WS to get organic growth.

• Distribution management, GTM strategy & implementation, IT enablement, digital transformation, performance management & sales incentive/KPI design
• Monitored market trends and competitor activities to identify areas of potential opportunity.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains.

• Driving GTM processes, driving SSM/RSP vacancy, driving channel program, SFA & DMS usage, managing sales MIS, conducting training workshops
• Established key performance indicators to track and analyze business progress and adjust strategies accordingly.
• Scheduled and implemented product promotions in accordance with available inventory and staff resources.

• Drive & track business & productivity KPI, monitor & evaluate distribution gaps, track and report on competitive activities, evaluate performance and skills of field force
• Handled customer relations issues, enabling quick resolution, and client satisfaction.
• Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
• Evaluated performance against goals and implemented appropriate development plans.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Implemented systems and procedures to increase sales.