PUNEETH SR
Overview
7
7
years of professional experience
Work History
AREA SALES MANAGER
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
03.2019
- Managed a business of Rs.79 crore, annual turnover of 1.8 million-unit cases by efficient implementation of sales plan, execution of promotional activities and new company initiatives while optimizing discount spends, managing company assets and monitoring their productivity
- Direct operations - Drove overall volume and market share growth, brand/pack-wise growth execution, pre-sell route development, asset deployment, budget/discounts management and stock delivery
- Indirect operations in upcountry – Managed 6 distributors, 3 Anchors, 92 spokes across mini metro, main town and rural market
- Activities included new distributor appointment, driving primary and secondary volumes of distributors, managing budget allocations, evaluating distribution gaps in terms of fill rate, servicing and taking corrective actions
- Drove market visibility by deployment of activation elements, customer/consumer promotions, improved market execution and increased market share by efficient implementation of sales strategies
- Managed a team of 38, comprising of 6 Sales Team Leaders, 17 Pre-sellers, 9 RMGrs, 5 supportive functions Team leaders
- Enhanced numeric and weighted Distribution to maximize deliverables
- Achievements: Champions -- of 2023 SKTK, Winner – Of UC champion KTK&KL for 2021 Q3, Winner – of GT Commercial champion for 2021 Q1, Winner – of GT Distributor champion for 2020 Q4, SFI 120% Team achievement (2021), QSIP 100% Team achievements, Archaization -2 anchor in 2020 and 16 DMS2 Spoke with – Appreciated for implementation of new initiative.
CHANNEL TEAM LEADER (KARNATAKA)
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
01.2014 - 03.2019
- Key responsibilities included developing and deploying robust annual & quarterly marketing plans, programs on Brand & Packs initiatives
- Drove sales and market share through design & implementation of mega marketing acts with cross-functional teams and ensured consumer & customer engagement
- Managed a budget - including new product launches, channel specific programs, consumer engagement programs, Brand and Pack acts, product sampling and events, promotions and Sales force initiatives, and collaborating for BTL activities
- Demand Creation: Drove Vertical growth in existing outlets by initiating channel specific shopper marketing acts
- Channel Development: Understood the local consumption drivers in various channels, developed and implemented consumption building programs, drove implementation of national programs
- Customer Recruitment: Recruited new customers through various shopper marketing & brand/pack/channel specific programs
- Business Analysis: Used research and third-party survey data and conducted statistical analysis to track Market Shares, map competition activities and identify gaps & growth opportunities in various channels as per PITA model
- Increase weighted & numeric distribution
- Market Execution: Played a key role in framing the market execution strategy and facilitating its implementation.
AREA SALES MANAGER (KTK)
CHETANA PUBLICATION PVT LTD.
06.2013 - 01.2014
- Extensive exposure in supply chain to retail sales with hands-on projects to drive incremental volumes and provide unique solutions to distribution mechanisms in metro and rural markets while maintaining profitability
- Projects undertaken – To assess the hub & spoke operation of in publication industry recommend growth plan for 2013 and 14
- Responsibilities included increasing Rural Schools having Chetan publication books and growth
- Assessed the importance of wholesale channel and increased ND and gained volume through end to end execution
- Growth of 500% in H2 of 2013
- Recommended wholesale channel delivery mechanism and financial implications of the same
- Handel the Team size of 16 STLs and 107 Distributers, 492WS, 3298 schools.
SUMMER TRAINEE (BANGALORE)
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
04.2012 - 06.2012
- Improvement of College cafeteria activations and Growth lever, focusing on distributor salesman and benchmarked best practices in college channel
- Worked with Salesmen, Distributors, Senior Management across Bangalore and analyzed available data to identify 500 collage for activation
- Worked in Invisible markets to understand current execution Gaps & Opportunities in college cafeteria
- Provided solutions based on learning from Invisible and visible markets
- Mapping of the execution standards of FMCG companies like ITC, Vodafone
- Campus winner for ‘Best Summer Internship Project’.
Education
MBA -
RNS Institute of Technology, Bangalore
01.2012
BBA -
Sahyadri college arts and commerce, Shimoga
01.2010
Skills
- Market and competitive analysis
- Contract Review
- Consultative and relationship selling
- Territory and account management
- Sales Enablement
- Presentations and proposals
- Competitor Analysis
- Sales Tracking
- Schedule Coordination
- Relationship Building
- KPI Tracking
- Sales Training
Positions Of Responsibility
- Awarded Best student and Cadet in 2010 in NCC and attend 6 camps
- Am the Precedent of Management forum in college 2009-10
- Cambridge state level Management fest, presentation Marketing solution for new product launch, 2010
- Awarded Best Survey Report in RNSIT In Project of 2012
Timeline
AREA SALES MANAGER
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
03.2019
CHANNEL TEAM LEADER (KARNATAKA)
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
01.2014 - 03.2019
AREA SALES MANAGER (KTK)
CHETANA PUBLICATION PVT LTD.
06.2013 - 01.2014
SUMMER TRAINEE (BANGALORE)
HINDUSTAN COCA-COLA BEVERAGES PVT. LTD.
04.2012 - 06.2012
MBA -
RNS Institute of Technology, Bangalore
BBA -
Sahyadri college arts and commerce, Shimoga
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