RAHUL SHARMA
Regional Sales Capability Lead
Delhi NCR
Summary
Dynamic and results-driven professional with over 14+ years of experience in FMCG sales,Sales capability building, strategic planning, and business development. Proven expertise in driving sales performance through training, process optimization, and innovative Route-to-Market (RTM) strategies. Successfully led regional teams to achieve consistent growth, implemented transformative sales systems, and launched new product categories. Seeking to excel in a Sales Capability leadership role.
Overview
16
16
years of professional experience
4017
4017
years of post-secondary education
Work History
Regional Lead Sales Capability Manager
KRBL Ltd.
12.2023 - Current
- Spearhead regional sales capability initiatives, driving KPIs through training, process adoption, and performance monitoring
- Design RTM metrics dashboards using IT tools, enhancing sales team and distributor efficiency
- Deliver tailored training programs to address capability gaps in people and systems, boosting frontline productivity
- Optimize field operations (FOS, DDs, sales teams) and standardize best practices across traditional and emerging channels
- Build strong distributor networks to secure competitive market advantage
- Provide on-the-job coaching to regional sales teams, elevating execution standards
Channel Development Lead (SAMT)
Wingreens World Pvt Ltd.
10.2022 - 05.2023
- Led trade marketing and retail sales strategies, expanding new markets and strengthening RTM frameworks
- Trained retail teams (PSRs, Team Leads, Promoters) to improve sell-out, visibility, and brand pull in NCR SAMT outlets
- Designed consumer promotions and visibility rollouts, ensuring efficient budget use and measurable ROI
Assistant Manager – Commercial Excellence
Bisleri International Pvt. Ltd.
02.2020 - 09.2022
- Managed franchise operations in Southern Haryana (team of 1 Manager, 2 ASMs, 4 SEs, 15 SOs), achieving ₹4.5 Cr monthly turnover
- Relaunched NPD Fizz category, driving 20% YoY growth through dedicated channels and leadership
- Implemented Field Assist for outlet mapping and online order booking, enhancing market penetration
- Pioneered D2C model during the pandemic, contributing 13.06% to turnover with a 24-hour TAT focus
Field Sales Capability Executive
Hindustan Unilever Ltd.
01.2018 - 02.2020
- Developed frontline sales talent through structured training, market visits, and mentoring, building a robust talent pool
- Enhanced team onboarding and capability alignment with industry benchmarks and business goals
Territory Sales Officer
Hindustan Unilever Ltd.
07.2014 - 01.2018
- Achieved 9% like-to-like sales growth by improving visibility and expanding distributor networks
- Led product launches and BTL marketing initiatives, increasing market share and customer preference
Asst. Manager Sales & Marketing
Emmvee Photovoltaic Power Pvt Ltd.
11.2010 - 07.2014
- Expanded solar equipment market in North India, managing a team of 8 BDEs
Management Trainee
Maharishi Solar Technology
10.2009 - 11.2010
- Improved operational efficiency through process enhancements and vendor management
Education
MBA/PGDM -
Mysore University
B.Com -
Guru Nanak Dev University (GNDU)
Skills
- Sales Capability Development & Training
- Regional Sales Leadership
- Route-to-Market (RTM) Strategy
- Team Motivation & Performance Management
Accomplishments
- Increased WD, ND, and SAH per Nielsen in assigned region; achieved double-digit secondary growth via RTM and KPI interventions.
- Delivered 5% YoY volume growth and 20% YoY NPD Fizz category growth at Bisleri.
- Rated Best TSO at Hindustan Unilever (2016) for territory value growth.
- Launched D2C model at Bisleri, contributing 13.06% to turnover during the pandemic.
- Introduced Field Assist for retail mapping, making Bisleri’s franchise the first in India for compliance.
Personal Information
- Date of Birth: 06/16/86
- Marital Status: Married
Timeline
Regional Lead Sales Capability Manager
KRBL Ltd.
12.2023 - Current
Channel Development Lead (SAMT)
Wingreens World Pvt Ltd.
10.2022 - 05.2023
Assistant Manager – Commercial Excellence
Bisleri International Pvt. Ltd.
02.2020 - 09.2022
Field Sales Capability Executive
Hindustan Unilever Ltd.
01.2018 - 02.2020
Territory Sales Officer
Hindustan Unilever Ltd.
07.2014 - 01.2018
Asst. Manager Sales & Marketing
Emmvee Photovoltaic Power Pvt Ltd.
11.2010 - 07.2014
Management Trainee
Maharishi Solar Technology
10.2009 - 11.2010
MBA/PGDM -
Mysore University
B.Com -
Guru Nanak Dev University (GNDU)
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