Leader with 15+ years of cross-functional experience in FMCG, OTC, and Cosmetics across North India. Proven track record in GTM strategy, new product launches, distributor onboarding, and rural sales development. Skilled in PL ownership, team building, and ROI-driven channel management. Known for driving top-line growth, brand visibility, and operational excellence.
*Sales Strategy Execution:*
- Develop and execute a Go-To-Market (GTM) strategy to achieve a *20% increase in sales revenue* within the next 6 months.
- Manage Cost-to-Sales Ratio to maintain a *12% margin*, ensuring efficient use of resources.
- Plan and execute sales, distribution, and marketing efforts to achieve a *95% distribution coverage* across the assigned territory.
*Team Management:*
- Manage a team of *10 sales executives* and *2 sales supervisors*, providing regular training and coaching to improve performance.
- Hire and onboard *3 new sales executives* within the next quarter to support business growth.
- Achieve a *90% attendance rate* among sales team members to ensure consistent coverage.
*Retail Distribution:*
- Increase numeric distribution by *15%* within the next 3 months by expanding to *500 new outlets*.
- Ensure *95% stock freshness* across all retail outlets through effective inventory management (FIFO).
- Achieve a *90% retail coverage rate* across the assigned territory.
*Business Growth:*
- Increase business volume by *25%* within the next year by appointing *5 new distributors* and expanding retail coverage to *1000 new outlets*.
- Retain *95% of existing customers* through effective relationship management and customer service.
- Develop rural sales by *30%* within the next 6 months through targeted marketing and sales efforts.
*In-Shop Activities:*
- Execute *4 trade promotions* and *2 consumer schemes* within the next quarter to drive sales and increase brand visibility.
- Achieve a *25% increase in brand visibility* across all retail outlets through effective in-shop activities.
*Leadership and Team Management:*
- Led a team of *4 Territory Sales Managers (TSM)*, *35 Territory Sales In-Charges (TSI)*, and *4 Sales Supervisors*, overseeing *176 distributors* across West UP and Uttarakhand, resulting in a *25% increase in sales revenue*.
- Achieved a *95% team attendance rate* and *90% distributor satisfaction rate* through effective management and communication.
*Market and Infrastructure Setup:*
- Spearheaded new market setup for Dhoop, Agarbatti, and Cosmetics segments, resulting in a *30% market share* within the first year.
- Established *50 new distribution points* and *100 new retail outlets*, increasing retail footprint by *40%*.
*Sales Operations:*
- Managed end-to-end primary and secondary sales operations, achieving a *20% increase in sales volume* and *15% increase in revenue*.
- Rolled out *6 trade promotions* and *3 consumer schemes* across regions, resulting in a *25% increase in brand visibility*.
*Go-to-Market (GTM) Strategies:*
- Planned and implemented GTM strategies, achieving a *12% Cost-to-Sales ratio* and *95% distribution coverage*.
- Developed and executed sales, distribution, and marketing plans, resulting in a *30% increase in market penetration*.
*Product Launches and Expansion:*
- Executed *3 product launches*, achieving a *25% market share* within the first 6 months.
- Expanded numeric distribution by *40%*, increasing retail footprint through new outlet activation and ensuring *95% inventory freshness* via FIFO practices.
*Operations Management:*
- Oversaw claim management, ensuring *99% claim resolution rate* and *95% product availability*.
- Managed route planning and operations, achieving a *20% reduction in logistics costs*.
*Sales Performance:*
- Delivered *₹265 Cr* in annual sales, exceeding targets by *6%* and driving *12% volume growth* and *15% value growth* year-over-year.
- Achieved a *95% sales target achievement rate*, with a *20% increase in market share*.
*Centre Profit Head:*
- Implemented best-in-class trade execution practices, resulting in a *15% increase in profit margins* and *10% reduction in costs*.
- Managed a portfolio of *10+ products*, ensuring *95% product availability* and *90% distribution coverage*.
*Team Management:*
- Recruited, trained, and scaled a high-performing sales team of *50+ sales professionals*, achieving a *90% retention rate* and *25% increase in sales productivity*.
- Ensured aggressive growth targets were met, with a *30% year-over-year increase in sales revenue*.
*Budgetary Control and Sales Efficiency:*
- Ensured tight budgetary control, achieving a *5% reduction in sales expenses* and *10% increase in sales efficiency*.
- Tracked performance metrics, including *sales velocity*, *conversion rates*, and *territory penetration*, to optimize sales strategies and territory planning.
POSH