SANJAY MOHAN SHARMA
VIKASNAGAR
Summary
Dynamic sales leader with extensive experience at India Glycols Ltd, adept at driving revenue growth through strategic business development and effective team management. Proven track record in achieving sales targets and enhancing customer experience, leveraging strong analytical skills and a collaborative approach to foster relationships and optimize distribution networks.
Overview
30
30
years of professional experience
Work History
Assistant General Manager
India Glycols Ltd
Gorakhpur
08.2018 - 11.2022
- Sales Target Achievement:
Developed and executed weekly sales plans for multiple product variants; implemented company schemes to drive performance; conducted monthly sales reviews comparing actuals versus targets; maintained comprehensive MIS reports; led regular performance revEnhance Customer Experience: Conduct regular customer surveys, conduct regular visits to distributors, assimilate feedback, maintain records, and propose changes to management for enhanced customer experience. - Customer Experience Enhancement:
Conducted periodic customer satisfaction surveys and regular distributor visits to gather actionable feedback; documented insights and recommended process improvements to senior management for enhancing overall customer experience. - Revenue & Collections Management:
Oversaw daily monitoring of dealer/distributor accounts; ensured timely billing and collection of monthly dues; resolved credit discrepancies and facilitated account settlements; supervised dealer deposit tracking and ensured prompt collections. - Trade Relationship Development:
Cultivated strong relationships with key distributors to support sales and promotional campaigns; monitored and regulated trade activities; analyzed competitor strategies and market feedback; collaborated with distribution partners to mitigate competitive threats; participated in distributor-led events to reinforce brand presence. - Team Leadership & Development:
Launched new sales initiatives and alternate selling strategies; provided mentorship and coaching to team members to align with individual Key Result Areas (KRAs); fostered a performance-driven culture focused on continuous improvement and target achievement.
State Head – (Category DGM)
Oasis Distilleries Ltd.
02.2018 - 08.2018
- Spearheaded the setup and administration of depot and office operations, ensuring efficient backend support for sales and distribution activities.
- Successfully established a robust distribution network across the state to support market penetration and product availability.
- Played a pivotal role in building and deploying the company’s first dedicated sales force, including recruitment, onboarding, and training.
- Developed and executed comprehensive sales and promotional plans aligned with business growth objectives.
- Led end-to-end infrastructure development initiatives, building the operational foundation of the organization from the ground up.
Manager-Sales & Administration
Deep Breweries Ltd.
12.2014 - 01.2018
- Developed and executed the annual regional business plan, continuously monitored performance metrics, and implemented timely corrective actions to address deviations.
- Successfully enhanced market visibility and availability of Black Super Strong Beer, ensuring strong brand presence across the assigned territory.
- Defined credit limits for licensees and ensured timely realization of receivables to maintain healthy cash flow.
- Consistently achieved sales and budgeted spend targets through strategic planning and disciplined execution.
- Oversaw depot and office administration, ensuring smooth logistical and operational support for sales functions.Preparation and adherence to the annual plan with regard to my region and monitoring the performance the regular intervals to correct the aberrations on time.
- Made effective presence of the Brand Black Super Strong Beer across the market.
- Set credit limit of the licensees and made realization of bill value timely.
- Achieving of Sales and Spend target.
- Depot & Office Administration.
Regional Sales Manager
India Glycols Ltd.
New Delhi
04.2006 - 11.2013
- Successfully launched key company brands including IGL No.1 Series, Soulmate Whisky/Vodka, IGL Premium Dry Gin, and others.
- Held primary responsibility for sustaining and growing market share of all brands in terms of both volume and value.
- Developed and executed the annual business plan; continuously tracked performance metrics and implemented timely corrective actions to address deviations.
- Monitored competitor strategies and proactively recommended and executed countermeasures to maintain competitive advantage.
- Maintained strict oversight of outstanding dues to ensure financial discipline.
- Consistently achieved defined sales and expenditure targets through strategic planning and execution.
- Played a key role in establishing operational infrastructure from the ground up, laying the foundation for the organization's long-term growth.
Branch Manager
Kool Breweries Ltd.
New Delhi
09.2004 - 04.2006
- Successfully launched the company’s beer brand KOOL, establishing a strong initial market presence.
- Held core responsibility for maintaining and expanding brand visibility and market share across the region.
- Managed and optimized the state-wide distribution network to ensure product availability and reach.
- Developed and executed the annual regional business plan; monitored performance at regular intervals and implemented timely corrective actions to stay aligned with targets.
- Planned and executed various promotional campaigns and sales events to drive consumer engagement and increase sales.
- Continuously tracked competitor activities and implemented effective counter-strategies to sustain competitive edge.
- Maintained strict control over debtor accounts to ensure timely collections and financial discipline.
Regional Manager
M/s Manav Breweries Ltd.
08.2003 - 09.2004
- Successfully launched the company’s beer brands including Target and Ikon, establishing strong brand recognition across the state.
- Recruited, structured, and led a sales team of 10 executives, driving coordinated field operations.
- Ensured widespread market penetration and brand visibility through effective distribution and outreach.
- Defined credit limits for licensees and ensured timely realization of outstanding payments to maintain financial stability.
- Organized and executed strategic promotional activities to boost consumer awareness and engagement with the newly launched brands.
Area Sales Manager
M/s B.D.A. Ltd.
New Delhi
09.1996 - 07.2003
- Successfully re-launched the company’s flagship brand, Officer’s Choice Whisky, revitalizing market presence and sales performance.
- Ensured effective distributor management, resulting in increased brand share and improved market penetration.
- Designed and executed comprehensive sales plans, promotional strategies, and distribution activities to drive growth.
- Conducted monthly performance reviews of wholesalers and retailers across product lines, implementing corrective strategies to address performance gaps.
- Closely monitored competitor activities, prepared analytical reports, and developed strategic countermeasures to maintain a competitive edge.
- Independently established a robust distributor infrastructure, supporting successful new product launches while ensuring consistent receivables management.
Area Sales Manager
M/s Haryana Distillery and M/s Ranger Breweries Ltd.(Modi Group)
11.1992 - 09.1996
- Established a comprehensive distribution network across the state, enabling effective market penetration.
- Spearheaded market development efforts for multiple liquor brands including Double Dog Whisky, Old Barrel Whisky and Rum, Benson Malted Whisky, Oasis Dry Gin, and others.
- Maintained strict credit control, ensuring financial discipline and minimizing risk.
- Led target planning and achievement processes, including the design and rollout of sales schemes and incentives.
- Oversaw brand promotion through advertising and publicity campaigns, enhancing visibility and consumer reach.
- Recruited and appointed field staff to support sales and operational objectives.
- Managed depot operations, ensuring smooth supply chain and logistics.
- Engaged with government institutions for compliance, licensing, and relationship management.
- Fostered a motivated, high-performing sales team through continuous support and leadership.
- Monitored competitor activities and implemented effective counter-strategies to protect and grow market share.
Education
B.Com. -
Chaudhary Charan Singh University
MeerutM.Com - Marketing Management, Business Administration
Chaudhary Charan Singh University
MeerutLL.B -
Chaudhary Charan Singh University
MeerutSkills
- Business Development
- Developing periodic business plans & strategies, in co-ordination with macro plans of organization
- Planning & scheduling individual / team assignments to achieve the pre set goals with-in time, quality & cost parameters
- Formulating long term / short term strategic plans to enhance operations
- Channel / Distribution Management
- Establishing strategic alliances / tie-ups with financially strong and reliable channel partners resulting in deeper market penetration and reach
- Monitoring channel sales and marketing activities, implementing effective strategies to maximize sales and accomplishment of revenue and collection targets
- Team Management
- Leading training & monitoring the performance of team members to ensure efficiency in sales operations and meeting of individual & group targets
- Conducting meeting for setting up sales objectives and designing or streamlining processes to ensure smooth functioning of sales operations
Timeline
Assistant General Manager
India Glycols Ltd
08.2018 - 11.2022
State Head – (Category DGM)
Oasis Distilleries Ltd.
02.2018 - 08.2018
Manager-Sales & Administration
Deep Breweries Ltd.
12.2014 - 01.2018
Regional Sales Manager
India Glycols Ltd.
04.2006 - 11.2013
Branch Manager
Kool Breweries Ltd.
09.2004 - 04.2006
Regional Manager
M/s Manav Breweries Ltd.
08.2003 - 09.2004
Area Sales Manager
M/s B.D.A. Ltd.
09.1996 - 07.2003
Area Sales Manager
M/s Haryana Distillery and M/s Ranger Breweries Ltd.(Modi Group)
11.1992 - 09.1996
B.Com. -
Chaudhary Charan Singh University
M.Com - Marketing Management, Business Administration
Chaudhary Charan Singh University
LL.B -
Chaudhary Charan Singh University
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