RAUNAK GOEL
KOLKATA,West Bengal
Summary
Well-qualified Sales & Marketing leader successful at developing and implementing policies, administering budgets and building high-performance teams. Skilled at facilitating communication between sales and marketing teams to enable project success for each new campaign. Experience includes internal communications, public relations, product launches, campaign development and market positioning. Excellent communication and problem-solving abilities with a decisive and proactive leadership style.
Overview
5
5
years of post-secondary education
5
5
years of professional experience
Work History
National Trade Marketing Manager
Britannia Industries Ltd
Bangalore, karnataka
03.2021 - Current
- Implemented new product line launches by initiating strategic projects, marketing tactics and target specific channels
- Promoted programs, products and services with multi-channel strategies.
- Developed strategic and tactical marketing plans for region.
- Developed creative sales tools, including presentations, trend reports, kitted assets, and product data sheets.
- Reviewed historical data and classified information to inform strategic campaign development.
- Aligned activities with corporate objectives by coordinating marketing, sales and IT processes.
- Planned and implemented studies to assess market conditions and evaluated results to enhance marketing campaigns.
- Leveraged industry trends and competitive analysis to increase MS/ND cluster wise for assigned product portfolio.
- Owner of entire GTM Program for Biscuits Pan India
Regional Sales Development Manager | East India
Britannia Industries Ltd
KOLKATA, West Bengal
04.2020 - 02.2021
- Responsible for sales planning & budgetary control of entire CRA & Dairy Business for the Region approx 300 Crs annually.
- Manage the GTM transformation & significant changes planned in Foods Business. The changes span across the dimensions of portfolio, GTM mosaic, reach, technology and organization.
- Help drive these outcomes by driving and sustaining strategic initiatives in the region aimed at improving the GTM bandwidth – Both in rural and Urban Conceptualizing, executing and reviewing all sales development activities, New Product plans & BTL marketing activities.
- Responsible for Sales Digitalization – Beat & Delivery Optimization/100% Geo Fencing/AW DMS migration from Udaan to Arteria/ BDPL & BIL Nach 100% sync for AW Primary billing Sales Force capability & lead the Business Process Re-engineering sales IT deployment & adherence to process.
- Custodian of all trade marketing & budgets for the assigned portfolio approx.24 Crs annually.
- Regional custodian of loyalty programs across channels, scope of which includes planning trade inputs, product mix, merchandising execution and local in-store consumer activations Responsible for the entire RTM model delivery covering an OL Base of 46K for East India.
Trade Marketing & Sales Development Manager
Varun Beverages ltd
KOLKATA, West Bengal
05.2018 - 02.2020
- Ownership of all BTL, GTM and Customer Marketing activities for East India
- Managing the growth, penetration and share gains of both premium & non Premium portfolio by identifying business opportunities at brand/geography/sku /category levels to grow the business
- Designing and managing the channel partner and field force incentives , ownership and effective utilization of all deployed assets in GT Identifying alternate and new avenues to build business – Village Models
- Managing and growing the KPI metrics for the region – Coverage/Route Run/Sub DB efficiency/Monthly priorities FMCG portfolio includes achieving targets for premium & core outlets for Beverages by designing inputs in coordination with category and brand development teams for these outlets across categories for East India.
- Designing New launch inputs and correct set of outlets with MBQ and visibility elements.
- Responsible for efficiently and effectively utilizing $1.5 million of budget annually.
- Designed QPS for Energy Drink category which gave a delta of 20% over rolling quarter YTD and sustained growth of 20% thereafter for the FY in 2019-20.
- Brand Management - Carryout consumer research, trade and competitive analysis to define Brand Slice.
Area Sales Manager
Varun Beverages Ltd
KOLKATA, West Bengal
06.2018 - 06.2019
- Leading ateamof12 direct and34 indirect reports indirect sales, business development and expert marketing.
- Managing a business of Rs 100 crores per annum in 3 districts across 2 categories, 15 brands and 70 SKUs.
- 100% integration of the predictive sales tools in market execution to increase direct range selling by 20% Directly handling a network of 30 distributors & 100 sub-distributors across the GT Channel.
- Aiding competency development of sales executives to build an internal leadership managerial pipeline.
- Second Highest value contributor of Brand Slice in West Bengal, led the state to reach 10%+ ND in JBD Segment.
- Planned and executed new launches of Brand Tropicana to achieve highest volume and distribution ever in the designated area.
- Headed projects across multiple functions including trade marketing, commercial excellence & expert marketing.
- Developed sales capability for the team and lead distribution expansion across 13 top towns Conceptualized consumer activations, trade promotions and sales force incentives to aid brand growth.
Senior Key Account Manager
Iimjobs.com
Delhi, Delhi
03.2017 - 03.2018
- Managing prioritized accounts for about 30+ Enterprise organizations in APAC region.
- Maintaining and growing Annual Topline of about 40Mn for the high orbit group.
- Generating additional revenue for the business through up-selling & cross-selling of several products in tandem with the business models of the clients.
- Weekly & monthly meetings/calls with C Level employees from client organization fostering healthy professional relationship and leading discussions on Revenue/Sales/Marketing/Technology along with managing relations with all the key global brands, BD was an imp part of my role.
- Added imp global brands like Kohler/Nestle/Samsung/JLL/Cushman Wakefield among others for direct selling by the group.
Education
MBA - Marketing & Finance
IMT
03.2015 - 03.2017
B.Com (H) - Marketing & Finance
The BESC
Kolkata 03.2012 - 03.2015
Skills
Sales leadership
Accomplishments
- Achieved double-digit trade area growth as ASM Kolkata in 2019 YTD, with over a 20% growth in the Rural channel.
- Activated 7 rural towns by adding 4 Distributors & 9 Sub Distributors in South24Paragnas.
- Bagged the “Maestro” award for beating the target by 32% and winning a Company sponsored trip to Thailand.
- Activated Britannia Bar Cakes throughout East India leading to an MS Shift of +2.2 & ND Shift of +7
- Expanded distribution of Dairy Business from 88k Direct Ol's to 1.2 L OL's
- Successfully launched Milk Bikis Atta Pan India growing at a pace of +30% MoM.
- Brought Monthly spends on GTM Brands from 1.72% to 1.51 % Pan India.
- Pulled out 8 degrowing Mah + Kar clusters from -ive to + ive over a period of 6 months.
Timeline
National Trade Marketing Manager
Britannia Industries Ltd
03.2021 - Current
Regional Sales Development Manager | East India
Britannia Industries Ltd
04.2020 - 02.2021
Area Sales Manager
Varun Beverages Ltd
06.2018 - 06.2019
Trade Marketing & Sales Development Manager
Varun Beverages ltd
05.2018 - 02.2020
Senior Key Account Manager
Iimjobs.com
03.2017 - 03.2018
MBA - Marketing & Finance
IMT
03.2015 - 03.2017
B.Com (H) - Marketing & Finance
The BESC
03.2012 - 03.2015
Similar Profiles
Arnab BanerjeeArnab Banerjee
Senior Area Sales Executive at Britannia Industries LtdSenior Area Sales Executive at Britannia Industries Ltd
Vishwas GeorgeVishwas George
Group Manager – Corporate Quality Assurance at Britannia Industries LtdGroup Manager – Corporate Quality Assurance at Britannia Industries Ltd
Santosh PandaSantosh Panda
Senior Production Officer at Britannia Industries LtdSenior Production Officer at Britannia Industries Ltd
Silsa SapnilSilsa Sapnil
Internship Student at Britannia Industries LtdInternship Student at Britannia Industries Ltd
Dikshita NayakDikshita Nayak
Process Associate at BT E Service Pvt LtdProcess Associate at BT E Service Pvt Ltd