- Traveling
- Playing Sports
- Bike Riding
ROHIT RANJAN
Mumbai
Summary
Senior Area Sales Manager with extensive experience at Nestlé India Ltd., driving regional sales strategy and business growth across Maharashtra and Chhattisgarh. Delivered double-digit sales growth through distributor ROI management, key retailer profitability focus, and go-to-market planning. Recognized for leading the largest sales team in India and implementing route-to-market models that improved market coverage and distribution efficiency.
Overview
18
18
years of professional experience
Work History
Senior Area Sales Manager
Nestlé India Ltd.
Mumbai, Maharashtra
01.2022 - Current
- Lead sales strategy and execution across South Mumbai and suburban markets, including wholesale markets such as Masjid and premium retail belts such as Malabar Hill and Colaba.
- Delivered 15% consecutive sales growth in a challenging, highly competitive market with significant omni-channel interplay.
- Manage channel and distributor relationships, supporting market coverage, distribution development, and execution across retail and wholesale outlets.
- Work on distributor business performance and ROI, and key retailer profitability through disciplined business reviews and focused channel execution.
- Drive dealer engagement through relationship-building and engagement initiatives; identify productivity improvements and business-led enablers to strengthen sales execution.
- Developed a route-to-market model for underserved slum-market clusters to improve reach, outlet access, and market coverage.
- Drive new product launch planning and execution to build distribution and strengthen market performance.
- Coach and mentor emerging leaders; received the Best ASM Award for two years and recognition for fastest NPD implementation.
Area Sales Manager
Nestlé India Ltd.
, Chhattisgarh
12.2016 - 12.2021
- Led regional sales teams to consistently achieve and exceed monthly sales targets, delivering 18% CAGR over four consecutive years.
- Expanded rural distribution through 200+ sub-dealers and developed routes to reach villages with populations above 2,000.
- Built route-to-market plans, route mapping, and alignment with PSR teams using rural distribution and van-based models.
- Led the largest sales team in India at the time, with seven Sales Officers/Executives reporting directly; focused on performance delivery and team development.
- Introduced business-continuity initiatives during COVID-19, including direct invoicing from factories.
Route-to-Market Executive
Nestlé India Ltd.
Mumbai, Maharashtra
03.2016 - 11.2016
- Coordinated with the West region team on rural coverage initiatives and route-to-market projects.
- Developed projects including the SS model for rural dealer appointments.
- Worked with branch and national teams to support rural growth outcomes.
Senior Sales Executive
Nestlé India Ltd.
Mumbai, Maharashtra
03.2013 - 02.2016
- Managed one of India's largest wholesale markets, supporting distribution, outlet execution, and market performance.
- Supported the Maggi Noodles recall and successfully relaunched the product within 45 days, returning to the previous sales base.
- Successfully implemented Project India, introducing category-split route working for the first time in India.
Sales Officer
Nestlé India Ltd.
Raipur, Chhattisgarh
08.2008 - 02.2013
- Implemented distributor automation across the region to strengthen sales processes and execution.
- Trained Sales Service Force (SSF) and merchandisers to improve execution quality and promotional compliance.
- Appointed two new distributors in Bhilai, contributing to 45% growth.
- Recognised as Best Sales Officer for two consecutive years.
Education
Executive General Management Programme - Marketing Management
IIM Kolkata
07.2016
MBA - Marketing Management
MPIM, Pune
Pune06.2008
Bachelor of Arts - English
St. Columba's College
Hazaribagh, Jharkhand03.2006
High School Diploma -
St. Xavier's School
Hazaribagh, Jharkhand03.2000
Skills
- Regional Sales Strategy & Business Growth
- Distributor ROI & Business Plan Management
- Key Retailer Profitability & Channel Development
- Dealer Meets & Relationship Engagement
- Go-to-Market (GTM) & Route-to-Market Planning
- Retail / Wholesale Development
- Territory Coverage & Beat Planning
- Sales Productivity & Business-led Enablers
- Sell-in Execution & Market Offtake
- Trade Promotions & Execution Compliance
- Sales Performance Tracking & Corrective Action
- Team Leadership, Coaching & Capability Building
Custom Section
ROHIT RANJAN
Websites, Portfolios and Profiles
linkedin.com/in/rohit-ranjan
Hobbies and Interests
- Cricket (former state-level player)
- Motorbike riding
- Travel
Interests
Timeline
Senior Area Sales Manager
Nestlé India Ltd.
01.2022 - Current
Area Sales Manager
Nestlé India Ltd.
12.2016 - 12.2021
Route-to-Market Executive
Nestlé India Ltd.
03.2016 - 11.2016
Senior Sales Executive
Nestlé India Ltd.
03.2013 - 02.2016
Sales Officer
Nestlé India Ltd.
08.2008 - 02.2013
Executive General Management Programme - Marketing Management
IIM Kolkata
MBA - Marketing Management
MPIM, Pune
Bachelor of Arts - English
St. Columba's College
High School Diploma -
St. Xavier's School