Sameer Deshpande

• Responsible for Overall P&L of India.
• Preparing Annual Operational Plan.
• Screening & Evaluating Distributors & Importers.
• Planning Stocks Requirements Products wise / Pack wise/ SKU wise.
• Close Monitoring on Secondary Sales of each Region to ensure zero expiry and returns.
• Managing Pan India Importers/Distributors & Sales Team for Expansion of Sports Nutrition Dealers & Distributors. (Sports Nutrition Outlets / Pharmacy Channel/ Modern Trade/ Ecommerce & Gyms)
• Resolving Channel Conflicts if any by discussion & negotiations.
• Providing Weekly Sales Report and Forecasting to HO.
• Tracking Competitors activities and Pricing / Formulation & New Product Launch Flavors & SKUS.
• Piloting new initiatives Phase by Phase.

Finance

• Creating margin structure for Distributors and Product Pricing according to COGS.
• Planning Raw Material Import for Bulk Orders to save Logistic Cost & Custom & Other Charges.
• Preparing & Launching Schemes for Distributors to achieve Targets in given timeframe.
• Preparing & Launching Sales Incentive Plans for Sales Team as Per Budget.
• Controlling Operational Expenses. ( Monitoring Logistic Cost/ Employee Travel Related Claims etc..).

HR/Administration/Marketing

• Hiring and Training Frontline Sales Team as per AOP.
• Monitoring marketing Activity and Effectiveness of each Campaign.
• Shortlisting and Appointing Influencers for Product Promotions via Digital & Social Network.
• Co-ordination with Logistics ensuring cost / delivery / Damage lost related issues.
• Reviewing Performance of Each Distributor / Sales Team. Category-wise /Channel wise & Product-wise to understand gaps(What worked well & What not) to take CAPA.
• Motivating Channel partners & Team by Rewards & Recognition Programs.

Expansion

• Identifying New Towns / Channels and Successfully Launching Products in New Markets Piloting Project Phase by Phase reaching out maximum sales Points.
• Planning Marketing Campaign across various channels offline and on Social Media for Product awareness.
• Responsible for hiring Team in each new HQ Town as per AOP to achieve Business Goals.
• Ensure revenue growth is achieved in a responsible and profitable manner.
• Created, managed and executed business plan and communicated company vision and objectives to motivate teams.

• Responsible for South & West Region for GNC India Division Sports Nutrition Business .
• Responsible Expansion of Distribution / Dealers Network to Launch New Brand in Indian Market in Sports Nutrition Category from Scratch. New Venture
• Create shareholder value by providing the vision, leadership, strategy and general management skills necessary to grow the multi-faceted BU into a dominant player in its Industry which will include development and implementation of a strategic plan to advance the Company vision, mission, strategies and objectives to promote revenue, profitability and growth
• Managing South & West Team for Distribution Expansion for Sports Nutrition Dealers & Distributors. (Sports Nutrition Outlets / Pharmacy Channel/ Gyms/ Health Clubs / Sport Authority of India)
• Development, Review and Refinement of the Company's Business Strategy, and execution of that Strategy to obtain a leading position in the market-place.
• Ensure revenue growth is achieved in a responsible and profitable manner
• Techno Business savvy and able to understand and develop a synergy between Technology, Operations and Business
• Thorough Understanding of Indian Market (Private, Public Sector and channel business)
• Provide leadership and guidance to the next level Leadership team within the BU and the horizontal functions that will be supporting from a functional stand-point
• Successfully Launched Sales Force Tracking System to Monitor Market Visits of Sales Team to Ensure proper catering of Products and availability at sales Point.
• Monitoring Competitors activities like Marketing Campaign Products Pricing / margin new Launches.
• Review Performance Every month of Each Team Member to understand Training needs of the individual and Report to HO.

• Create shareholder value by providing the vision, leadership, strategy and general management skills necessary to grow the multi-faceted BU into a dominant player in its Industry which will include development and implementation of a strategic plan to advance the Company vision, mission, strategies and objectives to promote revenue, profitability and growth
• Development, Review and Refinement of the Company's Business Strategy, and execution of that Strategy to obtain a leading position in the market-place.
• Ensure revenue growth is achieved in a responsible and profitable manner
• Techno Business savvy and able to understand and develop a synergy between Technology, Operations and Business
• Thorough Understanding of Indian Market (Private, Public Sector and channel business)
• Provide leadership and guidance to the next level Leadership team within the BU and the horizontal functions that will be supporting from a functional stand-point
• Stakeholder Relations and Development :
• Work with the Internal Stakeholders (Cross-Functional Heads) to satisfy customer needs, develop and nurture new and existing customers, partnerships, strategic alliances and other market opportunities
• Set up processes and systems with the Internal team to Improve customer satisfaction, and maintain a strategic dialogue with all customers.
• Operations Management :
• Overall responsibility to the smooth running of the SBU while continuously growing the revenue and increasing the number of stakeholders and strategic partners
• Team Management :
• Strong team building, coaching and communication skills to lead and motivate the teams in achieving organization and individual goals; High motivation levels, with demonstrated leadership, program management, and communication skills
• Coordinating with the appropriate functional leaders to ensure proper budget, schedule and direction with realistic staffing/budget estimates by developing internal processes for team and inter team working

Part of Newly form Offline Distribution Team to Build offline Distribution Network from Scratch.

Started With 7 Members and Successfully Recruited Offline Team of 250+ within 6 months to Reach 350 Distributors Onboard and 4500 Retail Outlets and 65K Trainers & Gyms Tie-ups.

• Key Deliverables:
• Leading South & West Regions. Leading Team of 7 Regional Sales Manager & 30 Key Account Associates 7 Trade Marketing Executives
• Driving Daily & Monthly Agendas.
• Business Development Planning.
• Monitoring Performance of the team –
• Schemes Planning for Trade
• Managing CFA operations for South & West Regions.
• Maintaining All Reports & Analytics for Daily Monthly Annually Projections Phasing
• Brand Launch Brand Promotion Activity Within allocated Budget.
• Responsible for Topline & Bottom-line Profit
• Providing leadership and direction in all functions for the Zone.
• Execute company's strategic plan.
• Primary Sales & Secondary Sales Monitoring.
• Competition Tracking and Providing Feedback to management time to time.
• Cross Promotional Tie-ups for BTL/ATL activities.
• Responsible for collections & P&L for State.
• Arranging Dealer Distributors Meet on Every Quarter to Launch Trade Schemes.
• Establishing and lead execution of operation strategy.
• Setting and achieving key performance targets for: sales, delivery, cost, expenses and other measurements of operational performance;
• New Product Launch.
• Display & Shelf management for Alternate Channels like Pharmacy/ Supermarkets.
• Supporting and leading company products sales, growth and continuous cost & quality
• Improvements in the business.
• Managing all sales related activities covering setting and strictly monitoring of sales targets and ensures accurate delivery of products in all sales channels;
• Ensuring timely collection of company's money from the market. Develop plan to minimize expiry products from the market; Minimizing sales returns/damaged goods and short expiry goods by monitoring returns, developing a depletion plan and avoiding overstocking the points of sales;
• Understanding the risk associate with business including sales, operations, finance and people.
• Able to devise and implement plans to mitigate the risk for smooth process.
• Timely update and present competitor's activities and provides market feed-back on new products, prices changes, new launches, etc to the top management.
• Proper Budget utilization for ATL/BTL activities.
• Vendor Payment & Team Expenses Approval with Cost Effectiveness.
• Acting as Profit Centre Head for Respective Zone.
• Extensive Travelling across the territories to Monitor Distribution/Product Placements and addressing issues if any.

• Heading Entire South & West Region Leading Team of 2 Regional Sales Manager / 6 Area Sales Manager & 45 Sales Officers.
• Managing CFA operations for both States.
• Managing Exclusive Team for Wholesale & Modern Trade.
• Brand Launch Brand Promotion Activity Within allocated Budget.
• Responsible for Topline & Bottom-line Profit
• Providing leadership and direction in all functions for the State
• Supporting the Executive Director in the day to day activities.
• Execute company's strategic plan.
• Primary Sales & Secondary Sales Monitoring.
• Competition Tracking and Providing Feedback to management time to time.
• Cross Promotional Tie-ups for BTL/ATL activities.
• Responsible for collections & P&L for State.
• Arranging Dealer Distributors Meet on Every Quarter to Launch Trade Schemes.
• Establishing and lead execution of operation strategy.
• Setting and achieving key performance targets for: sales, delivery, cost, expenses and other measurements of operational performance.
• New Product Launch.
• Display & Shelf management for NPD.
• Supporting and leading company products sales, growth and continuous cost & quality
• Improvements in the business.
• Managing all sales related activities covering setting and strictly monitoring of sales targets and ensures accurate delivery of products in all sales channels;
• Ensuring timely collection of company's money from the market. Develop plan to minimize expiry products from the market; Minimizing sales returns/damaged goods and short expiry goods by monitoring returns, developing a depletion plan and avoiding overstocking the points of sales;
• Understanding the risk associate with business including sales, operations, finance and people.
• Able to devise and implement plans to mitigate the risk for smooth process.
• Timely update and present competitors' activities and provides market feed-back on new products, prices changes, new launches, etc. to the top management.
• Proper Budget utilization for ATL/BTL activities.
• Vendor Payment & Team Expenses Approval with Cost Effectiveness.
• Acting as Profit Centre Head for Respective States.
• Extensive Travelling across the territories to Monitor Distribution/Product Placements and addressing issues if any.
• Distributor ROI management.

• Heading Karnataka & Goa Leading Team of 2 Area Sales Manager & 15 Sales Officers.
• Managing CFA operations for both States.
• Managing Exclusive Team for Wholesale & Modern Trade.
• Brand Launch Brand Promotion Activity Within allocated Budget.
• Responsible for Topline & Bottom-line Profit
• Providing leadership and direction in all functions for the State
• Supporting the Executive Director in the day to day activities.
• Execute company's strategic plan.
• Primary Sales & Secondary Sales Monitoring.
• Competition Tracking and Providing Feedback to management time to time.
• Cross Promotional Tie-ups for BTL/ATL activities.
• Responsible for collections & P&L for State.
• Arranging Dealer Distributors Meet on Every Quarter to Launch Trade Schemes.
• Establishing and lead execution of operation strategy.
• Setting and achieving key performance targets for: sales, delivery, cost, expenses and other measurements of operational performance.
• New Product Launch.
• Display & Shelf management for NPD.
• Supporting and leading company products sales, growth and continuous cost & quality
• Improvements in the business.
• Managing all sales related activities covering setting and strictly monitoring of sales targets and ensures accurate delivery of products in all sales channels;
• Ensuring timely collection of company's money from the market. Develop plan to minimize expiry products from the market; Minimizing sales returns/damaged goods and short expiry goods by monitoring returns, developing a depletion plan and avoiding overstocking the points of sales;
• Understanding the risk associate with business including sales, operations, finance and people.
• Able to devise and implement plans to mitigate the risk for smooth process.
• Timely update and present competitors' activities and provides market feed-back on new products, prices changes, new launches, etc. to the top management.
• Proper Budget utilization for ATL/BTL activities.
• Vendor Payment & Team Expenses Approval with Cost Effectiveness.
• Acting as Profit Centre Head for Respective States.
• Extensive Travelling across the territories to Monitor Distribution/Product Placements and addressing issues if any.
• Distributor ROI management.

This was My First Job - Joined As Territory Manager & Got 3 Promotions During my Stint with the Organization to Reach to ZBM level.

Started With Small office of 200sqft. with 15 Employees Later Converted into Zonal Office with more than 350 Members including Network Team & Logistic Team.

Challenging Assignment As Network Availability was Poor and building Distribution was need of hour we have worked hard as a team to make it happen to deliver 15cr Revenue Per month Consistently within 18 months of launch to Make this Zone Rank 3rd No in Karnataka Circle.

• Monitoring Distribution Health index and increasing Daily Activating Outlets / Daily Recharge Outlets / Stock Norms at distributor Level & Retailer Level.
• Classifications of Outlets Like A class B class C class. (Silver /Gold/Platinum) to Run Monthly Activations & Recharge Schemes for Retailers.
• Monitoring Beat Plan of Distributors Salesman to ensure market is highly penetrated with stock.
• Support the creation of sales strategy for the respective area and drive its implementation as per plan.
• Weekly Review with team on targets Vs Achievement for Month. Followed with Open House to understand the Market issues/challenges / Support required and action plan to overcome of issues and challenges.
• Gather trends from the market research and historical data around sales to estimate the market size for the respective areas on both volumes as well as value basis.
• Plot the retail market for the respective area on the basis of the desired presence across the retail space available to the company.
• Drive the model wise built up for the distributors within the respective areas.
• Adhere to the respective area sales budget.
• Ensure adherence to the assigned respective area budget through tight monitoring of the operating expenses at respective area level.
• Monitor implementation of sales processes at respective area level and ensure adherence to the same with a view to achieve higher efficiencies.
• Drive the sales strategy at respective area level to support the achievement of overall sales targets across primary, secondary and tertiary levels of distribution.
• Deliver respective area sales targets and profitability targets on a monthly, quarterly and annual basis.
• Achieve the desired width of distribution at respective area levels as per business plans.
• Drive ongoing improvement of productivity of own manpower at retail stores within the respective areas.
• Ensure that the targeted inventory turnover rates for the respective area level to adopt and respond to competition appropriately.
• Keep track of competitor activity at respective area levels to respond to competition appropriately.
• Coordinate with the customer service function to ensure that the service operations of the respective area are well executed.
• Identify gaps in the distribution network through interactions with multiple stake holders.
• Conduct distribution performance analysis for the respective area and take corrective actions to plug the gaps.
• Monitor the depth of distribution across the distribution network, within the respective area and manage the same as per the respective area sales plan.
• Ensure the presence of brand across the distribution network, and ensure the health of all KROs and counters where in – Shop branding is provided.
• Liaise with the concerned marketing personnel to involve and participate in the BTL activities at respective area level with a view to drive the respective area sales volumes.
• Design innovative sales strategies and discuss the guidelines with the Zonal head, to streamline operations at respective area levels.
• Develop and maintain strong awareness of device market/competitors at respective area level and exploit opportunities as and when they arise.
• Implement the training strategy with the Zonal training team. Oversee and monitor the overall training and development needs of the entire area's sales force.
• Identify the training needs of the sales force of the respective area and ensure that the overall training and development of soft skill are provided to the sales force.
• Foster a culture of ownership, innovation, customer focus, entrepreneurship and team work across the sales force.
• Manage and support the recruitment, set KRA's for direct reports, monitor overall department KRA's ,conduct performance appraisals.
• Oversee staff deployment and drive the motivation levels of the team, monitor staff welfare and facilitate complaint resolution to manage efficiency levels and drive timely delivery of all operational targets.