SAMIT SHARMA
National Sales Development Manager & Head Modern On trade Business
Gurugram
Summary
Strategic leader with over 25 years of rich and extensive experience in sales & business development, distribution management, P&L management, and market share. Successfully developed new business in assigned territories at PAN India level across various industries such as FMCG (beverages, cigarette, personal care) / tyres / alcoBev. Consistently tracked business development opportunities against the corporate plan and implemented strategies to increase efficiency. Managed Eastern India, Northern India, Central India (Rajasthan & MP), and South India (TN, Karnataka) regions. Proven success in introducing and promoting new products through channels by formulating network coverage policies, dealer appointment criteria, and implementing processes to improve existing dealer performance. Built strategic alliances to access new markets through the appointment of new distributors and revitalizing existing channels. Translated corporate vision into overcoming complex business challenges and making high-impact decisions. Developed business and sales strategies resulting in significant revenue increase. Skilled in developing relationships with key decision-makers for revenue generation. Collaborative team player who delivers organizational results and goals. Articulate leader with notable success in directing corporate initiatives while supporting business objectives through planning, analysis, and solution implementation.
Overview
25
25
years of professional experience
4
4
years of post-secondary education
Work History
Business Head Modern On trade India & National Sales Development Manager
Carlsberg India Private Limited
2 2024
- Managing & leading Modern On trade business for All India by enabling team with right business strategies, tools and supports
- Strategizing for all New products to be launched in Modern On trade channel
- Driving Sales Capability building: Through SFA tracking & enhancing
- GTM Strategy Formulation ..
- Coverage / Manpower / Pricing / Distribution Targets by Channel
- Lead, Monitor, Review In-Store Execution ..
- Key Custodian of Picture-of-Success adherence
- Responsible for entire Sales MIS, Data Mining & Insights
- Driving efficiency of all Assets deployed in market, by providing Insights to team in right way.
Regional Business Head
Carlsberg India Private Limited
09.2018 - 01.2024
- P&L Driver & Revenue Accelerator: developing strategy and roadmap for organization’s business operations and attaining YOY growth
- Managing & leading regional business of 4000 Mn
- NSR for Beer Category with 35% contribution to company profits
- Working as enterprising leader with deep business process knowledge and change management acumen; leading diverse teams across large scale processes/operations
- Designing, reviewing and reporting on business development division’s strategy, ensuring strategic objectives are well understood and executed by team
- Restructuring operations and introducing important measures to bring in profitability
- Intellectualizing annual business plans / strategies for maximizing profitability & revenue generation and realizing organizational goals; executing plans / objectives in sync with organizational goal
- Scheming a manpower and succession plan for division to drive appropriate action for future resourcing and generating strategies to address future requirements
- Valued contributor in augmenting market share by introducing numerous activities/ schemes, liquidation programs from key retailers in secondary market
- Overcoming complex business challenges in Alco-Bev industry, highly regulated by state excise department and suggesting solutions to improve profitability
- Sustaining a dynamic environment that fosters development opportunities & motivates high performance amongst team members
- Strategizing plans for attaining revenue growth & increase in market share by consistently achieving targeted volume growth
- Delivering top-line and bottom-line revenues for business unit; developing, reviewing and reporting on business development strategy, pricing policy and ensuring strategic objectives are well understood and executed by team
- Managing BTL activities and leading launch of new products in allotted market
- Liaising with Corporation & Excise to get additional Warehouse space and also get import duty waiver for the company during season
- Enhancing organizational reach and market share of products through the application of robust strategies, effective pricing, and excellent client relationship management skills.
Business Manager - North
Goodyear India Limited
03.2017 - 08.2018
- Led & managed entire Business of assigned states to effectively deliver volume, Gross Margin pool and market share for Replacement consumer division by driving Sales Team across Delhi, Punjab, Haryana, J&K and UP
- Supervised 200 Crores Annual Business for North and achieved $K 8500 of Gross Margin
- Drove numeric & weighted reach to gain Market Share; ensured 5% Gain in numeric reach observed in first 3 months
- Successfully established systems & process to track Distributor Health through ROI tracking M-o-M and formulated rank based Dashboard for the reporting Team
- North region under my leadership, clocked ever highest sales in month in history of Goodyear India
- Led to appointment of 40+ Branded Retail Outlets (BRO), which was all-time record.
Senior Sales Manager
Godfrey Phillips India Limited
03.2011 - 02.2017
- Led entire P&L of assigned states to effectively deliver GMC, volume and market share for 4 FMCG categories by mentoring sales team and ensuring distribution and visibility across several states
- Haryana, UP, WB, Tamil Nadu
- Supervised 230 Cr
- Annual business in UP & Haryana operating in a restricted category and led new offer launches with successful GTM plans
- Successfully set-up infrastructure in West Bengal and Tamil Nadu which were new territories for GPI and reached 5% & 3% market share respectively within 1 year; Also established robust system and processes for data-based tracking and analysis
- Managed & planned several innovative counter attack strategies in stronghold competition territory (WB and Tamil Nadu)
- Planned a “Competition Wipe Out” strategy in the Rs
- 2 cigarette segment and gained substantially from Charms brand of VST
- Planned & formulated several innovative and high impact trade programs to develop and increase channel throughput
- Scaled up wholesale channel throughput of WB from 8% to 32% within a year
- Ensured growth of luxury tobacco brand Marlboro by 80% each year against a national growth average of 20%.
National Trade Marketing Manager
Cavin Kare Pvt. Ltd.
05.2010 - 02.2011
- Planned, formulated & implemented national trade marketing strategy by designing macro trade marketing goals, customized micro input for each region and ensuring effective implementation through data analysis
- Led the planning of sales, trade inputs and budget for each region across India and strategizing inputs to grow new offers & new markets
- Pivotal in urban market development plan across India in all >5 lakh population towns with key success areas being quick distribution expansion plans, growth of business along with robust backend system development.
Senior ASM
Cavin Kare Pvt. Ltd.
01.2008 - 04.2010
- Led the sales & distribution in West Bengal and Sikkim by effective implementation of planned BTL activities and national distribution strategy
- Ensured & achieved highest growth in personal care category and awarded twice as the Best ASM at annual conference
- Developed Foods category in West Bengal from 7 lakhs in ’08 to 60 lakhs in ’10 by deploying a “Sell and sample” model which was later rolled out nationally.
ASM/ASE
ITC Ltd.
06.2000 - 12.2007
- Rated amongst the top 10% performers across the country
- Was rated as the Best Area manager of the state once and improved ITC market share from 16% to 37%
- Developed the training program for on-ground team for the first time; successfully created multi-media based training program for FMCG salesmen which was later rolled out to regional level
- Successfully launched Aashirvaad Atta, Confectionery (Minto Fresh & Candyman), Sunfeast biscuits, Bingo and so on; in each of the cases company reached a minimum numeric penetration of 80% in three months’ time.
Sales Officer
Cadbury India Ltd.
04.2000 - 05.2000
- Led the distributors in North Kolkata and drove visibility to improve sales and distribution
- Drove distribution in the given area and ensured zero stock outs in serviced outlets.
Customer Executive - Trainee
Pepsi Cola India Marketing Company
01.1999 - 03.2000
- Worked & cracked Coke exclusive outlets and achieved annual operation plan of sales target and distribution
- Established complete stockiest network for Pepsi in the district of South 24 Parganas – from 7 stockiest to 24 stockiest.
Education
Senior Management Program - General Management Course
IIM Calcutta
12.2013 - 11.2014
PGDSM -
NIS
04.1997 - 07.1998
B.Sc. -
St. Xavier’s College
06.1995 - 06.1997
Skills
Business Strategy & Execution
New Business Development
Business Insights & Analysis
Leadership & Management Support
Business Continuity Planning
Sales & Distribution Management
P&L Management
Client Relationship Management
Strategic
Conflict Manager
Collaborator
Decisiveness
Innovator
Communicator
Personal Information
Date of Birth: 08/28/1976
Languages
English
Hindi
Bengali
Timeline
Regional Business Head
Carlsberg India Private Limited
09.2018 - 01.2024
Business Manager - North
Goodyear India Limited
03.2017 - 08.2018
Senior Management Program - General Management Course
IIM Calcutta
12.2013 - 11.2014
Senior Sales Manager
Godfrey Phillips India Limited
03.2011 - 02.2017
National Trade Marketing Manager
Cavin Kare Pvt. Ltd.
05.2010 - 02.2011
Senior ASM
Cavin Kare Pvt. Ltd.
01.2008 - 04.2010
ASM/ASE
ITC Ltd.
06.2000 - 12.2007
Sales Officer
Cadbury India Ltd.
04.2000 - 05.2000
Customer Executive - Trainee
Pepsi Cola India Marketing Company
01.1999 - 03.2000
PGDSM -
NIS
04.1997 - 07.1998
B.Sc. -
St. Xavier’s College
06.1995 - 06.1997
Business Head Modern On trade India & National Sales Development Manager
Carlsberg India Private Limited
2 2024
Similar Profiles
Shipra TiwariShipra Tiwari
Team Quality at Carlsberg India Private LimitedTeam Quality at Carlsberg India Private Limited
RaviSharma RaviSharma null
Deputy General Manager of Human Resources at Adani Enterprises LimitedDeputy General Manager of Human Resources at Adani Enterprises Limited
Saurabh Kumar SinghSaurabh Kumar Singh
Sr. Solution Specialist at Noventiq Services India Private Limited(Former Softline Services India Private Limited)Sr. Solution Specialist at Noventiq Services India Private Limited(Former Softline Services India Private Limited)