Santosh Kumar Pandey
AGM - E-Commerce, Q-Commerce & Modern Retail Sales
New Delhi
Summary
Results-driven National Key Accounts Manager with 15+ years of success in FMCG, driving revenue growth, market expansion, and customer loyalty across e-commerce, CSD, CPC, and modern trade channels. Skilled in leading high-performing teams, managing channel partners, and executing strategic initiatives that strengthen market share. Accomplished in spearheading product launches, navigating complex sales cycles, and converting competitive opportunities into sustainable long-term wins, consistently delivering record-setting outcomes with a sharp focus on customer satisfaction.
Overview
16
16
years of professional experience
Work History
NKAM (AGM) - E-Com & Govt. Sales
RSPL Limited
01.2024 - Current
- Heading e-commerce, quick commerce, and institutional business for Ghadi Detergent across PAN India, leading a 12-member team.
- Driving marketing initiatives via social media, promotions, visibility, and collaborations.
- Managing comprehensive business planning, including negotiations, budgeting, and product launches.
- Monitoring critical performance metrics, including fill rates, OSA, ACOS, ROAS, and overall P&L management.
- Adaptable individual with exceptional interpersonal skills and talent for building relationships. Known for delivering outstanding service and enhancing client satisfaction. Focused on fostering positive interactions and creating collaborative environment.
- Organized professional with expertise in managing resources and optimizing performance. Proficient in providing valuable insights and supporting decision-making processes. Committed to enhancing productivity and contributing to overall success.
- Goal-oriented professional with proven success in applying analytical skills to solve complex problems and overcome challenges. Dedicated to enhancing team performance and driving business success.
National Sales Manager - E-Com & MT
Pigeon India Pvt. Ltd.
01.2022 - 01.2024
- Led Pigeon’s E-Com, Q-Com, and Modern Trade business across India with a team of 38, including 3 KAMs.
- Achieved 14% YoY growth until September '23 with over 90% fill rates.
- Managed marketing activities including social media, keyword promotion, and visibility.
- Handled business planning, ToT, JBP, vendor management, product marketing, and new launch execution.
Key Accounts Manager - E-Com (North)
Kelloggs India Pvt. Ltd.
01.2020 - 01.2022
- Managed E-Commerce and Q-Commerce operations in Gurugram, Haryana.
- Oversaw exclusive deals, shelf availability, fill rates, and supplies for Kellogg India in North India.
- Successfully launched new SKUs with 100% shelf availability.
- Maintained over 90% on-shelf availability (OSA) and 95%+ fill rates (CFR) for 2.5 years.
- Achieved 72% year-over-year growth and received over 15 awards and recognitions.
Key Accounts Manager - E-Com & MT
RSPL Limited
01.2017 - 01.2020
- Overseeing Modern Trade and E-Commerce JBP & marketing with major retailers like Walmart, METRO, and others for RSPL FMCG brands.
- Managing exclusive deals, on-shelf availability, fill rates, and supplies across India.
- Successfully launched new SKUs, achieving 100% shelf availability.
- Consistently maintained over 90% stock availability with 95%+ CFR.
- Established E-Commerce as a channel from scratch, achieving 100% year-over-year growth.
Category Manager - FMCG
One97 Communication (Paytmmall.com)
01.2014 - 01.2017
- Handled Beauty & Personal Care, Fashion Accessories, and Home Care categories at Paytm.com.
- Managed key accounts for major brands like Reckitt Benckiser, HUL, and P&G on Paytm Mall.
- Oversaw exclusive deals, merchandising, buying, and promotions for various categories.
- Achieved over 90% stock availability and maintained a 95%+ CFR consistently.
- Launched the Non-Food category (Detergents & Home Cleaning) on Paytm, reaching ₹6 crores per month.
- Focused on brand acquisition and development for Paytm Mall Marketplace.
Business Development Manager - Fashion & Lifestyles
eBay India Pvt. Ltd.
01.2012 - 01.2014
- Managed sales in major UP cities: Lucknow, Kanpur, Allahabad, and West UP.
- Initiated eBay exports in North India, establishing 96 active vendors across various categories.
- Expanded vendors' businesses by implementing diverse selling techniques.
- Educated vendors on technical processes and selling strategies.
- Focused on acquiring new businesses while retaining existing ones.
- Maintained strong vendor relationships to boost business.
- Monitored vendors' expenses and profitability.
- Handled categories including Fashion & Lifestyles, Home Décor, and Health & Beauty.
Relationship Manager - Client Servicing
IndiaMART InterMESH Limited
01.2010 - 01.2012
- Managed servicing for existing sellers in the Delhi/NCR region of IndiaMart.
- Received the Emerging Star of the Year award and was recognized as Employee of the Month on six occasions.
- Achieved the highest sales in 2010 by successfully selling a premium service to a client for a three-year duration, marking a significant milestone.
- Led a team comprising two Assistant Managers and two Executives.
Education
Post Graduate Diploma - Marketing (PGDM)
BLS Institute of Management
01-2010
Bachelor in Arts - undefined
University of Allahabad
01-2004
Skills
E-commerce Strategy
Product Management
Performance Marketing
Teamwork, Friendly, positive attitude
Strong Negotiation
Accomplishments
- Achieved 46% year-over-year growth in FY 2024-2025 for RSPL Limited.
- Attained over 150% year-over-year growth from 2020 to 2022 at Kellogg.
- Received more than 17 recognitions in FY 2020-2021, including acknowledgment from the Managing Director, Director, and E-Commerce Head for Asia Pacific at Kellogg.
- Promoted to Assistant Manager from Business Development Executive within just eight months in my first organization.
- Consistently exceeded targets for six consecutive months, from March 2011 to August 2011.
- Recognized as Employee of the Month six times at Indiamart.com.
- Served as Coordinator for the National Seminar on "HR Reloaded," focusing on the importance of HR cells in organizations and the role of IT in enhancing profitability.
PERSONAL DETAILS
Father’s Name: Mr. Subhash C. Pandey Marital Status: Married Permanent Address: Trivenipuram, Jhusi, Prayagraj - UP Contact Number: +91-9871305644 Email: santosh.pandey303@live.com Date Of Birth: 12th September, 1983 I, Santosh Kumar Pandey, hereby declare that the information provided above is true and accurate to the best of my knowledge, and that no details have been concealed or misrepresented. Date: Location: Signature: Santosh Kumar Pandey
KEY STRENGTHS
- Proven track record of driving business growth through the identification of new market segments and optimization of revenue opportunities.
- Highly organized professional recognized for self-motivation, an entrepreneurial mindset, creativity, and initiative in achieving corporate objectives.
- Consistently surpassed sales targets by cultivating profitable, long-term business relationships and expanding client bases, resulting in substantial revenue growth.
- Dynamic and motivated individual with a positive perspective on both career and personal development.
- Strong analytical, problem-solving, and organizational skills, facilitating effective decision-making and execution.
- Proficient in both leadership and collaboration, capable of guiding teams while also being a reliable team player.
- Goal-oriented with a proven ability to achieve and exceed desired outcomes.
Timeline
NKAM (AGM) - E-Com & Govt. Sales
RSPL Limited
01.2024 - Current
National Sales Manager - E-Com & MT
Pigeon India Pvt. Ltd.
01.2022 - 01.2024
Key Accounts Manager - E-Com (North)
Kelloggs India Pvt. Ltd.
01.2020 - 01.2022
Key Accounts Manager - E-Com & MT
RSPL Limited
01.2017 - 01.2020
Category Manager - FMCG
One97 Communication (Paytmmall.com)
01.2014 - 01.2017
Business Development Manager - Fashion & Lifestyles
eBay India Pvt. Ltd.
01.2012 - 01.2014
Relationship Manager - Client Servicing
IndiaMART InterMESH Limited
01.2010 - 01.2012
Bachelor in Arts - undefined
University of Allahabad
Post Graduate Diploma - Marketing (PGDM)
BLS Institute of Management