Santosh Singh

• Negotiation of trade terms (TOT) and achieves ´win-win´ joint business plans (JBP) with key accounts & Develop that capability within Sales Team.
• Build, develop and implement Modern Trade channel strategy to drive sustainable, profitable growth for both company and the customers.
• Regular and systematic customer visits according to work plan and customer coverage to identify areas of improvement and collecting and updating information about competitors’ activities.
• Use customer and Modern Trade knowledge for opportunity identification and value creation, looking for new business or route to consumer improvements in the channel.
• Lead and co-ordinate Top customers, Top-to-Top relationship meeting with management.
• Lead and coordinate development of category / channel / customer insights through dedicated research.
• Ensure dedicated Customer investment budgets are agreed and signed off with categories.
• Coach and develop the KA executives across market.
• Prepare reports of sales metrics over a specified period – monthly, quarterly, and yearly.
• Cost and budget management – This will include TOT margins ( On + Off Invoice) promotion spends and visibility spends.
• Driving perfect store execution – perfect store execution is an important element to achieve success in driving off takes.
• Develop short, mid and long-term strategies for the existing product category with special focus on deeper participation across the value chain
• Design Special activation plan for Big Days/ Festive periods & select Theme based Events.
• Follow up on payments for all Accounts & ensure commercial related issues are addressed from time to time.
• Assortment – NPI listing and distribution in line with category objective.
ACHIEVEMENT:
• Increased sales by 50% in span of 9 Months.
• Started North India Operation with good sales Numbers.
• Started some regional chains like- V-Mart, Raj Mandir- Delhi, National Handloom - Ahmadabad, Bansal- Baroda, Pothys- Chennai, Yashodaya & Sampoorna - Hyderabad.

· Growing @ 25 % YOY Whereas ecommerce was Growing @ 40%.

· Growing 100% with CP wholesale & 55% with Metro CNC.

· Formulated various strategies for Big Bazaar growth and grown @ 35% in year 2019-20.

· Augmented fill rate and visibility across all chains/Stores from 60 % to 85%

· Effectively started new chains – GPI (24X7), Ajnara retail, Milk Basket, Uddan, Kirana247 etc.

· Increased sales with Wal-Mart 20 times in a span of 5 Years.

· Increased Promoter productivity from 1.6 L to 3.5 L Per store.

· Market Share from 18% to 59% with Wal-Mart & 26% to 53% with Big Bazaar.

· Formulated Various strategy which made Gala No 1 Brand in North India.

· Recipient of Various incentive scheme including international trips and Best KAM award for sales management from Wal-Mart-2016

· Provided Assistance for Making TOT & JBP for all chains.

· Extended grass rooted efforts to become category leader for Nutella and Kinder Joy.

· Accomplished 10 KA DAM Award from Company.

· AOP achievement, Sales planning, Primary and secondary sales, Monthly Promotion plan and execution.

· CFA and Distributor Management, Sales Forecasting, Inventory Management.

· Distributor ROI, Team Management, Recruitment, Training.

• CFA Management, Distributor and their damage, Claim management, Sales Forecasting, Primary and secondary sales. Channel development, NPI.

• Distributor Management, Claim & Damage, Primary and secondary sales, ROI. Route Management. Route re-engineering.

• Distributor Management, Claim, RSA Management, ROI of Distributor, Primary and Secondary sales.