Summary
Overview
Work History
Education
Skills
Accomplishments
Academic & Extra-Curricular Achievements
Disclaimer
PROFILE HIGHLIGHTS
KEY RESPONSIBILITY AREAS (KRAS)
CORE COMPETENCIES
BRANDS EXPERIENCE
Hobbies
Languages
Timeline
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Sukumar Patra

Sukumar Patra

Senior Sales Manager
Indore,MP

Summary

Dynamic sales and business development professional with over 12 years of experience in the consumer durables, air conditioning, and home appliances sectors. Proven success in channel sales, dealer and distributor management, retail expansion, key account management, and P&L ownership. Expertise in driving market penetration, revenue growth, and ROI enhancement through strategic sales initiatives, effective team leadership, and comprehensive market intelligence. A strong track record of consistently achieving sales targets, expanding distribution networks, and fostering robust customer relationships across diverse geographies demonstrates a commitment to excellence in performance.

Overview

14
14
years of professional experience

Work History

Senior Sales Manager

Carrier Midea India Pvt. Ltd.
12.2024 - 07.2025
  • Handled entire MP territory and achieved market penetration through Retail, Distributor, LFR, Dealer & SSD channels.
  • Accelerated the ND from 25% to 45% & WD from 35% to 60%.
  • Expanded Market share from 1.5 % to 4%
  • Accelerated revenue growth by 120%
  • Optimized ROI by 20% through activities from partners.
  • Formulated annual sales plans, executed promotional campaigns, and drove channel profitability.
  • Expanded dealer network and improved sales contribution significantly.
  • Key Achievements:
  • Decreased DSO from 45 days to 22 days
  • Enhanced market share by introducing new dealers & retail partners across MP
  • Enhanced in-store product visibility by 35%
  • Strengthened distributor relationships leading to improved collections and reduced DSO.
  • Connected with prospects through trade shows, cold calling and local-area networking.
  • Investigated competitive landscape to anticipate negative business impacts.
  • Gave benefit-oriented, polished presentations driving dramatic revenue growth across multiple sales channels.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Organized promotional events and interacted with community to increase sales volume.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Manager – Sales (Lloyd Division)

Havells India Ltd.
07.2022 - 12.2024
  • Products Handled: RAC, REF, WM, LED, DW, CR
  • Managed sales across 12 districts, driving product penetration and brand presence.
  • Accelerated the ND from 15% to 30% & WD from 12% to 25%.
  • Expanded Market share from 3% to 6%
  • Optimized ROI by 15 % by activities
  • Accelerated revenue growth from 60 Cr to 170 Cr
  • Took charge of exclusive Lloyd Brand Shoppe for Pan Odisha.
  • Key Achievements:
  • Highest Selling for LED Panels – East Zone (2022 & 2023).
  • Decreased DSO from 60 days to 40 days
  • Enhanced in- store product visibility by 40%
  • Increased territory sales by 20%+ YoY growth.
  • Developed and maintained relationships with customers and suppliers through account development.
  • Improved marketing to attract new customers and promote business.
  • Set aggressive targets for employees to drive company success and strengthen motivation.
  • Identified and communicated customer needs to supply chain capacity and quality teams.
  • Accomplished multiple tasks within established timeframes.
  • Maximized performance by monitoring daily activities and mentoring team members.
  • Controlled costs to keep business operating within budget and increase profits.
  • Managed and motivated employees to be productive and engaged in work.

Asst. Sales Manager – Odisha

Voltas Ltd.
03.2019 - 07.2022
  • Products: CR & Home Appliances
  • Consistently delivered sales targets & improved dealer satisfaction index.
  • Accelerated the ND from 14% to 24% & WD from 10% to 18%.
  • Optimized ROI by 28% through activities
  • Accelerated revenue growth by 60%
  • Key Achievements:
  • Recognized as a NO-1 Sales growth in East Zone for CR Product category in (2019,2020, 2021 & 2022).
  • Recognized as a highest sales growth for Ref & WM in 2021
  • Recognized for maintaining MOP for Ref & WM in 2021.
  • Assisted sales team with completing customer transactions and managing issues.
  • Demonstrated exemplary customer service by engaging clients on sales floor.
  • Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
  • Trained new associates in successful sales and performance strategies.
  • Strengthened performance by applying excellent program and project leadership skills.
  • Managed and developed sales team.
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases.
  • Built relationships with customers and community to establish long-term business growth.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Collaborated with advertising group to create uniformity between advertising messages and retail incentives.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Increased profit margins by effectively controlling budget and overhead and optimizing product turns.

Deputy Sales Manager – Madhya Pradesh

Whirlpool India Ltd.
08.2018 - 02.2019
  • Drove sales and market share growth in MP.
  • Improved distributor engagement and market penetration.

Territory Sales Manager – MP

Johnson Controls Hitachi Air Conditioning
03.2016 - 11.2016
  • Achieved institutional sales growth with strong dealer engagement.

Area Sales Manager – MP

ETA General Pvt. Ltd.
04.2015 - 12.2015
  • Recognized for Best DSO Collection & Margin Growth (2015).

Sales Executive (Off Roll) – MP

Carrier Air-conditioning & Refrigeration Ltd.
06.2013 - 03.2015

Intern

Tata Motors
06.2011 - 06.2012

Education

PGDM - Marketing & Finance

Centre for Management Technology
01.2011

B.COM. - undefined

Utkal University
01.2009

12TH - undefined

01.2006

10TH - undefined

01.2004

Skills

  • Negotiation and relationship management
  • Sales forecasting and planning
  • Sales Data Analysis, Reporting & Market Intelligence
  • Process Optimization, Execution Excellence, ROI Analysis, Revenue growth, Market expansion Improvement, P&L for partners
  • Expertise in Excel, Word, and PowerPoint & Canva reports
  • Partners Appointments, B2b Sales, ND & WD for distribution, Focused on Primary & secondary sales
  • Competitor analysis
  • P&L Ownership, Revenue Growth & Business Planning
  • Relationship Selling/ Key Accounts Management sales techniques
  • Relationship Selling /Key Accounts Management, Channel Selling sales techniques
  • Brand-building strategies
  • Business growth and retention
  • Business development
  • Rapport and relationship building

Accomplishments

  • Professional Achievements:
  • Best-Selling LED Panels – East Zone (2022 & 2023, Havells India Ltd.)
  • Best CR Selling Branch – Voltas Ltd. (2020 & 2021)
  • Best Average Selling Price Award – Voltas Ltd. (2019)
  • Best Branch Growth & Margin – Q2 & Q3 (2018)
  • Best Institutional Sales Growth – Johnson Controls Hitachi (2016)
  • Best DSO Collection & Margin Growth – ETA General (2015)

Academic & Extra-Curricular Achievements

Runner-up – Business Plan Competition (College Level) 2nd Prize – Inter-College “Ad Mad Show” 3rd Prize – District Stamp Collection Exhibition

Disclaimer

I hereby declare that the above-mentioned information is true to the best of my knowledge and belief. I take full responsibility for the accuracy of the details provided.

PROFILE HIGHLIGHTS

  • Total Experience: 11 Years
  • Major Role: Sales & Business Development, Channel & Distribution Management, Key Accounts & Retail Management, Team Handling, Market Strategy & Analysis.
  • Sub Key role: Revenue Growth, Business Development, Achieve sales targets, Expand Market Share, Retail Expansion, Trade Promotion, Brand Activations, KAM, CRM, Competitor Analysis, Direct Sales, Retail Sales, Secondary Sales–ND Expansion, WD Management, Marketing Mapping, Dealer ROI Analysis, Modern Trade, General Trade, ATL & BTL Activities.
  • Team Handling Experience: 21 members (13 on-roll, 8 off-roll)
  • Geographically Experience: Madhya Pradesh, Orissa, CG.
  • Notice Period: Immediate Joiner “Not Working due to mother Liver Transplant.”

KEY RESPONSIBILITY AREAS (KRAS)

  • Business Development & Sales Growth:
  • Driving Business Development, Retail Sales, and Direct Sales across Consumer Durables, Air Conditioning & Home Appliances categories.
  • Achieved consistent secondary sales growth and revenue targets through strategic sales planning and execution.
  • Expanded market coverage through ND Expansion (New Dealer) and WD Management (Weighted Distribution) ensuring profitability.
  • Have closely worked for increasing ND.
  • Improved numeric and weighted distribution across key markets, enhancing overall market share.
  • Distribution Channel Management & Expansion:
  • Expertise in Distribution Channel Management, Channel Development, and Dealer Network Expansion across MP & Odisha.
  • Ensured dealer ROI analysis, profitability, and operational efficiency through effective engagement and monitoring.
  • Strengthened general trade and modern trade channels by driving trade marketing collaboration, ATL & BTL activities.
  • Achieved 50% increase in weighted distribution by strengthening dealer network and optimizing channel coverage.
  • Key Account & Retail Management:
  • Managed Key Account Management (KAM) and exclusive brand outlets (Lloyd Shoppe, Havells) ensuring retail visibility.
  • Increased institutional sales, retail penetration, and modern trade presence through focused account strategies.
  • Drove promotional campaigns, trade schemes, and retail activations for improved product placement and sales velocity.
  • Market Mapping & Strategy:
  • Conducted market mapping, competitor analysis, and penetration strategies to capture untapped territories.
  • Designed go-to-market strategies and geo-expansion plans aligned with company growth objectives.
  • Leveraged sales data analytics and forecasting for effective decision-making and territory planning.
  • Leadership & Team Development:
  • Led and mentored a team of 21 members (13 on-roll, 8 off-roll) with strong focus on KPI-based performance management.
  • Trained and motivated sales teams on channel development, trade execution, and relationship building.
  • Built a culture of ownership, accountability, and high performance across territories.

CORE COMPETENCIES

  • Business Development & Sales Strategy
  • Key Account Management (KAM)
  • Retail Sales & Direct Sales
  • Distribution Channel Management & Expansion
  • Secondary Sales Growth & Market Penetration
  • New Dealer (ND) Expansion & Wholesale Distributor (WD) Management
  • Dealer ROI Analysis & Dealer Network Expansion
  • Channel Development & Relationship Management
  • Market Mapping & Competitor Analysis
  • Trade Marketing, ATL & BTL Promotions
  • Modern Trade & General Trade Operations
  • P&L Ownership & Revenue Growth
  • Team Leadership, Training & Mentoring
  • Business Forecasting & Sales Data Analytics
  • Customer Relationship Management (CRM)

BRANDS EXPERIENCE

  • Carrier Midea India Pvt. Ltd.
  • Havells India Ltd.
  • Voltas Ltd.
  • Whirlpool India Ltd.
  • Johnson Controls Hitachi AC
  • ETA General Pvt. Ltd.
  • Carrier AC & Refrigeration
  • Tata Motors

Hobbies

Travelling, Exploring  new foods, Playing Cricket & Badminton, Networking

Languages

English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Oriya
Bilingual or Proficient (C2)

Timeline

Senior Sales Manager

Carrier Midea India Pvt. Ltd.
12.2024 - 07.2025

Manager – Sales (Lloyd Division)

Havells India Ltd.
07.2022 - 12.2024

Asst. Sales Manager – Odisha

Voltas Ltd.
03.2019 - 07.2022

Deputy Sales Manager – Madhya Pradesh

Whirlpool India Ltd.
08.2018 - 02.2019

Territory Sales Manager – MP

Johnson Controls Hitachi Air Conditioning
03.2016 - 11.2016

Area Sales Manager – MP

ETA General Pvt. Ltd.
04.2015 - 12.2015

Sales Executive (Off Roll) – MP

Carrier Air-conditioning & Refrigeration Ltd.
06.2013 - 03.2015

Intern

Tata Motors
06.2011 - 06.2012

B.COM. - undefined

Utkal University

12TH - undefined

10TH - undefined

PGDM - Marketing & Finance

Centre for Management Technology

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