Suptam Saha
Gurgaon
Summary
Results-oriented professional with extensive experience in B2B, key account management, and start-up business management. Expert in developing revenue-generating strategies and leading cross-functional teams to achieve significant market impact.
Overview
21
21
years of professional experience
Work History
Platform Lead- India & Emerging Markets
Costa Coffee India Pvt Ltd (part of The Coca-Cola Company)
Gurgaon
02.2022 - Current
- Part of the APAC leadership team.
- Leading the business development strategy for bringing AFH (Away from Home) solutions to the Indian market, working closely with the Indian franchisee partner, Devyani International Ltd (operators of KFC, Pizza Hut and Vaango).
- Led end to end acquisition of Costa's first cinema kiosk customer- PVR INOX, followed up by NY Cinemas. Out of Costa's 325 existing locations in India, 104 locations belong to cinema kiosks, contributing 22% to the top line and 20% to the bottom line. Further, we are working to make inroads into the office and hotel space.
- Developed a revenue share model, which is a win-win for the customer, franchisee, and Costa, along with complete ownership of the P&L.
- Got recognized for this deal by "CEO Achievement Award", followed up by another Recognition Award in Q4'24 for best in class execution.
National Business Development Manager
Barry Callebaut India Pvt Ltd
Mumbai
06.2019 - 02.2022
- Looked after the sales and marketing of imported chocolate B2B brands such as Callebaut, Carma, CacaoBarry, and Van Houten for the India and Subcontinent markets, namely Bangladesh, Nepal, Maldives, and Sri Lanka.
- Reported directly to the India MD, with dotted line reporting to the Vice President, Gourmet, APAC based out of Singapore.
- Managed end-to-end importer/distributor and ensured topline and bottomline objectives were met.
- Worked closely with the product technical lead and Academy chefs, and managed innovation days for key customers in Horeca, Bakery, and Homebakers for upscaling their offerings.
- Worked with key corporate clients in the FMCG and ice cream sectors for product offerings in the Belgian chocolate range, and helped in their launches.
- Worked closely with the marketing team for new product launches, digital marketing campaigns, participation in trade fairs, generation of leads, and follow-up.
- Assisted the regional sales team with knowledge sharing on the range of imported brands and customer queries.
Manager Out of Home Business (OOH)
Marico Ltd
Mumbai
04.2017 - 05.2019
- Build a start-up sales vertical with India's first hot food dispensing vending machine and OOH presence, with products such as Saffola Masala Oats and soups.
- Handled cities like Mumbai, Pune, Delhi/NCR, and Bangalore; laid plans to expand to the top 10 cities by 2019–20.
- Led new go-to-market strategies for channels like corporates, hospitals, and education with chef activations for the introduction of oats and soups in the cafeteria menu.
- Involved in NPI launch, planning, and execution of new product introduction.
- Handled BTL activations with the agency to achieve the desired communication for each channel, and worked closely with the brand activation team.
Regional Business Manager- Alternate Channel
GlaxoSmithKline Consumer Healthcare Ltd
Kolkata
10.2013 - 04.2017
- Led the entire East Zone, managed three direct reportees, and an extended field team of 20 people.
- Build the go-to-market strategy for new channels such as PDS, LPG, HTS, and the hospital channel.
- Initiated and set up the OMFED channel, secured a prestigious NRHM contract with the government of Assam, obtained the APO tender, and successfully negotiated significant factory orders from Garden Reach Shipbuilders, which are some of the key achievements in OOH.
- Worked closely with the Customer Marketing Team to obtain the necessary interventions required for each channel.
- Lead projects such as the GTM changeover in the HPC (Hospital Pharmacy Channel), and explore new opportunities such as vending machines.
- Successfully implemented the MDP Model (Market Development Process), sizing up the universe, the current state, and where we want to be.
- Major success achieved in increasing CPC fill rates and line items.
- Identified new channels: Baby & Me stores, E-Com, and BPCL convenios.
Area Sales Manager
Dabur India Ltd
Kolkata
07.2005 - 09.2013
- Led the entire Eastern Region: West Bengal, Bihar, Jharkhand, Orissa, and the North East.
- Had 1 Territory Manager, 9 Sales Officers, and 1 Sales Support as direct reports, along with 15 Sales Executives and 5 Merchandisers (off roll) as indirect reports.
- Expertise in handling multiple liaison businesses, particularly in CSD and CPC formats, managing agents, and also direct.
- Received the 'Best Territory Manager - All India' award for 2010-11. Received the 'APPLAUSE - Best Idea Generation and Innovation' award for outstanding contributions to the BPCL channel.
Business Development Executive
UB Group
Kolkata
09.2004 - 07.2005
- Looked after HORECA sales and promotion of newly launched RTD brands, namely Cruiser, Indi Twist, and Five in Kolkata.
- Handled the distributor and wholesaler network.
- Was part of the launch of the new brand, Shotz Xtra, in Sikkim; looked after the sales and promotion in both retail and institutions for a limited period.
Education
Masters in Business Administration (MBA) - Marketing
Institute of Engineering and Management
Kolkata2004
Bachelor in Commerce - Accountancy Honours
South City Day College
Calcutta2000
West Bengal Higher Secondary Board -
South Point High School
1997
West Bengal Secondary Board -
South Point School
1995
Skills
- Business Development
- Key Account Management
- Start-up business management
- P&L management
- Strategic planning
- Leadership
Personal Information
- Passport Number: W5189435
- Date of birth: 1978-07-22
- Nationality: Indian
- Marital status: Married
Timeline
Platform Lead- India & Emerging Markets
Costa Coffee India Pvt Ltd (part of The Coca-Cola Company)
02.2022 - Current
National Business Development Manager
Barry Callebaut India Pvt Ltd
06.2019 - 02.2022
Manager Out of Home Business (OOH)
Marico Ltd
04.2017 - 05.2019
Regional Business Manager- Alternate Channel
GlaxoSmithKline Consumer Healthcare Ltd
10.2013 - 04.2017
Area Sales Manager
Dabur India Ltd
07.2005 - 09.2013
Business Development Executive
UB Group
09.2004 - 07.2005
Masters in Business Administration (MBA) - Marketing
Institute of Engineering and Management
Bachelor in Commerce - Accountancy Honours
South City Day College
West Bengal Higher Secondary Board -
South Point High School
West Bengal Secondary Board -
South Point School
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