Summary
Overview
Work History
Education
Skills
Accomplishments
Languages
Timeline
Generic
Tarun Kumar

Tarun Kumar

Summary

Dynamic sales leader with extensive experience at Dabur India Ltd., excelling in sales execution and team management. Proven track record of driving an 11% increase in distribution while implementing effective training programs. Adept at GTM strategy, fostering high-performing teams, and enhancing frontline capabilities to achieve business objectives.

Overview

4
4
years of professional experience

Work History

Assistant Manager- Sales Capability & GTM Building

Dabur India Ltd.
08.2024 - Current
  • Responsible for Dabur's Sales Capability vertical and GTM initiatives at the national level for the complete FMCG portfolio.
  • Handling a team of 5 Territory Managers, 10 Sales Officers, and 1 MIS Executive in the Capability Division for Dabur.
  • Responsible for various training, induction, and workshop programs for Dabur's sales force, which consists of over 4,400 salesmen, 750 sales officers, sales in-charges, and territory managers to drive sales and execution.
  • Leading initiatives for improving the earnings of the field force.
  • Responsible for sales execution parameters like EDGE score, Bill Cut, and MSL, in addition to driving their vacancy, absenteeism, call productivity, range selling, and effective coverage.
  • Enabling digitization by implementing and managing the Learning Management System, and conducting various virtual trainings and assessments through it for different profiles, such as Frontline Salesmen, Field Force, Area Heads, Zonal Heads, and Regional Heads.
  • Responsible for performance management to evaluate frontline salesmen (top and bottom performers).

Area Sales Manager - General Trade

Dabur India Ltd.
New Delhi
08.2022 - 07.2024
  • Handled the Delhi Metro town for the Health Care Division with over 8 crore in business, with a team of 9 sales officers and 90 frontline salesmen directly reporting across 7 distributors.
  • Handled sales and execution parameters of the HQ by adhering to ways of sales and maximizing trade inputs and other BTL activities.
  • Achieved value growth and increased distribution expansion of 8% and 11%, respectively, at the quarter level for both the retail and WS channels.
  • Maximum utilization of channel partner loyalty programs, like 'HIND' and 'Pragati'.
  • Responsible for a healthy stockist ROI, infrastructure, sales, and distribution of 30+ brands and 500+ SKUs.
  • Worked with cross-functional teams like Demand Planning, GTM, Sales IT, and other support functions.
  • Ensured maximum availability of NPDs across outlets through paid and unpaid visibility.
  • Achieved monthly distribution targets, along with increasing NPD saliency to 5%.

Territory Development Executive - General Trade

Dabur India Ltd.
08.2021 - 07.2022
  • I worked as a Territory Development Executive in the South Delhi and East Delhi markets, and I handled four stockists catering to approximately. 3.5 crore monthly turnover for both retail and wholesale channels.
  • Focused on activities like distribution expansion through outlet addition and ECO drive to expand coverage and retain distribution at the channel level.

Education

PGDM - Marketing & Operations

New Delhi Institute of Management
New Delhi
01.2021

Bachelors of Business Administration -

JIMS, IP University
01.2019

Skills

  • Sales execution
  • Team management
  • Key accounts management
  • Training
  • Sales training
  • GTM strategy

Accomplishments

  • Awarded CEO excellence in Q1, FY 2024-25 for the implementation of MSL (Must Sell Lines) incentive rollout pan-India, and achieving 18% growth in efficiency parameters
  • Awarded CEO Excellence Trailblazer Award for Q1, FY2023- 24 for implementing Gurukool Learning Management System for Dabur India globally.

Languages

  • English, Professional Proficiency
  • Hindi, Professional Proficiency

Timeline

Assistant Manager- Sales Capability & GTM Building

Dabur India Ltd.
08.2024 - Current

Area Sales Manager - General Trade

Dabur India Ltd.
08.2022 - 07.2024

Territory Development Executive - General Trade

Dabur India Ltd.
08.2021 - 07.2022

PGDM - Marketing & Operations

New Delhi Institute of Management

Bachelors of Business Administration -

JIMS, IP University

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