Varun Sharma
Porvorim
Summary
Results-driven sales and marketing leader with more than a decade of experience in driving business growth, optimizing operational processes, and fostering strong client relationships across competitive markets. Proven track record of exceeding targets and consistently contributing to company success through innovative strategies and measurable results.
Overview
16
16
years of professional experience
Work History
Area Sales Manager
Suntory Global Spirits
Goa
09.2025 - Current
- Heading Goa market for Suntory Global Spirits delivering volume growth of 18% in BII, 23% in BIO, and 40% in IMFL category
- Spearheaded BTL activations and visibility campaigns, expanding distribution across target markets.
- Led brand activations, tastings, and experiential initiatives, enhancing consumer engagement and brand equity in both key accounts and local community events.
- Optimized brand investments through disciplined budgeting, prioritizing brands while balancing volume objectives and ROI.
- Monitored outlet wise sales, distribution, stock and SKU performance to identify gaps and unlock incremental business opportunities.
Manager
Bira 91
Goa
02.2024 - 08.2025
- Lead a team of 4, increased Business volume by 60% in 2024, positioning Bira 91 as a premium beer
- Boosted Draft volumes by 40%, scaling live draft machines from 13 to 50 in 2024.
- Increased Blonde volume contribution to 42%, making it the top choice in the mild lager category.
- Secured contracts with major hospitality accounts like Thalassa, Purple Martini, Down the Road, Hyatt Centric, Fairfield Calangute and Benaulim, Mango Tree, etc.
- Optimized supply chain operations and ensured timely stock delivery to meet customer demand.
- Conducted tastings and sampling sessions to enhance brand knowledge and loyalty among bar staff.
Chief Operating Officer
The Backyard Kitchen Pvt. Ltd.
Meerut
06.2022 - 11.2023
- Co-founded and launched a 100 cover cafe, overseeing project planning, execution, and brand positioning from the ground up.
- Developed and optimized operational processes to ensure quality standards met budget and time frame.
- Conducted market research to identify trends and optimize pricing, positioning cafe competitively in local market.
Senior Area Manager - Beacon Accounts
Bira 91
New Delhi
01.2019 - 05.2022
- Spearheaded Beacon accounts, contributing 35% of the business in Delhi.
- Increased draught sales by securing 55% of total draught sales in the Delhi On-Trade market.
- Managed key relationships to secure new volume contracts and expand market share in premium beer segment.
- Achieved 'Best in Troop' recognition five times for exceeding sales targets and driving volume growth.
Key Accounts Manager
Pernod Ricard India
Uttar Pradesh
06.2017 - 11.2018
- Managed key accounts and on-premise outlets, resulting in 40% sales growth across the region.
- Managed major distributors, ensuring optimal stock levels, brand range availability, and effective claims settlement.
- Orchestrated events, tastings, and promotions to boost brand visibility and increase market penetration.
- Develop and implement sales strategies
Area Sales Executive
United Breweries
New Delhi
05.2014 - 02.2017
- Launched Kingfisher Ultra Max, contributing to sales growth in the SPS and mild share segments, achieving a 48% and 68% market share increase.
- Achieved 100% coverage for Kingfisher Ultra and Heineken in key accounts, enhancing brand visibility and sales potential.
- Managed sponsored events like IPL and October Fest, increasing brand exposure and customer engagement.
Account Manager
Wolters Kluwer
New Delhi
11.2012 - 04.2014
- Managed sales for diverse portfolio, securing international subscriptions and driving revenue growth across universities, law firms, senior advocates.
- Upsold additional products to existing clients, enhancing revenue and strengthening customer retention.
- Managed client relationships to ensure satisfaction and retention.
- Coordinated project timelines and resources for multiple accounts.
- Developed strategic plans to meet client needs and expectations.
Account Executive
Springer Science and Business Media
New Delhi
06.2010 - 11.2012
- Created targeted proposals using data analysis to drive sales and secure long-term contracts with clients.
- Managed sales for Springer eBooks and journals across North India, expanding customer base and increasing university sales.
- Conducted product training on search metrics and user interface to enhance user engagement.
Education
MBA - Dual specialization in Marketing & HR
International Institute of Planning and Management
New Delhi01-2010
Bachelor of Commerce -
S.G.N.D Khalsa College
Delhi01-2008
10+2 -
St. Mary's Academy
Meerut, U.P.01-2005
Skills
- Sales strategy development
- Leadership
- Effective Communication
- Critical Thinking
- Time Management
- Teamwork
- Public Relations
Hobbies and Interests
- Traveling
- Reading
- Playing cricket
- Dog lover
Awards
- Best in Troop, 5-time winner - Bira 91, Cluster Level
- Cracked the company's first international subscription on arbitration law to a senior Supreme Court lawyer
Timeline
Area Sales Manager
Suntory Global Spirits
09.2025 - Current
Manager
Bira 91
02.2024 - 08.2025
Chief Operating Officer
The Backyard Kitchen Pvt. Ltd.
06.2022 - 11.2023
Senior Area Manager - Beacon Accounts
Bira 91
01.2019 - 05.2022
Key Accounts Manager
Pernod Ricard India
06.2017 - 11.2018
Area Sales Executive
United Breweries
05.2014 - 02.2017
Account Manager
Wolters Kluwer
11.2012 - 04.2014
Account Executive
Springer Science and Business Media
06.2010 - 11.2012
MBA - Dual specialization in Marketing & HR
International Institute of Planning and Management
Bachelor of Commerce -
S.G.N.D Khalsa College
10+2 -
St. Mary's Academy