Vivek Kumar Singh
Thane
Summary
Highly driven and results-oriented Channel Development & Scale Up Manager with 15 years of progressive experience in the FMEG, Ceramics, Sanitary & -CP Fitting,Paints & FMCG Industry. Proven ability to develop and implement effective channel strategies, increasing retail exclusive store footprint, expand market reach, drive sales growth through strategic partnerships and distributor management. Expertise in identifying new business opportunities, building strong relationships with key stakeholders, and optimizing channel performance to achieve business objectives. Possesses strong analytical, communication, and negotiation skills.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Regional Channel Development & Scale UP Manager, West-Mumbai
Watertec India Private Limited (A Warburg Pincus Portfolio Company)
Mumbai
02.2025 - Current
- Channel Development: As par Network Grid we had segmented the Towns in Whitespaces/Gap Town, Broken Town & Fair Share. Appointed 20 Key Whitespaces Town in L6M which had Contributed 20-25% Avg Increment in West Region Sales.
- New Channel Nurturing & Growing New Channel Partner’s Business: Have devised GTM Strategy and ensured that all Enablers for New Channel and Baby care protection for 30,60,90,6 month & 12 Month Plan. For example, Proper market Launch, Sub DL meet execution, Plumber Loyalty execution and through Sales force effectiveness, overall, we need to ensure our developed Ramp Up charter adherence.
- Channel Engagement: Have size bucketed the Partner as par the Value Sales Objectives at started Water Tec Chairman Club by invite and ensure the enrolled Direct Primary Channel grows in Double Digit. Managed and nurtured relationships with existing channel partners, ensuring performance targets were met and exceeded.
- Feedback to Trade Marketing: Advised & Get implemented the Trade marketing team to Launch in July-25 Yearly binding Extraction Scheme for Key Retailers and this had helped us delivery in Last Quarter, FY-25/26.Ensuring success in BTL Execution on ground Zero level promotional activities to drive sales through Channels.
- Sales Force Excellence & Effectiveness: To ensure the effective usage of SFA Tools, Planned Productive Calls, Time spent, Productivity, Secondary Value Objectives etc. across the West Region and ensure DMS installation and usage at New CP & Existing Partner.
- Competition Analysis, Market Insights & Stakeholder Mgt: Conducted regular market analysis and identified emerging trends and opportunities for channel growth. Collaborated cross-functionally with sales, finance and supply chain teams to ensure seamless execution of channel strategies.
- Capability Development-Partners & Internal Team: Prepared the Sales Pitch deck for pitching to New Channel Prospect. Drove capability development of Sales Team on Product knowledge, Sales Calls Process improvement, Sales Techniques, Promotional campaigns and ROI Calculation Sheet-Retailer & Distributor.
State-Head, Consumer Sales-Gujarat
Crompton Greaves Consumer Electricals Limited
Gujarat
11.2023 - 02.2025
- Channel Sales & Territory Management: Managed the 40+Distributors of Gujarat and had managed the turnover of 60Cr. Yearly. Appointed the Closed High Potential Low Market Share Gap Town Like Rajkot,Junagadh & Kutch which had helped us with 30 Lac kind of Average Business added.
- Team Management & Team Development: Managed the 9 On roll TSM & 30 FOS (Third Party Payroll) across the Gujarat.Groomed & get upgraded 2 FOS to TSM On Roll Role.
- Business Growth Management: West was the Number 1 Region for FY-24/25 with 12% Channel Growth and Gujarat contributed and impact had been driven by Gujarat at highest contribution to West Region by increasing the channel revenue by 25%.
State-Head(Sales Manager-Indore,MP & CG-Consumer Sales)
Signify Innovations India Limited(FKA Philips Lighting India Limited)
Indore, MP & CG
08.2023 - 09.2023
- CHANNEL SALES & MARKETING: Handled the Madhya Pradesh & Chhattisgarh State, with over 50+ Distributors and with 50 Cr Yearly Business.Enjoyed and build great Relationship with Old Channel & ensured Broken Town Appointment which had Led Both State towards consistent Growth of Philips +EcoLink Brand.
- IMMENSE FOCUS ON NEW INITIATIVES- Philips Came up with Exclusive Light & Fan Stores for Philips & EcoLInk Brand. Onboarded the highest Number of 15+ Light Plus Exclusive Stores-Philips+EcoLink Brand in MP & CG which was highest by any State-head at all India Level.
- PEOPLE LEADERSHIP & PEOPLE DEVELOPMENT: Managed directly the 11 Onroll Sales Officers & indirectly the 50-Third Party Payroll (LAS) across the MP & CG. Three Sales Officers were groomed, developed and prepared for next level and 2 got promoted to ASM in my 3 Years Philips State-Head stint and I replaced me when I moved for Next Assignment.
- AWARDS & ACCOLADES: Top 3 ASM for Year 2020 from MP & CG and my Sales Officers got CEO Award for Year-2021.
Assistant-Manager,Indore, Consumer Sales
Signify Innovations India Limited(FKA Philips Lighting India Limited)
Indore
04.2018 - 07.2019
- SALES & MARKET DEVELOPMENT:Driven the exponential growth and managed 10 Distributors of the Indore and nearby areas(geographically known as Malwa and Nimar belt).Rigid & Wholesale Mindset DB Channel Bifurcation at Indore had increased our Revenue from 20 Lac to 55 Lac in same geography and we had get re-gained to No.1 Lighting Brand from No.2 Brand in Market share at Indore.
- PEOPLE MANAGEMENT: Managed the 15+ DSP (Distributor Salesperson) and looking after the urban market of 140mn (14 Cr) Yearly.
Asistant Manager Sales Officer-Raipur, Trade
Philips Lighting India Limited
Raipur
08.2016 - 03.2018
- CHANNEL SALES & BUSINESS DEVELOPMENT: Led the CG Urban market of the whole state, have started taking care of Chhattisgarh from July 2016 and have outperformed the depot numbers 150 % of Operational Plan in 2016 and had given 200% growth in 2017 over 2016.
- REWARDS & RECOGNITION: Got Best Sales Officer Awards form MP & CG for being the best SO for 2016.
- MARKETING BTL ACTIVITY: Customized BTL activity is aligned to cater to the Outlets category wise so that better visibility at POS helps us with End consumer conversion.
Territory Sales Officer-Nashik, Trade
Philips Lighting India Limited
Nashik
09.2014 - 07.2016
- SALES,MARKETING & BUSINEES MANAGEMENT : Responsibly led the growth the Philips Lighting business of Rural Part with the current business turnover of 180 Mn (18 Cr) Yearly.Nashik Rural was the Largest Rural Territo of West Region.
- TEAM LEADING RESPONSIBILITY & AWARDS: Managing the team of 11 associates (LAS) and have delivered the best 2015 sales achievement across the West region in Rural business.
- TRAINING & SKILL DEVELOPMENT: Have won the Hall of Fame Recognition of Philips for six months out of one year, were in the top five across the region to increase the Width of distribution(WOD) and coverage improvement.
Sales Executive,Vision Care-Raipur
Bausch & Lomb Eye Care India Pvt. Ltd.
Raipur
01.2012 - 08.2014
- CHANNEL SALES & MARKETING: Managed the Bausch & Lomb, Vision Care division of whole Chhattisgarh.Looking after both vertical-Opticals & Chemist Channel to get desired value & Volume sales objectives.
- TRAINING & SKILL DEVELOPMENT: At Pan India level contest (I-connect Premier league), were in the top three across the country to increase the maximum retailers of bill cuts and have sustained it month on month basis.
Territory Sales Supervisor - Gwalior
Kansai Nerolac Paints Limited
Gwalior
04.2012 - 12.2012
- DEALER SALES MANAGEMENT: Learned the Dealer Channel Sales and geography covered was of Gwalior and Up-countries region of the turnover of 24 Crore Yearly.Organized 24 Influencers (Painter) Meets and BTL Promotional Campaigns.
- MARKET DEVELOPMENT & REACH: Appointed 25+dealers in just 6 month of my stint and from these new appointed dealers have significantly added the 50 lakh of Value Sales to the bottom-line.Also installed 4 CCD and 3 MCD Machines in my territory in very short span.
Sales Trainee,Indore MP
Patanjali Foods Ltd(FKA Ruchi Soya Industries Ltd.)
Indore, MP
06.2010 - 03.2012
- MARKET DEVELOPMENT & GROWTH: Management of CBD(Consumer Business Division)Nutrella Soyabean Chunks of Indore & Malwa Region of MP. Handled the 18 Crore Yearly, which was the biggest SO Territory of MP.
- REACH & DISTRIBUTION -Learned the nitty gritty of FMCG Basic Distribution-Numeric +Weighted which had helped me later when I moved to Senior Roles also.
Education
MBA - Marketing Management
Pondicherry University
01.2010
Bachelor of Science - PCM
University of Delhi
01.2007
Higher Secondary - undefined
UP Board
01.2004
Matriculation 10th Class - undefined
UP Board
01.2002
Skills
- Channel Strategy & Development, Partner Identification & Onboarding, Partner Relationship Management, Channel Optimization, Market & Competitor Analysis, Go-to-Market Strategies, Sales & Business Development, Key Account Management, Negotiation & Persuasion, Pipeline Generation, Stakeholder Management, Operational Support, Performance Management & Analysis, Franchisee Store Development, Distributor Management, Marketing Co-ordination, Partner Contract & Compliance Management
Certification
IIM-INDORE- CERTIFICATE COURSE IN PRODUCT MARKETING (JAN-2021 TO JUNE-2021):Completed the 6-month Certificate course whereas the whole Product Marketing Management Covered.
Timeline
Regional Channel Development & Scale UP Manager, West-Mumbai
Watertec India Private Limited (A Warburg Pincus Portfolio Company)
02.2025 - Current
State-Head, Consumer Sales-Gujarat
Crompton Greaves Consumer Electricals Limited
11.2023 - 02.2025
State-Head(Sales Manager-Indore,MP & CG-Consumer Sales)
Signify Innovations India Limited(FKA Philips Lighting India Limited)
08.2023 - 09.2023
Assistant-Manager,Indore, Consumer Sales
Signify Innovations India Limited(FKA Philips Lighting India Limited)
04.2018 - 07.2019
Asistant Manager Sales Officer-Raipur, Trade
Philips Lighting India Limited
08.2016 - 03.2018
Territory Sales Officer-Nashik, Trade
Philips Lighting India Limited
09.2014 - 07.2016
Territory Sales Supervisor - Gwalior
Kansai Nerolac Paints Limited
04.2012 - 12.2012
Sales Executive,Vision Care-Raipur
Bausch & Lomb Eye Care India Pvt. Ltd.
01.2012 - 08.2014
Sales Trainee,Indore MP
Patanjali Foods Ltd(FKA Ruchi Soya Industries Ltd.)
06.2010 - 03.2012
Higher Secondary - undefined
UP Board
Matriculation 10th Class - undefined
UP Board
MBA - Marketing Management
Pondicherry University
Bachelor of Science - PCM
University of Delhi