Sales Management

MILIND G. MANASVI

Mobile: +91-875******* ~ E-Mail: *************@*****.***

Senior Management Assignments - FMCG & BEVERAGES

Offers expertise in General Management directing Sales, Key Accounts,

Channel & Distribution Systems

Devising effective competitive measures to capture new & emerging markets;

Solid network and background in FMCG & Beverages Industry in India and

Mozambique, Africa;

P&L Responsibility; Business Development and Sales Force Development

A keen strategist with over 25 years of rich experience in Strategic

Planning, Operations Management, Sales & Marketing, Business Development,

Key Account Management and Team Management.

Presently associated with RJ Corp. - PepsiCo as Head Sales in Mozambique,

Africa. Holds expertise in managing entire business operations with key

focus on top line & bottom line profitability by ensuring optimal

utilization of resources. Proficient in developing & streamlining systems

with proven ability to enhance operational effectiveness and meet

operational goals within the cost, time & quality parameters. Distinction

of exploring new markets, identifying key accounts, expanding client bases

across the region for escalating turnovers & achieving set targets/ goals.

An enterprising leader with proven abilities in leading teams towards the

achievement of organisational goals and industry best practices.

CAREER PROGRESSION

Corp., PepsiCo, Mozambique, Africa Head - Sales

Jan'12 - Present

Coca Cola India - Enrich Foods, Gurgaon, India Head - Sales

Apr'09 - Dec'11

PepsiCo India - Jai Drinks RJ Ltd, Delhi, India Territory

Development Manager Jun'06 - Mar'09

Hindustan Unilever Ltd., Gurgaon., India Sales Officer

Sep'92 - May'06

Geep Industrial Syndicate Ltd., Delhi, India Sales Officer

Mar'85 - Aug'92

KEY RESULT AREAS

Sales & Marketing Operations

< Managing sales & marketing operations with a view to achieve business

(sales volume & market share) objectives and ensure top line and bottom

line profitability.

< Presently, handle a Business turnover of USD 2.5 Million across

Mozambique in Africa and driving sales initiatives with overall

responsibility of return on investment and exploring marketing avenues to

build consumer preference and drive volumes in 6 Provinces of North &

Central Region.

< Formulating & implementing sales strategies and handling activities like

reviewing sales & distribution, sales planning and managing receivables

thereby improving cash flow.

< Handled virgin sales across Faridabad & Gurgaon for Coca Cola; and

developing key account profiles with a team of 2 ASM's, 15 Executives, 32

Route Agents and 3 Depots. Activated local marketplace initiatives and

promotions to build brand development and maximize brand performance.

< Drived successful roll outs in New Foods Business, Frozen Vegetables,

Beverage Division, Confectionary and Home & Personal Care products from

Unilever family.

< Handled Institutional and Government Sales across North India, and

managed relationship with Canteen Stores Dept. and DGS&D and various

other defence establishments.

Business Development and Channel Management

< Establishing short term / long term budgets and designing business plans

/ strategies for maximizing profitability & revenue generation & realise

corporate goals.

< Monitoring channel sales to maximise sales and accomplish revenue and

collection targets; controlling credit & ensuring timely remittances from

the market.

< Networking with reliable and cost effective channel partners for

enhancing market reach and penetration.

< Essayed a key role in setting up & managing the entire Retail Network for

FMCG Products in North India.

< Building and maintaining healthy business relations with customer,

enhancing customer satisfaction matrices; ensuring quick, smooth &

comprehensive solutions to the customers.

Team Management

< Supervised development of new business opportunities controlling a team

of ASM's, Sales Executives, Route Agents, Distributors; Managed ADC,

Customer Executive, & Operational Agents in growth & development of

existing & nurturing high volume accounts viz. PVR, Blue Foods, KFC, etc.

< Exploring potential business avenues thereby achieving increased business

growth and initiating market development efforts.

< Recruiting, leading, training & monitoring the team members to ensure

efficiency in business operations and meeting of individual & group

targets.

SIGNIFICANT ACHIEVEMENTS

. Turnaround underperforming segments & new region development across 6

provinces in Mozambique for PepsiCo business establishment through

process / procedural improvements focused on sales.

. Restructured Coke's Channel Distribution System in FBD achieving an

increased market share by 20% and a volume growth of 100%; resulting in

better availability of products and better control of the market.

. Handled sales in new categories of business as well as increased sales

from current categories; managed a business turnover of INR 40 cr. with

Jai Drinks (FOBO: PepsiCo).

. Handled discounted sales and cost analysis, weak area and outlet plan, to

efficiently run promotions and schemes. Initiated a new system of order

based selling across markets in the territory and developing a model

increasing vehicle utilisation and cost reduction and control over

discounts.

. Distinction of establishing a new category of 'Max' confectionaries in

North India by appointing exclusive distributors and developed a cost

effective distribution channel to maximise outlet coverage and

visibility.

. Managed a turnover of 20 cr. from new segment of Shakti dealers under the

successful Project Shakti with Unilever through self-help groups in

villages.

. Achieved sales / collection targets in assigned areas for products like

Spices, Noodles, Beverages, Confectionaries, Candies, Frozen Vegetables,

Detergents, and Personal Products.

. Launched "Top Ramen", "Cup-o-Noodles" & "Sona Spices" in Delhi, Punjab,

1992.

. Bagged top position in outlet coverage at the launch of "Green Valley

Frozen Vegetables" in Delhi, 1994-95.

. Developed high potential outlets (as cold chains) for "Birds Eye Green

Valley Frozen Vegetables" in Delhi, 1994. Managed the Cold Storage Chain

at Kanpur, Lucknow, Allahabad & Varanasi, 1996-97.

. Successfully managed the sales promotional activities for Kissan

products, 1993.

. Focussed on POP/POS (point of purchase & point of sale) strategies to

expand market visibility/ share.

. Instrumental in implementing the concept of moped operations in Kanpur,

covering 2000 marginal outlets thereby increasing sales by 15% for

beverages division, 1997-01.

. Pioneered the concept of Hot Tea Shops' Channel in Kanpur; Activated A-1

brand by dealers meet in rural population and with infrastructure

development, 2002.

EDUCATION

M.B.A. - Post Graduate Diploma in Business Administration (Sales &

Marketing),

Institute of Productivity and Management, Allahabad, 1983

Graduation - B.Com.

Allahabad University, Allahabad, 1981

PERSONAL PROFILE

Date of Birth : 25th December 1959

Joining : Immediate

Location : Delhi, NCR

Current CTC : INR 22 Lac p.a.

Expected CTC : Negotiable

Address : Flat No. 526, Mahagun Mansion, Indirapuram, Ghaziabad

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