Sales Manager

SUMIT KHOSLA

*********@**********.***

Phone No 964-***-****

SUMMARY

Business professional with 14+ years of experience in Channel Sales, Channel Management, Strategy Development and Trade Marketing for Traditional Trade and Modern Trade in Indian markets.

Expertise as Sales head with full P&L responsibility of Territory & Branch. Familiar with all Retail and Distribution channels along with Modern Trade

Proven expertise across all facets of Business Development, Sales and Marketing, & Leadership, Establishing new business and executing sales.

Prolific relationship builder, adept in steering channel sales, and managing strategic relations with Business Partners, Distributors, and Channel Partners across geographies.

Have successfully built and led teams, worked result oriented strategies, business plans to ensure healthy P&L and driven sales and distribution discipline.

Exceptional Skills in presentation with demonstrated abilities in training and driving motivated teams to achieving organizational goals

Recognition from General Manager at Akzonobel India Limited and PKF Finance Ltd for sales achievements.

Youngest Sales officer to be promoted to KEY ACCOUNT HEAD at Akzonnobel India Limited.

Cricket freak, College Level Cricket Champion

Academic Qualifications:

Bachelors in Commerce – Guru Nanak Dev University (1996-1999) with First division

Work Experience:

Nov 2014 – Till Date AKZONOBEL INDIA LIMITED

KEY ACCOUNT HEAD (PRIMARY BUSINESS)– PUNJAB, CHANDIGARH, HIMACHAL

Jan 2016 – MAR 2017 AKZONOBEL INDIA LIMITED

KEY ACCOUNT HEAD (SECONDARY BUSINESS) – LUDHIANA, CHANDIGARH & SOUTH PUNJAB

JAN 2012 – OCT 2014 AKZONOBEL INDIA LIMITED

AREA SALES HEAD – JALANDHAR, AMRITSAR, HOSHIARPUR, NAWANSHAHAR,

JAN 2010 – NOV 2011 AKZONOBEL INDIA LIMITED

SR, SALES OFFICER – JALANDHAR, AMRITSAR, HOSH & NWS

MAY 2007 – DEC 2009 ICI INDIA LIMITED

SALES OFFICER (Sales & Marketing) –

Dec 2002 – April 2007 PKF FINANCE LIMITED

Management Trainee + Branch head– Jalandhar,Kapurthala and Nawanshahar

Details of above assignments provided in following pages

A DETAILED RESUME

AKZONOBEL INDIA LIMITED MAY 2007 – Till Date

KEY ACCOUNT HEAD – PUNJAB,CHANDIGARH & HIMACHAL

MAY 2007 ONWAARDS- The world no. 1 Paint Company AKZONOBEL INDIA LIMITED having world famous brand called DULUX for their Decorative and Refinish business for all major location of PUNJAB (Jalandhar,Amritsar,Phagwara,Kapurthala,Hoshiarpur,Nawanshahar,Ludhiana,Patiala,Bhatinda, Chandigarh, Himachal and Jammu)

Reporting into the Zonal Manager – Sales, Lead a team of 3 Sales officers, and 6 Customer relationship officers managing a annual business turnover of 22 Crores

Key Responsibilities:

As KEY ACCOUNT HEAD – Paint & chemical Business I am responsible for Planning, implementing and monitoring all Sales, Logistics and Commercial Functional efficiencies as per the annual operation -plan

Spearheaded the sales through TEAM MANAGEMENT, CHANNEL MANAGEMENT and DISTRIBUTION MANAGEMENT & administration activities of Jalandhar, Amritsar and Hoshiarpur Nawanshahar, which are the major contributor of total Area Sales.

Handling all Key and major channel partners - contributing high volume and value business to the company by evaluating better ROI with Akzonobel business.

Strategize and plan the Channel & Project sales and make improvement in the sales process management and forecasting. Provide Business Analytics to guide strategy and decision making

Man Management- Handling a team of 4 Payroll persons for Improving RETAIL, institutional business and Dulux Decorative centre ( Modern trade) and 6 non payroll team members supporting to generate Secondary business activities

Providing professional assistance to Channel Partners in terms of sales training, Price Management, POP product/advertising material display & In-Shop Merchandising and local sales promotion activations to generate a comprehensive market thrust.

Educating to team with channel partners and Distributors on various incentive promotions. Turnover discounts etc to generate competitive edge in winning customers and designing advertising or publicity Plans for the territory and arranging relevant material inputs to ensure effective display for maximum customer awareness

Rendered proactive services to the channel partners in account settlements, settling claims.

Regularly generated and submitted sales related reports- Daily sales reports, Channel outstanding reports, dealer wise pack wise off take report, Target v/s performance to the Regional head.

Handling and running loyalty programmed for 800 devoted contractor/applicator including Architect and rewarded them accordingly as per organizational norms

Planning and execution of the sales and distribution strategy for the allotted geography, launching new products and formulating strategy for product promotion & sales.

Revenue generation by increasing luxury emulsion share with timely sales promotional activities.

Looking after “Dulux Decorative centre” complete painting solution which resulted 100% customer satisfaction.

Ensure compliance to the credit control policy of the company and ensure debtors, overdue outstanding are under control.

Handling all depot operational activitis like,Monthly accruals and expenses sheet, revenue generation charat

In the beginning of the month Channel wise business Plan along with entire team to complete AOP of the month and submit to Head office

Analysis and approved all depot operation expenses for the month, For casting and inventory management according to Fast/slow and special requirement

Key Achievements:

Increased the total volume from 500 KL in 2013 to 1100 KL in 2017 and improved the Market share in 2017 by opening decorative market in the interiors of allotted area.

Increased the numbers of Channel partners from 30 to 120 and increase weighted Reach and Shop Share along with 2 major distributors.

Number one share in terms of volume and value in wood-coating and emulsions contributing high % share in terms of profitability to organization.

Enhanced the sale of premium interior emulsion which increased the profitability of the company and got a reward of “TAJ” and “Best Team Leader” in North” from Worthy Regional Manager of the company.

Won a “Trip to Bangkok” and” Malaysia” in the year 2012 and 2014 for the excellent overall performance in the year 2012 and 2014.

Successfully launched new products in the market and results were significantly above plan

Jalandhar Branch awarded the first branch in country to do Highest Profitable Product 5000 Litters “Dulux Velvet Touch” in single month

Appoint highest number of Dulux Decorative Centre in the country with Generate a Secondary business value of more than 6 cores in first year

Increased width and depth of distribution of Highly profitable brand Dulux products with focused Range selling initiative

Conduction several architect and contractor meets with product launches on timely basis for better prospects.

Instrumental in reducing outstanding by ensuring strict financial norms.

AKZONOBEL INDIA LIMITED Jan 2016 –March 2017

Market Development Manager (LUDHIANA, CHANDIGARH AND SOUTH PUNJAB )

Reporting into the Zonal Manager – Sales Upper North, I lead a team of 14 Customer Relationship officer Purely responsible for Secondary business and support to Primary Sales team for Business generation

Key Responsibilities:

As a Market Development manager I was responsible for Planning and execution of, all loyalty programmed for Contractors, Painters & Architects and Project business within the assigned territory, as per the annual operation -plan

As a Marketing head taking care of Brand Promotion, Product visibility, Campaign for secondary Promotion.

-Man Management- Handling a team of 14 Person for improving Secondary business

-Running a loyalty programme for more than 800 Contractors and Architects on quarterly and annual basis

-Converting many customers from competitors’ service

- Training Primary and secondary team to higher performance and help them in their development

-Arranging several “Contractors meets” to associate them with company brands and loyalty programme.

-Proving after sale services for any queries generated by customer

-Monitoring sales team activities and track their target achievement

-Preparing sales promotional techniques and recommend strategic plans and reviews

-Monitoring competitors activities, Placement of Brands and develop creative advertisement.

-Successfully implementing and brand building programmed in form of Van Campaigns, Sponsoring local fairs and conducting several contractors meets and” Best by Test” which has made “ Dulux” as most accepted brand.

Launching new products and formulating strategy for product promotion & sales.

Planning and execution of Trade Activation initiatives like Sampling, In-Shop Merchandising and Retail Modern Trade Activations and driving the trade loyalty programme.

Manpower planning, recruitment, team development, coaching, mentoring of the CRO team and there performance appraisal.

Key Achievements:

Improve Market share and brand visibility aspect by implanting various “ Brand Visibility Plans”

Add 290 competition Contractors into Dulux Colour Guru annual loyalty Plan.

Generate and convert from competition more than 300 projects sites & handover to our Channel Partners

Success fully launched new WOOD COATING AND WATERPROOFING RANGE and add up new Applicators into our data base.

Distribute highest numbers of Motor bikes i.e 52 to Dulux Applicators in the country

PKF FINANCE LIMITED DEC 2002 – April 2007

Sales officer and Branch head ( Jalandhar, Kapurthala and Nawanshahar)

PKF FINANCE LIMITED is a growing Automobile Finance organisation along with other financial seravices deals in vast level of Trade activities in which taking distribution of “BHARAT SHELL LIMITED” ( A JOINT VENTURE BETWEEN BHARAT PETROLEUM LIMITED AND SHELL OVERSEAS B.V) FOR Various location of PUNJAB AND DELHI.

As an Sales officer I was handling 34 Retailers with Sales volume 35 KL which increase to 118 Retailers and 240 KL

Efficiently managed Automotive Finance, sales and administration in the areas of Jalandhar, & Nawanshahar, which contributes good volume business of total Punjab Sale

Consistently achieved the sales target and increased total volumes from 110 KL in 2003 to 250 KL in 2006.

Handling Distribution and channel business in assigned area, OEM business with workshop business and having huge brand equity in OEM business.

Conducting several customer and mechanic meets.

Apart from “Direct Automobile supplier business, Increased the number of dealers from 60 to 118 for developing tractor markets and workshop business in the interiors of allotted area.

Successfully launched and established a series of new products in Passenger Car Motor Oil segment.

Obtained a tie-up with 80% of MARUTI AUTOHORISED SERVICE STATIION for “Maruti Genuine Oil” within allotted area.

oOrganized

oA“ Movie Magic” show for Dealers and Customers in the year 2005.

oLube Road Show to create awareness of Shell brands in 2005.

Recognized for the “Best Sales Process” in the year 2005 by the Worthy Director of the Company.

Handling team of 3 persons to cover up the entire allocated area to get the maximum output.

Proper knowledge of SAP operations.

BRANCH HEAD OPERATIONS-Achieve the set Goal and all objective set by “ Bharat Shell Limited” for market development

Develop and implement Annual Business Plans and Best utilization of resources for a PROFITABLE BRANCH

Focus to achieve volume and value plans with the plan and objective set by management team

Monitor Annual Business Plans and Brand promotion activities as per Shell Guidelines

Team management-Distribution of market along with territory wise and set objective for every headquarter along with Profit venture

Appointment of distributors for Urban and rural market & Set up their Primary and secondary Plans.

Market guidance to team members for growth aspects.

Computer Proficiency:

Proficient working knowledge of MS - Office mainly Excel, Word, PowerPoint

Literate in Computers, Worked on programmes like SAP & APO.

LANGUAGES KNOWN: (1) English (2) Hindi (3) Punjabi

Date of Birth : 3rd JUNE 1979

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