Sales Manager

RAHUL DHAWAN

E-Mail:*************@*****.***

Phone: +91-985******* / 0160 -3052500

Location Preference: Chandigarh, Haryana

An erudite professional, targeting assignments in Sales & Marketing in an organization of repute in FMCG/FMCD sector

CORE COMPETENCIES

Market Penetration

Brand Management

Sales & Marketing

Product Strategy Planning

P & L Management

Business Development

Channel/Dealer Management

CRM

Vendor Management

Negotiation

Recruitment

Business Growth

Liaison & Coordination

PROFILE SUMMARY

PGDM (Marketing)with nearly 11 years+ of experience in sales &marketing; completed PGDPR (Public Relations) from Bharatiya Vidya Bhavan, Chandigarh

Developed & deployed quarterly/annual plans, programs and policies for company Sales Managers; backed all cross-company sales objectives like budget preparation, forecasting of sales targets and so on

Achieved profitable position for the company in India; which included sales & profit development, market share development, brand building, network and service expansion, local supply footprint and a winning strategy

Designed and executed channel sales & distribution strategy to achieve segment-wise targeted sales volumes

Effective negotiator providing value for all stakeholders; strong communication, problem-solving, analytical & decision-making skills

ORGANIZATIONAL EXPERIENCE

May’07-July’18 Asian Paints Ltd., Chandigarh

July’18-Till Now Saint Gobain Abrasives India,Ludhiana

Growth Path:

May’07-Aug’07 Sales Trainee(Ludhiana Depot)

Sept’07-Mar’09 Sales Officer (Pathankot & Upcountry)

Apr’09-Sep’10 Sr. Officer Sales (Amritsar)

Oct’10 -Aug’13 Sr. Officer Sales (Chandigarh)

Sept’13 –Oct’15 Sales Supervisor (Ludhiana Unit)

Nov’15- Mar’17 Sales Supervisor Activations &Market Development (Chandigarh, Panchkula, Punjab, Himachal and J&K)

Apr’17-July2018 Sales Supervisor Market Development& Focus Products (Chandigarh, Panchkula, Punjab, Himachal and J&K)

July’18- Till Now Area Sales Manager, North-1(Haryana, Chandigarh, Panchkula, Punjab,Himachal,J&K)

Key Result Areas:

Managing thesales &marketing initiatives for the region(Chandigarh, Panchkula, Punjab, Himachal and J&K)

Monitoring & facilitating the sales of new product Nilaya Wall Covering &Adhesives Range for the region

Leveraging consultative selling approach to build relationships across target market

Developing marketing strategy, and implementing training program to on-board new hires and creating consistent methods across sales teams

Devising multiple training programs to increase technical knowledge and sales skills of team members

Implementing productivity, quality, and customer service standards to attract and maintain client relationship

Conducting vendor management and working with different marketing agencies for initiatives planned in the region

Working with different HR Management agencies for manpower recruitment.

Highlights:

ROTS for achieving the highest & first ever sale in the country of Rs 1 crore in the new product category i.e. Adhesives in single month Nov 2017

Promoted as Sales Supervisor in 4years from Senior Officer role

ROTS for clearing the old payment from dealers thereby clearing the bad debts of the company

Regional Sales Officer during the royale initiative of the company

Regional winner in the K-Punch Dominators Contest

Man of the Match in the K-Punch Premier League

Promoted to Senior Officer within 2 years of joining

Regional Sales Officer of the Year in Emulsions Sales during the Annual Sales Conference held in Mumbai by the President & Vice President of thecompany

Secured 1st in the National Utsav Contest of the company and won Apple iPhone 8 GB

As Area Sales Manager, Saint Gobain Abrasives North-1(Haryana, Chandigarh, Panchkula, Punjab,Himachal and J&K)

Led a team of 1 ASI,2 SO’s and 5 Dsa’s in the North-1 Region .

Led to the planning and execution of yearly/monthly sales for the depot, in due pursuance of the budget plans.

Incorporated credit control measures and credit policies to reduce credit risk in business.

Maintained &ensured maximum brand visibility and captured optimum market shares.

Secured alliance with various strategic& reliable channel partners and clients (introduced new range of products)

Contractors /Applicators training workshops, up gradation meets taken in across markets for all products categories.

As Sales& Marketing Officer - Sales Supervisor Market Development& Focus Products (Chandigarh, Panchkula, Punjab, Himachal and J&K)

Led a team of 22 DSAs in the regionwhich comprises of Adhesives/Residential & Masterstrokes team

Establishing New Product Category ie Adhesives for the company in the region

Effectively supervised the structure of distribution through the DSR network - monitored through reporting metrics / DSR & sales

Drove the focus town initiative effectively - top towns fully data based influencers / growth across each adhesive category is tracked; maintained regional applicator database

Conducted loyalty programs for masons & carpenters; organised various training& skilling programs- DSR & Applicators

Designed and rolled out marketing intitatives for the Colour Ideas Store in the region

Conducted Applicator Training exclusively for Colour Ideas Store in coordination with MCA for Nilaya & CI-exclusive products; CC training to be done once in a quarter and tools/reports to be developed for measuring effectiveness of the program designed

Under Residential Programme, led to 18% increase in number of site; super luxury segment product registered growth of 68% in exterior emulsions & luxury category registered growth of 22% in Interior Emulsions. The DSA'S are trained on a regular basis about the new products, services and scheme being offered in the units

Established new product Nilaya Wallpaper in the market at Colour Ideas Stores; achieved highest ever sales of 80lacs in the year in this category

Performed ATL/BTL activities in the region to promote our Nilaya Range & Colour Ideas across the region to increase Consumer Footfalls at these stores

Successfully executed the Beautiful Home Consumer Activation Scheme in Ludhiana and Bhatinda market. During the initiative period total 162 sites were registered in both the cities; 141 sites were ratified and 102 sites completed with Royale Play in 1st year of launc

Successfully executed the 2nd Beautiful Home Consumer Activation scheme for Punjab, Chandigarh & Panchkula Market. During the Initiative period around 1224 sites were registered in all the cities,924 sites were ratified and 459 sites completed with Royale Play /Special Effects /Nilaya Wallpaper in 2nd year

Profiling & Mapping of Applicators were done & dynamic format was devised for skill mapping which not only encapsulated current skill set but also had provision to update data as and when requisite training happened

Ensured multiple vendor development for conducting meets/gifts procurement and for design of artwork for multiple initiatives

As Sales Supervisor (Ludhiana)

Managed a team of 4 Territory Sales Officers,1Wood Finishes Officer & 3 DSAs

Preparedregional reports, selected tools and procedures for production planning, inventory management & replenishment

Guided & monitored network of250+ dealers (Rs 80 crores value) in Ludhiana, Moga& Fatehgarh Sahib District region

Led to 1% market share gain in 2014-15

Implementation of ground level activities/initiatives to achieve the immediate sales plan and build long term strengths

Managed 21 new dealer opening & 10 New DTS installation in FY2013-15 which implied higher potential for emulsion growth

Recovered the old payment from certain parties with the help of legal team thereby clearing bad debts

Led to the planning and execution of yearly/monthly sales for the depot, in due pursuance of the budget plans

Facilitated &implemented various schemes and BTL activities that aimed at competitively engaging markets

Incorporated credit control measures and credit policies to reduce credit risk in business

Maintained &ensured maximum brand visibility and captured optimum market shares

Secured alliance with various strategic& reliable channel partners and clients (introduced new range of products) which resulted in deeper and sustainable market presence

Contractors training workshops,Ms meets and up gradation meets taken in across markets for all focus products

As Sr. Officer Sales (Chandigarh)

Led to 1.2% market share gain in FY 2011-12

Managed 3 DTS installations in FY 2011-12 which implied higher potential for emulsion growth

Administered net active dealer addition of 25% which expedited better future potential growth prospects & reduced business risk

Facilitated better key product ratios which resulted to growth in profitable product categories and delighted customer base

As Sr. Officer Sales (Amritsar)

Planned & initiated refreshing approach to Premium Wood Finishes Paint category which led to better product performance across two years

Led to reduction in business risk and created base for long-term gains with increment in growth of smaller dealer network and decrement in reliance on top heavy network

Managed the network expansion to 12 dealers, 6 DTS installations in 18 months; 5 of which were competition dealers and rest were non-dealers and sub-dealers, 3 of 6 DTS installations were in competition counters which enabledexcellent market share gain and shop share gains

Conducted implementation ofthe Contractor Loyalty Program in the city

As Sales Officer (Pathankot & Upcountry)

Expedited 25% volume growth with nearly 40% value growth; doubledthe tty from 5 crores undertaken to 10 crores growth within 19 months

Facilitated 2.0% market share gain during 08-09’ in an LMS (Low Market Share) geography

Acknowledged as the ‘Best Collection Figures’ in Upcountry Region, Kpunch, with collection efficiency at an all time high of 95%

Led to the fastest network expansion of 15 dealers, 5 DTS installations in 12 months; 5 of which were among competition dealers and rest were non-dealers and sub-dealers, 4 out of 5 DTS installations were in competition counters which enabledproficient market share gain and shop share gains

Managed network balancing which led to decrease in the reliance on top end-dealers; the smaller & mid rung dealer set grew by more than 29% which included to coverage of bases of bigger dealers as well as gained excellent balance

As Sales Trainee(Ludhiana Depot)

IT SKILLS

MS Office, Windows & SAP

ACADEMIC DETAILS

2013 Certificate Programme in Management from Brilliant’s School of Management, Chennai

2008 PGDPR (Public Relations) from Bharatiya Vidya Bhavan, Chandigarh

2007 PGDM (Marketing)fromDAV –CHD, PunjabUniversity, Chandigarh

2006 B.Com.from PU –CHD, PunjabUniversity, Chandigarh

2003 XII from Henderson Jubliee School, Mohali (CBSE)

2001 X from Sanjay Public School, Chandigarh (CBSE)

TRAININGS/WORKSHOPS

Attended:

oProduct Training Programme of Asian Paints in Greater Noida

oDealer Management Programme in New Delhi

oThree days workshop on ‘Self Awareness and Living Life Powerfully’ in Mumbai

o‘Communicate to Win’ workshop based on communication and soft skills in Mumbai

oNeev Training Programme in Mumbai

oVyakta Training Programme in New Delhi

Merit of being selected for the company nominated executive programme ‘ECA - Essential Competency Acquaintance’which included thorough study and sessions on cross-functional departments of the company, a live project under the guidance of Regional Manager, and also a Certificate Programme in Marketing from a Business School

PERSONAL DETAILS

Date of Birth: 28th October 1985

Languages Known: English, Hindi, Punjabi

Address: Mohali

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