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Sales Management

Location:
Delhi, India
Posted:
October 21, 2016

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KUNAL WALIA

Mobile: +**-966******* ~ E-Mail: acw52p@r.postjobfree.com

JOB OBJECTIVE

Seeking assignments in Channel Sales, Business Development, Trade Marketing and Key Account Management with leading organisation of repute in FMCG Industry across India

PROFILE SUMMARY

A competent professional with more than 6 years of expertise in Channel Sales, Business Development, Sales Promotion and Key Account Management.

Stellar role in launching New Products & organising promotional programs & exhibitions for greater brand visibility.

Proven skills in breaking new avenues & driving revenue growth and proactively identifying opportunities at the market place by keeping abreast of market trends/ competitor moves to achieve market-share metrics.

Adroit in developing relationships with key decision-makers in target organizations for revenue.

Experienced in exceeding targeted sales goals with the help of Team Management and Sales Planning.

Proficient in providing direction & training to the team for ensuring optimum performance for all departments.

An effective communicator with planning, presentation, people management and negotiation skills.

ORGANISATIONAL EXPERIENCE

Secure Hands Security Services Pvt. Ltd. May’07- May’08

Assistant Manager, Chandigarh

GlaxoSmithKline Consumer HealthCare Ltd. Sept’10 – Till date

Growth Path:

Sales Trainee, East Delhi Sept’10 - April’11

Sales Trainee, Jaipur & Kota May’11 - Jan’12

Territory Sales Executive, Jaipur, Kota & Sikar Feb’12 - Dec’13

Key Accounts Development Executive, E.UP Jan’14 – May’15

Perfetti Van Melle May’15’ – Till Now

Sr. DSE, Jaipur

Key Result Areas:

Channel Sales and Distributor Management

Maintaining and monitoring the services being provided to General Trade/Modern trade as per the company norms.

Developing and appointing new business partners to expand product reach in the market and working in close interaction with the distributors to assist them to promote the product with effective coverage.

Commitment towards financial discipline.

Maintaining unsalable stock percentage within company’s norms.

Having a track on claims, problems and other issues.

Monitoring performance of the retailers and distributors regarding sales and collections on a periodic basis and ensuring optimal utilisation of available resources and overseeing the sales operations.

Key Client Management and Team Management

Building and strengthening relationships with key accounts; ensuring high customer satisfaction by providing them with complete product support.

Assessing feedback from the clients and working on the same to promote business.

Creating and sustaining a dynamic environment that fosters the development opportunities and motivates high performance amongst the team members.

Recruiting, mentoring, training and development of the Field Functionaries for driving sales & operational efficiency.

Driving team towards common goal to achieve end objective every month with the value targets achievement and Focus Brands achievement for the month.

Monthly Job training/feedback/inputs for upgrading performance and skill levels of Supervisors, Merchandisers and Promoters.

Driving team towards common goal by motivation and by empowering people.

Sales Planning and Business Development

Driving team towards common goal to achieve end objective every month with the Value targets achievement and Focus Brands achievement for the month.

Monitoring pilot handbook of PSR’s (OFR Sheet) to understand the Fill rates, Supervising Formats- Check List, Target Sheets, Stock Out & Stock Ageing Report, Promo Status Sheet and Daily SOS tracker of the Promoters and Merchandisers.

Obtain Promoter/Pilot commitment to yearly/periodic targets through discussion and mutual agreement.

Achievement of annual Planned numbers target given in the beginning of the year with the help of New Sales Strategies, Customer Marketing inputs and Team Management.

Cost control In Area Wise Manpower Recruitment and by controlling the Stock Ageing.

Month-wise sales estimate/forecasting/review of monthly performance.

Update the figures of the primary and secondary for suitable analysis and comparison on periodic basis.

Identify and implement solution to narrow gaps towards target achievement.

Joint forecasting with accounts to keep better alignment and understanding with the business partners.

Closing promotions for coming months with all accounts.

Making & Maintaining TOT.

Conducting Activations Activities in different outlets for Brand building.

Developing new clients and negotiating with them for securing profitable business; forecasting sales targets and executing them in a given time frame.

Devising & implementing product sales plans after studying current market trends and effectuating the same for different segments.

Highlights:

In General Trade, Generating a monthly trade turnover of 58 lacs per month in Jaipur with the help of 2 Distributors, 24 DBSM’s in Perfetti. Further, In GSK, Was generating a monthly trade turnover of Rs. 1.25 Cr. (Jaipur, Sikar, Alwar & Bhiwadi) with the support of 5 Distributors, 17 DSRs and 2 Merchandisers.

In GSK, Successfully completed Project Pink City in which taking Jaipur Local to Avg. 1 cr. per month in 2013 with 2 Distributors, 12 DSRs & 2 Merchandisers.

In Sikar and Bhiwadi, Efficiently conceptualised the GTM Model and devised area re-alignment / appointment of new distributors to increase the market of the products & adding new DSR and by increasing number of display outlets across the region.

Monitored closely the sales at each level on week-to- week basis and tapped new outlets in order to enhance the coverage of the existing products.

Successfully Launched New Products like Jelly Raw Mango, Cafefill, Jelly Bears and Alpenliebe Gold in Perfetti, and Foodles, Sensodyne, Repair & Protect, Parodontax, Toothbrush, Eno Cola, Horlicks Kesar Badam, Horlicks Oats, and Nutribic Biscuits, etc. in GSK.

In Modern Trade, Spearheaded the business of Rs. 0.73 Cr. by mentoring and imparting training to the team of PSR, USR Merchandisers, Promoters and Pilots.

Accountable for Eastern UP Zone and efficiently led a Team of 2 Supervisors, 22 Promoters and 2 Merchandisers.

Dexterously involved in Training & development of the promoters, merchandisers & PSR for better understanding of their work & increased joint working with the category people of various accounts like Big Bazaar, Spencer’s & VMM.

Essayed a stellar role in tapping new towns with exclusive distributor in order to enhance the coverage and availability of the all GSK products respect to the category for the customer.

Handled the Annual Sales Delivery through Modern Trade Chains & carried out negotiations & execution in terms of trade in coordination with Category Teams of MT Chains.

Contributed significantly towards administering the Big Bazaar, Spencer’s, Vishal & Apollo Stores in the market.

Monitored closely share at each stores for respective categories on month-to-month basis which helped to increase share across different categories.

Awards and Appreciations:

Holds the distinction of receiving the following awards across the tenure:

Won Spirit Award for driving outstanding execution of Power Of Milk campaign in Aug’11.

Won Boost Contest in Oct’11-Nov’11 for driving maximum Volume, Distribution & Visibility in Rajasthan.

Won Horlicks Contest in Jan’12 for driving maximum Volume, Distribution & Visibility in Rajasthan.

3rd Prize for the Best TSE in North in 2012.

Spirit Award for outstanding commercial execution in achieving ever highest TLS and 2100+ E.C. in Jaipur in Aug’12.

Winner of KYSO Visibility Contest in North for driving outstanding visibility in Sept’12.

Praised for organizing Drawing Competition in which 1021 students participated in Sept’12 in Jaipur.

Praised for doing pilot activity by kick start the tie up with Lotus Milk in Jaipur in March’13.

Won Spirit Award for outstanding commercial execution in successful implementation of Crocin Advance and Ostocalcium wholesale meet in Jaipur and driving sale of these brands in April’13.

Won Spirit Award for Exemplary launch of Sensodyne Repair and Protect with completion of 110% of Distribution and 114% of Volume targets in June’13.

Won Spirit Award for outstanding commercial execution in successfully organizing SAMRAT Wholesale Meet with 95% Wholesale Attendance and providing incremental sale of 10 Lacs for Jaipur in July’13.

Successful completion of Project Pink City by taking Jaipur Local to Avg. 1 cr. per month in 2013.

Winner of Bolt contest for Q1’14 in North for giving excellent performance in driving sales value and growth.

Won Spirit Award for excellent visibility execution in PHS in Big Bazaar in April’14.

Applauded by Modern Trade Head for first time crossing 30%+ GSK’s HFD share in Modern Trade in EUP in June’14.

Spirit Award for delivering 41% Mkt. share in Aug’14 in Big Days and become biggest Modern Trade Territory in North.

Spirit Award for superlative performance in EUP in Nov’14 which was biggest contributor in North MT which help to cross 30% Mkt. share.

EDUCATION

Master in Business Administration (Marketing & Finance) from ICFAI, Chandigarh with 7.18 CGPA in 2010

B.Com from D.A.V College, Chandigarh, Punjab University, Secured 69% in 2007

IT SKILLS

Proficient in MS Office & Internet Applications

PERSONAL DETAILS

Date of Birth : 3rd Aug 1986

Residential Address : H.No.-398 Saini Vihar, Phase-1, Baltana, Near Zirakpur, District Mohali, Punjab-140603

Languages Known : English, Hindi and Punjabi



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