Regional Sales Manager
Resume:
TAPAS KUMAR SARKAR
Tel: ***-***-******* / Cell: +91-852*******, 956******* E-Mail: addyrn@r.postjobfree.com
To secure a challenging Job in with a dynamic and exciting organization where my business knowledge, experience and skills can contribute to the growth and success of the organization
Experience Summary
-Over 26+ years of rich work experience in Sales, Team & Distribution management, Sales Analysis, New Account development, Relationship building, Handling Modern & General Trade accounts in FMCG /Durables sectors.
-I am having Post Graduate Diploma in Marketing Management with 26+ years of rich experience in Sales management, business development and strategic plaining in FMCG industry.
Employment Highlights
Organization: Nikko & Co Duration: Since 26th Feb’ 2020
Designation: Zonal Sales Manager- North India
Nikko & Co is the Market leader in Aluminum Foil, Face Tissue, Wet Tissue, Printed Fancy Tissue, Car Tissue Box, Toilet Paper, Aluminum Container.
Job description
Business Objectives:
To create & achieve Annual/ Quarterly Business Plan for the defined region, referring to budgets, coverage and volume through the team.
To achieve volume and value objectives of the assigned region within budget, time and policy parameters through efficient control of distributor network under charge.
To achieve market share objectives.
Activate and Manage Sales infrastructure, Re-distributors, Super Distributors, Distributor Salesmen, etc. as per aligned activation objectives.
Planning New Product Launches and ensure effective execution of launch.
To ensure accurate Sales forecasting for the region based on sound analysis and support the supply chain team for correct planning.
Establish policies that promote company culture and vision. Instill cost optimization measure and other processes
Distribution:
To effectively manage C&F agents/ Super Stockist with periodic monitoring of sales, collections and services.
To achieve numeric and weighted distribution objectives through stable trade channel partners.
To review distributors ROI and thereby ensuring healthy earnings and also meet channel margin objectives.
Ensure hygiene factors i.e. timely claim processing for the distributors/CFAs with the help of the Regional Sales team.
To create urban and rural aggressive rural penetration/ coverage plan and thereby achieving it through innovative distribution models.
To effectively use merchandising tools in the market and attain desired visibility.
Monitoring Competitor & Sales Development Activities:
Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends.
To effectively plan & execute various sales development activities required to meet the business objective.
People Management:
Hire, train and appraise sales staff in line with the company policy.
Managing and mentoring sales teams to enable achievement of pre-set targets.
Develop and coach the team to take on higher responsibilities; identifying training needs and potential.
Lead Sales team to encourage maximum performance and dedication. Plan to achieve primary target and tertiary of our product from retail outlets by deputing promoters and offer lucrative scheme for customers and display of the products, keeping in the mind of nearest competitors.
Organization: Bunge India Pvt. Ltd. Duration: 22nd Nov’ 2018 to 30th Nov’2019
Designation: Regional Sales Manager- Delhi-NCR
Bunge India Pvt. Ltd is the Market leader in Refined Sunflower, Refine Oil and Groundnut Oil. Now they have overtaken the responsibility to sell the Hudson Canola Oil in Indian market.
Accountabilities:
Business Objectives:
To create & achieve Annual/ Quarterly Business Plan for the defined region, referring to budgets, coverage and volume through the team.
To achieve volume and value objectives of the assigned region within budget, time and policy parameters through efficient control of distributor network under charge.
To achieve market share objectives.
Activate and Manage Sales infrastructure, Re-distributors, Super Distributors, Distributor Salesmen, etc. as per aligned activation objectives.
Planning New Product Launches and ensure effective execution of launch.
To ensure accurate Sales forecasting for the region based on sound analysis and support the supply chain team for correct planning.
Establish policies that promote company culture and vision. Instill cost optimization measure and other processes
Distribution:
To effectively manage C&F agents/ Super Stockist with periodic monitoring of sales, collections and services.
To achieve numeric and weighted distribution objectives through stable trade channel partners.
To review distributors ROI and thereby ensuring healthy earnings and also meet channel margin objectives.
Ensure hygiene factors i.e. timely claim processing for the distributors/CFAs with the help of the Regional Sales team.
To create urban and rural aggressive rural penetration/ coverage plan and thereby achieving it through innovative distribution models.
To effectively use merchandising tools in the market and attain desired visibility.
Monitoring Competitor & Sales Development Activities:
Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends.
To effectively plan & execute various sales development activities required to meet the business objective.
People Management:
Hire, train and appraise sales staff in line with the company policy.
Managing and mentoring sales teams to enable achievement of pre-set targets.
Develop and coach the team to take on higher responsibilities; identifying training needs and potential.
Lead Sales team to encourage maximum performance and dedication. Plan to achieve primary target and tertiary of our product from retail outlets by deputing promoters and offer lucrative scheme for customers and display of the products, keeping in the mind of nearest competitors.
Conduction of monthly meeting with sales staff to review their present performance and fix target for next month.
Organization: Dalmia Continental Pvt. Ltd. Duration: April 2010 to Nov’ 2018
Designation: Regional Sales Manager- North India
Dalmia Continental Pvt. Ltd is the Market leader in Canola Oil, Italian Pasta and Olives Segment in India with an annual turnover of over 50 crores. Dalmia Continental is mainly into importing & distribution of Canola Oil, Table Olives and Pickles in India
Accountabilities:
Business Objectives:
To create & achieve Annual/ Quarterly Business Plan for the defined region, referring to budgets, coverage and volume through the team.
To achieve volume and value objectives of the assigned region within budget, time and policy parameters through efficient control of distributor network under charge.
To achieve market share objectives.
Activate and Manage Sales infrastructure, Re-distributors, Super Distributors, Distributor Salesmen, etc. as per aligned activation objectives.
Planning New Product Launches and ensure effective execution of launch.
To ensure accurate Sales forecasting for the region based on sound analysis and support the supply chain team for correct planning.
Establish policies that promote company culture and vision. Instill cost optimization measure and other processes
Distribution:
To effectively manage C&F agents/ Super Stockist with periodic monitoring of sales, collections and services.
To achieve numeric and weighted distribution objectives through stable trade channel partners.
To review distributors ROI and thereby ensuring healthy earnings and also meet channel margin objectives.
Ensure hygiene factors i.e. timely claim processing for the distributors/CFAs with the help of the Regional Sales team.
To create urban and rural aggressive rural penetration/ coverage plan and thereby achieving it through innovative distribution models.
To effectively use merchandising tools in the market and attain desired visibility.
Monitoring Competitor & Sales Development Activities:
Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends.
To effectively plan & execute various sales development activities required to meet the business objective.
People Management, Coordination & Management Information:
Hire, train and appraise sales staff in line with the company policy.
Managing and mentoring sales teams to enable achievement of pre-set targets.
Develop and coach the team to take on higher responsibilities; identifying training needs and potential.
Lead Sales team to encourage maximum performance and dedication. Plan to achieve primary target and tertiary of our product from retail outlets by deputing promoters and offer lucrative scheme for customers and display of the products, keeping in the mind of nearest competitors.
Conduction of monthly meeting with sales staff to review their present performance and fix target for next month.
Processing of TA / DA bills of the entire sales team and ensuring timely release of sales team TA/ DA bills and distributer/customers claims and marketing expenses reimbursements in time
Preparation of various types of MIS report related to Primary & Secondary sales and Sales details of location wise, Party wise and our field staff wise.
Liaising with Accounts & Finance to ensure for timely release of payments to all CA / C&FAs
Ensuring all field staff sends their DSR report on daily basis and consolidate the same and sends the consolidated report to the top management for review
Participated in execution of sales strategies. Co-ordinate with internal departments diligently
Prepared different kind of monthly MIS reports, clear sales analysis, as well as sales reports, sales order status, sales agreements, in-time proposals
Achievements:
Adopted proactive approach to sales –promotions – contacted regional sales team for order status
Contributed insights to marketing activities, promotes and monitored responses
Optimized sales by collecting and analyzing information – Performed trend monitoring and performance assessment
Organization: Kent RO System Ltd.
Designation: All India Sales Coordinator Duration: Feb 2009 -Mar 2010
Kent RO System Ltd is one of the leading companies dealing in water purifying, air purifying and water softener business with an annual turnover of 1000 crores.
Key Responsibilities:
To assist All India Sales Manager on his correspondence to the sales team, distributors and other internal departments
Finalization of the schemes on various products for next month as per the guidance provided by the management
Review the performance of the field staff and distributors and submit a report to the management for review and necessary action
Preparing the tour plan of RM & ASMs with the help of All India Sales Managements and doing the follow up with all the concerned for their market report
Responsible for obtaining the Projected sales figures from RMs for next 6 months and evaluating the actual performances vis-a-vis the actual performance
Responsible for maintaining location wise/ region wise Primary & Secondary sales details
Ensuring timely submission of claims by the distributor and settlement of the same by the accounts team
Responsible for checking and processing of credit notes & TA DA bills of the field staff and forwarding them to the management
Organization: Candico India Ltd
Designation: Commercial Officer Duration: Dec’1999 – Jan’2009
Candico India Ltd is a leading manufacturer of confectionery items and also does the contract manufacturer of reputed Indian & MNCs with an annual turnover of over 100 crores.
Key Responsibilities:
Responsible for dealing with all the key accounts of MT and ensuring supplies of stocks as per the P.O. received
Responsible for imparting training to Promoters regarding sale of company’s productions and also ensuring proper display / Merchandising of Candico’s products by its key customers
Responsible for opening of new outlets and ensuring all the promo material are supplied to them on time
Ensuring all key accounts pass on the schemes offered on various products to the end customer
Responsible for day to day operations of depots and also responsible for management of inventory as per requirement at Depot & Stores level
Responsible for preparation & Circulation of Price List & Scheme Chart applicable for different Channel partners as well as for Modern Trade
Responsible for reviewing the performance of sales team vs the target and submitting the detailed management for review
Ensuring timely submission of claims with proper supporting by all the distributors and verifying and submitting the same to Accounts Dept. for settlement of claims
Organization: Nexus Agro Oil India Ltd
Designation: Area Sales Executive Duration: May 1998 –Nov 1999
Nexus Agro Oil India Ltd is a manufacturer of Coconut oil with an annual turnover of 30 crores.
Key Responsibilities:
Responsible for monitoring distributors performance, sales promotion & management for entire sales team to achieve the sales target
Responsible for sales Analysis and review of Sales team & Distributors performance on monthly basis
Responsible for visiting Retailers and Wholesalers to take orders and collection of payments
Ensuring availability of stocks at all wholesalers & Retailers
Responsible for preparing the beat plans for the sales team of North region and imparting training to the new sales persons
Monitoring competitors activities and providing feedback to the Regional Sales Manager to come out with action plan to counter competitor action
Organization: Bakeman’s Industries Ltd
Designation: Officer – Sales & Services Duration: Mar 1993– April 1998
Bakeman’s Industries Ltd is a manufacturer of Biscuits and Breads with an annual turnover of 300 crores. Bakeman’s was the second largest manufacturer of Biscuits in India.
Key Responsibilities:
Responsible for assisting Regional Manager in projection & planning of sales for next quarter
Responsible for working out the cost of schemes as well as cost of fields force and share the same with the management
Ensuring timely submission of claims by distributors and timely settlement of the same by Accounts Deptt.
Responsible for preparation of distributor wise outstanding on fortnightly basis and providing details of overdue payments to Regional Sales Manager & Accounts department for necessary action.
Responsible for preparation of various MIS reports for review by Management
Ensuring timely submission of TA / DA bills by fields force and processing and submission of the same to Accounts Dept. for releasing the payment
Coordination with Authorized Dealers & Field force for on daily basis regarding primary sales
Organization: Pan Foods Ltd.
Designation: Accountant Duration: Nov’1990 – Feb 1993
Key Responsibilities:
Preparing all types of vouchers
Responsible for raising invoices as per the indent received
Maintaining Debtor’s & Creditor’s ledger
Responsible for banking transactions
Responsible for monthly stock take at Depots
Responsible for preparation of Trial Balances
Academic and Professional qualifications:
PG Diploma in Marketing Management from IGNOU in1998
B. Com from Ranch University, Jharkhand in 1987.
Computer Proficiency
ERP Solution (Supply Chain Management), Tally 7.2 ERP
Microsoft office, MS Outlook
Personal Details
Date of Birth: 15 January 1968
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