Manager Sales Development Coordinator

Anil Sharma

Contact No.: +91-896******* ~ E-Mail: **************@*****.***

Seeking senior managerial assignments in Distribution Management / Sales & Marketing / Business Development / People Management with a leading organization of repute.

Career Abstract

An astute & result oriented professional with approx. 24 years of extensive experience in Distribution, Business Development, Sales & Marketing, Relationship Management & Team Management with profit accountability in FMCG distribution network.

A keen planner with strong business acumen in devising strategies to augment business, streamline distribution networks & promote products for business excellence.

Proven skills for utilizing a fact-based, process-oriented approach towards reaching aggressive goals in support of cost, profit, service and organizational objectives.

Impeccable client management skills in developing relationships with key decision-makers; adeptness in expanding the channel repertoire; thereby ameliorating the growth of the organisation.

Matured & energetic leader known for ability to envision and create successful outcomes in complex situations.

An effective communicator comfortable interacting with multiple levels of organization & Management at various platforms with excellent relationship building & inter- personal skills coupled with a highly cheerful outlook.

Business Skills

Strategic Management:

Strategising business directions ensuring profitability in line with organisational objectives.

Formulating business plans for overall development & accomplishment of top and bottom-line profitability.

Sales Administration / Business Development:

Analyzing business potential, conceptualizing & execute strategies to drive sales, augment turnover and achieve desired targets. Monitor competitor activities and devise effective counter measures.

Forecasting sales targets and executing them in a given time frame.

Identifying & networking with prospective clients; generating business from existing accounts; achieving profitability & increased sales growth.

Channel Management / Distribution:

Enabling business growth by developing and managing a network of Channel Partners across assigned territories for deeper market penetration & reach.

Guiding and training Partners to accomplish set revenue & business targets by deploying company strategies & programmes to the core.

Maintaining strong relationships with existing partners and taking continuous feedback from them.

Product Promotion/Launches/ Brand Management:

Devising & implementing marketing plans & activities for successful launching of new products within budgetary allocations in sync with local characteristics & appropriate media selection

Ensuring maximum brand visibility and capture optimum market shares.

Collating information on product performance, market presence and brand positioning.

Client Relationship Management:

Managing customer centric operations by achieving delivery and service quality norms.

Identifying improvement areas and implementing measures to maximise customer satisfaction levels.

Building and maintaining healthy business relations; ensuring high customer satisfaction by achieving delivery & service quality norms.

Team Supervision:

Leading, mentoring & monitoring the performance of the team to ensure quality efficiency in business operations and meeting of individual & group targets.

Creating an environment that sustains and encourages high performance; motivate teams in optimizing their contribution levels

Organisational Scan

Since 21st March 2022 working as General Manager Sales & Operations with M/s. Namdhari Industrial Traders Pvt. Ltd. 515/5. Industrial Area B, Over Lock Road Ludhiana, Manufacturers of Transmission Line Towers, Sub Station Structure up to 765 KV, Telecom Towers, Railway Electrification (OHE/TSP/SPS/PROTAL/MAST & Special type etc.), GS Fasteners MS & HT and Foundation Bolts for Transmission line, Railway & Road Infra etrrc from 8 mm Dias to 100 mm Dias & HDG Cable Trays & Gratings.

Key Accountabilities

Handling the Sales & Operations of Company with an annual turnover of approx. 220 cr. INR.

B2B Segment

Manage the purchase & stock Inventory of Raw Material.

Manage Planning

Manage Production status

Manage Dispatch of Goods to Parties.

Manage Payment Status of Parties.

Manage Sales through India Mart, Trade India & Just Dial.

From Jan 2020 to March 2022 with Coca cola FBO (one of the Largest bottlers of Punjab Ludhiana Beverages pvt. Ltd.) as Assistant General Manager

Key Accountabilities

Handling the Sales & Distribution of Coca Cola soft drinks in Rural territory of Moga, Sangrur & Barnala districts in Punjab with an annual turnover of approx. 180 Cr. INR. (Handled the S & D for the districts of Ludhiana, Jalandhar, Moga & Sangrur district)

Sales & Distribution Management: - (Profit Centre Role)

Identification, qualification and to pursue the business potential & opportunities ( Rural) as per the targeted plans.

Strategizing and management of market share enhancement

Distribution & Advertisement expenses control

Management of best before date products

Management of FIFO at depot and distributor level.

Credit Control.

Channel Management: -

Market mapping and Conceptualization & implementation of the correct strategy for right channel mix

Management of Numeric & Weighted distribution

Analysis and input for the channel health (ROI)

Marketing/ Brand &Chilling Strategy management: -

To ensure the implementation of the area wise marketing calendar

To ensure the execution of the appropriate product positioning and promotions.

To conduct the distributor/dealer meets at specific timelines.

To ensure the maximum utilization of various assets (chilling equipments) at market place.

Team Management: -

Handling a robust team of 50 employees comprising of 1 Account Development Coordinator, 3 Area Sales Manager,07 Field Executives, 37 Rural Sales Promoters,02 Pre Sales Representatives, 2 merchandisers,, 1 Marketing Development Coordinator, 1 Marketing Equipment Coordinator, 1 Marketing Executive, 1 Product Availability Coordinator and 1 MIS executive.

From Jan 2014 to Jan 2020 (06 years) with Coca cola FBO (one of the Largest bottler of Punjab Ludhiana Beverages pvt. Ltd.) as Sales Manager.

Key Accountabilities

Handled the channel sales for 16 distributors for selling all brands of coca cola covering more than 12500 retail outlets also Handling 55 key accounts in my territory.

Provide guidelines to direct Sales & Business Team for establish trade coverage, Distribution and Business in line with Annual Business Plan.

Identified and ensured the correct implementation of the basic parameters of distribution: - Market Coverage, Outlet Coverage and Resource Management.

Established the right channel mix in terms of distribution & infrastructure set up and utmost utilisation of the same.

Efficiently handled the day to day operations e.g. ASP control, long term inventory management, End of life product management, distributor’ & trade’ claims settlement, team productivity measurement, Channel health analysis (distributor’ ROI), conceptualisation & implementation of localised marketing activities etc.

Handled a dynamic team of 3 Area Sales Managers, 7 Sales executive, 37 Market Developer’s.

.Overall Circle management & control: -

Business Profitability

MOP control

Credit control

Account reconciliations control

Schemes & marketing budget control

Numeric & weighted distribution management

Market share enhancement

Notable Accomplishments

Successfully carved out the robust distribution channel in all 05 districts of the circle by selecting the right channel partners at strategic locations, corrections in manpower deployment, right product positioning & resolution of the previous trade issues.

Achieved increase in all the parameters of distribution i.e. geographical coverage, market coverage, WOD, DOD & finally a stable sales.

From July 2012 to Dec 2013 (1.5 years) with Coca Cola FBO Unit(AGRA)

Key Accountabilities

Won the accolades for driving the revenue through achievement of Primary & Secondary sales targets for NARTD & stills business in Agra.

Ensured the systematic coverage of the entire territory through direct and indirect coverage of the geography.

Through Area Sales Managers, appointed, trained, developed & retained the distributors and their representatives in the territory. Ensured that their contribution to the business is as per business plan.

Evaluated at regular intervals- the services/schemes rendered coverage & distribution gains and financial status of the distributor.

Monitored competition regularly through checking the prices & activities of competitors and provided the feedback to top management with all relevant details / samples and local activities snap shots.

Handled reporting /administration through maintaining contacts with management on regular basis, discussing issues, following instructions and meeting all deadlines of reporting schedules, ensuring that they are timely & accurate.

From Feb 2011 to June 2012 (1.4 years) with Coca cola FBO (one of the Largest bottler of Punjab Ludhiana Beverages Pvt. Ltd.) as Sales Manager (URBAN Towns).

Key Accountabilities

Efficiently integrated & managed a team of distributors, Stockiest, 16 PSR (Off Rolls), FE(On Rolls)

Successfully planned and Implemented the section’ Sales & Distribution plans through Market coverage, Outlet coverage & quality infrastructure.

Efficiently managed the correct mix of drivers, which helped in taking the organization to its leadership position in the territory.

Established high impact presence of CSD & Juices with water focus brands in premium hotels, restaurant & Café’s in various cities under command.

Planned and implemented various demand creation activities for grocery focus products (Railway’s, Hospitals & Offices Canteens, participation in temple festivals/school fête etc) which were further implemented across Branch territory.

Received accolades for successfully leading the team to launch various Soft drinks & Juices product portfolios.

From Feb 2010 to Jan 2011 (1.1 years) with Bonn Foods Industries as RSM (Punjab & Himachal Pradesh)

Key Accountabilities

Efficiently managed the distribution of all 4-profit centers, namely-- Mainline, Bakery Products, Foods for Urban/Rural Distribution System at various locations in Punjab & Himachal Pradesh .

Applauded for the correct and timely implementation of the Area Growth Agenda and plans in the territory.

Recognized for addressing and attending the training & development requirements of the team members.

Handled various promotional activities in the territory.

Handled inventory management.

Demonstrated the skills in analysis, planning, execution & achievement of sales in the territory through dealer and retail network.

From Feb 1996 to Jan 2010 with Coca cola FBO (one of the Largest bottler of Punjab Ludhiana Beverages pvt. Ltd.) as Area Sales Manager (URBAN Towns).

Key Accountabilities

Efficiently managed the distribution of all 4-profit centers, Increased Rural Penatration from 35% to 85%. CAGR for 5 Years was 25%.

Awarded Foreign Trip in 2007 against highest growth in 2nd qtr 2007.

Responsible for Urban /Rural Distribution System at various locations in Punjab e.g. Ludhiana,Jalandhar,Hoshiarpur,Barnala,Sangroor,Amritsar,Bhatinda,Nawashahr etc.

Applauded for the correct and timely implementation of the Area Growth Agenda and plans in the territory.

Recognized for addressing and attending the training & development requirements of the team members.

Handled various promotional activities in the territory.

Handled inventory management.

Demonstrated the skills in analysis, planning, execution & achievement of sales in the territory through dealer and retail network.

From July 1992 to Jan. 1996 with M/s Majestic Auto Pvt. Ltd. Sister concern of HERO GROUP as a Sales Assistant.

Educational Credentials

MBA (Sales &Marketing) Kurukshetra University, Kurukshetra (HR) 2007

B.A (Economics) Himachal Pradesh University, Shimla (HP) 1992

Personal Dossier

Date of Birth 12th March, 1969

Languages Known Hindi, English & Punjabi

Passport Available on request

References Available on request

Married Status Married

Domain Skills

Distribution Network

Strategy Planning

Business Tie Ups

Sales & Marketing

Business Development

Product Promotion

Revenue Expansion

Client Relationship Management

Team Management

Contact this candidate