HEAD - SALES & BUSINESS DEVELOPMENT
FMCG
مجموع سنوات الخبرة :21 years, 3 أشهر
Recruited to lead startup of Eastern region and managing a 4-member team. Grow market share by increasing gasket product-line sales to warehouse distributers and retail stores.
Results:
• Increased territory sales from 5 Lacks per month to 25 Lacks per month within two years by increasing width of distribution
• Appointed 50 distributors dealing with FMCG products within two years
• Launched different variants to increase the volume of sales
Overall profitability of the Branch/Circle & handled team of Sales, Training, Admin & Operations
For each Circle handled seven branches & seven branch managers & managed a total team of 130+ reporters apart from 2000+ financial advisors
Managing and designing local promotions and schemes for generating more business for the location and the company
To Improve productivity of BM, FLS and FCs by doing a daily review of bottom 20% to ensure Lower attestation and PIP exits
To ensure meeting FLS productivity, FLAG and Incentives to ensure meeting branch targets on renewals, new business, no of policies, active cfc’s & new cfc recruitment.
Results:
• Was awarded the best performer Territory Manager from Asansol territory for best “FLS productivity” in 2009-10 & from North Bengal territory in 2010-11.
• Recognized as the Star Performer ( Circle Pan India ) 2009 felicitated by Chief Executive Officer
• Achieved best performer award in terms of low attrition & pip exits from Asansol circle in 2008-09 & from Durgapur circle in 2011-12
• Maximum flag qualifiers & foreign trip qualifiers from Asansol territory in the year 2009-10
• Handled an average business volume of 30 lacks p.m by maximizing recruitment & activation of inactive cfc’s
Overall responsibilities was to Town Launch preparation, Town mapping, Distribution set up, Target setting town wise, Competitor activity tracking, Mis reports, Activation & Handset Bundle Offer, Training & Communication, POSM display, Daily/Weekly/Monthly/Quarterly Report, Team Building & Performance Management.
Total reporters 30 no’s including Area sales managers, Territory sales managers & pilot salesman
Results:
• Launched 131 towns within a span of fifteen months in entire South Bengal urban & rural
• Best performer in terms of successful town launch with highest Activation 400+ in a single day
• Appointed 40 distributors to cover rural markets
Overall responsible for Sales & Business development for both States
Total reporters 9 Sales Officers including Orissa & ROB
Handled 2 CFA & 170+ distributors (Fmcg + Pharmaceuticals)
Achieve weekly and monthly Primary & Secondary Sales targets
Plan & implement fmcg Distribution Infrastructure for new market coverage
Drive Numeric Distribution & Geographical Expansion
Efficient stock management at CFA stock points. (FIFO)
Competition tracking.
Effective implementation of sales management systems.
Training of Sales force & People management.
Results:
• Surpassed sales goals by 34% in 2004-05, 21% in 2005-06 & 17% IN 2006-07 over target.
• Appointed 34 new FMCG distributors in Orissa & 27 in ROWB in the year 2004-05 which helped over achievement products like Ultra Clearasil, Soaps, Strepsils, Strepsils Icy, Lacto calamine, Tetmosol soap.
• Awarded as the” Best ABM Pan India” for superior performance in 2004-05 in Clearasil, Soaps, Strepsils, Strepsils Icy, Lacto calamine.
• Awarded as the ‘Best ABM Pan India’ for Highest Sales Growth in the year 2005-06
Responsible for Business Development in the assigned territory
Achieve weekly and monthly Primary & Secondary Sales targets
Daywise Secondary target monitoring of distributor salesman
Plan & implement Distribution Infrastructure for market coverage
Claim settlement
Drive Numeric Distribution & Geographical Expansion
Handling existing distributors & appointing new distributors
Competition tracking
Training of Distributor Sales force
Results:
• Appointed 10 new distributors in Orissa & 7 in Jharkhand for better coverage of market
• Awarded best Sales Officer in 1998, 2001, 2002 & 2003 in terms of Primary Sales achievement
• Ranked among top 10 Sales Officer Pan India in terms of performance throughout Heinz tenure
• Received 17 no’s Appreciation letter from VP-Sales during Heinz tenure
• Achieved highest Glucon D & Nycil primary of 2.2 crore against target of 1.7 crore in Jan - March 2003. Pan India no 1 in terms of Tgt v/s Acv
• Launched New variant Farex, Heinz Ketchup, Glucon D biscuits, Complan biscuits, RTD over achieving targets
Over profitability of the Branch
Responsible for both Sales & Service productivity
Handled 3 Salesman & 3 Service technicians
Results:
• Achieved highest no of Symphony Cooler sales 850 nos in March 1997 (Approx value 34 lacks)
Direct, Industrial & Institutional Selling
Overall Target Achievement in New Business, Maintenance & Repair Contract from Retail, Private & Govt Sectors
Results:
• Member of 100% Club in 1993, 1994 &1995 in terms of Target v/s Acv in New machines
• Pan India topper in 1994 (highest new machine sale achieved of 148 no’s)
• Achieved 30 new machines in a single month March 1995