Leading offline Go to Market strategy and execution. Designing coverage model with focus on presence in the right retail environment with the right assortment. Building and developing sales force skills. Trade Marketing with ownership of overall P&L for offline channel business.

Handling the states of Maharashtra, Goa, Gujarat, MP, Chhattisgarh,Rajasthan, AP, Telangana & Karnataka with a team of 22 Managers and 110Sales Officers.Responsibilities include:Delivering Sales and gross margin targets.Close interaction with finance to ensure timely cash flow requirements.Intense collaboration with Supply chain to ensure healthy NWC throughaccurate demand planning and efficient logistics.Use internal and Nielsen data to identify channel – geography – categorylevel opportunities and devise both strategic and tactical interventions.Direct coverage expansion, managing channel partners, training, andmonitoring large sales team.Managing a direct distribution network of 5 lakh outlets over 750 directtowns and 50000 villages.

Led the first journey from manual to digital capture of IMS data. In collaboration with vendor ‐designed from scratch a Sales Force Automation App covering 250 Sales Officers and 2000 Salesmen across the country.Designed a uniqueDeep Rural coverage model with PJPs at every sub district level – with an objective to reach 100% population living in towns & villages above 1K population.Developed rich source of data and analytics for Sales team to devisedistribution and growth strategies.

As Sales Head of West Zone, I was a part of senior leadership team that embarked on a 360 redesign and transformation of Sales strategy and Distribution structure.Tasks:Set up a robust and widespread distribution network. Tap all channels to maximize growth and de‐risk business from over dependence on one channel.Build a Sales team equipped with top class skills to manage and drive a strong process‐oriented distribution network.Train the team on the best practices to drive business growth through strong and efficient execution of sales strategies.Develop and improve quality of Channel partners. Appoint distributors with required channel specialization.Use internal and Nielsen data to identify channel – geography – category level opportunities and devise both strategic and tactical interventions.Execute all strategies with a keen eye on cost – focus on growing categories with higher gross margins.Manage transformation and skilling up of long serving employees with right combination of training, push, and sensitivity.Achievements:Built a frontline sales force of 600 salesmen to support the large distributor network set up in all towns with greater than 50K population whichaccounted for 50% of sales.Built up Super stockist channel from scratch – 104 Super stockist and 1500 Sub stockists – which started accounting for 17% of overall sales.

Recalled to West zone to handle emerging business challenges in the state ofMaharashtra ‐ the largest and the most keenly contested state for RB.Managed a deep overhaul of the distribution network , addressed ROI issuesof large business partners by optimizing distribution costs and broughtbusiness back to national level growth.

As Zonal Sales Manager, South led the first test integration of RB business with the newly acquired Paras Pharmaceuticals. The task involved close interaction with senior management of both RB and Paras. The learnings from the hits and misses helped RB design a robust and comprehensive integration strategy for the rest of the country.

Became the first ranker to break the glass ceiling and get the Regional Trade Marketing Manager role ‐ opening the door for many others to get into this role in future. Propose regional interventions to Corporate Trade Marketing team basis observing ground level activities ,analyzing internal sales and Nielsen data to push back competitive threat / gain advantage. Managed a BTL annual budget of approximately INR 36 crores involving trade schemes , activations , field force contests and incentives , OOH etc.

First Sales Officer to be promoted to Area Sales Manager from the newlyadopted process of "External Assessment Centre" by RB in January 2004.Led Punjab team to the No.1 ASM Area title in RB in 2008.

Various sales roles in Gujarat & Mumbai