Sunil Saharan Email and Phone Number

- Providing overall leadership & management to strategize and operationalize business plans to achieve business and financial targets with a cross-functional & multi-cultural team of 435 people including 55 direct and 380 indirect Sales Team with an annual turnover of 65 million USD- Spearheading P&L activities; impacting organisation profitability through effective strategic and tactical management decisions and ensuring achievement of Top Line and Bottom Line objectives- Providing strategic direction for the Myanmar operations in all operational elements of the business including Sales, Marketing, Finance, Human Resource, RTM Strategy, Trade Marketing and Supply chain- Providing financial oversight on revenues, expenditures, budgets, sales forecast, inventory management and economical results of Myanmar business; monitoring all products distribution, Marketing Plan (ATL, BTL and Trade Promotions)- Executing operational excellence and ensuring compliance to corporate requirements & local regulations- Formulating turnaround strategies towards assigned markets, thereby increasing turnover & capturing market share and driving operational excellence leading to profitable business model- Steering business planning & performance management of channel partners, including development and execution of joint sales plans; developing and appointing new channel partners/ dealers to expand product reach in the market

-Responsible for Establishing and implementing Sales and Distribution Strategy, Trade Marketing and Channel Development Strategy.- Leading a young and dynamic sales and trade marketing team of 400+ people.- Devising and implementing the Channel wise strategies for improving Visibility, Volume and penetration• Responsible for P&L Management and monitoring budgetary control • Handling product category –Health & Food Drink i.e. Ovaltine • Works with DKSH and Mega Lifesciences Thai Limited for implementation of route to market strategy formulated. Keep an eye on alternate route to market in the cost efficiency • Responsible for monthly demand forecast process and work closely with distributor’s team members to align bottom up sales forecasting by channel and SKU, and lead the S&OP meeting to ensure that the supply plan is in line with IMS and required stock level- Develop, Train and Calibrate talent - Regional Route to Market Support for SEADM Business Unit- Negotiation on contracts and Incentive of Distributor Partners - Scan the environment to understand competitor’s activities, Price water fall and regulatory issues

- Identify distribution opportunity / gap, and formulating RTM Strategy, i.e. channel / territory strategy, new distribution model or channel, new potential distributor etc.- Drive the Distributor(s) to meet its targets and deliverables by utilize Sales team Key Performance Indicators (KPI) that drive desired behavior of the distributor’s team members - Responsible for monthly demand forecast process and work closely with distributor’s team members to align bottom up sales forecasting by channel and SKU, and lead the S&OP meeting to ensure that the supply plan is in line with IMS and required stock level- Negotiate and finalize term and agreement with the new distributor - Develop an implementation plan, KPI enforcement and incentive plan to ensure the achievement of the desired number in business plan - Ensure good relationship with distributor’s team members to get full support on implementation of sales project - Ensure that the distributor / business partner provide right infrastructure to cover the market work and has the highest quality service level for Ovaltine.

- Leading Myanmar Consumer Goods Department with annual Business turnover of 18 Mio USD - Responsible for P&L Management - Leading a team of 125 people with 2 Regional Sales Manager and 9 Territory Sales Manager, 2 Project leads and 1 Product Executive- Handling product category – Coffee, Baby Foods, Blades, Battery, Health & Food Drink , Cosmetics. With Brands like Nescafe, Cerelac, Lactogen, Schick, Horlicks, Yardley, Enchanteur, Godrej etc. - Responsible for ATL activities for Yardley, Godrej and Enchanteur - Responsible for BTL activities like Gondola promotions/In shop branding/ GT Visibility /Outdoor Advertising/Sampling as per planned budgets. - Responsible for Trade Marketing plan. - Accurately forecast sales and maintain right level of inventory. Optimization of working capital.- Provide inputs to supply chain for stock movement to depots and follow with supply chain for purchase orders, Custom clearance and FDA approvals - Formulate Sales and distribution strategy for all channels i.e. General trade, Wet Market, Up Country Markets and organized trade

- To formulate Sales and distribution strategy for all channels i.e. General trade, Wet Market, Up Country Markets and organized trade- To make rolling forecast for next 7 months and discuss it with all concerns- Handling a team of more than 80 people with 5 Territory Sales Manager- Set the individual monthly, quarterly and yearly target for each Territory Sales Manager- Ensure implementation of strategies formulated- To ensure the proper execution of sales, discount and trading terms - Track on Inter depot movement from Yangon and To Track the CSL for Sub Distributor - Develop strong business relationship with trade and key account - Evaluate the performance and conduct of Territory Sales Manager within their jurisdiction and review accountabilities- Development & Training of Sales Force

- Heading the State of Jammu & Kashmir (Population- 12.55 Mio) with annual turnover of 22 Mio USD.- Develop Management Business Strategy in terms of Distribution, Brand, Visibility, Must Sell SKU, Activation, Trade marketing and Channel Strategy. - Handled a team of 65 people with 6 SO, 1 FSO, 1AM-Nutrition, 5 NO, 1 RTM Executive ,1 Activation Executive and 50 front line sales people.- Ensure distributor’s efficiency and effectiveness with effective distributor management. - Handled product category - Dairy, Fresh dairy, Coffee, Noodles, Infant Nutrition, Chocolates and Confectionery. - Increasing throughput of key outlets – by increasing visibility and constant activation- Monitor the effectiveness of Trade input and to manage budget Utilization by Distributor

- Heading Demand planning with the direct responsibility of chocolate, confectionary, food service and vending business- Responsible for demand planning accuracy, customer service level and freshness of stocks - Forecast in APO (Advance planning optimizer) with the help of statistical models and conducting MFR (Monthly forecast review ) with sales to arrive at consensus demand plan - Monthly cleaning of data basis inputs and maintaining learning log for use by other functions- Managing exceptions by conducting DSOR ( Daily sales operation review)- Designed differential CD norms for trade to service effectively and to reduce OOS at CD level

- To increase the depth and width of the distribution within the specified territory - To directly handle rural sales by coordinating with sales officers - To develop and implement distribution strategy for the geography in consultation with Area Sales Manager and Route to Market Manager - To develop new markets as per distribution strategy – Using Van sales operation - Works on the project to cover all town with population of 5000+ on Ghaziabad and Rampur road and in the process, we establish a strong network of Re-Distributors in this geography.

- To work in the close coordination with a team of sales officers, Area Sales Manager and Category Sales Management implementation of trade inputs, product sampling and activation activities.- To increasing the thru put of key outlets – by increasing visibility and constant activation- To monitor the effectiveness of Trade input and To manage budget Utilization by doing cost per case analysis at CD and SO Level- Review, update the trade program status, and identify issues, opportunity and ways forwards to improve execution level for better business outcome - Pre and Post evaluation with analysis of all trade promotion/ activation against the set KPI and submit to line management monthly.

- Responsible for achieving sales and distribution target in Ghaziabad region.- Responsible for implementation of Trade marketing activities with in the region. - Handling a team 8 distributor partners, 12 redistributors and Modern trade customers in Ghaziabad region.- Handling a team of 1 pilot sales man and 16 sales representative.- Monitoring distributor overhead expenses & profitability (ROI)- Responsible for giving on the job training/ coaching to SR to enhance their performance.

- Responsible for achieving sales and distribution target in Jammu/Srinagar region.- Responsible for implementation of Trade marketing activities with in the region.- Responsible for managing Jammu Depot and Sales Logistics for the state of Jammu & Kashmir. - Handling a team 17 distributor partners and 21redistributors with in Jammu/Srinagar region.- Handling a team of 2 Pilot sales man and 29 sales representative.- Monitoring distributor overhead expenses & profitability (ROI)- Responsible for giving on the job training/ coaching to SR to enhance their performance.- Responsible for handling consumer complaints.