Profile
Goal-Oriented professional with 22 years of experience in Sales , Marketing Outstanding performer in delivering very high levels of sales. Strong abilities in team building and training, exceptional motivator who believes in team work with an extensive knowledge in Customer Relationship Management… Experience in FMCG, OTC Products, Health & Wellness sector and additional experience in Institutional Sales , Modern Trade, Retail Sales…
Committed to implementing quality Improvement techniques and a proficient knowledge in Retail Auditing.
Career Objective :-
With a Brilliant performance in the sales & marketing sector and a distinguished level of achievements, I aspire to render outstanding performance in the apex levels of MARKETING & SALES at PAN INDIA or International level as Business Head , handling Sales & Marketing management respectively. My strongest qualities include:-
• Exceptional performer in Customer capturing and Market growth and penetration
• Excellent team handling and team management skills
• Goal-Oriented team leader who believes in team work selective performance levels
• Proficient performer at Brand building and Business Development
• Quick decision maker with innovative sales techniques
• Expert at training the professionals on job
Professional Experience
UNIFARMA Global Consumer
Feb’15
A European MNC from Latvia – General Manager Sales & Marketing
Area of Operation : – Pan India
Product Portfolio : – FMCG / OTC / Personal Care
Job Responsibility : – Sales & Marketing of Brands / Recruitment & Training, P & L / New Product launches
Reporting :- President India Operation
• Set up Distribution Network Pan India
• Recruitment Pan India
• Finalized Product Portfolio Category wise
• Pan India Launch at one GO
• Training & Induction
Assistant General Manager Sales & Marketing
Hamdard India
From August 2011 to Jan’2015
Heading Portfolio ( OTC / Cosmetic / FMCG ( Beverages) (Operation Area – PAN INDIA )
• Reporting to Chief Sales Officer ( CSO)
• Responsible for the All India sales operations , H-1 / H- 2 Division & HTF Division
• Average division business approx. 12.50 cr plus per month division turn over 150 cr.
• Total field strength H-2 division – 185
• Total field strength HTF division ( HTF – 30 BE’s + 2 BDM + 1 RSM )
• Average FMCG division monthly business – 8.33 cr (Excluding SRA)
• Total field strength H-1 division – 100 approx.
( Both division total turnover approx. 480 cr )
Achievements in Hamdard India ( HLI) :-
• Successful implementation of 2- Tier distribution system from 3-Tier system
• Successful appointment of 15 CFA’s at Pan India level
• Realignment of territories done as per productivity
• Three division created successfully ( H-1 Pure FMCG , H-2 FCMG & Medicine OTC & Hakim Task Force –HTF division )
• Business achievement of H-2 division in 2011 was 100 cr (98% Achievement)
• Business achievement of H-2 division in 2013-2014 is 144 cr with 13% growth
• Cosmetic Portfolio ( Achieved 12% growth )
• OTC business – Touched 42 cr mark.( 2013-14)
• Brands Achievement ( Cinkara – 13cr , Naunehal Gripe Syrup – 5cr , Joshina – 6 cr and Saduri – 2 cr)
• FMCG portfolio – SRA – 206cr , Safi – 45cr , RBS – 42cr.( 2013-14)
• Traditional Medicines Achievement – 102 cr approx.( 2013 – 14)
• Successful launch of New Brand Jigreen ( Liver protective) 2 cr in two years.( 2013-14) & Gastro Brands
• Developed culture of secondary sales in Hamdard
• CME concept was implemented successfully – 35 CME’s conducted on pan India level
• Started Mini Clinic concept – 40 clinics’ opened at Pan India level
• Successfully implemented – Appointment of ISR’s program me ( Exclusive salesman for Hamdard)
• HTF division awarded as best upcoming division in the year 2011-12
• Training of BE’s / ASM’s – Developmental program me’s initiated.
• Sample & input finalization for field force
• Designed Visual Aids for HTF team aligning Marketing team
• BTL & ATL – activities initiated for OTC brands
• Started monthly Review meeting of ASM/ RSM / SM
• Designed DCR for BE’s .( Business Executives)
• Finalization of brand advertisement ( Media & Print) for focus brands along with Marketing
• Successful – All India sales meeting conducted at Jim Corbett / Lavasa
• Recruitment of Field Force – BE / ASM / RSM / HTF BE / DR’s
Zonal Business Manager – North India ( 3rd Line)
April 2009 – August 2011
( IPCA – Activa Division ) Delhi , Rajas han Punjab , Haryana, Himachal & J &K
• Responsible for the management of a team of 100 people ( 3 – Regional Sales Managers , 15 – Area Business Managers & 82 – Business Officers )
• Reporting to General Manager Sales and Marketing
• Average Business of Rs 1.60 crore per month
• Role includes Recruitment , Training , Induction & Appraisals of PSR’s , ABM’s & RBM’s , Budgeting , Stockiest Appointment
• Customer Relation Management ( CME’s BMD Camps, DGM’s) with ROI analysis
• Review meeting of ABM’s & RBM’s
• Stock Management
• New Product Launches
• Budgeting
• Institutional Sales
• Induction of RBM’s and ABM’s
Training of Psr’s and Business Officer’s
Zonal Sales Manager ( 2nd Line)
Oct 2004 – March 2009
Wockhardt, Lucknow (Entire UP & Uttaranchal )
•Responsible for the management of a team of 51 people ( 6 – Regional Managers & 45 Territory Managers ) including their sales performances and target achievement
•Reporting directly to VP sales
•Average business of Rs 1.20 crore per month
•In charge for the raising of a new team when required, Interviewing, Induction, Training and Appraisals
•Maintained a genuine relation with the clients and the team to foster the sales levels
•Successfully held new product launch meetings in order to promote the product and to conquer the market
•Conducted sales review meetings for the Territory Manager’s and Regional Manager’s and suggested them in the areas they need to concentrate
•Held responsible for the Stock Management and Collections of payments and the Return on Investments
Area Business Manager, Dr. Reddy’s Labs
Jan 2000 – Sept 2004
(Covering entire Rajasthan, Natura & Xenura Div )
•In charge for a new Team-Building in order to achieve the sales targets
•Held liable for the sales target achievements
•Even handled the training sessions that were required by the sales team to pioneer the market
•Managed the team in holding a very good Customer Relationship in order to increase the market for the company and achieve the sales targets
•Held liable for conducting the Doctor’s group Meeting’s. And introduction of new business strategies
Medical Rep & Field Sales Executive
AMERICAN REMEDIES LTD- Natura Div
Sept 1994 – Nov 1999
•Responsible for the achievement for the sales targets
•In charge of the retail auditing for product sales monitoring
•Liable for the Prescription Generation in order to increase the sales levels
•Implementation of strategies to develop sales
•Started career from Jaipur ,launched places like Alwar ,Bikaner, Ajmer ,Kota, Sriganga nagar
•Field Sales Executive at Varanasi covering Allahabad & Gorakhpur
•Field Sales Executive covering two places of Bihar, Ranchi & MUZAFFARPUR
Selected Achievements
•Applauded for my achievement in launching new products( Nutraceuticals) such as Antoxid, GLA-120, Mega-3 and Ebiza-L.( AMERICAN REMEDIES & DR REDDY’S )
•Recognized and selected as the outstanding performer in the Northern region for a new product launch, Ebiza-L.( DR REDDY’S )
•Felicitated with the all India Nadoxin Rolling Trophy in the year 2004 and 2005 ( WOCKHARDT )
•Awarded as B+ABM in 2001-02 and A+ ABM in 2003 for the over achievement of the sales targets
•Was promoted as FSE within a short span of 3 years and was confirmed as FSE within 6months for my elevated levels of target achievements
•Zone North achieved Etova Goa trip for highest sales ( IPCA – ACTIVA )
•Successfully launched Hamdard Exclusive Shelf concept in Delhi
The Success Era of my Team under my Team Lead :-
•Eight Territory Managers being qualified Chairman’s award and for a foreign trip for their exceptional performance levels in sales in 2005
•Two Regional Manger’s and Eight Territory Manager’s being felicitated with the Chairman’s Trophy for their target achievement in 2006
•Annual Zonal performance for 2006 was 108% with 33% Gr, and 2007 was 102% with 27% Gr
•Winner of Chairman’s award for the year 2007 for outstanding sales performance for the year & a foreign trip to Bangkok
•Annual Zonal Performance for 2008 was 105% with 22% Gr.( WOCKHARDT )
North Zone achieved 101% with 26% Gr for the year 2009-2010.(IPCA ACTIVA)
Professional Training
Mercury Gold Man’s training program on Selling Skills, Agra
Competency based Interviewing Skills training & certification program, New Delhi
Zonal Manager’s training workshop on Selling Skill’s, Calcutta
Undergone Regional Manager’s Development Program, Luck now
Provides training & Induction to RM’s & TM’s with E-module
Product strategy meet at Mumbai in Feb 10
Homi Mullah training grid – skills program me at Lonavala in September 2010
Qualifications
1993 – Post Graduate Diploma (Marketing & Sales)
Bhartiya Vidya Bhawan, Bombay
1993 – Bachelor Of Journalism & Mass Communication)
Kota Open University, Kota
1991 – MA (English Literature)
Govt College Kota Affiliated to Ajmer University
1989 – Bachelors of Arts (Social Science)
Osmania University, Hyderabad
