VIPUL

Mobile: 9570077007 ~ E-Mail: vipul22virat@gmail.com

SALES PROFESSIONAL

Strategic Planning / Business Development / Sales & Operation/Start-up Specialist

OVERVIEW

 A highly accomplished professional with more than 8 years of extensive experience in Sales & Marketing
and Field Operations & Team Management.

 Presently working with Holostik Group as Assistant Manager.

 Extensive & enriching experience inDairy/Telecom /FMCG sales & territory expansion, sales planning,
infrastructure management ,activations, training & development, channel management.

 Keen strategist with expertise in managing operations with key focus on top & bottom line profitability
by ensuring optimal utilization of resources.

 Skills in developing relationships with key decision-makers in target organizations for revenue; distinction
of formulating & executing industry benchmarked management strategies.

 Proven track record of developing new business and maximizing market share to achieve business
targets along with revenue optimization.

 Proficient in developing & streamlining systems with proven ability to enhance operational/administrative
effectiveness and meet operational goals within the cost, time & quality parameters.

 Strong organizer, motivator, team player and a decisive leader with successful track record in directing
projects from original concept through implementation to handle diverse market dynamics.

AREAS OF EXPERTISE

- Strategic Planning - Sales & Marketing - Business Development

- Sales Promotions - Client Servicing - Lead Generation
- Innovative Initiatives - Channel Management -Team Management

EMPLOYMENT SCAN
Currently Working with Holostik Group As Assistant Manager Since Dec2020.

Significant Highlights:
• Increasing the Business Volume of Camphor in entire Delhi NCR/Haryana.

•To achieve the sales target in the assigned territory by selling existing and new products & developing the territory with
sustained growth

Key Roles and Responsibilities

 Sales planning: Translating the annual sales plan into quarterly, monthly, weekly, and daily operational plans and
developing sales targets (volume and value) for each sub-category of products for distributors in his area (to be
done in consultation with the Regional Sales Manager.
 Distributor management: Managing distributors to ensure primary sales plan is achieved as per defined category
wise sales plan
 Collections: Ensure timely clearance of outstanding payments from distributors.

Customer Orientation

 Product launches: Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction
with key retailers and through SOS
 Product feedback: Collecting and synthesizing feedback on Relaxos product portfolio in the context of competitor
products and providing appropriate recommendations
 Secondary feedback: Capturing the feedback of retailers on the secondary scheme, NPD, and distribution
  Distributor appointment: Scouting and appointing new distributors as per defined norms
 Distributor on boarding: Ensuring distributor gets all relevant post appointment support
 Distributor account management: Being the point of contact for distributors; monitoring product movement at
distributors by taking weekly updates from SOs of stock and credit limits
 Complaints management: Resolving complaints of channel partners inc. issues related to returns

People Orientation

 Effective leadership: Defining daily tasks (Target, Focus / NPD article, Scheme Comm. Etc.) for each Sales Officer
 Mentorship and supervision: Mentoring, coaching, and supervising company SOs
 Evaluation: Evaluating SO performance and creating customized action plan for each SO

Internal Business Process

 Outlet mapping: Leveraging the SO to build and periodically refresh the universe of footwear outlets in the assigned
territories
 Coverage improvement: Based on market visits, highlighting gaps in the market and developing an action plan with
SO.
 Retailer engagement: Conducting Retailer visits to observe and improve product visibility, availability of NPD/focus
articles, brand investments, and merchandising
 Orders and credit management: Receiving distributor orders, checking credit limit, and ensuring order details are
shared with the billing team
 Journey plan: Compiling market working reports from SOs and sharing them with the admin team
 Competitive analysis: Analyzing competitor initiatives and preparing action plans to counter competition
 Competitor schemes: Being up-to-date with the latest competitor trade scheme and giving scheme recommendations
to augment sales; communicating trade promotion schemes to SOs and Distributors
 Distributor exclusivity: Sharing intelligence on exclusive distributors who add/ are bound to add competitor brands in
their portfolio
 MIS reports: Preparing MIS reports for target vs actual sales and other objectives
 Reviews: Timely review of monthly/quarterly performance with RSMs, SOs, and distributors
 Sales forecasting: Providing sales forecast support to RSM
 Other strategic interventions: Focus on implementation of company's strategic objectives for assigned sales area

Behavioral

 Business Acumen
 Selling skills
 Market Knowledge
 Analytical skills
 Customer Focus
 Collaboration
 Adaptability
 Result Orientation
 Negotiation skills

From June19 to Aug20: PatanjaliAyurvedLtd as ASM (Dairy DIV)

Significant Highlights:

 Managing team of 12 Sales officer/executives, 12 PSR and 14 DSM to ensure proper distribution within the
defined zonal area for sales.
 Proper adherence of SOP for the organization in terms of MIS, Accounting, Daily Reporting.
 Overseeing the entire sales operations & marketing activities which includes Team building, Budgeting,
Logistic, CRM, Promotional activities at zonal level & costing to ensure as profit center zone.
 To understand properly the assigned area, total Nos. of distributors to achieve sales targets.
 Develop Sales plans and budgets to achieve or exceed the annual sales objectives for the company. Monitor and control
the sales budget to ensure optimum utilization of resources in the region.
 Generate sales of company products in the region through a team of salesmen in order to achieve or exceed the annual
sales targets.
 Conductregular market visits to check route coverage, competitor activity and continuously search for new opportunities in
order to increase sales in the region.
 Providedistributors and customers in the region with information about new or improved products and services in order to
improve sales in the region.
 Developand maintain an efficient distribution network to ensure the comprehensive availability of company’s products and
services across the region to achieve or exceed the sales targets.
 Establish and maintain an efficient distribution network to ensure the comprehensive availability of company’s products and
services across the region to achieve or exceed the sales targets.
 Co-ordinate and follow up with the storehouse supervisor to ensure that adequate inventory stock of product is maintained
for the Region in order to meet the sales delivery schedules and provide the distributors with superior levels of service and
meet the needs of the customer

KEY RESPONSIBILITIES:
Managing, training and motivating existing sales team to drive revenue growth.
Responsible for primary and secondary target achievement of the assigned area in following aspects:

Sales Target:
Monthly Sales planning and forecasting
Setting sales targets for individuals and team as a whole
Developing sales strategies and setting targets
Reaching the targets and goals set for your area

Customer support:
Establishing, maintaining and expanding customer base
Servicing the needs of existing customers/ partners
ATL / BTL activities to increase visibility
Collecting customer feedback and market research

Recruitments:
Recruiting and training sales staff
Allocating areas to sales representatives

From Nov 17 to May19:Vodafone as AM-Area Distribution

Significant Highlights:

 Administering the prepaid business in various locations of Bihar & Jharkhand.

 Managing a business of 20 Cr annually and 1000 retail outlet and 6 channel partners.
 Executing campaigns such as Retailer Training Program, FOS Training Program, Distributor Training Program, Canopy
Activities, Road Shows, etc.
 Recognized the Individual Excellence Award for Distribution Network.
 Recognized for winning the contest of Red Star for achieving the given acquisition target for the month of Nov’17 to
Dec’17.
 Recognized for winning the contest of Kaun Hai Tiger for achieving the given Distribution& Channel Management target
for the month of Nov’17 on B&J Circle level.

 Handling team of 3 Territory Sales Officers, Promoters, DSE and Retail Team Lead to ensure proper distribution network .
 Responsible for sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.)
 Responsible to manager off role employees.
 Responsible for availability of stock at retail while adhering to the norms
 Responsible for executing promotional activities for channel partners to drive sales
 Responsible for managing the sales through distribution to attain the market leadership in the given territory.
 Responsible for achieving zonal revenue target for the distribution channel across all products.
 Responsible for the regular meetings with the distributors, retailers, off roll representatives.
 Identify, recruit and on-board new channel partners within assigned territory
 Manage sales activities of partners to generate revenue.
 Coordinate with partners to create and execute business plans to meet sales goals.
 Analyse market trends and accordingly develop sales plans to increase brand awareness
 Evaluate partner sales performance and recommend improvements
 Educate partners about product portfolio and complimentary services offered.
 Address partner related issues, sales conflicts and pricing issues in a timely manner.
 Manage sales pipeline, forecast monthly sales and identify new business opportunities.
 Develop positive working relationship with partners to build business.
 Stay current with latest developments in marketplace and competitor activities.
 Communicate up-to-date information about new products and enhancements to partners.
 Develop process improvements to optimize partner management activities.
 Work with partners to develop sale proposals, quotations, and pricings.
From November 16 to November-17: CEAT LTD as Territory Leader-Distribution

Significant Highlights:

 Managing a business of 40 Cr annually and 300 retail outlet and 3 channel partners.

 Driving sales initiatives & achieving desired growth targets in his territory in 2/3W &PCR segment.
 Channel Management: Update sub-dealer mapping regularly to identify gaps, expand network and appoint new sub dealers
in untapped market.
 Develop relations with channel partners to ensure maximum visibility/coverage in-market.
 Conduct various BTL activities for influencers and sub dealers to increase secondary sales as per the monthly/quarterly
calendar.
 Conduct monthly planning and review exercises with the distributor and his sales force to maximize CEAT sales and
coverage.
 Prepare monthly journey plan for the distributors’ sales team in line with the requirements and follow up on adherence .
 Monitor market operating price and highlight issues being faced due to violations to senior management immediately .
 Deploy schemes and discounts as per the company policy and ensure it flows through to the last mile .
 Implement claims approval training given on the ground to enhance service levels at distributors .
 Manage teams effectively by building a healthy working relationship with distributors and their salesman to generate
growth.
 Follow and implement sales processes and reporting to management as per norms set by CEAT.
 Focusing on product visibility to distributors & retailers thereby, increasing the sale of the product range .
 Handling Primary and Secondary Sales.
 Ensure Distributor wise minimum of each stock.
 Handling distributor issues with regard to Claims, ROI, and trade service.
 Gathering Market Intelligence, tracking competitors’ activities and providing valuable inputs for fine tuning
marketing strategies.

From June15 to October16: BHARTI AITEL LTD as Territory Sales Manager

Significant Highlights:

 Driving Customer Market Share by driving prepaid activations to increase Share of Gross Adds through retailers .
 Driving Revenue Market Share by ensuring the recharge availability by increasing the retail width and also pushing all the
products of Airtel such as Airtel Money, 3G, Dongles (Data Card) etc .
 Strengthening Distribution by increasing the LAPU Selling Outlets, SIM Selling Outletsand Data Selling Outlets to the
maximum possible extent in the assigned territory.
 Driving the basic distribution parameters such as Channel Partner Management, Foot Plans, FSE productivity and Channel
Satisfaction.
 Ensuring maximum branding and visibility in assigned territory and capturing the retailer’s base to the maximum possible
extent.
 Execute channel sales activities to meet monthly revenue and net-adds targets .
 To educate the customers regarding company's schemes & products.
 To provide market feedback on competition, customer behavior and response to our marketing mix .
 Responsible for achievement of revenue targets assigned to distributors.
 Develop and maintain a robust and highly productive prepaid distribution and retailing infrastructure.
 To prospect and appoint new distributors to improve and strengthen the infrastructure as per plan in a fixed time frame .
 To increase the percentage of activating outlets in the territory
 To achieve the targeted sales directly/with the help of Distributor Sales Executive.
 Successfully commissioned.
 Enhanced the Revenue from 80 Lakh to 1.4Cr / month.
 Given growth over 200% during 2015 to 2016 as per as acquisition in terms of GROSS adds and become highest
incentive earner in South Bihar Zone.

Feb13-June15:Mother Dairy Fruits& Vegetable Pvt Ltd as Area Sales Incharge

Significant Highlights:

 Looking after West Delhi (Dwarka&Uttam Nagar) Market.

 Successful launch of fresh dairy products in the brand name “Cow Milk”.
 Awarded asBest ASI in 2013-2014.
 Increased the distribution network from 4 to7 distributors, added 10 new IC, with a retail network of
around 300 outlets.
 Managing team of 14 Salesman&3 promoters to do primary and secondary sales, develop product launch
strategies, introduce new products in the markets and sustain the sales effort after the product has been
launched in the assigned area.
 To achieve the sales targets through planning and installing Insulated Containers, identifying new retail outlets and review .
 To deploy the correct IC size so as to make optimal use of the IC based on the sales .
 Achieving the Sales Targets in the respective area.
 Implemented market intelligence & lucratively launched new products.
 To follow up for recovery from the retailer/ distributor if there is any dishonor/ discrepancy present in the cheque/ cash .
 To participate in the monthly meetings monitor and review the sales party wise and plan corrective actions in consultation
with the Zonal Sales Officer.
 To attend and resolve grievances faced by the retailers with regard to supply, indents, payments, etc.
 To attend and resolve customer complaints with regard to BVM, and PPM sold through the retail channel.
 To ensure that emergency demand of retailers is met by coordinating for supplies with the Dairy Control room, logistics,
and transporters.
 Ensuring supplies as per the indent and timings.
 To coordinate and arrange for painting and POP material.
 To provide suggestions for home delivery.
 Coordinate camps with the Consumer Information System.
 Managing smooth and efficient inventory management and control at distributor point.
 Retail Penetration.
 Beat planning.

SUMMER TRAINING

 Organization: Reliance Communication.

Duration: 18-05-2011to 07-07-2011
Project: “Customer satisfaction towards Reliance Communication”.

PROFESSIONAL QUALIFICATION

 MMM with specification of MARKETING&PGDM with specification of HR from Sinhgad Institute Of Management
Pune.(Approved by AICTE and in season 2010-2012)
 B.B.A from V.B.S Purvanchal University, Jaunpur in 2010.

COMPUTER PROFICIENCY-Microsoft office: Microsoft Excel, PowerPoint

PERSONAL DETAILS

Permanent Address : S/O Dr.Shyamsundar Tiwari, Akashwani Colony, BedaSasaramRohtas (Bihar)

Mailing Address: SaraswatiBhawan B1/148A-2, AssiVaranasi.
 Date of Birth: Mar.21,1989
 Marital Status: Married
 Languages Known: English,Hindi,Bhojpuri

Date: VIPUL
Place: