Neeraj Kumar

• Spearheading sales & operations, driving revenue growth & operational efficiencies across multiple stores
• Leading & mentoring a high-performance team of 685 members across regions
• Developing & executing strategic sales initiatives that boost market & customer acquisition
• Overseeing P&L management, ensuring profitability through cost optimization & resource allocation
• Implementing go-to-market strategies, strengthening sales team efficiency.
• Driving process improvements, reducing costs & enhancing customer satisfaction
• Managing buying & merchandising strategies, optimizing product assortment, and enhancing supplier negotiations
• Coordinating with category managers to ensure the right product mix and inventory levels
• Recognized for exceptional leadership in sales execution, market expansion, and talent development
• Set and monitored annual budgets for departments and entire business.
• Developed and implemented successful strategies for building company sales.
• Developed high-performing team members through effective coaching, mentoring, and performance evaluations.
• Cultivated a positive work environment that promoted employee engagement, teamwork, and high levels of job satisfaction.

. Top-line Achievement of assigned Area: Achieve business targets Primary & Secondary Sales.

• Execute Sales & Distribution strategies of Products in the territory to deliver Sales target.
• Achieved sales targets (Month wise/Qtr wise breakup), focus on Category & brand.

· Set clear and deliver objectives that are consistent with area goals.

· Review progress versus objectives on daily basis and at weekly meetings and take corrective action as appropriate.

· Recognize market forces and trends very quickly and bring in the necessary level of dynamism to execute the AOP.

· New Launch -Aligning team on sell in plans, Coordination with team to execute launch plans and implementing execution parameters. Reviews/ update on launch.

II. People Management: Motivate and lead the team of 6 TSO & 155 MEs to ensure achievement of Sales & Infrastructure targets.

· Develop capable and motivated Sales Team to successfully drive the Value agenda.

· Ensure Execution of the plans, through ME’s in the territory to deliver growth, Geographic Penetration and Spread.

· Capability building/People Management / coaching the team..

· People planning as per span and channel specifications

· Providing right directions on execution, sales and process orientation

· Regular Sales performance review and feedback

· Identifying skill/competency gaps and working out Development Action Plans

· Manage Sales overhead budget and count of 3P resources for the year.

IV. Building Distributor Infrastructure:

• Closely monitoring Distributor infrastructure and its effectiveness

• Proactively building infrastructure blue print in line with sales growths and coverage objectives.

• Identifying gaps in terms of investment, infrastructure and work out corrective actions.

• Aligning large Distributors with JBP (Joint Business Plan) on all important business objectives for the City/Channel.

Driving Quantity, Quality of Coverage and POP Execution:

• Continuous focus on increasing availability of our Products

• Increasing Direct Coverage with right bench marks

• Increasing Numerical Distribution by leveraging Channels

• Driving sales efficiency metrics- ECO, TLS, Bills cut, LPB etc

• Understanding the new emerging trends in FMCG distributive Trade.

• Implementing Channel programmes and Visibility drives

• Monitoring all key brand Activities of the month/quarter at the POP

• DSR effectiveness in terms of key activities/programmes.

• Continuous focus on width and depth of our Brands as per the Channel spread.

Managing Customer

• Distributor:

a) Providing Excellent service to the trade : PDP, Line Fill

b) To manage his investments Stock, Credit and Claims management as per agreed norms.

c) Quarterly ROI study and take corrective actions.

d) Building and developing Distributor Crew.

e) Building relationship for a long term partnership.

• Trade:

a) Provides best in class service through our Distributor

b) Damage/Expiry stock management

c) Claim settlements as per the norms

Building and Developing Team

• People planning as per span and channel specifications

• Providing right directions on execution, sales and process orientation

• Regular Sales performance review and feedback

• Identifying skill/competency gaps and working out Development Action Plans

Awards: Best Key Account Executive in North Region (2019).

• Responsible for handling the Distribution Channel & joint Business Planning with distributors.
• Responsible for overall sales management of the business in the assigned region.

· Increase and expand direct visit to retail outlets and customers.

· Provide leadership to the entire sales organization by constant and continuous on the job training and individual development, coaching and motivation to achieve or exceed their targets.

· To keep the internal customer satisfied by inventory management, timely settlement of claims & ensuring good ROI for them.

• Formulating state sales and distribution strategy and plan on monthly basis.
• Ensuring adherence to the policies and norms of the company.

• Sales & Business Development: Achieved sales targets by identifying new business opportunities, expanding customer base, and driving revenue growth.
• Customer Relationship Management: Built and maintained strong relationships with retailers, distributors, and key stakeholders to ensure customer satisfaction and long-term partnerships.
• Market Intelligence & Competitor Analysis: Conducted market research to identify consumer trends, competitor activities, and opportunities for business expansion.
• Route Planning & Territory Management: Managed assigned territory efficiently by optimizing sales routes, ensuring product availability, and improving market penetration.
• Promotional Activities & Merchandising: Implemented sales promotions, ensured visibility of products, and collaborated with marketing teams for brand-building activities.
• Reporting & Analysis: Prepared sales reports, analyzed data to track performance, and provided actionable insights to improve sales strategies.
• Collaboration with Cross-Functional Teams: Worked closely with supply chain, warehouse, and finance teams to ensure smooth order fulfillment and business operations.

Key Achievements:

• Consistently achieved monthly and quarterly sales targets.
• Expanded retailer network by 15% within the assigned territory.
• Improved market penetration by introducing innovative sales strategies.
• Increased sales revenue by 17% through effective upselling and cross-selling.