TESSOL (B2B : Thermal Energy Solutions- 2017)

  1. Implemented the Tessol Temperature Guarantee (TTG) concept as the REAL solution for the Chilled Transportation Products of TESSOL
  2. Established a 8 stage B2B Selling Process
  3. Revised RTM and enhanced CRM to deliver MIS & Daily Activity Report (DAR)
  4. Implemented Dealer Development & DODO Model concept
  5. Undertook sales team training on the Science of Selling and winning with new customers

DRUMS FOOD INTERNATIONAL (Epigamia Greek Yoghurt- 2017)

  1. Finalised the Basic Call Process (BCP) for Greek Yoghurts and led the implementation in Mumbai
  2. Implemented a new comprehensive MIS to easily track Leading Indicators of Sales with new Daily Sales Report (DSR)
  3. Identified a better process for new store addition and a new RTM to capture consumer consumption in a more dynamic way
  4. Implemented new standards for sales operations, correct allocation of roles & duties in sales team and new sales incentive plans

KAMANI FOODS (Edible Oils- 2017)

  1. Finalised global RTM for Export Sales Development
  2. Conducted Trade Research & Customer Feedback in international markets
  3. Finalised development & implementation of Productivity norms for domestic sales
  4. Conducted sales team training on Sales Productivity Indicators

DANONE DAIRY (Danone Plain & Flavoured Yoghurts - 2014)

  1. Streamlined the operations of the Direct Store Delivery (DSD) model of Danone for Chilled Dairy Products for Mumbai city in the General Trade (GT)
  2. Reviewed Route To Market (RTM) & made more efficient route planning leading to 100% productive usage of time in market
  3. Completely inculcated the Science of Selling to the sales team who were previously doing unstructured sales calls
  4. Instituted the Field Force Effectiveness (FFE) Index to rate all salesmen leading to remarkable improvement in Sales Productivity & Sales Throughput in excess of 20%

PRABHAT (Prabhat Plain, Flavoured, Thick Sweetened Yoghurts and Volup & Sinsane Ice Creams - 2014 to 2017)

  1. Created a comprehensive "Project Raftaar" to energise the company and obtain dedicated focus for chilled dairy products sales & distribution in Mumbai in Nov 2014
  2. Created a robust Route To Market (RTM) strategy covering delivery of Chilled Products by Company Operated vans to 10,000 General Trade (GT) outlets plying from the Vashi Plant in temperature controlled vans managed by GM/ASMs controlled by RMM
  3. IMPLEMENTED INDIA'S 1ST TVS BASED CHILLED DAIRY DELIVERY SYSTEM designed for quick turnaround and delivery to GT outlets in crowded areas with Sales Force Automation
  4. In Oct 2016, worked on a comprehensive RTM for Prabhat's foray into Ice Cream using new brand names - Volup & Sinsane and created a new sales team for launch

TRANQUINI ( Tranquini Relaxation Beverages - 2015 to 2017)

  1. Finalised the Route To Market (RTM) for enlarging the distribution, post launch
  2. Recruited RSMs and salespersons on Tranquini Payroll reporting to RMM as per BOT model
  3. Appointed Distributors in top 10 cities and trained salesmen in Science of Selling, finalised their KRAs and launched in each city
  4. Managed the business on a day to day basis with the Tranquini sales team

TRANQUINI BEVERAGE (Relaxation Beverages - Poland, 2015-2017)

  1. Identification of Distribution partners in India, Sri Lanka, Maldives, Nepal, Bangladesh & Bhutan and Route To Market (RTM)
  2. Finalising the local office set up in Mumbai, lease agreements, all commercial work
  3. Recruitment of the Marketing Manager & RSMs and being the single point of contact for Tranquini in India till business stabilized in 2016
  4. Finalising the price schedule, partner margins ,appointment of distributors, distributor agreements sign off, product launch and post launch monitoring

EPIC BEVERAGE (Energy Drink - UK, 2015)

  1. Market sizing, competitive analysis and Route To Market (RTM) for Energy Drinks in India
  2. Evaluation of customs duties and costs of import and FSSAI regulations
  3. Identification of correct pricing levels and A&P support required to get distributor interest
  4. Discussion with potential distributors to understand their interest and feedback to Epic

FOSTER CLARKE (Powdered Beverage & Desserts - Malta, 2011)

  1. Market sizing, competitive analysis and Route To Market (RTM) for Powdered Drinks & Desserts in India and leveraging of existing Tang distributors in the market
  2. Evaluation of customs duties and costs of import & FSSAI regulations
  3. Identification of correct pricing levels and A&P support required to get distributor interest
  4. Discussion with potential distributors to understand their interest and feedback to Foster Clarke

CLOETTA (Confectionery - Italy, 2011)

  1. Market sizing, competitive analysis and Route To Market (RTM) for confectionery
  2. Evaluation of customs duties and costs of import & FSSAI regulations
  3. Identification of correct pricing levels and A&P support required to get distributor interest
  4. Discussion with potential distributors to understand their interest and feedback to Cloetta

EMIRATES MACARONI (Pasta - UAE, 2011)

  1. Market sizing, competitive analysis and Route To Market (RTM) for Pasta, including opportunities in the Food Service sector and how to tap them
  2. Evaluation of customs duties and costs of import & FSSAI regulations
  3. Identification of correct pricing levels and A&P support required to get distributor interest
  4. Discussion with potential distributors to understand their interest and feedback to Cloetta

Achievements

  • Improving the Productivity of the DSD ( Direct Store Distribution) Vans in Mumbai for General Trade for the Fresh Dairy Products
  • Implementing BCP & SFA, improved sales reporting, Implementing Sales Academy
  • Developing innovative solutions for Fresh Dairy Products Distribution

Achievements

  • Finalising distributor for India , agreement signing and business plan formulation, A&P Planning
  • BTL Planning & Implementation
  • Local Country office setting up, Sales & Marketing personnel staffing, Product launch and post launch monitoring
  • Mentoring and Coaching to achieve peak performance for all staff
  • Increasing distribution reach across all trade sectors , sales development in start up mode