Pankaj Nayan Thakur

E-Mail: pankajnayan78@gmail.com
Mobile: +91-9999413135

Seeking assignments in FMCG Channel Sales & operations, Trade Distributions, Sales management in
all alternate Channels with an organisation of high repute.

PROFESSIONAL SYNOPSIS

Sales Leader having a sense of passion with 16+ years of experience in managing various roles across
sales function in FMCG companies. Experience across General Trade operations consisting of Channel
Sales, Distributor Management, C&F Management, Dealer Relations, Category Management,
Warehousing and receiving, inventory control, display in shop merchandising. In depth knowledge in
Divising Trade Strategies and Schemes in line with Competition and overall objectives. Exposure to
complete budgeting process & sales plan along with brand distribution strategies. A Go getter
individual with proven abilities in handling high performance Team, contributing towards enhancing
business volumes & growth in territory.

KEY STRENGTHS, SKILLS AND ABILITIES

 Proven ability to manage a complex business independently in a multi-tasking environment.

 Sales Exposure in different FMCG verticals like Dairy ,Beverages,Confectoinery,Fresh Produce
 Highly organized, with superior problem-solving skills
 Strong team builder and team leader in a customer service environment.
 Excellent ability to communicate effectively with all channel partners.

Core Competencies

C&F Management Trade Terms

Distributor Management Channel Management & Activations Alternate Channel
Team Handling Inventory Management Trade Promotion
ORGANISATIONAL EXPERIENCE
Working as General Manager Sales with CROFARM AGRI PRODUCTS PVT. LTD From October 2018 to
Till date.

KEY ACCOUNTABILITIES
 Heading entire sales function for Crofarm Pan India basis
 Developing Distribution in assigned Market as per organisational objectives/Identify and
develop new business opportunities with potential clients and establish needs
requirements, resource requirements,
 Sales planning – determining where each team will sell, the best market approach
 Working with the team to achieve sales targets in the respective business area through
business development activities and providing feedback on performance.
 Ensuring a proper sales discipline is in place i.e. each Sales Manager submits daily/weekly
sales plans, and reports on realisation of the same
 Build and develop a high performing team through embedding performance development
and coaching. Ensure that Sales managers in the cluster provide regular coaching and
feedback to their teams in order to develop them
 Develop and implement a competitive sales strategy through interactive participation
between internal departments

ACHIEVEMENTS:
 Increased the Overall Revenue generation for the company by almost 3 times both in terms of
sale numbers & distribution
 Establishing, On boarding & creating processes for sales function in a start up benchmarked on
FMCG standards

Worked As Sr. Area Sales Manager with ADF FOODS LTD. From October 2016 to October 2018.

KEY ACCOUNTABILITIES
 Handled Delhi_NCR Market (Delhi NCR)
 Appointment of Channel partners in assigned market for ADF range of products.
 Developing Distribution in assigned Market as per organisational objectives.
 Distribution expansion to drive incremental revenue.
 Mentoring sales team for effective functioning and accomplishment of individual and team
targets.
 Tracking Distributor Quality by Tracking the rang of articles billed out of focussed articles and
target fulfilment
 Ensure timely collections, monthly reconciliations, sign offs as per the terms with DB, C&F in
designated markets
 Planning and execution of all General Trade Marketing/Trade activities to get desired
outcome.
 To review regularly and monitor daily / weekly and monthly activity reports generated from
various markets and providing feedback for improvement of Daily working.
 Competition benchmarking and recommendations to derive actionable by cross functions.
 People Orientation Market expansion: Motivate & Lead ASM’s to establish coverage
distribution and display objectives to meet desired sales.
Worked as Sr. Area Sales Manager with Luxor writing Instrument Pvt Ltd. From February 2014 to
Sept 2016.

KEY RESPONSIBILITIES

 Handled DELHI NCR, RAJSTHAN, UP WEST, UP EAST markets

 Appointed 16 Distributors in DELHI/NCR in 6 months.
 Build’s brand image, stimulate product awareness; achieve target sales to increase market share.
 Planning and follow-up with every team member regarding Implementation of processes and daily
working and ensuring attainment of area wise Targets.
 Forecasting and Planning for promotions as per the market geography and seasonality factor.
 Mentoring the sales team for effective functioning and accomplishment of individual and team
goals.
 Identifying key channel for sales and ensuring effective distribution in Key Outlets to ensure
visibility and width of distribution.
 Delivering budgeted revenue and bottom line
 Responsible for collection /Payments for Distributors as per SOP.
 Stock planning and new product launch in the region
 Getting more shelf space / attention of consumers
 Handled Key MT Accounts as per business requirements
 Negotiating Terms with Key accounts and formulation of business Plan in line with National Plan
 Visibility and SOS correction to ensure off take and building Category for further growth.
 Deriving account wise Promotional Plan and ensuring growth on YOY Basis in Key Chains

ACHIEVEMENTS:

 Achieved Primary & Secondary targets every Months around 1.2 Cr / Month
 Earned highest incentives among the team Month wise.
 Established alternate channel for sales in designated Markets of Delhi NCR

Worked with VARUN BEVERAGES as an Area Sales Executive. (June 2012 to January 2014).

KEY RESPONSIBILITIES

 Handling South and West Delhi strategically Key market.

 Responsible for distribution & sales of all Pepsi Products in the markets of South and West
Delhi.
 Responsible for ensuring the implementation of Sales KPI.
 Responsible for handling & developing wholesale business
 Accountable for Monthly Target deliverables and competition benchmarking in Beverages
Category
 Ensuring New Launches and Standalone Tapping in designated market.
 Competition Benchmarking and Providing inputs to Brand Team
 Financial Performance indicators of Channel Partners,Collections,Claim settlement as SOP

ACHIEVEMENTS:
 Earned incentives Month wise and achieved outlet penetration
Worked as Sr. Sales officer with Ferrero India Pvt. Ltd. from April 2010 to June 2012.

KEY RESPONSIBILITIES
 Responsible for distribution & sales of all Ferrero Products in the markets of South and East
Delhi.
 Responsible for managing 4 Distributors in South Delhi to achieve primary & secondary targets
given by the company.
 Responsible for ensuring the implementation of Retailer cards & sales KPI
 Ensuring Visibility as per Company’s set SOP in designated Market/Beat.
 Responsible for driving Distributors collections receivables as per Company’s directives and
provide them insight on Monthly /Quarterly Targets.

ACHIEVEMENTS:

 Achieved Primary & Secondary targets every month.

 Awarded for best activity for the year 2011 for School activation.

Recognition

 Awarded for “Dus ka Dum” contest (2010)

Worked with General Mills India Pvt. Ltd. as a Sales Officer (February’07 to April 2010)

KEY RESPONSIBILITIES

 Responsible for distribution & sales of all General Mill s Products in the markets of East & Central
Delhi.
 Responsible for managing 4 Distributors in East & Central Delhi to achieve primary & secondary
Targets given by the company.
 Responsible for handling 12 distributor Salesmen.
 Responsible for ensuring the implementation of Retailer cards & sales trackers.
 Responsible for handling Key Outlets to achieve the target.

ACHIEVEMENTS

 Achieved Primary & Secondary targets every month (JC).

 Earned maximum incentive among the team.
 Awarded for best promotional activity for the year 2009.

Worked with Wrigley India Private Limited as a Sales and Merchandising Officer (April
2003 to January 2007)

JOB PROFILE
1. Responsible to handle 3 distributors of East Delhi.
2. Supervised the team of 12 DSM’s
3. Managed the merchandising activities in the territory as per Wrigley standard
 4. Added 12 new market (Untapped).
5. Interacting and providing insight to partners on all objectives/Targets decided by Area
Managers.
6. Coverage and Placement as per required Sales and distribution Goals.

Educational Qualifications:

 B. Com (Hons) from S.K. University (Jharkhand)

 Senior Secondary from BIEC (Patna)
 Secondary School from BSEB (Patna)

Professional Qualification:

 M.B.A. (Sales & Marketing) from Karnataka University.

Personal Information:

Father’s Name : Shakti Nath Thakur

Date of Birth : 01st March 1978.
Nationality : Indian
Marital Status : Married
Languages Known : English, &Hindi

Interest:

 Listening Music & Driving.

Reference

1. MR. ATANU GANGOLY (BUSINESS HEAD), EVEREADY INDUSTRIES LTD.) Cell: 9910269434.

2. MR. RAJAT VERMANI (M T HEAD) UNITED BISCUITS LTD. ) 9811348144.

Date: (PANKAJ NAYAN THAKUR)

Place: