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VISHAL ARORA
Trade Marketing | Brand Management | Business Expansion Planning &
Strategy Implementation
vishalaroraec@gmail.com
+917045660013

Profile Summary
MBA (Sales & Marketing) specialist with more than 8 years of cross-cultural experience in all aspects of business
development activities in various industries for different products looking for suitable global exposure
Keen interest in the areas of Trade Marketing, Category Development and Branding
Currently working with ITC Limited as Category Development Manager; worked with reputed
companies like PepsiCo, Akzo Nobel India Ltd. and Philips Electronics India Ltd.
Developed detailed account strategies for key business through information gathering, market research & analysis,
strategic plan formulation, identification of value proposition, sales budgeting and action plan initiatives and
implementation
Strong exposure in conducting SWOT analysis and delivering market and competitor intelligence throughout the sales
area, coaching the sales teams to further differentiate offerings and increase sales
Rich experience in all aspects of product marketing including product/services enhancements & positioning,
competitive analysis, product launches, ATL/BTL activities and demand forecasting
Proficient in building a strong distribution/dealer network for achieving greater market reach and penetration
Enterprise leader with excellent cross-functional coordination skills and expertise to manage change with ease

Education
MBA (Sales & Marketing) from SBM, NMIMS, Mumbai in 2012 with 3.29/ 4 CGPA
B.E. (ECE) from RV College of Engineering, VTU, Belgaum, Bangalore in 2008 with 81.6%
12th from Bishop Conrad School, Bareilly, CBSE in 2003 with 87.8%
10th from Bishop Conrad School, Bareilly, CBSE in 2001 with 90.0%

Areas of Excellence
Soft Skills
Strategic Sales/Business Development
Team Leader Problem Solver Analytical
Market & Competitive Analysis

Collaborator Communicator Innovator

Product Portfolio Management

Career Timeline Key Account Management

Philips Electronics
India Ltd., ITC Ltd, Head Office, Customer Relationship Management
Category-
Bangalore as
Development
Software Engineer Manager
Demand Forecasting/Business
Planning
Jul’08 – Jun’10 Jun’12 – May’16 Jun’16 onwards
Territory Development

PepsiCo & Akzo Nobel

Distribution/Channel Management
India Ltd as Territory
Development Manager
People Management & Leadership
 Knowledge Purview
Playing a key role in the development of short and long-term strategic plans including AOP, promotion and
innovation pipelines
Managing brands to ensure that the brand's communications are built on a relevant and differentiating
foundation that gains an emotionally compelling place in the consumer's mind
Planning publicity strategies and campaigns; liaising with clients and internal teams on budgets, timelines and
objectives to increase organizational profitability
Preparing & delivering presentations to the top management for better market penetration and competitor
analysis
Developing annual trade promotion plans, including analysis of market conditions and suggesting
recommendations
Identifying potential customers, negotiating the contract/offer conditions with them, as well as collaborating with
the existing clients to ensure continuous business development
Preparing & implementing relationship strategies to maximize the chances of profitability

Work Experience
Since Jun’16 with ITC Limited, Head Office as Category Development Manager

Key Result Areas:

To contribute to the planning and achievement of All India S&D plan and provide periodic performance feedback
to the relevant stakeholders
To act as interface between SBU and TM&D to facilitate information sharing, communication and execution of
brand plans
To analyze sales, productivity and competition data to provide category insights to the TM&D team
To ensure quality of estimation through discussions with the districts/value chain team and SBU
To aid the branches/SBU in pre-launch planning, resource planning and scheduling of new launches and
extensions
Review distribution for category/geography and assist the field in improving the same through focused initiatives

Previous Experience
Jun’14-May’16 with PepsiCo India Holdings Pvt. Ltd., Mumbai as Territory Development Manager – Food &
Beverages

Key Result Areas:

Managed PepsiCo Food & Beverages (P01 role) in Mumbai to deliver key business objectives month on month
Spearheaded sales, marketing & product portfolio strategy, market direction and investment, AOP, business
operations, training & development, and other related functions by leading a team of 7 Customer Executives and
72 Pre-Sales Representatives
Achieved top-line targets (volume and revenue) with eye on profits; negotiating terms of business with channel
partners covering margins, Stock Keeping Unit (SKU) range
Ensured cross-functional understanding of the plans with Marketing, Sales, Market Access and other key
functions through periodic interaction
Administered accounts and meeting / exceeding targets relating to revenue growth, profit margin, mix of
products and services sales, customer retention and customer acquisition
Launched and sustained innovations in market and ensuring penetration of New Product Developments
Monitored the performance of the sales team by establishing a system of reports and communications involving
sales reports and cyclical sales meetings

Highlights:
Bagged the opportunity to travel to Australia for winning Thunder Down Under Contest basis volume target
achievement and KPIs’ delivery in Feb’15
Won Amazon Gift Voucher for INR 20,265 in recognition of achieving the effective coverage and volume targets
for 2 months in June & July – 2015
Won "Execution Olympics" trophy in both foods and beverages in Nov’15 & Dec’15
Appreciated for figuring in ACC 100 club TDMs’ list for two consecutive years in Jan’15 & Jan’16
Recognized for crossing 85 in Edge score in beverages in Dec’15 during Annual Sales Conference in Gurgaon
Merit of implementing P01 structure in Raigad district which resulted in double digit growth of 25% in Nov’15
Received Certificate of Appreciation by Sales Director for expanding customer base and increase business
profitability in Sep’15
Received a Thank You Note from Manish Muley, Unit Manager, PepsiCo in Oct’14 stating “Thanks for settling
quickly and showing a promising yet well rounded start in Moradabad”
Jun’12 – May’14 with Akzo Nobel India Ltd.
Growth Path / Deputations:
As Sales Process & Operations Manager, Gurgaon from Jun’12 – Dec’12
As Area Sales Manager, Aurangabad from Jan’13 – May’14

Highlights:
Devised and implemented sales strategy & plan for 12 districts of Maharashtra
Achieved sales objective with respect to value, product mix, distribution, retail channel and dealer management
Designed plans for effective debtor management and implementation of trade policies and promotional activities
Mapped state/district/town/cluster specific demand and implemented demand creation activities to enhance
brand preference among influencers/consumers
Created business performance reports to facilitate decision making for top management
Formulated line-wise monthly sales plans and volume-value projections to increase customer base
Analyzed sales data and mapped deliverables v/s current status and segmentation of channel partners
Received Certificate of Recognition for highest numeric distribution in Q3, 2013
Recognized with Certificate for Best Sales Support in "Bharat" vertical in Nov’12

Jul’08 – Jun’10 with Philips Electronics India Ltd., Bangalore as Software Engineer
Highlights:
Worked on Himalaya Project including design, development and maintenance of MRI software in C#
Integrated different healthcare modalities for Venus Project
Managed the set-up and installation of Development Environment and MIP Migration for the projects
Received Spot Awards from Philips for consistent performance for 2 consecutive years
Recognized by the Business Unit Director at Philips for showcasing professional excellence

Internship
Apr’11 – Jun’11 with Godrej Consumer Products Ltd., Mumbai as Summer Intern

Extracurricular Activities/ Academic Achievements

Receiver of Dean’s List Certificate of Honor for academic excellence at NMIMS
Nominated among the top 5 best summer projects for Summer Trainee Awards by Eureka Forbes Ltd.
Academic Instructor at IMS Learning Resources Pvt. Ltd., Mumbai
Participated in ‘Mahamandi’, a socio-marketing event based on selling skills organized by NITIE, Mumbai
Conceptualized and organized Pankh and Samavesh under the aegis of Hruday, the HR cell of NMIMS
Class Representative for two consecutive years at NMIMS
Worked as:
Core Committee Member-IIPC, the Industry Institute Partnership Cell of NMIMS
Joint Secretary of 8th Mile, the Techno-Cultural Fest of RVCE
General Secretary of RAAG, the only students’ Club of RVCE
Management and Sponsorship Head for RVCE College magazine-‘CRAP’
Events Coordinator for Community Involvement Team (CIT) activities and cultural events at Philips
Received Young Achiever’s Award for excellence in speech, creativity and organizing events by RVCE
Appreciated with the Best Student Coordinator Certificate by NSS for diligent efforts
Won several awards in debate competitions in various inter-school events
Awarded certificates for outstanding academic performance during school and graduation
Appointed Captain of Yellow House at Bishop Conrad School

Personal Details
Date of Birth: 20th January 1985
Languages Known: English, Hindi, and Punjabi
Address: 2/3/4 Janakpuri, Near Ram Janki Mandir, Bareilly – 243003, UP