ABHINAV SHARMA
RE T AI L, CH AN N E L, B2 B & IN T E RN AT IO N AL S A L ES S P EC I A LIS T
| KE Y AC CO UN T M AN A GE R | A W A RD- W IN N IN G R E VEN U E
GR O WTH E XP E RT | M D I GU R G AON GR A D
Data-Driven ❖ Creative & Analytical ❖ Digitally-Inclined
High-Impact KPIs: Phenomenal 110% growth ↑ in revenue from 2019 to 2022 | Boosted Channel Strength by 125% ↑ |
Harvard Business Review Silver Award Winner for doubling the Net Customer Count and increasing 47% ↑ in Gross Ads
Career history reflects association with reputed industry giants: Hindustan Unilever Ltd | Airtel Payments, Bharti Airtel
PR OF I L E S U M M A R Y
▪ Strategic Business Leader with experience
in driving Retail, Channel & B2B sales and
executing distinctive tactics for generating
new business and accelerating revenue
growth by earning credibility
customers
▪ Recognized for achieving sustainable top &
bottom-line growth within accounts and
markets through customer acquisition,
channel development & management,
market penetration, & business planning
▪ Proven track record in winning profitable
partnerships while influencing business
growth by double digits
▪ Successful in setting-up & nurturing large
teams, and facilitating high-performance for
building strong sales funnels
▪ Exceptional communication skills
liaising with high-valued
stakeholders & senior management to
accomplish short & long-term objectives
and comprehend expectations, requests, and
issues
KE Y S K IL LS
▪ Strategic Sales
▪ Business Development
▪ Channel Management
▪ Territory Management
▪ Retail Sales
▪ Account Management
▪ Staff Training & Development
▪ Policy Adherence & Process Improvement
▪ Revenue & Profitability Growth
▪ Planning and Forecasting
▪ Negotiation
▪ Go-to-Market Strategy
▪ Stakeholder Management
▪ Cross-Functional Collaboration
▪ Team Leadership
ED UC A TI ON
▪ 2013: PGDM | MDI, Gurgaon
▪ 2010: B. Tech. | SMVDU, Katra College of
Engineering
: +91-9953241311
: abhi123nav1@outlook.com
LinkedIn
Gurugram, India
E MP L O Y ME N T H IS T O R Y
Senior Director - Sales
Start-up (Travelplus) | Apr. 2023 – Present
Key Deliverables:
▪ Building & managing their sales and partner program for North & East India
among
▪ Setting up the team structure and other work-related policies in conjunction with
HR
Regional Sales Manager – Channel Sales & India B2B Manager
Hindustan Unilever Ltd | Jun. 2019 – Apr. 2023
Key Accomplishments:
▪ Generated INR 1750 Mn in revenue in FY 2021-22 with growth of 29.60 %
▪ Pride Award Nominee for OOH accomplishment of INR 417.6 Mn GSV in FY
2020-21 with a growth percentage of 26% over 2020
▪ Spearheaded increase in channel strength from 40 to 90 (125% growth)
▪ Led the initiation of “Project Access” for the sister ALC team and augmented the
customer count from 1500 to 10000
in
clients, Key Deliverables:
▪ Managed Channel, Retail & B2B sales for Unilever’s Foods & Refreshments,
Personal care & Healthcare, OTC Pharmaceutical & Hygiene, Chemical
verticals in North, West and South markets of India.
Also, led international sales for MENA and Australia for Unilever’s products.
▪ Led the identification and penetration into new market segments and acquired
channel partners across North & Central India while leading a team of 120+.
▪ Designed and implement territory expansion plans and competitive market
strategies with the team of RBMs, ASM, TSEs, SSO, and SOs.
▪ Identified gaps in distribution/GTM in region (through market intelligence and
competitive benchmarking with other FMCG cos) and develop strategy to
effectively reduce these gaps
▪ Managed potential channel conflict with other firm sales channels by fostering
excellent communication internally and externally, and through strict adherence
to channel rules of engagement.
▪ Tracked and analyse current and past sales trends and assess the sales numbers
to ensure future achievement.
▪ Utilized AC Nielson data to derive critical insights which further facilitate
enhanced data driven decision making
▪ Optimized portfolio strategy (SKU/channel/area mix) to attain maximum value
creation.
▪ Collaborated with internal and external stakeholders such as Brand, Customer
Marketing, Stock Planning, Legal, Operations & Logistics, etc. thereby driving
impact and influence with a multiple hierarchy across functions
▪ Built immaculate relationships with customers and channel partners across the
assigned territory
Merchant(Retailer) Acquisition Head – North
Airtel | Feb. 2014 – Nov. 2016 & Jan. 2018 - Jun. 2019
 Key Accomplishments:
▪ Received “Harvard Business Review Silver Award” for doubling the Net
customer count in Q1 over Q4 with 47% growth in Gross Adds for Airtel
▪ Accredited with “Airtel UN EC Award” for accomplishing 25% growth in FY
2014-15
▪ Managed a team of 150 off-roll and on-rolls sales professionals across 4 states
▪ Maximized the channel partner count from 12 to 21 along several business lines like Franchise Retail & DSA
▪ Acquired clients like Chenab Textile Mills, IRCON, Reliance Jio, Walmart Jammu, Verka Stores, Ganpati Industries etc. for business
expansion & generation whilst exploring opportunities to increase corporate/revenue base

Key Deliverables:
▪ Managed a merchant base of 25000 SMEs, retailers, and large corporates for revenue generation
▪ Recruited and established the Merchant base in Punjab, Haryana, HP and J&K from scratch or online to offline payment
through BHIM UPI QR code payment option.
▪ Drove retail activations and data sales, aided by new schemes/sales promotions, from SMEs, National Accounts and retailers,
distributors & direct sales team
▪ Recruited and mentored a Direct Sales Team (DST) of 15 sales executives
▪ Interfaced with numerous corporates in the region like Wave Mall, Best Price etc. to enhance brand awareness among customers
of Airtel’s new product launches and services

Principal Manager – Sales & BD

Innoviti Technologies | Nov. 2016 – Nov. 2017

Key Accomplishments:
▪ Led the successful acquisition of eminent clients such as Bata, Bikanervala, Cantabil, Liberty Shoes, Gopala, Kochartech, YMS
Mobitech, Massive Restaurants and many others
▪ Secured and closed deals with merchants like Relaxo Footwear, ITC (Wills Lifestyle), Vmart, 24*7 (Modi Group), W Retail

Key Deliverables:
▪ Spearheaded the nation-wide business development efforts for Payment Solutions business (POS machines, UPI enabled
products etc.)
▪ Powered the effective management of the entire sales cycle including RFP, legal/contract negotiations and approvals, client
presentations, negotiations, lead prospection till sales closure
▪ Conceptualized merchant acquisition strategies for large/medium sized accounts/corporates
▪ Steered the resolution of merchant issues via multilevel approach like assessing client requirements, liaising with multiple
stakeholders internally, following stringent project timelines and focusing on reducing TAT of delivery
▪ Interfaced with client base on a regular basis to generate higher sales along with managing projects to ensure on-time delivery
to merchants
▪ Utilized tools such as Salesforce and handled Proof of Concepts – POC to showcase the products and functionalities
▪ Articulated SaaS product value to customers and led the entire SaaS sales process while leveraging MEDDIC sales methodology
▪ Consistently achieved revenue targets through active pipeline generation and relationship management
▪ Harmonized positive relationships with the clients for sustained business growth
▪ Collaborated and assisted CXO-level stakeholders in executing growth-oriented plans which supported achievement of targeted
business objectives

Modern Trade - North

Radikal Foods | Oct. 2013 – Feb. 2014

Key Deliverables:
▪ Managed various aspects of Modern Trade like Commercial terms, Sales channels, types of sales in accounts like Big Bazaar,
Spencer’s, Reliance Retail, Max etc.
▪ Assisted in various BTL campaigns launched in modern trade chains
▪ Collected and reported sales data in order to increase sales productivity (primary and tertiary)
▪ Analysed product category operations (product lines, stores, etc) to provide customized reporting and recommendations to top-
level management in support of ongoing business decisions or initiatives