Pankaj kumar Malhotra

National - GTM strategy, Sales , Operations , Channel development , Capability building - L & D

Managing Business of four Product Lines FANS, PUMPS, LIGHTING & APPLIANCES for Western UP and Uttrakhand of INR 200 Cr Business Management • To Ensure PL wise monthly, quarterly and annual business plan achievement • To Plan and appoint adequate Channel partners to ensure depth and width of the distribution. • To Ensure product wise visibility and distribution plan • To Plan quarterly BTL activities and ensure timely execution for counter share and brand visibility Process Orientation • SNOP tool used for Forecasting demand to give accurate indent for fresh and adequate stocks. • DMS Distribution Management System—Secondary Sales • Debtor and inventory Management. People management • Managing a team of 25 TSMs & ASMs for all four business verticals • Conducting interviews in coordination with HR for recruitment across CP business • Imparting Adequate Training and Developing soft skills necessary to address the business dynamics Coordination as Middle Management • Interface between Division, trade marketing and Field sales. • To ensure TAT with in Company policy through coordination and review of Service team. • Infrastructure- Distributor appointment, sales team recruitment & deployment.

Managing consumer lighting business for six branches across North India for ensuring sales value and volume, along with BTL activities, channel development and training. Business Process Operation • Ensuring business value and volume for entire Northern India • Ensuring distribution plan and activation for district wise channel development and rural operation Marketing & Business Development • Budgeting & executing marketing activities like branding, local advertising & loyalty program, etc. • Planning and executing Sales promotion schemes and Market Blitz for trade and channel partners. Sales Planning and forecasting • Managing inventory as per the SNOP forecast in coordination with demand planning team. • Creating annual and monthly product wise and value business plan as per organisational goals Channel/ Distributor / Dealer management • Managing a network of approximately 300 channel partners along with government business • Ensuring clearance of inputs to trade partners on monthly basis for business hygiene People management • Managing a team of 32 managers across six branches in Northern India.

Developed and guided a team of 6 Area Sales managers and 18 sales officers and 31 TSI/SRs and 80 off role pilots towards requisite distribution and sales value & volume objectives. Developed • Guidelines for the team to range sales and Non-core business enhancement. • Reward process for ensuring focus on category wise sales, distribution and business hygiene. Strategised • Business ways to guide team for category wise business development. • Distribution by creating various models for TLP, FLP. OLP and satellite towns. • Market Orientation by ensuring product wise visibility and distribution plan to reduce damages. Implemented & Monitored • Inventory- Monthly plans depot wise, SKU wise with a maximum 5% variation with trend analysis. • Value & Volume Objectives- Finalized Business plans & Activities with the team with follow ups. People Development • HR orientation- Recruitment of all On-role team in close coordination with HR team • Training orientation- Ensured regular training program for both On and Off role team Stakeholder’s Service • Business Partner Management-Ensured business hygiene with all the dealers • Marketing team & Trade- Coordinated with Marketing team for BTL activities and business growth.

Strategized and executed the plans for the enhancement of business with a team of 5 sales officers towards required TOP LINE and profitable BOTTOM LINE. Process Orientation • Forecasted demand to give accurate indent for fresh and adequate stocks. • Devised pricing strategy for in different scenarios for optimum top and bottom line output. Market & Channel Orientation • Ensured product wise visibility and distribution plan to reduce damages • Infrastructure- Distributor appointment & termination, sales team recruitment & deployment. • Managed different sales & trade planning for staples and branded products. • Handled Modern Trade business across retail brands for entire NR • Created a whole distribution structure for confectionery in Delhi NCR

Managed business and developed distribution network in western U.P. with a team of territory sales supervisors. This comprises of 105 towns, 125 RD’S and 10 TSSs and 5 PSRs. Managed • Business through proper execution of budget for channels like retail, wholesale and Key accounts. • Team of TSS and PSRs with RD to achieve the objective. • C & FA for proper and timely availability of stocks to the customers. • Healthy and free environment for RS and Trade for better business prospects. • Created first ever Super Stockiest Channel in Uttaranchal . Measured • Achievement v/s plan with clear reward policy to have healthy team competitive environment. • Internal inefficiencies in advance for better control over business. Exercised • Control for adherence of commercial and other company policies. • Control for effective team working Communicated • All sorts of competition activities to Marketing team in time

Handled and developed business in central U.P. for foods profit center with a team of 10 Territory Sales In- Charge comprising of 28 towns, 36RS’S over 25 crores of turnover Channel Development and Maintenance • Ensured proper distribution through overall infrastructural development. • Planned & implemented different activities for various channels to ensure achievement of targets. Resource Management • Deployed manpower and identified the training needs to ensure better productivity • Utilized allocated budget for business optimization Commercial Control and Discipline • Managed activities at C&FA for ensuring smooth dispatches and revenue collection • Adhered to company working norms by TSS and RS claim clearance.

Was part of International Bestfoods which became Unilever Bestfoods later post international merger. Joined the organization as sales officer and was promoted two positions ahead as sales executive. • Lead a team of sales officers to accomplish business objectives. • Managed distribution network of 35 stockiest across 32 towns. • Planned, implemented & supervised budgets to ensure sales value target. • Implemented systems for smooth functioning of depot, stockiest & trade. • Also learned Data management, MIS reporting, Competition feedback & SOs’ appraisals.

Initiated career as Sales executive and got promoted to Sr. Sales executive and finally worked to the capacity of Sales Coordinator • Opened new corporate account through direct selling of concept and follow-up • Created the concept of Nodal Point &Coordinated amongst them company and consumers. • Managed a team of trainee executives & organized sales promotion activities and collections.