Sumit Sinha

• Leadership position in Fintech company with an annualized volume of USD 16 billion in merchant payments. Responsible for driving Merchant transactions and Business Development activity • Engage with Internal stakeholders with customer feedback and competitor activity to continuously improve our product • Monitor, review, and coach the sales team for achievement of business objectives in line with the company’s goals • Mandated to establish and expand new channel of business in SMEs focusing on Mobile phones and Consumer Durables sellers • Launched GENIE – India’s 1st Marketing platform for Mobile phone and Consumer Durable dealers to bring online customers back to retail shops, with comparable offers, in association with Issuers and Brands. • Sales were a combination of B2B and B2C - product sales to merchants, in-store communication of offers, and promotion of GENIE to influence shoppers at the Point of Sale to drive higher transactions. • Created the Customer Journey Map from Awareness to Free Trail period (consideration) to Purchase. • Mirrored the Sales Process on Salesforce. Effected the process as a hybrid mix of inside sales and outside sales • Introduced Shopper Marketing activities in the Retail Environment. • Built a new team of 32 Outside Sales Reps and scaled up the business to ~2500 merchants in 25 cities

• Led a business of ~ 85 million GBP (INR 8.5 billion) per annum as Regional Sales Director at Tata Consumer. Supervised a team of 10 managers: an extended team of 48 Executives, 76 3P Reps, and 608 channel partners Drove Market Share gains and growth in Distribution Metrics • Owner of Regional Budgets related to Trade Promotion Management(TPM), GTM spends, and Sales Overheads • Matrix responsibility for channel teams from Modern Trade, Institutional Sales, and Rural businesses; • Planned and executed the annual Trade calendar for the region in consultation with Category and Brand teams. • Drove RED (Right Execution Daily) program for Retail Execution & standardized Ways of Working across the Sales Org. • Accountable for HR, Finance, and Supply Chain processes in the Region. • Experience in multiple categories - Beverages, Staples, Ready to Eat, Breakfast cereals, and Snacks • 2021: Delivered 21% revenue growth (12% over plan). This was achieved by Manpower optimization, coverage expansion, focusing on efficiency parameters, whilst keeping an eye on Trade spending. • Tata Global Beverages and Tata Chemicals Integration: Lead for the Workstream of – Outlet Management, Sales & Distribution planning; Manpower & Channel Partner Management; to get operational synergy and introduce best practices. Steering Committee member for Distributor Management System and Frontline Reps’ Tablets • Customer Loyalty Program/Trade Marketing: Led the Ideation and Program Design. Worked on various workstreams for Selection, Monitoring, Governance, and Rewards & Recognition. Program Launched in 10 cities with 5000 Customers to add about ~3% to the Topline. • Supply Chain and Cost Control: Represented Sales function in the implementation of Forecasting Tool “Blue Yonder”. Forecast accuracy improved by ~17% and led to planned savings of 7 days in inventory-related costs.

• Led the business for Gujarat, Madhya Pradesh, and Chhattisgarh through a team of 4 Area Sales Managers, 24 Executives, and 63 channel partners • Matrix Reporting for Modern Trade, Expert Sales, and Institutional Sales • Business was a healthy mix of categories- Health Food Drinks, Gastro-Intestinal, Oral Health Care, and OTC • Accomplished the turnaround of Gujarat business by focussing on coverage expansion, right resourcing, change in product mix, demand generation activities esp in pharmacy & amongst medical practitioners, and, optimizing trade spending. These measures resulted in a 29% YoY growth in 2018 • 2nd Runners Up in “Race To The Stars” sales contest amongst 10 BSMs for period Mar – Sep ‘17.

• Commercial Excellence function was envisaged as Internal consultant & Functional Lead on Go-to-Market and Sales IT Projects; and to provide mentorship and Business knowledge for improvement in Sales Processes and Analytics. • Ran projects on BOT method- Build (ground up), Operate (and sort out operational issues), and Transfer (to Sales Ops) • Design and Governance of Incentive program for Customer-Facing roles. Ensured the effectiveness of the program to drive the right behaviours and results. • Managed budgets for GTM projects, 3P resourcing, Performance linked incentives, and Sales Overheads • Executed GTM projects in both Urban and upcountry markets for Coverage Expansion, Better Customer Service, and Demand Generation. ( Received CEO's Business Excellence Award for H2 2015 and FY 2014) • Simplified and Optimized Sales Team and Channel partners functioning by the introduction of standardized ways of working and Automation of Frontline Reps working ( Received CEO's Business Excellence Award for H1 2012) • All India Project Lead and Product Manager for Distributor ERP System implemented in 2013.  Evaluated products from 3 vendors on features, performance, and total ownership cost.  Led a cross-functional team to gather Business requirements, map inter-dependencies and define to-be processes.  Managed the Software implementation lifecycle, migration to new build followed by user training & adoption.

Managed business for Telangana and Rayelseema area of erstwhile Andhra Pradesh. Led a team of 3 Territory Sales Officers, 2 Territory Sales Executives, 61 Sales Representatives. 33 Distributors/ Super Distributors and 201 Sub-Stockists.

Managed sales for Jharkhand through a team of 4 Territory Sales Officers, 2 Territory Sales Executives, 54 Sales Representatives. 22 Distributors/ Super Distributors and 121 Sub-Stockists.

Led Strategic GTM Project "Vikas Daud" for Demand Generation and Intensive Retailing in the hinterland of ‘Media Dark’ Bihar. Made the Operational plan, built the team and set up Sales Processes for monitoring, and governance. The project contributed 20% to Topline sales and brought down the Cost to Serve to 16% from 22%

Learning stint across levels of Sales in both Urban and Rural Markets in Maharashtra and Bihar. Exposure to Marketing function.

Complete Lifecycle of Software Application Development on J2EE platform for clients DHL.

Watch-keeping and Maintenance of machinery spaces on board a Product/Chemical Tanker of Panamax Class of ships.