Himanshu Shekhar

Himanshu Shekhar Mobile: - ~ E-Mail:-  PROFESSIONAL OVERVIEW  Hindustan Coca-Cola Beverages Pvt. Ltd., Bhopal, Madhya Pradesh in roles of Sales Manager, Channel Manager, and Capability Development Manager. Also worked as ASM in UP and in Channel Management team in North Region.  Worked with other organizations of repute - Blow Plast Ltd., Henkel SPIC India Ltd., Levi Strauss (India) Pvt. Ltd., with last 15 years at Hindustan Coca-Cola Beverages Pvt. Ltd.  Functions handled – Sales (General and Modern Trade), Trade and Channel Marketing, Consumer Promotions, Market Execution, Capability Development, Training  Skills and competencies acquired – Sales planning, dealer-distributor and franchisee network management and expansion, budget and discount management, targeted communication, data analysis, trade marketing, consumer promotions planning and execution, manpower planning and training, sales team incentive planning, and above all, team management and motivation.   EMPLOYMENT Hindustan Coca-Cola Beverages Pvt. Ltd. (Mar’03 – Feb’18) Mar’03 – Jun’03 Jul’03 – Jan’08 Feb’08 – Dec’09 Jan’10 – Aug’12 Aug’12 – Jul’14 Jul’14 – Feb’18 Area Sales Manager – West UP; Dehradun Area Sales Manager/ Associate Manager – Sales; Kanpur Channel Manager – North; Delhi Sales Capability Development Manager - Delhi & Jammu; Delhi Sales Manager – Madhya Pradesh; Bhopal Channel Marketing and Capability Development Manager; Bhopal, Madhya Pradesh Key Deliverables As Channel Marketing and Capability Development Manager - Madhya Pradesh; Bhopal  Planning, implementing and monitoring trade promotion schemes for traditional and modern trade  Planning and executing new product launches including volume forecast, promotion and POSM planning. Coordinating with production and RTM function for timely availability of stock.  Planning and implementing distributor incentive programme including volume and cost forecast  Channel specific POSM and signage planning for the market within allocated budget  Managing participation and promotions at events and fairs including negotiation with organizers  Analyzing Market Share and Distribution trends basis AC Nielsen’s report, sharing the same with sales team  Planning and communicating the monthly/quarterly incentive structure for the frontline sales team  Improving the outlet billing, range selling, and effectiveness of promotions by training the sales team and monitoring the progress As Sales Manager – Madhya Pradesh; Bhopal  Achieving volume, market share and revenue growth targets for traditional retail trade through a team of 6 ASMs and their teams.  Supervising, motivating and retaining the sales team of ASMs, SEs and Market Development Executives  Planning and controlling trade discounts, and improving sales mix of more profitable packs and devising brand and pack specific plans for improving market share and distribution numbers for different areas  Coordinating with production and RTM team for smooth availability of stocks  Improving the sales execution standards and achieve the execution score target As Sales Capability Development Manager - Delhi & Jammu; Delhi  Improving the sales execution standards and achieve the execution score target in traditional retail trade and emerging channels as measured by RED and Deep RED scores by giving on-the-job training  Planning the monthly/quarterly incentive structure for the frontline sales team  Improving the effectiveness of promotions by training the sales team and monitoring the implementation As Channel Manager – North; Delhi   Planning trade and consumer promotions for traditional and modern trade for north region including volume and budget forecasting, stipulating distribution benchmarks, and POSM planning for promotions Ensuring timely execution of regional and national promotions by coordinating with production, supply chain and state unit teams, and doing post promotion analysis of results    Volume, distribution benchmarking, and promotion planning for new product launches for north region, and continual analysis of progress of new products launched Planning promotions for Modern Trade chains for north region, and budget planning and control for the same Ensuring timely and smooth implementation of promotions by coordinating with production, supply chain and state unit teams, and doing post promotion analysis of results Levi Strauss (India) Pvt. Ltd., Kolkata as Area Sales Manager (Mar’01 – Mar’03) Key Deliverables  Responsible for attaining sales, revenue and collection targets across eastern part of India, Andhra Pradesh and Bangladesh.  Business expansion to new cities and outlets.  Ascertaining the functioning of franchisee showrooms as per company norms in terms of stocking levels, merchandising guidelines, etc. Henkel SPIC India Ltd., Delhi & Rajasthan as Territory Sales Incharge (Jul’97 – Jun’99)   Establishing distribution network in the assigned territory. Achieve volume, revenue and collection targets. Blow Plast Ltd., Delhi (Leo-Mattel Toys Division) (Apr’94 – Jul’97) Apr’94 – Mar’97 Sales Officer Apr’97 – Jul’97 Senior Sales Officer Key Deliverables  Achieve volume, revenue and collection targets for the assigned area.  Expand no. of outlets and ensuring visibility and availability of products.  ACHIEVEMENTS At Hindustan Coca-Cola Beverages Pvt. Ltd.: As Channel Marketing and Capability Development Manager; Madhya Pradesh; Bhopal:  Gained 3.1 point market share in Bhopal and contributed in enhancing the market share of Indore to 83, highest in the country (as per A. C. Nielsen’s RSA data YTD Oct 2017).  Drove RED Market execution scores of MP (audited by AC Nielsen) to reach among top 3 states in the country from being in the 16-20 ranks earlier.  Ensured effective transition from manual order booking to automated order booking system in MP. As    Sales Manager – Madhya Pradesh; Bhopal: Exceeded BP target by 9% for the year 2014. Generated revenue growth of 13% by raising more profitable PET packs by 7% in 2013. Successfully implemented Hub and Spoke model in MP along with improved rigour on outlet billing, resulting in improvement in Numeric Distribution of the products by 6%.  Expanded company’s direct distribution network to cover villages with population of up to 2000. As   At   At   Area Sales Manager and Associate Manager – Sales Holds the merit of topping the ‘Lakshya’ contest for ASMsduring March-June 2004 peak season period. Distinction of being recognized as no. 2 among 32 ASMs in ‘Lakshya’ contest at Coke in March-June 2003. Levi Strauss (India) Pvt. Ltd.: Expanded the distribution of the company’s products to ten new cities and doubled the no. of franchised outlets in two years. Distinction of being the highest achiever of targets for Dockers, the weaker brand, among all the ASMs in the year 2002. Henkel SPIC India Ltd.: Set up distribution network from scratch in parts of Delhi and Rajasthan by selecting & appointing distributors Activated the wholesale channel for company’s products in Delhi.  EDUCATION Post Graduate Diploma in Management from Management Development Institute, Gurgaon in 2000 (National Management Programme full-time residential) ITC Medal for topping in class in the marketing stream.