JOB ROLE SKILLS and EXPERIENCES JOB ROLE SKILLS and EXPERIENCES 1) Lead Sales and Marketing Teams for Development of Regional and International Markets – Europe, UAE, GCC, Middle East, Asia Pacific, Africa for FMCG COMPANIES 2) Developed 30+ Markets from scratch in CPG Business in last 10 years 3) Lead Business across different Consumer Sales Channels (HORECA, QSR, Modern Trade, Traditional Trade, B2B, eCommerce, Wholesale) 4) Managed Distributors across 18 countries simultaneously. Close involvement in their operations to ensure company’s Go To Market Objectives are achieved 5) Supply Chain Management, Procurement and Private labeling management for 12 Countries (Focused Products: Rice, Pulses, Grains, Bottled Water, Edibles Oils) 6) Management of Ops and Supply Chain and training of Teams in multiple functions (Key Accounts, Modern Trade, Logistics, Customer Services, Operations, Finance) 7) Insights and Analysis of Existing and Strategic Markets (development & deployment of best distribution structure, Route To Market models, right portfolio selection) 8) Develop Business Plans and Strategy to grow top line, bottom-line and optimization of Organizational/Team Structures 9) New Product Development initiatives: market study, risk assessment, volume, and long terms sales valuation 10) Managed Portfolios during 20 years in FMCG: Spices, Condiments, Rice Products, Grain Foods, Edible Oils, Mineral Water, Dairy Products, CSDs, Candies, Biscuits, Canned Foods, Oats, Oral Care, Personal Care, Fabric Care, 11) Achievements in Developing Markets for new and established brands: a. Developed and deployed sales strategy for each channel; setting Consumer and Customer Prices specific to each channel to maximize profits b. Performed formal research and formulated reports about each Market’s Product Consumption Trends (Cuisines and Lifestyle Trends, Duties, Packaging and Language Regulations). Suggested products viable for that market and ensure desired KPIs are achieved c. Prepared product mapping reports to ensure current portfolios market life is well-understood and henceforth creating focus, increase in profitability by 13% d. Create Variants and developed new products specific to market’s needs to compete with their local brands in-order to gain sales share e. Initiated dealer-based model to open new territories and slowly developed them into a profitable market and large-scale distribution network f. Developed Channel Based (e.g. HORECA) Customers in existing markets who worked closely with our main Distributor to secure large volume sales g. Prepare yearly reports on strategic markets and discuss with management investment plan & ROI. Launched 8 markets using this approach in last 2 years h. Key International Markets that were developed in past 10 years - Levant: Turkey, Iraq, Syria, Morocco, Libya - Europe: UK, France, Italy, Germany, Spain, Greece, Norway, Sweden, Finland - East and Central Africa: Kenya, Nigeria, Somalia - Far East: Malaysia, Singapore, Indonesia, South Korea, Hong Kong, Taiwan, Myanmar, Philippines, Vietnam, Cambodia, Bangladesh - Australia: Sydney, Perth, Melbourne, New Zealand - GCC: UAE, Saudi Arabia, Oman, Qatar, Bahrain, Yemen - North America: Mississauga, Houston, New York City, Baltimore, Los Angles, Toronto - CIS: Russia, Tajikistan, Ukraine, Kazakhstan, Georgia - Southern Africa: South Africa, Botswana, Angola, Reunion, Zimbabwe, Seychelles, Mozambique, Tanzania 11) Highlights of FMCG Business Management Experiences * Gandour – Middle East Confectionary and Coca Products Leader: LEAD SALES, MARKETING, STRATEGIC PLANNING OF NEW BUSINESS and MANAGING NATIONWIDE Business of 9 COUNTRIES. Ensuring Volume and Profitability growth via proper distribution, trade marketing, visibility, and result-driven activities across all Sales Channels. Handling a business volume of US$ 5 million monthly Developed 18 new SKUs for 7 International Market. Lead innovation projects with team of 8 members in Marketing, Supply Chain and Key Account Sales * Dalda Foods (Unilever Brand) – In SALES OPERATIONS AND SALES MANAGEMENT ROLE, developing the cost -effective Sales Tracking, Distribution Systems. Manage a region with 75 distributors and business of US $ 3mn monthly * Coca Cola Beverages – In TRADE MARKETING and KEY ACCOUNT MANAGEMENT role, looking after sales and marketing activities for MODERN TRADE (2000 Outlets) and HORECAs (7000 Outlets) regionally. Managing TRADE PLANS and A&P Budget of US$ 100,000 per month while achieving sales revenue of US $ 8mn monthly

Job Role: * Sales; Planning, Volume Achievement and Development * Hiring and Training of Teams to deliver business objectives * Growing Business of existing universe of distributors * New Business Initiatives for existing and new markets * Top line and bottom-line management Products: Chocolates, Cakes, Cooking Oils, Syrups, Wafers, Biscuits, Candies Responsibilities in this organization: * Achieve Volume and Profit Targets. Develop new markets and distributors * Develop Sales and Business Plan for existing and new portfolio of the company * Analysis of resources requirements, risks and growth opportunities associate with new projects (New SKUs development, new market entrance, entering a new sales channel within existing portfolio) * Management of yearly budget. Allocate as per required growth target from each territory and monitoring it throughout the year. * Team management and training to deliver sales volume. Ensure that company's value target of credit policy and stock cover are also achieved * Effective deployment of company's SOP and Policies in the marketplace * Plan, execute and monitor one-time A&P investment and regular consumer programs to retain & grow sales * Develop granular level plans for execution of existing products new SKUs launches according to the Geographies & Customer Channels * PLANNING AND STRATEGIC DEVELOPMENT OF COMPANY'S BUSINESS * Sales Development Initiatives via entering and establishing products in new sales channels * Planning and Monitoring of Trade Marketing Activities. Effective management of resources and investment while targeting a specific ROI from each activity * Plan awareness campaigns for our product specific to each countries' specific product and consumer profile * Develop quarterly analytics reports on our current business. Understand our consumers' behaviors, their preferences, and our strength versus competition in the market * NEW MARKET DEVELOPMENT METHODOLOGY: * Travel to potential markets after preliminary study through data gathering. Perform on ground research on desired category's size in retail, competition, margins associated with each sales channel (HORECA, Food Services, Traditional Trade, Modern Trade, etc.) * Based on the research develop a pricing models of potential SKUs * Prepare detailed business plan for 2 to 3 years for strategic markets considering one-time investments and recurring A&P to understand the Profit & Loss prospect

Job Role: * Lead Sales and Commercial Activities for New Markets * New Markets and Distribution development * Launch of New Brands across GCC Products: * Mineral Water - SAMAYA ( http://samayawater.com/ ) * Frozen Foods * Ready to Eat Meals * Breakfast Products (Oats, Milk Powder, Evaporated Milk) * Beverages * Canned Foods Responsibilities in this organization: * Achieve Volume and Profit Targets. Develop new markets and distributors * Develop Sales and Business Plan for existing and new portfolio of the company * Analysis of resources requirements, risks and growth opportunities associate with new projects (New SKUs development, new market entrance, entering a new sales channel within existing portfolio) * Management of yearly budget. Allocate as per required growth target from each territory and monitoring it throughout the year. * Team management and training to deliver sales volume. Ensure that company's value target of credit policy and stock cover are also achieved * Effective deployment of company's SOP and Policies in the marketplace * Plan, execute and monitor one-time A&P investment and regular consumer programs to retain & grow sales * Develop granular level plans for execution of existing products new SKUs launches according to the Geographies & Customer Channels * PLANNING AND STRATEGIC DEVELOPMENT OF COMPANY'S BUSINESS * Sales Development Initiatives via entering and establishing products in new sales channels * Planning and Monitoring of Trade Marketing Activities. Effective management of resources and investment while targeting a specific ROI from each activity * Plan awareness campaigns for our product specific to each countries' specific product and consumer profile * Develop quarterly analytics reports on our current business. Understand our consumers' behaviors, their preferences, and our strength versus competition in the market * NEW MARKET DEVELOPMENT METHODOLOGY: * Travel to potential markets after preliminary study through data gathering. Perform on ground research on desired category's size in retail, competition, margins associated with each sales channel (HORECA, Food Services, Traditional Trade, Modern Trade, etc.) * Based on the research develop a pricing models of potential SKUs * Prepare detailed business plan for 2 to 3 years for strategic markets considering one-time investments and recurring A&P to understand the Profit & Loss prospect

Job Role: * Business and Marketing Plans, Route to Market Strategy and Sales Development * Managing Teams of 8 Sales Managers & 16 Sales Executives across 22 Countries * Participation & Attendance of International Food Exhibitions Products: * Rice * Pickles * Spices and Recipes * Sauces * Frozen Ready to Eat * Frozen Convenience Food Responsibilities in this organization: * Achieve Volume and Profit Targets. Develop new markets and distributors * Develop Sales and Business Plan for existing and new portfolio of the company * Analysis of resources requirements, risks and growth opportunities associate with new projects (New SKUs development, new market entrance, entering a new sales channel within existing portfolio) * Management of yearly budget. Allocate as per required growth target from each territory and monitoring it throughout the year. * Team management and training to deliver sales volume. Ensure that company's value target of credit policy and stock cover are also achieved * Effective deployment of company's SOP and Policies in the marketplace * Plan, execute and monitor one-time A&P investment and regular consumer programs to retain & grow sales * Develop granular level plans for execution of existing products new SKUs launches according to the Geographies & Customer Channels * PLANNING AND STRATEGIC DEVELOPMENT OF COMPANY'S BUSINESS * Sales Development Initiatives via entering and establishing products in new sales channels * Planning and Monitoring of Trade Marketing Activities. Effective management of resources and investment while targeting a specific ROI from each activity * Plan awareness campaigns for our product specific to each countries' specific product and consumer profile * Develop quarterly analytics reports on our current business. Understand our consumers' behaviors, their preferences, and our strength versus competition in the market * NEW MARKET DEVELOPMENT METHODOLOGY: * Travel to potential markets after preliminary study through data gathering. Perform on ground research on desired category's size in retail, competition, margins associated with each sales channel (HORECA, Food Services, Traditional Trade, Modern Trade, etc.) * Based on the research develop a pricing models of potential SKUs * Prepare detailed business plan for 2 to 3 years for strategic markets considering one-time investments and recurring A&P to understand the Profit & Loss prospect

Job Role: Key Accounts Sales Trade Marketing Management Category Management Shoppers Marketing Customer Business Development& Sales Achievement Responsibilities: * Develop KA Customers and Large Retailers by formulating strategy and execution of Incentive and Trade Development plans * Maintain and grow Sales Volume of assigned Customers and Key Accounts * Identify priority channels for the Category/ Sub-Category and work with Channel Managers to recommend Category Tailored Plans that are in line with overall sales volume achievement strategy * Generate new ideas, planning, budgeting, and implementation of all in-store activities * Work on new product market entry. Lead development of Sales and 4Ps in-market implementation * Assign areas and territory to distributors with right Trade Marketing and Incentive Support to develop sales * Ensure all in-store materials are tested before implementation * Carry out Sales, Trade Marketing and Promotion Activities in across all Sales Channels * Modern Trade Outlets * Restaurants & Cafes * Hotels and Catering Business * Improving Trade Spend ROI and Market Share by tracking activity results and modifying mechanics whenever required * Support category management growth through the application of the most recent sales technologies including shelf management technologies, point of sale systems and research applications, with emphasis on fact-based selling * Negotiate contracts that included incentives, discounts and logistic assistance * Interacting with company's credit department and implementing company's credit terms and receivables control to accomplish team goals and objectives * Keep track of competitors' offering and plan offers accordingly * Plan and execute POS material, Fascia and Visio Cooler changeover plan. Keep track of POSM inventory * Handle communication between Brand Marketing and Operations to ensure the marketing cycle plan is effectively executed in all Channels

Job Role: * Sales Operations * Primary Sales Management * Secondary Sales Tracking and Data Management * Expansion of Distribution Network Responsibilities: * To lead Sales Operations by improving the quality and capability of the department * Rationalize distribution / territory structure and build efficiencies within the system * Distribution setup planning by making them cost effective and efficient for the company * Achievement of Primary Sales Objectives and yearly, quarterly, and monthly target setting, distributor wise * Responsible for Developing a system for Sales Data Automation * Training team in developing required skills to execute the Sales Automation System * Project leader for ``Distribution Corporate Audits'' (conduct General Trade Customer audits and executed action plans for 100% compliance) * Ensuring that distributors achieve value-based targets, i.e. maintaining minimum stock cover, timely submission of claims, DSRs' incentive payment, market rapport * Strict tracking of Year to Date Growth and ensure to report issues if any territory is performing less than same period last year * Work closely with NSM and Director Sales for making trade offers plan monthly * Keep a track of SKU wise performance based on secondary sales data forwarded by Distributors and forward the suggestions for improvement to Sales Team * Complete Region's touring to gather first-hand information and submit detailed reports for planning * On basis of daily production, monitor allocation of products as per the orders received * Maintaining the master journey plan town wise to ensure that due visits are done by Sales Managers * To manage and dispose the damage stocks through field force * SOP planning and working closely with Head of Sales in assigning growth targets territory / distributor wise

Job Role: * Trade Marketing * Sales Promotion * Shoppers' Marketing and Experience Management Responsibilities: * To lead Sales Promotion Team of 18 members across * Assist brand team to expand reach of their product through trial generation and retail promotion initiatives * Achievement of Retail Key Accounts Sales Revenue by each Region's Team * Roll out Marketing Initiatives into Retail Environment and Key Accounts * Point of Sales Setup * Fascia Branding Implementation * Branding of outlets for specific promotion * Supervise Brand Activation * Hiring of vendors and negotiating quotations * Planning and Execution of Sampling and Consumer Engagement Activities at Key Accounts Retail Outlets * Owning responsibility for the development, execution and performance of all programs designed to increase presence and off-take * Deliver the category strategies through category/customer specific initiatives to drive brand growth above market performance, that is project management of each category's tailored merchandising solutions * Market intelligence and feedback to the brand team about the brand's functional progress in the market * Identification of outlets for brand specific activities * Hire distributors in newly developed remote areas & towns * Detail monthly working and area plan of 18 Sales Promotion Vans in rural areas nationally, train, supervise vans' staff and keep a close check on their expenses * Supervise Rural Sales Van teams to achieve merchandising and volume targets at each town during the time of the ground promotion activity * Hire new Agencies and forward their evaluation to management for future reference * Negotiate with third parties and ensure that project is executed on most competitive rates without compromising on quality standards

Job Role: * Account Management * Marketing Responsibilities: * Effective customer management and ensure timely services as per the agreed contract * Negotiate contracts with 3rd parties for High Profile Client * Work in coordination with Creative & Media department to achieve objectives for the assigned accounts * Handled British America Tobacco Account (BAT): * Monitoring the BTL Agencies through planning to execution phase * Travel to remote areas and prepare report on effectiveness of thematic and tactical promos * Communicate with retailers and consumer as per given BAT format and prepare report