1. MOHIT SAWHNEY
Mobile: 09796018191
E-Mail: mohit17031981@gmail.com
SALES & MARKETING / DISTRIBUTION PROFESSIONAL
Offering 11 years of rich experience with excellence in driving top line and bottom-line business growth;
expertise in developing Channels & Distribution Network in the FMCG/Paint Industry
___________________An Overview___________________
Flair for formulating and implementing tactical marketing strategies, managing start up operations and
contributing towards enhancing business volumes / growth.
Expertise in developing the Channel Network and appointing C&F Agents, Distributors, Dealers, Mega
Retailers, Stockiest and Agency Partners to expand product reach ; expertise in setting up infrastructure
and assisting Distributors’ Network to effectively manage business in metros / rural areas .
A keen strategist with expertise in managing regional operations with focus on profitability by ensuring optimal
utilization of resources; attained proficiency in Business Development activities as:
• Breaking new avenues & driving sales growth.
• Proactively conducting opportunity analysis by keeping abreast of market trends &
competitor moves to achieve market-share.
Strong understanding of Product Management; deft in creating products and brands from scratch, steering
new product launches and meticulous monitoring of product performance.
Demonstrated abilities in cementing healthy relationship with clients for generating business and leading workforce
towards accomplishing business goals.
Self Starter & Self Motivated with excellent communication, planning, analytical, organisational, networking and time
management skills with an attitude to adapt to evolving business challenges.
___________________Business Skills___________________
Conceptualising & implementing competitive strategies for sales, marketing, new
product launches and promotion activities thereby leading to increased growth & top-
line profitability; bringing out USP of all products to achieve higher sales realisation
value.
Reviewing and interpreting the competition to fine-tune the marketing strategies;
penetrating products to unexplored markets; uutilizing public information and network
to develop marketing intelligence & generate leads.
Building the Channel Network with financially strong & reliable distributors & retailers
resulting in deeper market penetration.
Developing & implementing effective promotional strategies for Dealer/Distributors to
capture market shares; evaluating performance of Distributors’ and implementing need
based promotion planning.
Planning & executing new product launches including building brand preference,
demand estimation and meeting deliverables.
Implementing sales promotion plans to generate sales and build brand focus;
organising events and client specific promotions.
Planning
Sales & Marketing
New Market Development
Channel Expansion
Dealer / Franchise Support
ATL / BTL Promotions
Product Management
Key Account Management
Team Management
2. Identifying prospective clients, mapping client’s requirements & providing best products to suit their requirements;
monitoring post service activities like generating service reminders and handling customer grievances.
___________________Career Record___________________
Since November 2015 working with Reliance Industries Limited (Retail/Dairy Division) as Manager – Sales
& Distribution (B2 Grade) -Jammu & Kashmir, Head quartered at Srinagar
Significant Contributions:-
Appointment of new CFA for Jammu and Kashmir both and mapped new towns Kathua, Doda, Poonch, Udhampur,
Kishtwar, Mendhar in Jammu zone and Anantnag, Pulwama, Baramulla, Kupwara in Kashmir Zone..
Handling the team of 3 SOs ( all on rolls ) and horizontally looking after 10 ISR in Jammu & Kashmir and managing
Wholesalse and Retail operations, Sales, Marketing, Budgeting & Volume AOP of J&K.
Managing 16 crores of business turnover per annum.
Proper and structured Infra plan – Manpower/Distributor
Regular updates on competitor’s activities, schemes and new products launch.
MOP management.
Institutional planning – region wise (target Institutions directly / Institutional distributors)
20
th
December’12 to October 2015 worked with DS Milk Products Pvt. Ltd as Area Sales Manager ( M 3
grade, equivalent to Dy. Manager ) - Jammu & Kashmir, Head quartered at Jammu
Significant Contributions:-
Sales Head for J&K and launched Dairy Products in J&K coovering entire J&K
Managing 9 crores of business turnover.
Proper and structured Infra plan – Manpower/Distributor
Met with all major wholesalers of dairy products in Jammu for future business.
Regular updates on competitor’s activities, schemes and new products launch.
MOP management.
Institutional planning – region wise (target Institutions directly / Institutional distributors)
Feb’12 to December, 2012, worked with Super-Max Personal Care Pvt. Limited India as Business
Development Manager/Territory Sales Manager - Jammu & Kashmir, Head quartered at Kashmir
Significant Contributions
Holds the distinction of managing complete Sales, Marketing, Budgeting & Volume AOP for J&K; also managing
Distribution through 1 CFAs, 3 SS and 27 Sub distributors in J&K with total turnover of Rs. 4.2 Crores per year.
Handling the team of 1 ASM and 5 SSOs and 9 SOs ( all on rolls ) in Jammu & Kashmir and managing Wholesalse and
Retail operations, Sales, Marketing, Budgeting & Volume AOP of J&K.
3. Expanded distribution to Doda, Poonch, Basohli, Billawar and Bhaderwah, Banihal in Jammu Zone and Shopian, Anantnag,
Baramulla, Sopore, Ganderbal, Bijhbehara, Kupwara and Pulwama in Kashmir; started sub distribtion in kargil.
Target setting Monthly/Quarterly/Yearly – for all distributors / for all sales employees
Ensure proper beat plans / route plan for ASM, SSOs and SOs
Ensure beat wise target setting and target achievement
Proper and structured Infra plan – Manpower/Distributor
Institutional planning – region wise (target Institutions directly / Institutional distributors)
District wise / town wise sku rationalization
Regular training of all field executives – Company Info./How to start and close a sales call/Procedure to handle claims
Proper check on hygiene issues – claims / tracking of schemes / tracking of sales officer
Regular Updates on Schemes and MOP.
Since Apr’10 to Jan, 2012 with Akzonobel India Ltd., (previously ICI Dulux Paints), Jammu & Kashmir as
Depot Head (Area Sales Executive) - Jammu & Kashmir
Significant Contributions
Managed complete Sales & Volume AOP for J&K Depot; also managing Distribution through 53 Dealers in J&K with total
turnover of Rs. 15 Crores per year.
Excellent track record of managing the entire gamut of Depot Operations starting from sending depot requirements to
delivery at Dealer’s point.
Expanded distribution to Reasi, Poonch, Doda in Jammu Zone and Shopian, Sopore, Baramulla and Kupwara in Kashmir;
started distribtion in Leh from scratch directly by appointing Dealers.
Devised and implemented Depot Level Scheme for Dealers to achieve monthly targets; administered Dealer Meet and
Painter Meet at Depot Level for imparting training to Painters on new products.
Promoted busienss by building & maintaining strong contacts with Architects, Contactors and Builders; also enhanced the
Product Mix of Dealers.
Led a dedicated team of 2 Senior Sales Officers (1 in Jammu and I in Kashmir) and also led a 8 Member Depot Team.
Led, motivated and trained the Frontline Sales Team for ensuring effective performance.
Successfully mapped new markets in Sopore, Budgm, Leh, Poonch, Doda, Kishtwar and Manwal (Udhampur).
Nov’08 – Mar’10 with Pepsi Co. India Holdings (Tropicana & Gatorade), Jammu & Kashmir as Customer
Executive (Level 2, equivalent to Senior Sales Officer)
Significant Contributions
Sucecssfully handled complete sales of Tropicana S&D System and Gatorade ( Energy Drink ) across Jammu & Kashmir
Holds the distinction of enhancing the market share of Tropicana in J&K from 26% to 30.3%; also doubled the distribution
numbers from 3 to 9.
Steered the expansion of business and market share for Institutional & Modern Trade Business; promoted sales through
local level promotions & activation projects for Tropicana; also planned & executed BTL activities.
Set up the 1
st
ever Direct Distributor of Tropicana in Kargil after visiting twice in 2009.
4. Led the Tropicana PSR/RSA Team of 8 PSRs.
Expanded busienss to markets in Baramullah, Rajauri, Kargil, Kathua and Sunder Bani.
Launched 3 variants of Tropicana 100% juice in Orange, Apple and Grapes. Gatorade in Sachet packs.
Jan’05 – Oct’08 with Gujarat Coop. Milk Marketing Federation Ltd. (AMUL), Jammu as Junior Executive (In-
Charge Milk Marketing Operations)
Deputed to Jammu and Kashmir Milk Producers Cooperative Limited, A Government Dairy Plant restarted
by J&K Govt. with support of Gujarat Cooperative Milk Marketing Federation Ltd. in Dec’04
Significant Contributions
Steered the launch of Pouch Milk, Ghee, Curd and Flavored Milk under brand name “Snowcap”.
Expanded busienss by regularly visiting markets as per monthly Tour Programme.
Led a team of 9 Distributors: 6 in Jammu District and 1 each in Kathua, Udhampur & Reasi District (Katra) of Jammu; also
led the team of Pilot Sales Man, set targets for them and motivated to complete the same.
Mapped new markets Udhampur, Katra and Reasi.
Expanded Distributor Channel from 4 to 9 in Jammu.
Enhanced business from 4400 Litres per day and 9000 Litres per day in Dec’04.
Launched Curd, Flavoured Milk and Gold Milk in the market.
Aug’03 – Dec’04 with Family Health Plan Ltd. (Third Party Administrators), Jammu (Venture of Apollo
Hospitals) as Client Services Executive
FHPL was Third Party Administrator for J&K State Govt. employees for their Health Insurance through National Insurance
Company
Significant Contributions
Served as overall In-charge of Authorizations and Grievance Handling Departments.
Instrumental in liaising with FHPL, NIC and Registered Hospitals.
Visited Hospitals/Clinics empanelled for treatment of the employees.
___________________Scholastics___________________
M.B.A (Marketing - Regular) from Department of Management Studies, University of Jammu in 2003.
B.Com. (Regular) from Shri Pratap Memorial Rajput College of Commerce, University of Jammu in 2001.
___________________Trainings Attended___________________
PepsiCo Hard Skills Program.
Frontline Sales Leadership (FSL) Program at Development Centre, Internal Training Programme of PepsiCo.
3 Days Conference on Milk And Its Uses followed by Launch of Pouch Milk (Standard Milk) in New Delhi organized by
AMUL at World Habitat Centre, New Delhi on 27
th
Mar’05.
Induction Training at AMUL Head Office, Anand during 4
th
– 30
th
April 2005.
4 Days On The Job Training on Enterprise Wise Integrated Application (EIAS) - Amul’s Accounting System and Domain at
Ludhiana; attained 78 % marks in examination conducted by AMUL.
Workshop on Micro Finance and Enterprise Development through Cooperative organized by J&K Government Cooperative
Department on 25
th
Apr’07 at Jammu.
