Management Professional with 15 years of experience in Sales & Distribution Management and Business Analytics.

1.  9038928248 / 9073951330
 mrsanjeeb@gmail.com
SANJEEB CHATTERJEE
Management Professional blended with Analytical & Strategic Skills, possessing 15 years of qualitative
experience in: -
Business Analytics, Predictive Analysis and Business Forecasting,
Distribution Management and Sales Operations Procedures.
Sales & Distribution of Consumer Electronics, Telecom Products and Banking Services.
Product Launch, New Market Development and Channel development.
GEOGRAPHICAL EXPOSURE INDUSTRY EXPOSURE JOB ROLES & PROFILES BIZ DOMAIN
Professional Experience: -
Regional Channel Development Manager (East)
Samsung India Electronics Pvt Ltd
Kolkata (Oct 17 – Till Date)
Distribution Management: -
Heading the Channel Management and Innovation of Consumer Electronics Division for Eastern India and Bhutan through six Branches
located at Kolkata, Durgapur, Guwahati, Bhubaneswar, Patna and Ranchi.
Distribution Management of the region with a biz value of INR 1,750 Crores (USD 24 Billion) pa.
Identification of the Distributors for realignment, separation and appointment through the Financial Capability Analysis, Numeric
Distribution Analysis and Product Category Penetration Analysis.
An extensive traveller in the region for presenting the descriptive analysis of our brand vis-à-vis competition at the Dealer Level for the
Stock Commitment Ratio, Model Mix, Display Share, Counter Share, Accounts Receivables, Brand Investment Ratio, etc.
Sales Operations Management: -
Business Enhancement through the co-ordination with Sales Head and RSMs, subsequently reporting to CMI Head at HO-Gurgaon.
Reviewing the Branch Sales Team along with Sales Head and RSM towards the Biz growth, Target Achievements, Return to Forecasting
and the SCM Planning for the upcoming months.
Hygiene Checks through Quarterly Stock Audits of each channel partners. Ensuring the variance <3% for each of the Channel Partners.
Business Analytics: -
Also presenting the Road-Map to the management through Predictive Analysis on the investment cycle of the distributors spread into
trade stock and financial outstanding.
Market Share Analysis at the category level and subsequently drawing correlation with the GFK and our product mix and distribution.
District Level Performance Analysis and also analysing the Dealer Level Performance in the Focus Towns.
Field Sales Team market visit management through the market coverage analysis of the ASMs, CDOs and the FSEs.
Project Management: -
Driven the MTV Project (Mobile TV Ols) and made East the highest contributor to the nation with 28%.
Driving the various programs like Stock Adherence, FSE Champions Club, Distributor Platinum Club, Retail Plano Management, etc.
Zonal Sales Manager
Dishnet Wireless Limited
Durgapur >>> Kharagpur (Oct 15 – Sep 17)
Managed Durgapur Sub Zone from Oct 15 to April 17 assisted by 5 CSMs and 5 CSEs and further managed Midnapur Sub-Zone from
May 17 till Sept 17 assisted by 6 CSMs and 5 CSEs.
Durgapur Sub-Zone consisted of 270 BTS served by 18 Distributors consisting of 4.91 lacs of RGS Base. Handled 5 Crores of revenue per
month (INR 600 million p.a.) through prepaid business, which used to be 3.64 Crores when taken over. Consistent Revenue Increment
happened till Nov 16 @3%-4% per month from the existing sites.
Ensured the Quality of Acquisition by keeping the Rotational Churn below 4% for the entire Sub-Zone by ensuring liquidation of stocks
and reduction of the non-usage base, which was the Circle Best. Acquisitions were done through > 32% OL Dispersion and DAO
comprised of 22% of the UAO, which were Circle Best. FOS Productivity enhanced to ~20 Bill Cuts per day and >20 OTP Generation from
mere 11 Bill Cuts, which were Circle Best.
Restructured the distribution of the major towns like Durgapur, Asansol, Burnpur, Raniganj, Barabani and Pandabeswar by appointing
12 new distributors. This resulted into incremental Gross Ads per BTS from 66 per site to 110 per site. Had done significant Data GADs
in the Sub-Zone with >50 3G Data per 3G BTS. Also launched 5 New Branded Retail Stores (FOFOs) at Durgapur, Raniganj,
Rupnarayanpur and Haldia
Manged Midnapur Sub-Zone which had 299 BTS spread around West Midnapur, East Midnapur and Jhargram Districts. Was
instrumental in restructuring the distribution through immediate appointment and on-boarding of New Channel Partners at Kharagpur,
Haldia, Jhargram, Ghatal, Garbeta and Contai. A significant and paradigm shift in the acquisition happened through Paper to EKYC mode
from 37% contribution to 89% within a week of charge-over.

2. Area Sales Manager
Idea Cellular Limited
Greater Kolkata >>> Kharagpur (Apr 13 – Sep 15)
Managed Prepaid Sales and Distribution of West Midnapur from Jul-14 to Sep-15. Handled over 1.5 Crs of monthly revenue from 219
BTS serviced by 35 distributors and assisted by 3 TSMs and 6 TSEs. Previously managed Sales and Distribution of South 24 PGS from
Apr-13 to Jun-14, handled 2.57 Crs of monthly revenue from 180 BTS serviced by 32 distributors and assisted by 2 TSMs and 7 TSEs.
Did a growth in EOP sub-base @ 5.22% per month and increasing the CMS by 2.5% from the existing Cell Sites itself in West Midnapur.
Reduced 32% Critical LUT and increased the overall traffic by 59% through extensive Sector wise BTS focus. Revenue enhancement per
BTS was 101% during the period.
Gross Ads per BTS went up by 115% than previous FY. Average traffic per BTS increased by 28% even with the 59% influx of NT, ME and
FI sites during the period. 29 Critical Sites were removed out of LUT. Worked on the Cell Site Intelligence by special focus on the sectors
having < 85 Erlangs. Launched 10 new Idea Service Point in the area summing up to 12 ISPs is the area marking the brand presence in
each island of the Sunderban Delta region.
Cluster Lead
Reliance Communications Limited
Kolkata (Apr 11 – Mar 13)
Managed North Kolkata Cluster for Post-paid Business. Assisted by 4 CSMs handling DSA Channel and 2 DST Sales Managers handling a
team of 20 DSTs.
Responsible for the Gross Ads of Post-paid Voice, Data Cards and R-TAB Smart Phones, subsequently meeting the Net Ads budgets for
the Cluster. Taken the Cluster to the new height in the H2 of FY 2012-13.
Responsible for the profitability and revenue of the cluster. Ensured the Cost of Acquisition under control by reducing the unpaid %
and sales reversals. Increased the Marginal ARPU by cascading suitable plans down the line.
Ensured the penetration of the SMEs located in the cluster and further mapping them into the respective DSA portfolio.
Channel Sales Manager
TATA Teleservices Limited
Kolkata (Aug 09 – Apr 11)
Managed Data & Devices sales and distribution of Pre-paid and Post-paid Photon+. Responsible for Primary, Secondary & Activations
targets in the assigned territory. Assisted by 2 DSOs and 14 FOS down the line to manage 6 distributors 380 MBOs and 45 IT Dealers.
Established the chain of Preferred Retailers in the geography. Increased the width of distribution and Data Selling Outlets in Central,
South and North Kolkata
Launched 3G enabled Samsung Corby Smart Phone Handsets to the major HVOs of Kolkata. Channelized TATA Photon+ through MBOs,
IT Dealers, Nokia/HCL and C-N-Buy alternate channel distribution.
Sales Manager
HDFC Bank Limited
Bhubaneswar >>> Kolkata (Apr 07 – Aug 09)
Managed Credit Cards Sales of entire Odisha (Apr 07 to Jun 08); through Branch and Merchant Acquisition Channel. Assisted by 2 TMs
and 25 BDRs.
Managed Credit Cards Sales for the 10 North Kolkata Branches (July 08 to Mar 09); Also did acquisition through Retail Asset Channel.
Kept COA under control.
Managed HNW Classic Customers Portfolio of the Salt Lake Sector II Branch (Apr 09 to Aug 09); Increased the CTG & IPH of the portfolio.
Exposure to sales of CASA, Retail Assets, Liabilities, Demat and Insurance.
Channel Sales Manager
TATA Teleservices Limited
Berhampur (Nov 05 – Apr 07)
Managed Prepaid Sales and Distribution of Ganjam & part of Khurdah district in Odisha covering 27 BTS. Handled a Team of 14 FOS and
with 510 Retailer Base.
Appointed new distributors at Balugaon, Aska and Bhanjanagar for serving New Town BTS Launch.
Inaugurated Branded Stores “True Value Shoppe” at Balugaon, Banpur, Hinjilikatu, Aska and Bhanjanagar.
Assisted the Circle Product Team on competitive product formation through market intelligence and also liasoned with Circle Network
Team for network expansion.
Territory Executive
Whirlpool of India Limited
Bhubaneswar (Dec 04 – Nov 05)
Managed one Distributor at Berhampur for first six months. Achieved steep sales growth and increased the Sub-Dealer network in
Ganjam, Gajapati, Rayagada, Koraput, Nabarangapur and Malkangiri districts.
Managed four Direct Dealers of Rourkela & Sambalpur, assisted by four Retail Executives and two distributors covering Sundergarh,
Jharsuguda, Deogarh, Sambalpur, Bargarh, Balangir, Sonepur, Kalahandi and Nawapara districts for next two months.
Managed the Six Direct Dealers of Cuttack City and Puri, assisted by six Retail Executives and also managed four Distributors of Coastal
Odisha covering the Cuttack, Jajpur, Bhadrakh, Balasore, Mayurbhanj, Keonjhar, Nayagarh, Phulbani and Boudh districts for the last
four months.
Responsible for the Positive Gross Margin of the territory. Applied the Model Mix to ensure the availability of every SKU with special
emphasis on the KAM Dealers.

3. Academics: -
 IIM Kashipur
Business Analytics & Big Data
63% || 2019
 IIM Calcutta
Senior Management Program
74% || 2015
 IMIS Bhubaneswar
PGDM (Marketing & Finance)
68% || 2005
 Aptech Computer Education
Diploma in System Management
81% || 2002
 Calcutta University
B.COM (Accountancy Honours)
53% || 2002
IT Skills: -
Big Data - R, Gephi, Tableau, Hadoop, Python.
Programming Language - C#, Core & Advanced Java.
Web Page Designing - Java Script, HTML / DHTML.
DBMS - SQL & Visual Basic.
Operating System - Windows & Linux.
Project Management: -
Market Mapping of Consumer Durables in 19 Districts of Orissa Apr ~ May ’04.
Analysed the data with various statistical tools like ANOVA and Chi Square Tests.
Analysed the Market Share and Dealer Perception of the Home Appliance Segment.
Depicted the Brand Perception through Likert Scale.
TATA Business Excellence Model (TBEM Mar ’07)
Acquisition Drive, 100% BTS Utilization and Distribution Management through the TATA Ethical Standards.
Reward & Recognitions: -
Bengal Ka Boss (Aircel): Won the contest for becoming the Best ZSM in Dec ‘15
Star Performer (Aircel): Won the award for highest contribution on Segmented Offer on Marketing Application penetration in Oct ’15.
Star of the Month (Idea): Won the award for being the best performing ASM in West Bengal in Nov ’14.
Best Zone Award (Idea): Won the contest for the outstanding contribution to GK Zone in FY 13-14.
Maestro Award (TATA Teleservices): Won the highest individual award for an employee in FY 09-10.
Spotlight Award (TATA Teleservices): Awarded for over achievement of ABP with 120% of Gross Ads and 289% of Primary in Aug ’10.
Numero Uno Award (TATA Teleservices): Awarded for becoming the Numero Uno CSM in Q1 FY 10-11.
Star of the Month (TATA Teleservices): Awarded for 25% growth in Photon+ Sales and 15% contribution in Prepaid to Circle in Apr ’10.
Star of the Month (TATA Teleservices): Received the appreciation for Outstanding Sales and Distribution in Jul’ 06.
Certificate of Appreciation (Whirlpool): Rewarded for the significant increase in Sales Volume by 26% over previous year in Aug’ 05.
Personal Dossier: -
DOB: - 5th Aug 1980, Cuttack, Odisha.
Languages Known: - English, Hindi, Bengali and Odia.
Professional Networking at: - www.linkedin.com/in/sanjeeb-chatterjee-5231411b
Permanent Address: -
3/1, Vivekananda Road,
Barrackpur, PO: - Talpukur,
Kolkata – 700123
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