Atul Kumar has over 18 years of experience in business development and sales in the petroleum and FMCG sectors. As Deputy General Manager at Essar Oil Limited, he increased same store sales growth to 50% above the company average and expanded market share. He has expertise in developing distribution networks through franchisee identification, appointment, and management. His experience also includes roles in developing rural and urban retail networks, handling key accounts, and business development.

1. ATUL KUMAR
Flat No.-153, Sapna Ghar CGHS, Sec-11, Plot No. 6B, Dwarka, New Delhi-75, India
shrutulya@yahoo.co.in | atulkumar73@gmail.com | 91-9654861711 | 91-9654860287
SUMMARY
Business Development and sales professional with 18+ years’ experience of achieving sustainable
growth of revenue and profitability. Conversant with retail and direct systems of distribution with
proficiency in developing network channels in petroleum and FMCG sectors. Possess in-depth
knowledge of identification, appointment and management of franchisees, including liaison with
regulatory authorities. Maintain infrastructure and service standards while ensuring market
effectiveness; lead motivated and highly productive team members.
EXPERIENCE
Apr 09 till date ESSAR OIL LIMITED Mumbai
The fully integrated oil company serves customers in India through a modern, countrywide network
of retail outlets; it also offers a wide range of products to bulk customers in the industrial and
transport sectors.
April 12 till date Deputy General Manager - Retail (Role: Divisional Manager) Gurgaon
Products: MS (Petrol), HSD (Diesel), Lubricants and Non Fuel Retail
Team Size: 11 direct reports
 Formulate marketing strategies, develop and implement annual sales plan and manage budget in
Delhi and Haryana for total volume sales of 175 lakh KL valued at INR 880cr pa
- achieved y-o-y ~50% same store growth against the company average of 28% while market
share increased from 0.4% to 1.8% over the tenure
 Identified as future leader and member of GEN Essar Team; form part of the Super Achiever
Program as 1 of 300 selected from among 75,000 employees across all group companies
- performance rated as 5/5 (exceeds expectations) and received 2 grade promotions during the
entire tenure
Business Growth
 Developed and recommended pricing strategies and mechanism based on market findings and
competition to secure new customers
 Initiated a process in Nov’14 for delivery at site for large customers, such as industries/ transport/
schools/ hospitals/ hotels/ malls; tied up with 250 customers which contribute to 36% volume
 Entered into an agreement with Haryana City Gas to sell CNG through the company network;
currently set up an outlet at Gurgaon which contributes ~1% of profit
 Extended revenue streams through non-fuel retail channel partners; sales of lubricants went up
by 33% to72KL over 2013-14
- entered into agreements with FMCG companies, Domino’s for fast food, JK Tyre for tyres &
tubes, Suvidhaa for online recharge
Business Development
 Handle business development for retail network expansion in untapped rural & urban markets of
the trading area through appointment of dealers/ franchisees/ traders
 Establish business rapport with regulatory authorities, government agencies and state
corporations to facilitate and support identification of business opportunities/ development
- coordinate with various functions - legal, supply & distribution, logistics and accounts
 Developed and scaled up the number of operating franchisees from 58 to 82 with another 142
petrol pumps/ retail outlets under various stages of commissioning in Haryana
- initiated operations in Delhi by identifying and appointing 3 franchisees
Franchise Management
 Ensure boundary management and compliance to safety requirements by franchisees through
training, guidance, counseling and motivation programs
 Manage, monitor & assist franchisees in planning and execution of marketing & sales promotions
- designed and executed activities/ campaigns for sales promotion, social initiatives like blood
donations, incentive/ loyalty plans for customers
April 09 - Mar12 Senior Manager - Retail (Role: Divisional Manager) Surat
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2.  Handled sale of bitumen, pet coke, furnace oil for industries through retail & direct channel,
combined into a single network
 Led a team of 7 which tripled the sale of petrol to 1800KL per month at 62 outlets in Surat region
covering 21 districts
 Spearheaded tie-up with Gujarat Gas, GSPC and GAIL Gas for distribution of CNG as an
alternate fuel; set up 7 outlets at Surat
April 07 – Mar 09 Manager (Role: Territory Sales Manager) Udaipur
April 05 – Mar 07 Deputy Manager (Role: Territory Sales Manager) Udaipur
 Handled business development for the company which had just started operations in the region;
developed the distribution network by identifying areas and obtaining approval from authorities
- oversaw construction of retail outlets to meet stringent timelines; the 1st
outlet was
commissioned in Oct 2007 and by 2009 had a network of 34 commissioned outlets
Dec 04 – Apr 05 ENERGY INFRASTRUCTURE INDIA LIMITED (Repsol YPF) New Delhi
Network Development Executive (Haryana)
Products: LPG (Liquid Petroleum Gas)
 Assisted the team for appointment of distributors and enrollment of direct customers; also
organized sales promotion events, below the line displays & advertisements
Dec 99 – Dec 04 PEPSI Noida
Products: Foods & Beverages
Apr 02 – Dec 04 Business Development Manager (Role: Account Development Coordinator)
 Looked after C&FA and distributor administration in Dehradun, Saharanpur, Rishikesh, Haridwar
& Muzzafarnagar as part of the sales & marketing department
 Planned, executed & monitored sales promotions and handled launch of new packs/ brands; also
carried out manpower training & development
Dec 99 – Mar 02 Senior Customer Executive
 Formulated the operational sales plan of the territory in line with the overall strategy; handled
channel sales, business development & key accounts
 Assisted team members in delivering sales volume on primary & secondary basis
Mar 98 – Nov 99 Assistant Manager - Business Development KNIGHT QUEEN INDS (P) LIMITED, New Delhi
Sep 97 – Feb 98 Sales Officer PARLE FRUITS & FOODS, New Delhi
INTERNSHIP
Jun 97 – Aug 97 FRITO LAY INDIA New Delhi
Summer Trainee
 Participated as team member for product launch of brands like Lays, Cheetos and Lehar
EDUCATION
1995 - 1997 Institute of Professional Studies and Research Cuttack
Postgraduate Diploma in Management - Marketing
1991 - 1994 Bhagalpur University Bhagalpur
Graduation - English and Economics
TRAINING
2012 Marketing Training Essar Oil
2010 Executive Development IIM Ahmedabad
2008 Fuel Station Management Essar Oil Ltd
2005 Commercial Sales is Future Repsol
2003 Channel Management PEPSI
2002 Basics of selling PEPSI
PERSONAL Date of Birth: January 7, 1973
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