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RAJESH SAHUSales & Marketing ~ Distribution Management ~ Business DevelopmentEnterprising leader & planner with a strong record of contributions in streamlining operations, invigorating businesses, heightening productivity and improving systems & procedures

sahusamyak@yahoo.com +91-9540134700

Profile Summary

Six Sigma Black Belt certified offering over 25 years of cross-cultural experience in Sales, Distribution & Marketing Management. Currently associated with Luminous Power Technologies Pvt. Ltd, Gurgaon as Assistant General Manager-Business Develop & Training (PAN India). Insightful experience in handling a wide spectrum activities in sales, distribution & marketing from developing business plans, marketing strategies to implementing and executing them in real time sales environment. Concurrently ensuring organizational capability building, engaging channels, crafting winning strategies & teams. A sincere and hard worker with skills to analyze and interpret unique problems, brings in a combination of training experience and logical thinking to find the right solution.

Qualification & Certification

MBA (Marketing) from SMU in 2014Six Sigma Black Belt (Level 1) accredited by CII & Institute of Quality in 2013B.Sc. with Physics, Chemistry & Mathematics from Kanpur University in 1986

Professional Trainings

Mother Dairy Management System Program by Louis Allen International in 2011Train the Trainer resourced by Tack Training International, UKExecutive Quick IT Program by STG International Limited in 2000Mind Mapping Workshop by Buzan International in 2015Workshop “Energize” on competency development by Aon Hewitt in 20137 Habits of Highly Effective People by Stephen R. Covey

Soft Skills

Personal Details

Date of Birth: 18th December 1967Languages Known: English and HindiPresent Address: B-201, Eros Wembley Estate, Sector-49, Gurgaon (Haryana)-122018

Area of Excellence

Sales, Distribution & Marketing Mgt.

Organizational Capability Building

Strategic Innovations & Execution

Market & Competitive Analysis

New Business & Product Launch

Team Building, Training & Management

Financial Hygiene & Management

Policies, Systems & Procedures

Team Leader Problem Solver Analytical

Collaborator Communicator Innovator

Work Experience

May’16-Till Date with Luminous Power Technologies as Distribution Head-HEB (PAN India)

I have joined HEB division (Home Electrical Business) at Luminous based at Gurgaon HO. In terms of products, we have complete range of fans & wires. There are other products in pipeline to be launched, the first being LED & modular switches followed by various other electrical products in times to come.

In Electrical Industry, companies have been relying mainly on their direct dealers cum distributors for many years to reach consumers. However, at Luminous we plan to completely transform business model in terms of distribution. We believe that FMCG distribution model cutomized to fit in Electrical Industry would be a breakthrough. I’m working with the sales team on evolving the same. I'm responsible for setting up not only PAN India distribution for the business but anything related to distribution starting from policies, procedures, way of working for sales team, team structure, beat plan, PJP, MJP etc to name a few.

May’15-Apr’16 with Kwality Limited, New Delhi as General Manager-Sales

Key Result Areas:Strategize long-term business directions for major products by formulating ground level strategies Generate trade insights by regularly working with the trade executives & using it as a driver for innovationFormulate strategies & reach out to the unexplored markets/customer for business expansionExplore new business opportunities in various segments based on market insight & analysisLead, mentor & monitor performance of individuals & teams to ensure efficiency in business operations

Notable Accomplishments:Successfully launched Kwality brand of poly pack milk, curd & buttermilk in Delhi NCRBuilt highly effective, result oriented & stable sales team of over 140 team membersFormulated & successfully executed sales & distribution policies & systems for sales team Successfully built logistic infrastructure for new launch of Kwality brandDeveloped KRA for backend team & formalized sales, finance & logistics reports for effective understanding & clarity of business

Mar’11-Apr’15 with Mother Dairy Fruit & Vegetable Pvt. Ltd., Noida as Sales Head-Retail Milk Channel

Key Result Areas:Spearhead sales volume of over 15.00 lakh liters per day & turnover in excess of Rs.2000 crores/annum with a sales team of 10 ZSMs, 50 SOs, & one MIS coordinatorManage & develop retail distribution infrastructure on an on-going basisMonitor huge logistics in coordination with logistic team to ensure timely delivery of material on daily basisEnsure timely & smooth revenue generation & maintain financial disciplineBuild strong, skillful & stable sales team through continuous training & development programs

Notable Accomplishments:Led sales team with highest business volume across India with 15 Lakh liters/day, over 40% contribution to entire milk businessSpearheaded team which won 2nd Runner Up Team Championship Trophy, an All India competition on sales & business building activities during FY 14-15Merit of developing distribution infrastructure with no. of active distributors escalated from 221 to 475 during last 4 yearsEscalated direct retail coverage from 12240 outlets to 18833 outletsAchieved 100.94% against budgeted volumes with 8.59% growth during FY 14-15Achieved 102.52% against budgeted volumes with 9.82% growth during FY 13-14Brought down overdue from Rs.1.53 crore to 0.20 croreStreamlined & implemented transition from cheque to auto debit mode of payment successfullyAcquired average cash security of over 3.75 days from 2.28 days

Jun’08-Feb’11 with Tata Teleservices Ltd., Lucknow as Circle Distribution Head- UP (East)

Key Result Areas:Spearhead distribution infrastructure for UP East CircleEnsure extensive product reach & services through distribution network to tradeDrive primary, secondary & activation for the circleMonitor & ensure improvement in BTS utilization

Notable Accomplishments:

Attained significant increase in no. of active distributors from 104 to 152Successfully enhanced direct retail coverage from 11422 to 18633 outletsInducted concept of DRCP, PJP & MJP for sales team & implemented the same successfully

Entrepreneurship Assignment:

Aug’06–May’08- Lucknow Agencies (FMCG Distribution), Lucknow as Founder

Dec’95-Jul’06 with Dabur India Ltd., Sahibabad as Regional Sales Manager UP (East & Central)

Key Result Area:Spearhead team of 3 ASMs, 12 SOs, 15 ISR & one MIS coordinator across UP East & Central regionAchieve budgeted primary & secondary targets & ensure extensive retail coverage Formulate strategies & ensure execution for ongoing distribution expansion for long term business growth Ensure budgeted revenue collection & maintain financial discipline

Notable Accomplishments:Bagged certificate of achievement for:

40% growth milestone for FY 2005-06 by Executive DirectorSales performance for FY 2000-01 by Head-Sales & MarketingSales performance for FY 1999-00 SBU HeadSales performance for FY 1998-99 by GM-SalesManaged the retail outlet escalations from 6324 O/L in 2004 to 15628 O/L in 2006 in UP (East & Central) regionConsistent best performer in the country for SKU wise product forecast

Growth Path at Dabur India Limited: Dec’95-Mar’96 as Sales Executive (Patna)Apr’96-Sep’98 as Area Sales Manager (Patna) Oct’98-Mar’01 as Area Sales Manager (Lucknow) Apr’01-Jul’06 as Regional Sales Manager UP (East & Central)

Previous Work Experience

Apr’93-Nov’95 with Wockhardt Ltd., Mumbai as PSR based (Kanpur)

Oct’91-Mar’93 with Dr. Reddy’s Labs. Ltd., Hyderabad as PSR based (Kanpur)

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