1. D. Harish Kumar
Mobile: 09292651906
Email: dhkchary@gmail.com
Summary
• An accomplished Business Professional with more than 8 years of experience in leading
& reputed FMCG/ OTC/ Pharmaceutical Organizations.
• Driving the financial objectives (sales) through people, process & implementing
marketing strategies of organization.
• Expertise in successfully handling various channels that includes Rx generation, Retail
and Wholesale & Modern Trade.
• Good Product knowledge and Leadership Skills, positive attitude in facing challenges and
curious to update myself with new skills.
• Strong back ground in enhancing the competencies of sales force through relevant
Learning & Development interventions, Personal Coaching and mentoring for fulfillment
of assigned business targets(RSR/PSRs)
• Recognized for successfully Implementing various Market share improvement &
Revenue enhancement initiatives for attainment of organizational business objectives.
Core Competencies
Team Management - Roll out New Product & Launch new Markets – Market Intelligence - BTL
Activities for Brand Building , Customer Relationship Management - Business Development –
Channel Management – Trade & Distribution Management- Sound Product Knowledge.
Professional Experience
Current Assignment
GSK Pvt Ltd Oct’2015- Till Date
Designation: Channel – In charge. ( Telangana Region) Oct’ 2015 to Till Date.
Job Responsibilities:
Responsible for driving high volumes of targets month on month by implement all marketing
strategies, increase market share of assigned products i.e, BOOST, HORLICKS, ENO,
SYNSODYNE, CROCIN, IODEX, OSTOCALCIUM.
• Delivering financial objectives (sales target) of respective territory by Month, Quarterly
and Yearly.
• Inputting to Demand Planning through efficient Sales Forecasting (by SKU) in
assigned territory. Preparing & driving Stockist wise weekly & monthly business
plan.

2. • Motivating, Supervising and Coaching Sales team to effectively implement marketing
strategies & activities to drive sell-outs and achieve monthly business objective (sales
target).
• Conduct Market analysis/ Competitor activities, Identify & appointing Distributors in
exploring new Markets & Business Opportunities.
• Conduct DSR engagement activities for better distribution of product, availability/Stock
pressure/NPL.
• Drive and Execute trade activation programs like UKT, WMP and special trade activities
to Build Brand to gain Market Share & Shelf share.
• Wholesale Coverage for better distribution expansion tapping uncovered areas.
• Maintain strong relationships with local CFA, Stockists & other channel partners.
Previous Assignment
Novartis India Ltd Oct’2013- Sep’2015
Designation: Channel – In charge. ( Telangana Region) Oct’ 2013 to Sep’ 2015.
Job Responsibilities:
Responsible for driving Revenue targets to the tune of 30 lakhs per month, implement all
marketing strategies, increase market share of assigned products like OTRIVIN, OTRINOZ,
SANDOCAL,TMINIC,VOLTAREN, CALCIUM SANDOZ.
• Delivering financial objectives (sales target) of respective territory by Month, Quarterly
and Yearly.
• Preparing & driving Stockist wise monthly business plan.
• Motivating, Supervising and Coaching Sales team (Medical and Retail) to effectively
implement marketing strategies & activities to drive sell-outs and achieve monthly
business objective (sales target).
• Conduct Market analysis/ Competitor activities, Identify & appointing Distributors in
exploring new Markets & Business Opportunities.
• Inputting to Demand Planning through efficient Sales Forecasting (by SKU) in
assigned territory.
• Conduct DSR engagement activities for better distribution of product, availability/Stock
pressure/NPL.
• Compilation and Analysis of sales reports
• Drive and Execute trade activation programs like UKT, WMP and special trade activities
to Build Brand to gain Market Share & Shelf share.
• Wholesale Coverage for better distribution expansion tapping uncovered areas.
• Maintain strong relationships with local CFA, Stockists & other channel partners.
Achievements

3. • Achieved YTD Oct 2015 101% to the target with 10% GOLY.
• Participated in Channel Capability Development Initiative (CCDI) workshop.
• Achieved all financial objectives of 2014 with YTD 110% to the targets with 18%
GOLY.
• Received Q1 Champion award (JAN’14 – MAR’14) and 5 Monthly championship for
best performance in the region for 2014.
• Received T-minic award for exceeding the target with highest GOLY in country in 2014.
Past Assignment
Novartis India Ltd Oct’2007- Sep’2013
Designation: Medical Sales Representative, Hyderabad, Oct’ 2007 to Sep’2013.
Job Responsibilities:
Responsible for driving targets month on month by implement all marketing strategies, increase
market share of assigned products like OTRINOZ, SANDOCAL,TMINIC,BENIFIBER.
• Survey universe of customers ( Doctors) in assigned territory as per company norms,
Business Potential & RCPA.
• Promoting right product to right customer by implementing marketing strategies and
increase Rx and also Shelf & Market Share.
• Identifying and exploring the market potential in the assigned territories
• Executing Market specific initiatives to enhance market share and revenue and
relationship with current and potential customers.
Achievements
• Consecutively achieved all financial objectives of 2013 with YTD 102% to the targets
with 13% GOLY and received Best Metro Award and foreign Trip to Phuket, Thailand.
• Successfully delivered all financial objectives in 2012, with YTD 105% to the targets
with 16% GOLY and selected for Best Metro Award and foreign Trip to Pattaya,
Thailand.
• Delivered 2011 budget with YTD 101% to the target with 16% GOLY.
• Delivered 2010 financial objectives with YTD 97% to the targets with 11% GOLY.
• Successfully over achieved the targets of 2009 with YTD 101.5 % with 14% GOLY.
• Trained and guided two executives under my supervision to excel in their daily work.
• Participated in ‘Dale Carnegie’s ‘‘Sales call process ‘Workshop.
• Successfully established products like Otrinoz and Otrinoz Saline.

4. • Increased the market share of T.Minic and Sandocal, growing at 41% & 35%
respectively.
EDUCATION
• Completed Post Graduate Diploma in Management (PGDM) from Indira Gandhi
National Open University (IGNOU) New Delhi.
• Pursued B.Tech (Bio Tech) from Gokaraju Rangaraju Institute of Engg & Tech affiliated
to JNTU, Hyderabad.
PERSONAL PROFILE:
Father’s Name : Mr. D.M. Bikshapathi
Address Communication : H: No:- 5-227/2,
Chandra nagar Colony,
Near Vivekananda High School,
Chintal.
Hyderabad-500054.
Date of Birth : 19-12-1984
Nationality : Indian
Marital Status : Married
Languages Known : Telugu, English, and Hindi
(D. Harish
Kumar)