1. Rajesh Pandey
SENIOR SALES MANAGEMENT PROFESSIONAL
Operations ~ Sales and Marketing
In Strategy Planning ~ Business Development
~ Retail~ Consumer Durable & Channel Management.
A dynamic professional with 14 years’ rich experience in Strategy Planning, Business Development, Distribution,
Marketing, Product Promotion etc. A planner with proven abilities in devising strategies to augment business,
streamline distribution networks, promote products for business excellence. An accomplished professional who has
successfully managed Business Operations as well as achieved year on year growth in business and revenue targets
across assignments. Excellent communication and people management skills that have been fine-tuned through
managing multi skilled teams. The stints with leading organizations in diverse sectors have sharpened abilities in
identifying potential, deconstructing complex situations and further conceiving and implementing streamlined
solutions that have led to increased revenues, profitability and overall success.
Profit Centre Operations Sales, Business Development Key Account Management
Customer Support Operations Channel Management Retail Operations
Competitor Evaluation Brand Management Product Promotions
Excellence in Analysis and Problem Solving
Sound Judgment and Decision Making Skills
Strong Influencing Skills
Achievement oriented Team Builder and Leader
Areas of Expertise
Handling retail operations inclusive of trade segmentation, account management, communication through
merchandising programs, as well as pricing and trade terms management.
Overseeing Category Management including shelf space management, merchandising strategies, plan-o-gram
development, inventory management, margin analysis & contributions.
Handling the entire network of supply chain management from production facilities to store, generating volume
estimation, shipping from manufacturing origin to destination, distribution to retailer’s warehouse and individual
Identifying and networking with prospective clients; generating business from existing accounts and achieving
profitability and increased sales growth.
Analyzing marketing trends and tracking competitors’ activities and providing valuable inputs for product
enhancement and fine-tuning sales & marketing strategies.
Conceptualizing & implementing services plans / policies for the organization, ensuring accomplishment of business
Enabling business growth by developing and managing a network of Channel Partners across assigned territories
for deeper market penetration & reach.
Monitoring Distribution networks to ensure ready availability of the product.
Guiding and training Partners to accomplish set revenue and business targets.
Implementing business practices and deploying company strategies and programs to the core.
2. Key Account Management
Initiating and developing relationships with key decision makers in Corporate for business development.
Maintaining excellent relations with clients to generate avenues for further business.
Product Promotions/Launches/ Brand Management
Devising & implementing marketing plans & activities for successful launching of new products.
Providing direction to execute promotions/launches in sync with local characteristics.
Preparing marketing collaterals for the branding of the new product & prepare plan, budget and executing the
launch of the products.
Ensuring maximum brand visibility and capture optimum market shares.
Leading, mentoring & monitoring the performance of the team to ensure efficiency in business operations,
achievement of individual & group targets.
Creating an environment that sustains and encourages high performance; motivate teams in optimizing their
Coordinating activities for the identification of training needs of employees for upgrading their technical skills.
DIGIWORLD (Videocon Group) Since June11 till date
Working as Zonal Operations Manager (Mumbai and Thane)
Looking after Operations of Videocon; Sansui; Kelvinator and Kenstar in the region.
To position DIGIworld –Effective tracking of sales performance in relation with business plan & to provide
Manage Retail network of all business models COCO & Franchisee in the entire Zone.
Manage sales operations of Retail Outlets with Key focus on ROI.
High Level involvement in activities that will sell DIGIworld Products and Services including Retail
Management, Client Relationship Management, Sales and Sales Support, Business Analysis and Planning
Execution of cost effective solutions in DIGIworld Retail Vertical as POS, Kiosks, Merchandising and Planning
Loyalty Management Program and Retail Kiosks.
Business Plan – Execution DIGIworld in consensus with Sales in alignment with RSM/ BUH strategic inputs on
Brand wise business & profitability targets. Assure business value t/o & profit levels,
To ensure timely execution of all initiatives like outdoors, retail roadmap at all DIGIworld stores.
Define and implement strategies for market penetration and market growth by identifying market gaps and
introducing products/brands, developing new markets for the existing products/brands.
Retail Outlet Management:
Identify locations across various regions and oversee activities ranging from construction and commissioning
of retail outlets required for greater market penetration.
Forecast demand, establish Store Wise monthly dispatch & sales plan and carry out inspection at retail
outlets to ensure quality & quantity and excellent service to customer.
Plan and implement promotional schemes for retail outlets across territory and ensure value propositions of
Q&Q across all the outlets.
Develop new markets, for stores, investors, distributor, partners for acquiring wider market reach of
products handled by the company.
utilization of operational & promotional budgets for the State to maximise profitability.
Supervise collection of revenues generated and preparation of MIS Reports.
Formalize budgets for the business group in consultation with the commercial group.
Performance Tracking & Analysis: Store wise of Top 10 Stores, All COCO & Franchisee Stores.
Responsible for planning and execution of COCO Stores at the prime locations for DIGIworld in Zone.
Effective coordination: with DIGIworld Internal Teams and VG Team and Other Vendors / Suppliers. to
Surprises & to channelize decisions & to ensure mission accomplishment as a team
3. RELIANCE RETAIL LTD since Oct 06- June 11.
Manager – Merchandising & Marketing-Consumer Durables, (CDIT) (VALUE FORMAT-
RELIANCE CORPORATE PARK-Navi Mumbai.
Major responsibility was looking after business of Fresh-690 stores; Mart-57 stores; Super Stores-31 and
Delight stores- 31 last and not the least Super Value stores- 3 & Sahakari Bhandar-19 stores. Total stores
adding up to 815 and still growing the “VALUE FORMAT”.
Significant highlights across the tenure with the organization include:
To support the CDIT Head for Category participation in Value format Stores and implementation of
assortment strategies for its different sub-categories in stores all across the country.
Maximize Revenue per Feet in Value Stores of consumer durable and IT Technology Category.
Develop different assortment plan suiting the catchments.
Special Promotions planning as per the seasons/events/festivals.
Co-ordinate with all sub-categories and other support functions via Training, Service, Commercial, D&L,
Planog- ramming, MDM & marketing to ensure smoother operations and proper launches.
Ensuring Customer “Value for Money” proposition in CDIT sku’s to be sold in Fresh Stores.
Launched mobile counters in 4 states to increase per square feet contribution and bill size.
Develop and meet intake margin plans in line with company’s target / strategy for Telecom, Consumer
electronics, Home Appliance, Telecom & IT.
Determine optimum inventory levels at DC level- MBQ, Stocking norms, critical levels, and replenishment
cycles to be maintained basis product shelf life and sales
• Plan working capital requirement for private label non-food business
• Finalize the most favorable Terms of Trade (TOT) in line with the company’s business plans.
• Ensure right commercial documentation & taxation is followed for movement & stocking of goods.
• Conduct annual reviews of supplier performance.
• Leading, motivating and assigning KRAs to all team members
• Promoting and taking care of Private level brands such as Donlim, Pacchapache, and Mitsoni.
MADHYA PRADESH ASSIGNMENT
• Oversaw operations for M.P starting from Land Finalization, validating it with the market facts & then the
agreement. Distinction of finalizing 32 Sites in M.P.
Short-listed & recruited Franchisee, CSA, Associate, and Cashier & Jr Associates for the Company.
Efficiently liaised with Govt Officials for Licensees.
Coordinated with Support Functions like EPC, IT, HR, CATEGORY for smooth operations.
Facilitated proper implementation of SOP of the Company at the Stores.
Facilitated 19 stores coordination.
Made 9 stores operational in Indore, 3 finalized, 6 Stores in Bhopal & 3 more finalized 9 in Jabalpur.
Finalized 6 in Gwalior.
Successfully launched 19 Stores & handled additional charge of monitoring category of CDIT.
Strategies developed to increase business includes daily promotional products targets bay wise & SKU wise
led to increased productivity.
Instrumental in identifying Properties, liaisoning with architects/experts for store layout, Hiring, setting up
of sales force.
Facilitated Catchments analysis and Business Development Strategies, Profitability monitoring, CRM.
HOME SOLUTIONS RETAIL INDIA LTD. (A FUTURE GROUP VENTURE) Mar’06 –Sep’06
Deputy Manger-Category Management; Merchandising & Operations - CDIT (M.P.)
Managed Profit Centre Operations with a view to achieve business objectives and ensure top line and bottom line
profitability across M.P.
Formulated short term and long term goals and budgets; developing business plans for the achievement of these
4. Strategies developed to increase business include different SKU focus at E-zone and Big Bazaar helped us get a
Successfully commissioned the first Ezone at Indore.
Big Bazaar toped the all India sales on 26 Jan & 15 Aug sales All India
Generated business worth 80 Lacs.
Served as In charge of location assigned for BIGBAZAR & EZONE.
Highest turnover for Korya and Sensi private label brands in a territory.
GODREJ & BOYCE MFG LTD (APPLIANCE DIVISION) Sep’03 – Feb’O6
Asst Manager (SALES & MARKETING)-INDORE DIVISION (M.P.)
Drove Business Development initiatives across Indore & UP Country.
Successfully developed network for Washers & Air conditioner a new priority for the Company.
Generated business worth 1 Crores per month.
Changed the old distributors of Godrej and appointed new channels of distributions.
Gave a growth of 18% in Ref, 48% in WM.
Handled 6 distributors 4 direct dealers and 75 sub dealers. Team managed 25
WHIRLPOOL OF INDIA LTD June’00 – Sep’03
Senior Executive (Sales & Marketing)-CHATTISGARH & Further (M.P.)
Steered initiatives across Gwalior & Raipur to escalate business volumes.
Key role in formulation of budgets & implementation plans.
Generated business worth 1.50 Crores per month.
Accomplished highest growth in Refrigerator, Washing Machine, Airconditionar and Microwave ovens & over all
highest ever record of 3625 Appliances in one month in the Gwalior Mela.
Handled 1 Distributor, 2 Direct Dealers and 55 Sub Dealers.
Managed as team of 40 Associates.
Managed services across the territory.
CADBURY (I) LTD. Oct’98 – May’00
Sales Officer - NCR
Actively involved in meeting Primary & Secondary Targets.
Generated business worth 35 lacs per month.
Successfully trained RDSM to meet Daily & Period targets.
Developed sugar into a new-profitable business.
Launched the Golden Beat & Sugar Beat for the first time in India and got results in which the sales did not dip
in the summers.
Handled monthly sales of 28 Lacs.
Handled 2 Distributors and 250 Sub Dealers.
Managed a team of 45 people.
Commenced career with P&G (Procter & Gamble) from Aug’96 – Sep’98 as Business
Development Officer – (U.P.)
Centre for Management Development in 1996
Delhi University in 1994
Operating System: MS Windows/SAP/Excel/Word/Power Point
Other exposures: Internet
Date of Birth: 4th November 1971
Plot No- 20, Kesar Garden