Sanjay Sharma
Chennai: India Phone: +91-9920776708 Email: 2sanjaysharma7@gmail.com
PROFESSIONAL EXPERIENCE
OCT 2015 - Regional Sales & Customer Manager (South Region) Hindustan Unilever Ltd.
Present Headed Water business for South India to deliver business results for Unilever business of 200 Cr+
with 6 direct reportees & a team of 50 plus sales force.
Delivering growths which are sustainable, profitable, competitive and responsible (KPIs include top
line growth, profitability, quality of growths across channels & market share)
Craft & deliver regional specific agenda, JTBDs with key thrusts/strategic interventions for
growth & improved contribution of categories for future while building quality distribution
& every day great execution
Coaching & development of Managers, Activation & Capability executives
Sales and demand forecasting (S&OP) as a key enabler to delivering better business results
Development of targeted micro marketing plans for Key Brands, categories & geographies
Accountable for all channel programme, brand building in market activities and ensuring
monitoring against agreed action standards
Also accountable for P&L KPI for south
Feb 2012 –Sept Channel Manager – Pureit, India Operations Hindustan Unilever Ltd.
2015 Leading sales planning and execution for Pureit brand, HUL’s third largest emerging business with
goal of Rs.4.6 billion in revenues and 40 million life savings.
Handling sales and local level marketing at PPS and GT Channels. Conceptualize and implement
new channel prog which gave growth 38% on the expenses of 1.4% in 2014
Managing entire trade budget and promotion activities for traditional trade channels.
Lead the IT systems for sales staff’s order taking terminals and internal reporting software.
Conceptualizing and developing Joint Business Plans and CDT(customer Deferential Tool) with
Customers.
Nov 2007 - Area Sales and Customer Manager, Mumbai & North Maharashtra Hindustan Unilever Ltd.
Feb 2012 Managed teams of 30+ members for company’s largest sales areas (annual sales of over Rs.6 billion)
spanning a network of 42 distributors and 30,000 traders.
Nominated as one of only three South Asian candidates for Unilever-wide Unsung Hero Award
(instituted to recognize un-paralleled initiatives across the Unilever world) for independently
designing and executing revolutionary retail distribution system which was adopted nationally.
Honored in CEO report for originating exceptional process efficiency improvement initiatives,
stabilizing distribution infrastructure and leading area towards competitive share gain.
Rated consistently in top bracket amongst ASCMs across India. Received many quarterly and
annual performance based awards.
Coached team members vigorously earning promotion for at least 30% members each year.
Attained highest team engagement scores (Gallup - 4.99/5) in country continuously for three
years 2009-2011.
Achieved highest trade engagement and customer satisfaction scores (engagement quotient of
87% against a world class score of 85%) for 2009 and 2010.
Partnered with brand teams to bolster activation plans and rolled out micro marketing activities
across 16 key districts.
Implemented Go To Market (GTM) distribution model in top cities of North Maharashtra and
Mumbai Metro to consolidate HUL’s position and gain competitive edge in distribution.
Engaged with supply chain and demand planning teams to develop rigorous dynamic demand
estimates and maintain forecast accuracy as per benchmarks.
Led major nationwide projects in areas of human resource management (Project 3G), customer
centricity (New JBP) and supply chain (Project GTM 2.0)
Sanjay Sharma
Chennai: India Phone: +91-9920776708 Email: 2sanjaysharma7@gmail.com
Jan 2007- Branch Operations Manager, West Hindustan Unilever Ltd.
Nov 2007 Supervised distribution channel programs, merchandising and promotion activities and commercial
and administrative practices for West region. Bridged between sales and brand teams with direct
responsibility for 45% of Food & Beverages sales and 100% of Rural sales.
Participated in the quarterly budgeting process, coordinated demand planning and assigned
sales targets by area.
Maintained highest hygiene levels in channel programs- achieved 100% no objection
certificates from channel partners
Enabled third party merchandising for greater activation efficiency saving Rs.100million per
quarter in merchandising expenses for West region.
Improvised merchandising & micro level marketing to deliver 25% growth.
Streamlined IT driven incentive systems bringing greater transparency.
Sept 1999- Sales & Activation Executive/ Sales Officer, North Hindustan Unilever Ltd.
Dec 2006 Led a team of 12 Territory Sales In-charges for day to day sales activities and customer
engagements. Controlled three states (biggest zone for any Sales Officer in HUL) contributing 65%
of sales to the Punjab Sales Area.
Honored with Director’s Award for delivering highest sales in country in newly launched
confectionery category and developing innovative distribution model in Kashmir valley.
Delivered over 10% growth in three states consistently.
Developed two new regional SKUs in beverages division growing the category sales by 35%
Sept 1998- Sales officer Gillette India Ltd.
Aug 1999 Directly engaged in front end selling practices and responsible for distribution infrastructure
management of the territory.
Split sales force to increase focus on priority SKUs while improving distribution in tail SKUs.
Delivered growth of 50% in key category of brushes.
July 1992- Marketing Executive/ Sales Officer, Delhi Perfetti India Ltd.
Aug 1998 Led key activation plans to create buzz around the brand and gain competitive edge.
Won Best Sales Officer Award for year 1997 and March Quarter in 1996
Handled logistics for ‘Big Babool Children’s Club’ and coordinated with Derek O’ Brien for
activation in school quizzes.
Independently monitored and implemented micromarketing initiatives for Wills World Cup.
Conceptualized contests for field force and trade leading to stupendous growth.
Engaged with advertising agencies for material design and outdoor advertising.
EDUCATIONAL QUALIFICATION
2014-2015 Diploma in Comparative Mythology, Mumbai University
2013-2014 Leadership Program, Harvard University US
1992-1994 M. Com., Annamalai University
1989-1992 B.Com. (Hons), Delhi University
Sanjay Sharma
Chennai: India Phone: +91-9920776708 Email: 2sanjaysharma7@gmail.com
EXTRA-CURRICULAR ACTIVITIES
Community Delivered talks to school students and HUL teams on leadership and business ethics lessons derived
from Indian mythological stories, symbols and rituals. Working on Project “Kitaab” (meaning book)
with a NGO to create libraries in rural schools of India.
Personal Passionate about quizzing and won numerous inter-school and inter-college quiz competitions. Won
National awards for art. Two of my paintings were selected for Asian Paints 1988 Annual Calendar.
Attended renowned courses like Franklin Covey’s “Seven habits of effective people” and Shiv
Khera’s “Blueprint of success” to continuously build my leadership skills.
