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 +91-7600047363  darshan.libra@gmail.com

Regional Key Account Manager | Sales & Trade-Marketing

 Sales & Marketing professional with over 5 years’ experience in FMCG-conceptualising and executing innovative,
differentiated & segment-based Sales & marketing Initiatives, thereby leading to achievement of targeted market
 Experienced in Handling Key Accounts-Maximizing Share and Visibility within Store-In Store Executions and
 Strong Understanding Trade Marketing Activities and creating brand awareness in the market by Brand Placement,
Brand promotion planning and market development efforts.
 Over a year of Experience in handling GTM Initiatives-Right from Planning, to last mile Execution
 Over 5 years of Experience in Managing and handling Distribution Network, Conducting Dealer meets on various
agendas as well as successful launch of New Products through these meets
 Outstanding success in building relationships with key decision makers, establishing large volume & high profit
account Relations and finalizing strategic alliances.
 Proficient in MS-Office involving Word, Excel and PowerPoint.
 Enterprising and dynamic with good communication, planning, analytical and Leadership skills.
- Planning & Forecasting - Sales Support
- Trade Marketing - Business Development
- Key Account Management - P&L Handling
- Go to Market Strategizing - TOT Planning
- Research & Analysis - Distribution Management
- Team Management - Training & Development
- New Product Launches & Promotion
Current Designation- Regional Key Account Manager with Reckitt Benckiser India Pv.t Ltd.
Roles & Responsibilities:
 Team Management and Leadership- Providing coaching and development while comparing sales
results to goals and taking appropriate action to correct when necessary. Handling a Team of 4 on role

 Driving Trade Marketing activities and initiatives for the Key Accounts in East for National Chain
(Retail + CNC) & Regional Chains. Including-New Product Launches, Increasing and maintaining
share and Visibility in the Market, promotions, Product Demos and other in Store Executions

 Closing Terms of Trade with Regional chains and Ensuring on Ground Execution of Agreed terms in
Both Regional and National Chains.

 Forecasting and Planning- For Sales Targets, key Brand Sales, Customer service Management and

 CFA/Depot Management- Driving Timely Supply of Goods through Depot as well as Handling Supply
Related Issues and Depot Team Management across East

 Maintaining competitive knowledge & Track Competition Activities to create and adjust sales & other
Trade Activation strategies.

 Establishing effective relationships with cross-functional departments-Internal & External

 Creating and Managing distribution network and Infrastructure with reliable channel partners;
developing infrastructure for new channels and optimizing performance levels of channel partners.
As Regional Key Account Manager-60 Cr- November 2017- Present

 Best Key Account Manager in India FY 2018- With Deliveries across Parameters in terms of Numbers as well as
Driving Share gains.
 YTD Target Achievement of 115%-2018 IMS Growth-38%
 Share Gains Across Categories During Account Trade/Activity Calendars
 Handled a Mix of National and Regional Retail Accounts, CNC Business and Regional E Comm Liaisons.
 Key Brand Activations Across -National and Regional Chain- Leading not only to share gains but Category Growths
 Successful Execution of KVI & Non KVI Cluster for CNC Business
 Consolidation of MT Business in North East.

As Area Sales Manager- Reckitt Benckiser -Turnover-108 Cr- June 2016- October 2017

 YTD Target Achievement of 103%-For 2016

 Successfully Executed all the Trade Marketing Initiatives- NPD Launches, Key Store KPI, Key Brand Activations
 MT-Key Account Growth for the Year Stood at-30% One of the Best in the Region
 Winner for key Brand Sales Activities- for two of the major Brands for the company
 Ranked among Top 20 ASM in the country in Q3.
 Successful Execution of Go To Market Strategies for the For Urban & Rural Channel
 Training and Development- Team Member Currently among Top Rankers in the Region

As Area Sales Executive: - Reckitt Benckiser -Turnover-18 CR- February 2015- May 2016
 Achieved YTD Targets at 103% for Year Ending 2015.
 Successfully launched all the new products and delivered key launch KPI in the market.
 Successful in penetrating Rural India by executing GO to Market Plan strategies-75 new Villages opened under
direct distribution under Super Stockiest Channel
 Trained and developed PSR for efficient functioning and preparing for Future role.
 Ranked “Strong” employee year on year.

As Key Account-Territory Sales Representative: -Modern Trade- Turnover- 18 CR- March 2014-January 2014
 YTD IMS Growth Stood at 29%, one of the highest in all India. As well as ranked as 2nd best in region.
 Handled a Mix of Direct and Indirect Accounts-D-Mart, ABRL, Big Bazaar, Reliance Retail & CNC, Booker,
Spencer’s, and Stand-Alone Chains in the Region.
 Played a key role in turning Around Stand-Alone Stores Growth by Driving Key TOT Initiative and delivered
highest IMS growth.
 Achieved Baroda MT Channel Fill Rate Improvements through rigorous tracking and planned executions.
 Received Fast Start Winner Award for delivering highest growth and 100% number deliveries in Quarter’1 in 2014.

As General Trade-Territory Sales Representative-Reckitt Benckiser Turnover- 15 CR-January 2013-February 2014.

 Successful Doubled the Sales of SWB Brands in the Territory. Sales figures stood at 2.5 times over Last Year.
 Improved Account fill which in turn resulted in better shares and sales.
 Stabilized Infrastructure in Baroda, which lead to improved business and distribution.
 Among Top 15 Sales Representatives in Quarter’1, 2013.

 M.B.A-Marketing from Christ University in 2012.

 B.B.A-Marketing from B.M.C.C, Pune-University in 2010.
 H.S.C from De Nobili School, I.S.C.E Board in 2007.

Date of Birth: 17thFebruary 1989
Marital Status: Married
Languages Known: English, Hindi, Gujarati, Bengali & Marathi (Elementary)
Hobbies Travel, Movies, Singing