1. ARUN STEVEN D’SOUZA
PHONE
: (+91) 9769941249 ~ E-MAIL: ARUN.DSOUZA1975@GMAIL.COM
Senior Sales Management, Key Accounts & Customer Development Professional
Industry: FMCG - Beverage, Wine & Spirits Location Preference: Anywhere in India
A Brief Synopsis
• 17+ years of rich and qualitative experience in the areas of professional Sales Management,
Customer Development, General Operations, Business Development, Customer Marketing
and Key Accounts Management.
• A keen strategist and planner with proven abilities in managing profit centre operations and
selling a wide bandwidth of products with demonstrated initiative.
• Attained proficiency in breaking new avenues & driving revenue growth and proactively
conducting opportunity analysis by keeping abreast of market trends/competitor moves to
achieve market-share metrics.
• Proficient in managing business operations encompassing Market Analysis, Business
forecasting, Laisoning with Govt & Other Statutory bodies, for developing business channels
from time to time.
• Dexterity in formulating right Channel portrait and managing different channels within the
spectrum of retail trade for re-sourcing depending on behavioral patterns of Route to Market
(RTM) and on Retail Environment (RE) based on shopper’s need.
• Complete authority & expertise on managing C & F Agent /Distributor/Wholesale/Retail
Management
• Experience in Key Account Management in On & Off premise with complete delivery
responsibility on Consumer recruitment into our Brands across segments
EDUCATION
• 1998 MBA (PGDM) – St’ Joseph’s College of Business Administration, Bangalore
• 1996 B. Com, Mangalore University
TECHNICAL PROFICIENCY
• MS DOS, WINDOWS XP,
• MS OFFICE & EXCEL and Outlook E-mails.
PERSONAL DOSSIER
Date of Birth: July 10, 1975
Marital Status: Married
Languages Spoken: English, Hindi, Kannada, Tulu & Konkani
Reference: Personal references shall be provided on request
MANAGERIAL
Strategic Planning
General Management
Customer Marketing
Sales Forecasting
Channel Development
Merchandising Models
Personnel Management
Customer Service
Team building
FUNCTIONAL
Sales Management
Customer Marketing
Key Account Management
Channel Development

2. PRESENT PROFILE
Pernod Ricard India Ltd (erstwhile Seagram India).
Regional Sales Manager – Greater Mumbai ( Mumbai &Thane ) July 2013 till Date
World’s co-leader in Wines & Spirits having Euro 7.6 billion revenue with brands like Chivas Regal, Royal Salute,
Havana Club rum, Absolut vodka, Ricard, Ballantine’s, The Glenlivet Scotch, Jameson Irish Whiskey, Martell cognac,
Beefeater gin, Kahlúa and Malibu liqueurs, G.H. Mumm, Perrier-Jouët champagnes and local brands like Blender’s
Pride, Hundred Pipers, Imperial Blue & leading Indian whisky Royal Stag
http://www.pernod-ricard.com
Responsible for Operations in Greater Mumbai Region ( Turnover INR 1.7 billion), which is 20% contribution of
Pernod Ricard West Zone business and Leading the business by heading Sales & Marketing function for the Region
and managing a direct team of 20 people ( 4 ASMs , 2 TMMs , & 14TSMs ) & indirect team of 3 distributors with 75
distributor sales personnel.
Few Key responsibilities in Region Head position are as follow:
• Managing the operation for the Region ( Sales , Distribution, Trade Marketing – BTL Activities, Supplies and
logistics, distributor handling etc .)
• Generating top-line & bottom-line for the company as per plan
• Manage overall Marketing Objective for both domestic & international brands in the Region
• Strategize business directions to ensure maximum profitability; effectuating business plan to maximise revenue
• Manage business development activities entailing mapping of new market segments and developing them
• Develop Channel Strategy & Performance Standards and Measurements of Sales team for the Organisation
• Planning & budgeting for the region
• Training & development of the team
PAST CAREER HIGHLIGHTS: EXPERIENCE CHRONOLOGY
Pernod Ricard India Ltd
Branch Manager – Goa & Daman Diu July 2011 to June 2013
Area Manager - Goa July 2008 to July 2011
Responsible for Operations in Goa, Daman & Diu Region with approx INR 650 Mn revenue ( Turnover INR 1.7 billion),
which is 5% contribution of Pernod Ricard India’s business and Leading the business by heading Sales & Marketing
function for the Region and managing a direct team of 10 people & indirect team of 48.
Few Key responsibilities in Region Head position are as follow:
• Managing the operation for the Region
• Generating top-line & bottom-line for the company as per plan
• Guide Sales Development , Sales Operation, Regional Sales & Customer Marketing within Region
• Liaise with Excise & Other government bodies for seamless operation
• Manage overall Marketing Objective for both domestic & international brands in the Region
• Strategize business directions to ensure maximum profitability; effectuating business plan to maximise revenue
• Manage business development activities entailing mapping of new market segments and developing them
• Develop Channel Strategy & Performance Standards and Measurements of Sales team for the Organisation
• SRS & Automation process of frontline sales initiative in the region
• Planning & budgeting for the region
• Training & development of the team

3. Pernod Ricard India Ltd.
Asst Manager – Bangalore & Tumkur Territory July 2006 – July 2008
Few Key responsibilities were as follow:
• Assigned full responsibility for imparting sales growth managing key areas of Bangalore and up-country Karnataka
market.
• Scope of position encompassed dealing with a promoter and 1500 retailers
• Handled an annual turnover of INR 260 Million.
• Responsible for Government liaison, budgeting, target fixation, stock management and all reporting control.
Pernod Ricard India Ltd.
Regional Sales Executive : Mar 2003 – Dec 2003
Territory Sales Manager : Jan 2003 – Jun 2006
Mangalore / Udupi & Manipal / Shimoga & Chikmaglur Territory
Few key responsibilities were as follow:
• Handled an annual turnover of 160 million through a network of 32 wholesalers.
• Planning and implementing the annual business strategies
• Marketing activities which consists of brand promotions, regular displays,
• OOH & Visibility drive through innovative merchandising mechanisms.
• Logistics and stock planning for 5 depots (Karnataka Beverages Corporation Pvt Ltd ).
• Successful launch of new brands.
• Monitoring and countering competition activities.
• Initiated and implemented Sales & Distribution review formats in the territory and administered the Marketing
activities based on the reports. devise a medium-term vision for the business, based on thorough understanding
of trends and opportunities with an attention for the detail, in alignment with Global Key Account vision of the
organization
• Fully own the annual agreement negotiation process with key retailer & implement perfect store model in retail
• Continuously analyze customer development, define and maximize business development opportunities.
Hindustan Coca-Cola Beverages P Ltd.
Sales Executive - Mangalore & Mysore Oct 2001 to Feb 2003
Sales Supervisor - Bangalore Nov 1999 to Sept 2001
Sales Trainee - Bangalore Nov 1998 to Oct 1999
www.coca-cola.com
As a Sales Executive my key job features were as follow:
• Handled an annual Turnover of INR 40 million in Mangalore and INR 60 million in Mysore through a network of 13
distributors and 23 distributor salesmen.
• Planning and implementing the annual business strategies which comprises of setting targets, planning distributor
infrastructure, marketing activities, planning stocks and the Crates on loan recovery.

4. • Handling the C&F operations, this includes ensuring the supplies to the distributors and the Logistics.
• Brand-Pack analysis, monitoring and countering competitor activities within the framework of annual budget.
• Regular follow-up on Accounts Receivable of both C & F agent and the Distributors.
• Handling Key Account operations.
• Better Coverage through proper area segment and effective penetration in village and rural markets
As Sales Supervisor my key job features were as follow:
• Handled 5 direct routes (5 Salesmen) and One Distributor ( Bangalore South )
• Handled major key accounts in areas like Institutions, Software Companies, Hospital Canteens, Clubs, etc, and thereby
ensuring better services to them and regular follow-up on Accounts Receivable.
• Setting targets for the salesmen and planning marketing activities and also monitoring and countering competitor activities.
As Sales Trainee my key job features were as follow:
• During training worked in Bangalore, Goa , Kerala, MP & Different parts of Karnataka.
• During training done Merchandising, Route riding, Activation of new outlets, running promotional activities, Sampling ,
worked for the product launch (Sprite, Coke mini ) etc,.
• Handled Home Delivery Channel in entire Bangalore city for about 6 months. ( 25 Home delivery agents ).
PROFESSIONAL ENHANCEMENT
• Participated in Core Managerial Skills Program covering all aspects concerned with effective management of a Profit Centre,
Time Management and Negotiation Skills
• Training on Effective Distribution Management
STRENGTHS
• Optimistic approach in life
• Highly motivated with strong work ethics
• Good Interpersonal and Communication Skills
• Eager to contribute to the growth of a progressive company with quality products and services through creative and
innovative ideas.
• Result Oriented approach
ADDRESS
Permanent : Flat No – 401. G – Wing, Satellite Garden , Phase – 1, Film City Road, Goregaon East, Mumbai - 400063