1. Ayan Chakraborty
Address: 1/3A Gobindo Auddy Road. KOLKATA - 27.
Cell -9831283120 , 7086031913.
Email: ayan_ac@hotmail.com
⇒ An accomplished and result-oriented professional with a dynamic 24 years successful career path in sales, marketing and
business development for major organizations across vertical markets and niche markets.
⇒ Have been able to earn the maximum realization by maximizing the limited resource and proper logistics available by well planning
and acting as per the plan.
⇒ Competent in Competition mapping, in outlet execution, Sales Diagnostics, Strategic Planning and Business Plan
Management.
⇒ Expertise in developing and mapping sales processes to enhance productivity and efficiency in delivering services.
⇒ Range of competencies includes a proven ability to monitor competition activities, identify and penetrate new business
opportunities and cultivate key client relationships.
⇒ Straight forward, honest and committed to building outstanding sales teams to achieve bottom-line objectives.
⇒ Excellent interpersonal, analytical & communication skills.
CORE COMPETENCIES
 Market Development
 Business Strategy Execution
 Sales Team Training /Supervision
 Distribution Development
 Competitive Sales Analysis
 Man Management
PROFESSIONAL EXPERIENCE
Star Cement Limited.
(Erstwhile Cement Manufacturing Company Limited), Guwahati, Assam
Nov2016 – Till Date
DGM – Sales
Strategic Planning
⇒ Establishing corporate goals, short term and long-term budgets and developing
business plan for the achievement of these goals.
⇒ Market mapping for assessment of potential in business opportunities.
Channel Sales & Marketing
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2. Channel Sales of Meghalaya, Silchar(Barak Valley),Tripura and Mizoram.
Average business volume contribution of 0.5 Million TPA. Financial turn over: 650
Cr/Annum.
⇒ Developing marketing plans for the industries & generating sales from the same.
⇒ Conducting training programs.
⇒ Utilizing public information, personal network to develop marketing intelligence
for generating leads.
⇒ Analyzing & reviewing the market response/ requirements and utilizing the same
to achieve the desired goals.
⇒ Conducting competitor analysis by keeping abreast of market trends and
competitor moves to achieve market share metrics.
⇒ Managing issues pertaining to customer complaints and addressing dealer
grievances.
Key Account Management
⇒ Developing relationships with key institutions in target organizations for business
development.
⇒ Managing activities pertaining to negotiating/ finalization of deals (techno
commercial) for smooth execution of sales & order processing.
⇒ Providing technical service support to clients and resolving their issues/
concerns.
⇒ Developing relationship with clients for enhanced terms ensuring continued &
repeat business
Brand Management/ Product Management
⇒ Support to the Sales Team with related activities like conducting of various sales
promotional meets, attending customer queries & complains and technical
guidance.
⇒ Building brand focus in conjunction with operational requirements; ensuring
maximum brand visibility and capturing optimum market shares.
⇒ Selecting direct appropriate media for advertising new product launch
campaigns; establish alliances with key media intermediaries & agencies.
⇒ Coordinating the in-store promotional activities for new releases & special
products.
⇒ Conceptualizing visual merchandising displays, windows, POP & design of retail
outlets for maintenance of a high-end store Image.
Team Supervision
⇒ Leading & monitoring the performance of team members to ensure efficiency in
operations and meeting of individual & group targets.
⇒ Identifying and implementing strategies for building team effectiveness by
promoting a spirit of cooperation between team members.
⇒ Recognizing areas of improvements and organizing training programs for the
same.
Attainments:
⇒ Holding on to the leadership position in the assigned area as a market leader in
the trade segment and maintained the leadership with around 27% market
share.
The Ramco Cements Ltd. (Formerly known as Madras Cements Ltd.)
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3. Sept’12 – Nov2016.
AGM- Marketing – Orissa
From Feb 2014 I am looking after West Bengal Market as AGM-M.
 As AGM- Marketing- In charge of Sales & Marketing, logistics and stock planning, Branding,
Customer Management, Large Buyer Management, pricing, recruitment, channel expansion,
Media Planning & Communication & Annual Budgeting.
 Developing business with proper Market mapping, market coverage and penetration.
 Initiating the operation from scratch in Orissa with market segmentation and studying the
market trends.
 Studying KBFs(Key Buying Factors)
 Planning and implementing proper schemes enhancing maximum participation from Channel
Partners and also ensuring tertiary.
 Key Account Management through Value Improvement Program
 Recruitment of Dealer, Sales promoter and C & F agent.
 Setting the norms for the remuneration.
 Setting targets in sales, price, and NCR.
 Proper man management, recruitment and grooming of staff and KRA and Appraisal for all
staff.
 As a profit centre head Co-ordination with all departments with corporate primarily with
President Marketing.
 Continuous survey for understanding customer requirement and demand and ensuring fast
redress of the same.
 Planning and implementing all ATL and BTL activities.
Key Achievements:
o Business growth of 100% during October 2012 to March 2013.
o Numeric reach increased by 23% due to concerted focus on new dealer openings.
o Opening of new markets – Balangir, Balasore, Sambalpur.
o Special focus on Concrete Product Manufacturer to create a new customer segment.
o Launched the concept of Mason Health Camp targeting the end consumer involvement
resulting into better tertiary.
o In WB we are growing more than the market growth.
o Successfully launched new variants.
o Proper price monitoring and revenue generation.
Reporting to -Zonal Head.
Reported by-
Sales& Marketing (Trade and Non-Trade)
Commercial and Accounts
Customer Support Services and Admin Team.
Jubilant Industries Ltd. (JIL)
Dec 2010 –Aug 2012
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4. Zonal Sales Manager – East
Jubilant Industries Ltd. Is a part of JUBILANT BHARTIYA Group and has been hived off from
JUBILANT LIFE SCIENCES LTD. as a separate company on 15th November 2010.
The Consumer Products division of Jubilant Life Sciences Ltd. which deals in Wood Working
Adhesives, Wood Finishes, Foot Wear Adhesives and Home Products like Lime Binders & Epoxy Putty
manufactured & marketed under the brand name “JIVANJOR” and 5 other Divisions have formed JIL in
which I was in Consumer Products.
Key Responsibilities:
• Achieving the budgets and simultaneously expanding the distribution network for increasing
numeric reach and depth.
• Implementing separate DISTRIBUTION VERTICALS for different product lines
• Ensuring distributor ROI’s.
• Sales are being analyzed channel wise and Product wise.
• All BTL activities to be rationalized and used productively to increase sales.
Key Achievements:
• My zone contributed 38% of the CPD business has grown significantly with growth of 26%. This
is in comparison to existing de-growth of 5% when I took over.
• Team realigned to clearly focus across each Product in the portfolio. This has ensured
Volumes being achieved across and adding to the bottom-line.
• Proper scheme management has ensured budget achievements and surplus generation. This
was achieved through ABC analysis of the dealer network and adapting the schemes
accordingly.
• Distributor investments in the business are closely monitored and separated wherever
required.
• Overall Stock planning and new product launch.
Reporting to: Head of Sales – Consumer Products Division
Area of Operation – East I – West Bengal and North East, East II- Orissa, Bihar and Jharkhand, East
III- UP and Uttarakhand. This was 3 Regional Manger and 6 ASM Zone, and total team size handled is
59 with annual Business of 56 crores.
Dishnet Wireless Ltd.- Aircel (Aug’09 – Dec’10)
Zonal Business Manager
As Zonal Business Manager, managed the fastest growing and the best performing Zone in West
Bengal Circle in MOM Acquisitions, Revenue Growth, Churn, Quality &
Usage parameters. Managed a T/o of INR 70 Cr and I million subscriber additions per annum.
The position assumes overall ownership for the all the verticals of Sales
Customer Service , Marketing communications, Network, Commercial, Supply Chain, HR & Admin, , IT
& Support Services and the chain of Retail Branded Stores.
• Plan and strategize sales and distribution for all segments in the zone.
• Ensure financial performance by ensuring achievement Net Additions and Distribution.
• Achieve customer acquisition, market share and revenue targets
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5. • Maintaining distribution KPI’s – New and Untapped markets
• Ensure achievement of network expansion targets and maintain good network quality in the
region.
• Ensure delightful customer experience and enhance customers intention to pay
• Maintaining very good channel satisfaction level.
• Maintain healthy and robust business process.
• Ensure structured training opportunities are provided to the sales team including distributor /
retailer staff, CSD & Marketing team.
• Maintain very healthy site utilization level.
• BTL plan for the Zone, designing Trade Schemes & channel payouts.
• New product development.
Accomplishments:
Gross Aquisation grew 4 times and revenue grew by 2.5 times.
COCACOLA (April ‘07 – July ‘09)
Career Path:
Sales Capability Development Manager-Delhi
Sales Manager-Jharkhand & South Bengal
• Identifying gaps in distribution & implement process improvements in how we approach the market
and service our customers.
• Playing a vital role in developing the Business Plan for the year which covers Sales, Marketing,
RTM, Financial goals for the entire year, is a key area.
• Training and development of Sales Manager, Area Managers and entire sales team.
• Periodic and Timely Training need analysis as per the Business requirement.
• Design and development of Customized training modules and training solutions to suit the specific
and generic needs of the business
• Execution and pull-up the scores and Distribution and volume drive.
• Identify gaps in sales processes and Appoint C & F, Anchor distributors and finalize agreements,
financial analysis and half yearly performance appraisals.
• Responsible for Sales P&L Leading and managing profit centre operations acting as profit centre
head and managing Logistics and distribution operations
• Monthly tracking of competitive market shares, market size, price band segmentation
• Handling independently Sales and Distribution functions for a business of Rs. 127 Crores.
• Responsible for handling and controlling sales and Market Execution activities in the area by
implementing competent business strategies.
 Establishing goals, short term and long term budgets, forecasts and developing business plans for
the achievement of these goals.
 Contributing actively in business planning and monitoring performance.
 Leading, training and motivating teams ensuring their career development and positive contribution
to the company. Co-ordinate recruitment & selection activities for the team.
 Evaluating marketing budgets periodically including manpower-planning initiatives and ensuring
adherence to planned expenses.
Accomplishments:
Share turn around in Jamshedpur from 38% to 70 plus.
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6. HENKEL Spic India Ltd. (Apr’00 – Mar’07.)
Area Sales Manager-Kolkata,North & South 24 Parganas
• Based at Calcutta handling the retail distribution and modern trade &
handling a turnover of 17 crores.
• Led a team of 10 TSSs & 1 Sales Officer in delivering primary & secondary targets
• Training & recruitment of sales personnel of my team
• Launching of new products & expansion and development of distribution.
• Management of stock and merchandising.
ICI India Ltd.- Paints Division (Jan’99- Mar 00)
Sales Officer-Kolkata & South Bengal
• Rsponsible for sales volume and Retail Distribution network.
• Formulation of schemes with co-ordination with A.S.M
• Visiting dealers, expansion of dealer network.
• Fixing targets of dealers, finalising incentives and motivating their sales team
• Organizing practical demonstration camp and implementation of various marketing activities.
Hindustan Lever Limited (June’92 – Dec’98)
Territory Sales Incharge-Kolkata, Howrah & 24 Parganas
• Regular visit to stockist & monitoring their infrastructure and retail
• distribution network.
• Evaluate stockist’s efficiency & Planning orders and dispatch collection.
• Providing adequate training to redistribution stockist’s sales force.
• Plan merchandising network & distribution network.
• Fixing up targets.
EDUCATION
⇒ PGDM (Marketing & Operations), ABS Bangalore
⇒ B.Com,Calcutta University.
PERSONAL DETAILS
Date of Birth: 3 February 1972
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7. HENKEL Spic India Ltd. (Apr’00 – Mar’07.)
Area Sales Manager-Kolkata,North & South 24 Parganas
• Based at Calcutta handling the retail distribution and modern trade &
handling a turnover of 17 crores.
• Led a team of 10 TSSs & 1 Sales Officer in delivering primary & secondary targets
• Training & recruitment of sales personnel of my team
• Launching of new products & expansion and development of distribution.
• Management of stock and merchandising.
ICI India Ltd.- Paints Division (Jan’99- Mar 00)
Sales Officer-Kolkata & South Bengal
• Rsponsible for sales volume and Retail Distribution network.
• Formulation of schemes with co-ordination with A.S.M
• Visiting dealers, expansion of dealer network.
• Fixing targets of dealers, finalising incentives and motivating their sales team
• Organizing practical demonstration camp and implementation of various marketing activities.
Hindustan Lever Limited (June’92 – Dec’98)
Territory Sales Incharge-Kolkata, Howrah & 24 Parganas
• Regular visit to stockist & monitoring their infrastructure and retail
• distribution network.
• Evaluate stockist’s efficiency & Planning orders and dispatch collection.
• Providing adequate training to redistribution stockist’s sales force.
• Plan merchandising network & distribution network.
• Fixing up targets.
EDUCATION
⇒ PGDM (Marketing & Operations), ABS Bangalore
⇒ B.Com,Calcutta University.
PERSONAL DETAILS
Date of Birth: 3 February 1972
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