SUNIL CHOURASIA
sunil.chourasia@gmail.com
EXECUTIVE SUMMARY
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Over 10 years’ experience in FMCG Sales covering Trade Marketing, Shopper Marketing , Key account
Management , Distribution & Team Management
Currently associated with Mondelez India Foods Ltd. (Formerly Cadbury India Ltd) as Customer Marketing Manager.
Target focussed with a track record of exceeding assigned targets
Demonstrated strong interpersonal and relationship management skills during Key Accounts partnership
Nurtured the leadership & communication skill of the teams assigned
PROFESSIONAL EXPERIENCE
MONDELEZ INDIA FOODS LIMITED (FORMERLY CADBURY INDIA LIMITED)
Aug’09 onwards
Leading Foods company worldwide with a turnover of INR 5000C+r in India
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Customer Marketing Manager based out of Mumbai Head office managing the Beverage (MFD) , Powder
Beverage category and Chemist & CSD Retail Environment’s from May’13 till date
Customer Marketing Manager based out of Mumbai Head office managing the Powder Beverage, Biscuit category
and chemist channel from Jun’12 to Apr’13
Key Account Manager based out of Mumbai Head Office for Reliance Retail, Tesco & Heritage from Aug’09 to
May’12
Key Responsibilities
Customer Marketing Manager
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Overall Net Sales Value delivery for the Beverages, Powder Beverage, Chemist & CSD channel.
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Budget & Manage the Annual Trade spends for the respective category & channel
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Tracking performance & reviewing the category updates with the stake holders in Consumer Marketing, Finance,
Supply chain & Sales function
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Identify the right Shopper and Customer Insights & develop/Execute “Shopper” and “Customer” conversion
strategies for afore-mentioned channels/categories
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Execution of trade activations which includes all Below-The-Line activations , customer schemes and shopper
promotions for afore-mentioned channels /Category
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Developing the Chemist channel strategy for the year covering the 5P tactics
Drive engagement with chemist through engagement program thus helping drive key Brands in the channel
Device strategy to drive direct coverage of Chemist through company distribution network
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Part of the category Board (Cross Functional team) responsible for decision making with respect to Profitability
and New Product Development for the Biscuit & Powder Bev Category
Key Account Manager
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Accountable for sales Objective set for the Key Accounts handled
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Developing & implementation of Annual Joint Business plans with Key Accounts covering annual targets,
enablers for business growth, fill rate / on shelf availability
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New Product/ SKU introduction/ Price changes/ Pack size changes ( Terms of Trade closure, Listing &
Mapping, MBQ Setting, Launch plan)
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Monthly/Quarterly/Yearly review with Key Accounts covering Sales, Commercial & Supply chain
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Plan and execute promotions/activations aligned to JBP
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Align key accounts and sales team, also accounts and logistics teams for better delivery of commercial and sales
objectives
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Ensuring implementation of Terms of Trade through close coordination with the sales & key accounts team
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Initiate category management project with chains to grow category off takes,
Distinctive Achievements
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Developed & executed go to market for Launch of Oreo Choco Crème & Tang Re-launch
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Roll out of category management projects on cash till & category resulting in increased penetration for the
category in Heritage & Tesco
AGRO TECH FOODS LIMITED (FORMERLY ITC AGRO TECH FOODS LTD.)
Oct ‘06 –Aug’09
An affiliate of Conagra Foods with a turnover of INR 800Cr
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Key Accounts Manager based out of Mumbai for Food Bazaar, Reliance Retail & Wal-Mart from May’09
Key Accounts Manager based out of Mumbai for Food Bazaar, Aditya Birla Retail, Spencer’s Retail & Reliance
Retail from Mar’08 to Apr’09
Area Sales Manager based out of Mumbai for Western India Modern Trade from Oct ‘06 - Feb’08
Key Responsibilities
Key Account Manager
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Accountable for sales Objective set for the Key Accounts handled as a KAM
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Developing & implementation of Annual Joint Business plans with Key Accounts
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New Product/ SKU introduction/ Price changes/ Pack size changes ( Terms of Trade closure, Listing &
Mapping, MBQ Setting, Launch plan)
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Liaise with Conagra Foods Walmart global business coordinators in USA for India Operations
SUNIL CHOURASIA
sunil.chourasia@gmail.com
Area Sales Manager
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Sales & off take analysis : Analyze monthly offtake data trend at primary and secondary level and plan
promotions and activations basis offtake movements
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Promotion & Activation : Devise & implement in store thematic activation to drive higher conversion
Team Management: Recruitment & Training of Team (Direct & indirect) to manage Modern trade business in West
Region
Process Management : Devised process for monitoring fill rate & stock availability in stores through a daily tracker
management
Distinctive Achievements
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Opportunity to understand modern trade management of Conagra Foods in US & Canada through a 3 week on
field visit to US & Canada offices including interaction with Conagra Walmart global team at Bentonville
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Successfully trained & improved the team capability of team of 4 Sales officers through projects to improve
modern trade processes.
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Received outstanding performance certificate for leading all India growth in Modern trade in 07-08
May 04 – Sept 06
PIDILITE INDUSTRIES LIMITED
India’s leading Adhesive & Consumer Products Company with a turnover of INR 3000Cr
Career Path
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Management Trainee based out of Nasik & Indore for Madhya Pradesh & Chattisgarh from May 04 to Apr 05
Deputy Area Sales Manager based out of Nagpur for Vidarbha and Marathwada from May’05 to Jul 05
Area Sales Manager based out of Pune for Maharashtra & Goa from Aug 05 to Aug 06
Area Sales Manager for Mumbai from Aug 06 to Oct 06
Key Responsibilities
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Value & Volume : Drive Primary & secondary sale for assigned clusters with targets for individual product lines
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Network : Channel Management (Direct/Indirect channels / Retailing) responsibilities included increasing
distribution coverage & service, monitor & implement trade schemes, revenue collections & outstanding
management
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Promotion & Activation : Planning & organizing promotion activities for dealers, influencers & end customers
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Influencer Management : Identifying key influencers such as Architects, interior designer, contractors, painters &
engage them through training on the product benefits & application methods
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Team Management : Managing performance & productivity, training & development of team members comprising
of 8 TSI’s & one product promotion in charge
Distinctive Achievements
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Driven distribution coverage from 14 distributors to 36 distributors across Maharashtra & Goa in a span of 6 months.
Devised & implemented below the line promotion activities locally viz: umbrella campaign, newspaper flier, cured
samples, new product launch, banner designing etc.
Driven influencer engagement programme through more than 100 meets in a span of 6 month’s
ACADEMIC CREDENTIALS
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Masters in Marketing Studies from Sydenham Institute of Management Studies, Mumbai University in 2004
B.E. (Chemical) from D.J.Sanghvi college of Engineering, Mumbai University, Mumbai in 2000
EXTRA CURRICULAR ACTIVITIES/POSITIONS HELD
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Past President Rotaract Club of Bombay Chembur West RI Dist#3140, Year – 2002-03
Actively involved in community services in association with various NGO’s
Was Active Member of SIMSREE Alumni Committee Year 2002-04
Coordinated Alumni committee activities like alumni dinner, Alumni directory 2002-03 etc
PERSONAL DETAILS
Date of Birth
Contact Details
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Marital Status
Languages Known
References
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1st August 1977
A-602, Goodwill Paradise, Sector 15, Plot No.24, Kharghar,Navi Mumbai – 410 210.
Mobile: +91-9920771182
Married
English, Hindi, and Marathi
To be provided upon request
Date: 14th Aug 14
Place: Mumbai
(Sunil Chourasia)