PRIYENDRA SHAISHAV
Sales And Business Development Manager-East Africa Region
Westlands, Nairobi
Summary
An Adept Sales and Marketing professional with 18+ years of rich and extensive experience in Leadership, driving Strategy-Sales and Marketing across channels (GT /MT /HORECA ), B2B Sales, B2C Marketing, NPD Launch & devising GTM strategy, Brand & Category management, financial planning -P&L Management , cross functional collaboration and team management.
Adaptability , quick learner, Consumer Centricity ,Growth Mindset and respecting values of diverse cultures are my core competencies .
I bring valuable experience working in multicultural environments across Indian and African markets
Overview
19
19
years of professional experience
9
9
years of post-secondary education
2
2
Languages
Work History
Sales and Business Development Manager
Pernod Ricard Kenya
Nairobi
07.2020 - Current
- Sales &Distribution Management: Oversee the sales performance of the brand through proper distribution network & managing channel partners to maximize business objectives
- Sales &Distribution Management: Oversee the sales performance of the brand through proper distribution network & managing channel partners to maximize business objectives.
- Strategic Planning: Develop and implement AOP, business strategies to drive growth, market penetration
- Brand Management: Develop and Manage Brand Plan (Budgeting & resourcing) to drive brand objectives ,ATL/BTL ,Digital initiatives ,marketing campaigns, strategies to enhance brand equity and customer loyalty. Marketing budget of .75Mn USD
- Financial Management: Driving responsibility of performance of the brands with respect to trade budgets, SKU mix, forecasting, cost control, and profitability analysis (P&L Management)
- Market Analysis and Competitive Intelligence: Monitor market trends, analyze competitor activities, and identify new business opportunities to stay ahead of the competition
- Channel and Category Management for brands in GT, MT and HORECA channels through sales and marketing led initiatives
- Digital Marketing: Responsible for planning, developing and execution of digital campaigns as per the brand objectives along with Influencers engagement.
- Regulatory Compliance during launch of National Consumer promotions and other activations
- 3rd Party manpower /Agency & Vendor management with respect to brand initiatives and plans
- Regulatory Compliance during launch of National Consumer promotions and other activations
- Achievements:
- Instrumental in planning and building and Execution of new RTM by Increasing direct distribution from single exclusive distribution to 22 distributors
- Increasing Revenue: 5x growth on Profit of the brands in EA region
- Numeric distribution growth from 1900 to 5000 plus Outlets by designing objective led initiatives with LMD team
- Accelerated digital presence to increase reach to 5Mn from zero base
- Market Share growth from 8% to 15% in MT channel .
Branch Manager /Sales Manager
Pernod Ricard India
Noida
06.2018 - 06.2020
- Overlooking the sales operations for 16 districts in Western UP with a team of 4 people
- Handling a business turnover of 1000cr annually (122 Million USD)
- Responsibilities:
- Managing sales operations
- RTM planning and execution
- Strategic Account Management for high-volume growth and sales
- Analysis/interpretation of MIS reports &data
- Gather information on competitors and customer feedback
- Managing new product launches (NPD) and RTM
- Drive for width & depth of distribution
- Maximize WOD (overall & product-level)
- Track and improve consumer activations
- Set pricing strategy and discount rates
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers
- Achievements:
- Highest growing (50% +) territory in state of UP across brand portfolio
- Highest growing territory in BII Scotch category /Deluxe category in UP (120% growth over LY)
Sales Manager, (On Trade /Horeca)
Pernod Ricard India
Goa
11.2015 - 05.2018
- Driving primary objective of achieving Topline targets across geographies .
- Brand wise Activation Plan and Budgeting to ensure higher MS in BIO and BII & IMFL brands
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Listings of premium brands increased from 120 to 488 Outlets.
- Key On trade activation, Visibility, PROS accounts management, Vendor management
- Team management and identifying their needs and developments
- Monitoring, reviewing sales and planning activities to ensure gain in Market share
- Engaging with Government authorities like Excise, City Corporation offices
- Established and cultivated solid business relationships with new or existing customers
- Achievements:
- Increased association and activation tie-up accounts from 4 to 27 in 1 year
- Ranked among top ASM in Zonal Performance score Card in 2016
- Ensured customized activation of BIO /BII brands which resulted in MS gain
- On trade volumes growth by 56% for BIO and 42% in BII State
State Head
Pernod Ricard India
Panaji
10.2013 - 10.2015
- Overlooking sales operations for state of Goa with annual business turnover of 200cr (24 million USD) with 1 distributor
- Handling a team of 6 direct Reportees
- Key Responsibilities:
- Strategic Planning - Topline and Bottom line Responsibility
- Strategizing Sales ,Brand Plan & Marketing for the geography .
- Planning and Managing Trade and Marketing budgets, activations and executions for the geography(GT/ MT & HORECA)
- Tracking and assessment of ROI for our distribution
- Team management and identifying their needs and developments
- Monitoring, reviewing sales and planning activities to ensure gain in Market share
- Monitoring and planning to counter competition activities, building sales and strong customer service
- Distribution Management ,launch of new products and GTM strategy
- Managed revenue models, process flows, operations support and customer engagement strategies
- Ensure adherence to defined processes and norms of company
- Achievements:
- Ranked 2nd in Zonal Performance score Card for the year 2015
- Ranked 3rd in NPD volume for year 14-15 in the Zone
Territory Sales Manager
Pernod Ricard India
Pune, Aurangabad ,Jalna,Beed
07.2006 - 09.2013
- Oversee two distributors encompassing Pune district with business of 115cr annually (14 million USD)
- Handling team of 22 salespeople
- Ensure primary and secondary targets and collections
- SKU wise planning and rolling sales forecasting
- Monitoring, reviewing sales through Promise and SRS
- Planning and Execution of Sales and Marketing Plans
- Plan and Assessment of S&D processes
- ROI tracking and performance of Distributors
- Monitoring and planning to counter competition activities Achievements:
- Ranked 2nd Maharashtra in internal assessment program done by DOORS consultancy
- Maintained 20% growth over period of 3 years
- Secured 22% growth in premium international brands
- Grew distribution and availability of brands by 36%
- Successfully launched SRS (Sales Reporting tool) and worked extensively on building up data and structure
- Effectively & proactively handled Pune retails associations.
Sales Officer
Colgate Palmolive(I)Ltd
Kolhapur
01.2005 - 07.2006
- Handled 10 stockiest and two direct co-operative societies.
- Managed New distributor appointment
- Coordinated a team of 25 salesmen, 2PSR's and one merchandiser
- Handled a business of 6cr annually (732 K USD)
- Monitoring primary & secondary sales targets in the relevant territories
- Monitoring, reviewing and strategizing channel wise &SKU wise performance
- 100% adherence to RTM & Visibility plans and ensure 100% on ground execution with speed
- Channel management & activation for the wholesale and retail outlets in Kolhapur zone
- Achievements:
- Achieved sales growth of 27% YOY
- Conferred VP Sales of Honor prize for augmenting sales growth and pitching territory ranking from 38th to 3rd
- Master Blaster award for highest distribution of Colgate Active Salt, 2005
- Highest distribution of Colgate Max fresh in Mumbai Branch in January 2006 and within shortest tenure of 5 days
Education
GMP: Executive Leadership Program - Business Administration And Management
Indian School of Business
Hyderabad 07.2022 - 04.2023
Certification in Strategic Management: Strategic Management - Strategic Management
Indian Institute of Management
Kozikhode 02.2019 - 08.2019
MBA - Marketing
Indian School of Management Studies
Pune 04.2003 - 03.2005
Bachelor of Arts - English, Economics
Dyal Singh College
New Delhi 07.1998 - 03.2001
12th - Physics,Biology,Chemistry, Maths,English
Tagore International School
New, Delhi 06.1995 - 03.1997
10th - Science, English , Maths , Geogrpahy ,Computers
St.Joseph's School
Bhagalpur 03.1994 - 03.1995
Skills
P&L Managementundefined
Timeline
GMP: Executive Leadership Program - Business Administration And Management
Indian School of Business
07.2022 - 04.2023
Sales and Business Development Manager
Pernod Ricard Kenya
07.2020 - Current
Certification in Strategic Management: Strategic Management - Strategic Management
Indian Institute of Management
02.2019 - 08.2019
Branch Manager /Sales Manager
Pernod Ricard India
06.2018 - 06.2020
Sales Manager, (On Trade /Horeca)
Pernod Ricard India
11.2015 - 05.2018
State Head
Pernod Ricard India
10.2013 - 10.2015
Territory Sales Manager
Pernod Ricard India
07.2006 - 09.2013
Sales Officer
Colgate Palmolive(I)Ltd
01.2005 - 07.2006
MBA - Marketing
Indian School of Management Studies
04.2003 - 03.2005
Bachelor of Arts - English, Economics
Dyal Singh College
07.1998 - 03.2001
12th - Physics,Biology,Chemistry, Maths,English
Tagore International School
06.1995 - 03.1997
10th - Science, English , Maths , Geogrpahy ,Computers
St.Joseph's School
03.1994 - 03.1995
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