Roshan hegde

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Senior Professional with 14 years of rich experience in Enhancing Growth & Profits and in delivering optimal results

& business value in high-growth environments in the areas of Sales & Business Development in industries of repute.

Profile Snapshot

  • Seasoned professional with a rich experience in achieving consistent sales growth, profit accountability, team building, B2B/B2C and Channel Sales Management, Business Development, Client Relationship Management and Market Analysis.

  • Capability to analyse environment / competition and forecast trends, identify opportunities & design sales strategies to one's advantage.

  • Adept in planning monthly / annual sales targets and achieving them in the given time frame.

  • Proven track record in ensuring cost effective sales operations & seamless materials movement to ascertain sufficient inventory levels at each distribution channel.

  • Consistent performer with the track record of exceeding sales milestones year after year.

  • Expertise in handling all marketing, sales and business development initiatives at the regional level in order to achieve volume, profitability and market share objective.

  • Clear and effective communicator with strong negotiation and persuasive skills.

  • Proactive Leader and Planner with excellent skills in forging business partnerships in markets.

  • Creative abilities in developing wide network of channel partners to ensure adequate market reach and capitalize on emerging market opportunities.

Core Competencies

  • Liaison between Top leadership team, sales team and service line to execute the sales strategy aimed to accomplish quantifiable goals.

  • High accountability in implementing marketing strategies to drive business goals and to achieve high profitability along with sales growth.

  • Formulating strategies & reaching out to the unexplored market segments for business expansion

  • Exploring new business opportunities in various segments along with concerned branches

  • Providing a systematic network planning, exploiting market opportunities at low cost and establishing competitive intensity, achieving long-term volumes, market share and ensuring profits

  • Interacting with clients on a regular basis & providing redressal to all queries & complaints to maintain productive client relationships. Expanding existing channel partners for achieving sales targets & increasing customer reach.

  • Identifying prospective opinion leaders & key accounts, generating business from the existing clientele to achieve business targets.

  • Superlative leadership qualities with proven ability to lead & develop effective teams and achieve goals. Monitoring a team to ensure efficiency in sales operations and meeting of individual and group targets

  • Creating and sustaining a dynamic environment that fosters career development opportunities and motivates high performance amongst team.

  • Known for analytical skills. Sound and unbiased judgment with ability to work under diverse work environments.

  • Progressive, decisive, innovative and an excellent team player.

Essential Attributes.

Strategic & Analytical Forecasting & Budgeting Team Mentor & Motivator Target Oriented

Sales Process Management Market Research & Intelligence Competitor Analysis Market Penetration

Strong Networking Skills Customer Oriented Product Management Proactive Leadership

Persuasive Cross Functional Co-ordination Capability Building Self Motivated
Century Plyboards (I) Ltd as Regional Sales Manager (West) Since June’13

Job Responsibility

  • Accountable for the business viability, sales revenue and expense budget in the assigned West region which comprises of 6 branch office locations spread across 4 states Maharashtra, Gujarat, MP and Goa.

  • Effectively manage the regional team comprising of Branch Sales Managers, Area Sales Managers, Sr. Sales Executives, Sales Officers, Customer Support Executives, Branch Analyst Teams and Order Processing Teams.

  • Ensure proper implementation of sales systems and processes in the region.

  • Assign as well as monitor sales targets and performance across the line.

  • Liaison with NSM and Business Head to decide on market schemes and localization initiatives.

  • Carry out market research in the region with inputs from territory leaders and drive channel expansion.

  • Drive sales force capability enhancement in the region to meet both – primary as well as secondary channel expansion for revenue growth.

  • Ensure proper implementation of Regional Marketing Process.

  • Initiate, develop & execute category specific and region specific consumer and dealer promotions within the regional marketing budget.

  • Plan and drive operational execution and efficiency of BTL activities through innovative measures

  • Meet volume and market share targets through effective utilization of Marketing & BTL budgets.

  • Recruitment and selection of new territory leaders, sales representatives and support staff for sales activities.

Role Description:

  • Business Acumen to analyze environment/competition and forecast trends, identify opportunities & design sales strategies to one's advantage

  • Strategicto analyze environment/competition and forecast trends, identify opportunities & design sales strategies to one's advantage. Define new schemes and align BTL activities for business growth & demand generation.

  • Data Interpretation to study & interpret data/trends and draw inferences/projections.

  • Sales Process Management managing sales systems & processes, PJP, merchandise planning, sales MIS and reporting.

  • Customer / Channel Orientation engage with key contractors, interiors designers and channel partners to proactively assess their needs and continuously create value for them.


  • Award Recipient: “National RSM Champion” as the No.1 & Top performing region in the country.

  • Established and re-defined the entire DV business in the region.

  • Achieved channel expansion across more than 30 towns in the region.

    • Created and established the entire Distribution model for DV in Mumbai (company wasn’t able to achieve this from 2008 to 2013)

    • Developed & established the upcountry markets in Madhya Pradesh, Gujarat, Goa and Maharashtra.

    • Region has been the highest PAN INDIA contributor in terms of channel expansion & reach 2014-15.

  • Region is the highest volume contributor from Project Sales across the country.

  • Established and created a new and motivated sales team force, which has created a massive impact on channel partners and has managed to expand the growth of business in a very short span of time.

Nitco Ltd., Mumbai as Senior Manager – Sales (Regional Manager) Mar’09 to May’13

  • Handling a team consisting of Area Manager, Asst Area Manager, Sr. Sales Executive and Sales Executives.

  • Coach & mentor the entire sales team with the right approach in achieving organizational goals. Develop and sustain high motivation levels and maintain consistent performance across team members.

  • Fully accountable for annual sales plan. Carrying out the formulation, development and implementation of annual sales strategies that deliver tangible results by identifying key activities, priorities and risks.

  • Deftly suggesting system improvements for cost control and to improve service levels

  • Steering efforts in optimizing revenues through high realizations and maintaining 100% compliance in timely collection of sales revenues.

  • Overseeing the maintenance of min-max inventory of SKU’s across categories based on accurate sales forecasting & meticulous execution of sales plans.

  • Review and drive initiatives to maintain customer satisfaction levels. Accountable for addressing and resolving customer grievances. Rendering accurate and complete product knowledge to customers.

  • Implement and champion various marketing and sales growth activities initiated by the organisation for the assigned region.

  • Establish plan to build a strong network by developing & maintaining long lasting relations with builders, developers, architects, contractors, dealers, distributors & traders across the region.

  • Responsible for identification and segregation of potential market segments.

  • Devise effective strategies and enhance productivity through new account development and Key Account Management.

  • Lead strategic plan development, recommend/provide sales staffing strategies, strengthen accounting/reporting, improve morale and communications, and created all new sales collateral.

  • Formulate plan to face new competition. Enforce product push & pull strategies to increase growth & demand across product categories.

  • Conduct complete business review and prepare detailed strategic plan setting out options and future growth potential for the business.


  • Consistently achieved and exceeded sales targets for 2009-2010, 2010-2011 and 2011-2012.

  • Devised strategies to increase business – Street Audit and Market scanning for potential projects, bifurcated strategy and approach based on market analysis with regards to initiation, on-going, specification and execution.

  • Formed separate teams for focused approach on dealer sales, architect sales and project sales which lead to increased customer base and consistent sales growth.

  • Liquidated old non-moving inventory through unconventional methods.

  • Devised and implemented new reporting mechanism which was acknowledged by the Top Leadership and implemented for other regions in the country for its efficacy in generating tangible sales reading and output.

  • Hugely responsible for reducing gap between inventory, sales and collections. Thereby improving returns alongside maintaining high contributions. Immensely adding strength to the bottom-line in the region.

  • Improved efficiency, streamlined functions and restored falling operation, achieving a consistent and profitable growth record annually.

  • Accredited promotion as a reward for consistent and good performance.

Essar Telecom Retail Ltd., Mumbai as Manager – Sales & Operations (The Mobile Store) Feb’08 – Feb’09

  • Supervised a team of Deputy Managers, Store Managers, Duty Managers and Sales Executives.

  • Entrusted with the onus for profitability by ensuring the Top-line and Bottom-line growth at each store level.

  • Imparted training to the Store Managers, Duty Managers and Sales Associates to achieve the desired results

  • Overall responsible to direct, assist, and co-ordinate all activities relating to Mobile Store Operations in accordance with Standard Operating Procedures (SOP’s) and ensure 100% compliance levels are always maintained.

  • Distinctively enforced safety norms, policies and procedures

  • Closely monitored and performed institutional & bulk sales to improve sales value/volume

  • Carried out the marketing activities in designing promotions & schemes to increase customer footfall & sale.

  • Strategize and plan to face new competition, ensure demand is catered to via proper stock planning & enforce product push & pull strategies to increase growth & demand across product categories


  • Successfully launched and established 9 new additional outlets of “The Mobile Store” to the existing region.

  • Fastest growing territory in terms of value in Western Region. Increased sales value by 55% in a span of 8 months.

  • Acknowledged as most consistent territory for achieving 100% compliance levels in the weekly SOP ratings for stores

  • Recognized for proposing system improvements for cost control and to improving service levels

  • Conducted ‘SWOT’ analysis and utilized findings for designing customized strategies to enhance sales and customer services.

SET Discovery Pvt Ltd, Mumbai as Territory Manager (ASM equivalent as per industry stds) Jan’05-Feb’08

  • Administered a team of Distribution Managers, Local Field Salesmen – LFS and CSE’s along with 200 clients indirectly

  • Accountable for collections targets and for enhancing revenue through regular increase in subscriber base via affiliates.

  • Instrumental in optimizing revenues through high realizations and maintain 100% compliance in timely collection of sales revenues.

  • Survey the market for potential growth of business revenue.

  • Played pivotal role to carry out consumer & market audit for competition activities on level of consumer satisfaction & market responsiveness.

  • Drove initiatives to enhance demand for new channels & for those with low penetration in the market. Ascertained effective and successful launch of new products.

  • Instrumental in strategizing with higher-ups on new schemes and promotional activities to be launched in the market in order to face competition from rival brands and to have effective market penetration.

  • Significantly involved in handling celebrities, trade promotions, road shows and merchandising.


  • Won big applauds and Awarded the Best Debut Sales across Asia for 2005-2006.

  • Credited for appointing best distributors (award-winning) for Mumbai, South Maharashtra & Goa.

  • Broke records in initial, referral, and repeated growth through unique quality customer service.

  • Initiated revival and restructuring of the distribution mechanism in the Sindhudurg and Goa Region which lead a combined increase in monthly revenue from 17 lacs per month to 31 lacs per month in these regions together.

  • Accountable for Rs. 35 Crores of business p.a, increasing subscription revenue via affiliate partners.

  • Having credential of being a part of the launch team of, then new brands like Sony Pix, Animax, NDTV Travel & Living, etc.

Asian Paints (India) Ltd., Mumbai as Territory Sales In-charge Oct’02 - Jan’05

  • Manage Distribution channel and dealer network.

  • Achieving MTD & YTD sales targets at individual and dealer level.

  • Appointing new dealers and participate in setting up of standard infrastructure for dealerships.

  • Inventory Management - Forecasting and stock planning.

  • Successfully organize contractor meets and In-shop promotions.

  • Merchandising, sales promotions and participating in new product launches.

  • Facilitate in designing and implementation of schemes, discounts and incentives for dealers.

  • Analyze and monitor primary and secondary sales at dealer level.

  • Promote primary & secondary sales through consumer promotions

  • Liaison with the dealer in planning incentives for Dealer Sales Representatives and shop boys.


  • Maintained 100% CEI (Collection Efficiency Index) alongside achieving budgets in every fiscal.

  • Installed 5 new “Asian Paints Colour World’s” within a fiscal year, which was the maximum for any assigned territory of the then Branch Manager.

  • Directed creative efforts in maintaining the number-one position for almost all brands; including a profitable exit in the assigned territory.

  • Developed and managed the territory in increasing retail sales to more than 40% and dramatically enhanced brand recognitions. Viz: Asian Paints Royale and Tractor Emulsion.

  • Recommended and implemented new tools, which provided more accurate output than current methods and led to increased sales of Utsav Enamel and Utsav Distemper.

Jay Rapid Rollers Ltd., Mumbai as Senior Sales Executive Sep’01 – Oct’02

  • Initiate and facilitate primary sale through sales planning.

  • Handling a network of direct users and buyers.

  • Servicing demand of existing customers through timely follow-ups.

  • Ensure timely delivery and servicing of new orders booked.

  • Developing a network of stable, satisfied & progressive customers.

  • Providing market information gathered at the market level to the superiors.


  • Recruited as a Sales Executive and subsequently promoted as a Senior Sales Executive as a reward for extraordinary performance within 6 months on joining.


  • M.B.A. (Sales & Marketing) from Institute of Technology and Management (ITM), Kharghar - April’05

  • B.Com. from University of Mumbai, April’01

Computer Skills

  • Well versed with Windows (XP, Vista), MS-Office, DTP (PageMaker, CorelDraw & Photoshop), Tally and Internet Applications

Personal Details

Address: Dhruv Park, Shree Vallabh Tower, A–1001, 10th Floor, D’Monte Lane Extension, Orlem,

Malad (West), Mumbai 400064.

Date of Birth: 11th October, 1980.

Marital Status: Married.

Languages Known: English, Hindi, Marathi, Gujarati and Tulu (mother tongue).

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