Apoorv Malu
SALES EXCELLENCE • ROUTE-TO-MARKET • DIGITAL TRANSFORMATION
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About
Sales Excellence leader with 11 years of experience spanning Management Consulting and Industry Leadership. Specializes in RTM design, Distributor Effectiveness, Sales Digitization, Commercial Governance and Capability Building for Widely distributed Brands. Currently leads Sales Excellence for Motul India's ₹1,200 Cr business, combining strategic design with hands-on execution to improve market coverage, commercial processes and business performance.
Experience
National Manager – RTM & Strategy Implementation - Motul India Pvt. Ltd. - Mumbai, India
(2023-07)
Own Sales Excellence, RTM transformation and commercial governance for a ₹1,200 Cr business.
- Created district-level distribution strategy across 315 distributors, pan-India.
- Designed rural expansion strategy across 1,000+ sub-distributors, reaching 10,000+ new customers.
- Built enterprise KPI governance via Power BI dashboards and standardized reporting.
- Led SFA, DMS and Microsoft Dynamics 365 rollout — 100% user adoption.
- Automated scheme and incentive settlement, cutting turnaround time to 15 days.
- Built enterprise Ways of Working, sales playbooks and a digital learning ecosystem.
- Leading an AI-powered Sales Insights platform for conversational front-line analytics.
- Winner, Motul India Annual Exceptional Award, FY25-26.
Consultant – Digital Route-to-Market - EdgeVerve Systems (Infosys)
(2021-12 - 2023-07)
- Managed transformation stakeholders across 10 countries during The Heineken Company's digital sales program.
- Rolled-out DMS, SFA and PBI in various Markets of The Heineken Company
- Acted as the SPOC with The Heineken Company HQ on behalf of EdgeVerve
Lead Consultant – Sales Excellence & RTM - The Alchemists Ark
(2015-03 - 2021-11)
- Advised organizations on Sales Excellence and RTM transformation.
- Designed RTM strategy covering 840,000 retail outlets, including channel design, distributor economics and territory planning.
- Led CXO-level consulting engagements in Sales Excellence.
- Managed consulting team delivering business transformation projects.
- Designed sales capability frameworks, productivity initiatives and execution models across leading Brands
Education
MBA - Marketing & Operations - University of Pune
B.E. - Production Engineering - University of Pune
