Bharat Kumar

Results-driven Sales Head with 10+ years in the IMFL, spirits, wine, and beer industry, specializing in pan-India business expansion, distributor and channel (GT/MT) management, key account leadership, and P&L ownership. Proven record of delivering 132% target achievement and 30% YoY volume growth by building nationwide distributor networks, driving HORECA and modern-trade penetration, and leading cross-functional sales, logistics, and trade-marketing teams of 10-14 members. Skilled in route-to-market (RTM) design, excise and regulatory compliance across multiple states, and translating market intelligence into revenue-generating sales strategy.

Seeking a Sales Head / Regional Sales Head role to drive volume growth, market share expansion, and profitable distributor partnerships for a leading alco-bev organization.

Sales Head (Pan-India Key Account Management) - Visotka Pvt. Ltd. - Delhi, India

(2020-12)

Gourmet liquor house offering premium wines (France & Spain), sparkling wines (Italy), vodka (Russia), and Scotch whisky (Scotland). Promoted to Sales Head / National Key Account Manager after delivering strong results as Delhi State Head; entrusted with pan-India and global business expansion.

• Achieved 132% of assigned sales targets, expanding domestic distributor and channel operations from Delhi into 10 states (Haryana, UP, Uttarakhand, Himachal Pradesh, Chandigarh, Punjab, Maharashtra, Goa, Karnataka, Tamil Nadu).
• Lead and mentor a 14-member cross-functional team across sales, logistics, and distribution, setting KPI-based targets and delivering 30% YoY volume growth, consistently exceeding revenue goals.
• Built and manage a nationwide distributor, wholesaler, and retailer network; drive HORECA (Hotels, Restaurants, Cafes, Clubs) channel penetration to strengthen premium brand visibility.
• Own end-to-end sales strategy including pricing, trade marketing, and channel activation, delivering a 25% increase in brand visibility across key states.
• Hold full P&L accountability for the pan-India business; present sales forecasts, budgets, and market intelligence to top management to guide strategic decision-making.
• Manage excise, licensing, and regulatory compliance across multiple states, ensuring uninterrupted product registrations and on-time market launches.
• Introduced mystery-shopping audits and structured performance reviews, improving field sales execution quality by 40%.
• Delivered sustained multi-crore revenue growth, scaling national operations into a profitable, repeatable business model.

State Head - Visotka Pvt. Ltd. - Delhi, India

(2018-12 - 2020-12)

• Set up company operations in Delhi from the ground up within a fully government-run retail environment (L-6, L-8, L-10 depots under DSCSC, DSIIDC, DTTDC & DSWS).
• Managed brand registrations, label approvals, and annual licensing with the Delhi Excise Department, ensuring on-time market entry for the imported liquor portfolio.
• Built strong liaison with Delhi State Excise & Customs authorities, achieving 100% compliance on pricing approvals, excise duty structures, and bonded warehouse operations.
• Appointed and managed L-1 licensed wholesalers, securing brand placement across government depots and ensuring consistent product availability.
• Designed a distribution and logistics (route-to-market) model covering bonded warehouse setup, customs clearance, and inventory flow aligned to excise gate-pass requirements.
• Drove on-trade presence (L-5/L-19), placing premium brands in 5-star hotels, clubs, and restaurants within strict marketing and promotion regulations.
• Built and led a 10-member team spanning sales support, excise documentation, and trade marketing execution.
• Delivered multi-crore turnover within the first year despite retail channel restrictions, backed by ongoing market intelligence and competitor pricing analysis for management.

Sales Manager - Meher Distilleries Pvt. Ltd. - Mumbai, India

(2016-09 - 2018-08)

• Managed primary and secondary sales across Mumbai, Pune, Nashik, and Kolhapur, consistently surpassing assigned volume budgets.
• Developed and executed trade marketing and promotional activities to drive product sales and brand visibility.
• Conducted shop audits to assess retail brand visibility and optimize distribution presence.
• Strengthened relationships with vendors, retail managers, and on-premise (HORECA) accounts to expand distribution.

Assistant Sales Manager - Radico Khaitan Ltd. - Noida, India

(2014-09 - 2016-12)

• Achieved primary and secondary sales targets against assigned budgets, delivering consistent YoY volume growth.
• Managed sales operations across Noida, Greater Noida, Ghaziabad, Meerut, Agra, and Bulandshahr, expanding market share in key territories.
• Planned and executed depot-wise and brand-wise monthly sales targets, optimizing stock availability at depots and URCs.
• Executed on-trade and off-trade promotions and consumer activations, driving brand awareness and engagement.
• Conducted market intelligence reporting on competitor activity, pricing, and consumption trends to inform strategic decisions.
• Delivered a 25% increase in sales volume within one year through strategic product positioning and effective promotional execution.
• Mentored and led a 7-member team, reviewing daily TSR reports and driving accountability to exceed sales targets.
• Built strong relationships with distributors, depots, and state excise authorities, ensuring compliance and smooth sales execution.

Business Development Analyst - Wipro, India - Delhi, India

(2013-05 - 2014-08)

• Managed government projects in collaboration with the Ministry of Defence (MOD) and National Informatics Centre (NIC), including IT and automation initiatives at DRDO, Sena Bhawan, and South Block.
• Executed premium liquor product launches and promotional events (including consumer activations in defense canteens), enhancing profitability and brand equity.
• Developed and optimized route-to-market strategies, improving distribution and supply chain efficiency.

MBA - Sales & Marketing - Bharatiya Vidyapeeth Institute of Management and Research

Bachelor of Engineering - Instrumentation & Control - Guru Gobind Singh Indraprastha University, Delhi