Gaurav Abbot

Results-driven Sales IT& Commercial Transformation leader with 22+ years of FMCG experience, specializing in defining and delivering scalable Sales technology ecosystems that drive data-driven commercial decision-making. Proven track record of identifying capability gaps across SFA (Ivy Mobility), DMS (Botree) and BI landscapes — translating business requirements into future-ready digital architectures. Experienced in cross-functional collaboration with Sales, Marketing, Finance, and IT leadership to align technology roadmaps with commercial growth objectives.

Recognized by CEOs for measurable business impact through AI-enabled tools, automation platforms, and analytics frameworks.

Sales Technology Manager - Zydus Wellness Products Ltd.

(2021-10)

Accountable for end-to-end Sales IT capability roadmap across 2,000+ field sales representatives and 1,200+ distributor partners. Drive commercial transformation through data-driven systems, AI-enabled tools, and scalable digital infrastructure.

• Defined and executed scalable Sales IT roadmap aligned with commercial growth objectives, reporting to Steering Committee comprising Sr. VP Sales and Commercial Excellence stakeholders
• Identified capability gaps across Sales execution workflows and designed future-state architecture integrating SFA(Ivy mobility), DMS (Botree), BI, and AI-powered tools into a unified commercial technology ecosystem
• Delivered AI-powered SKU recommendation engine to optimize store-level assortment — enabling data-driven last-mile decisions and improving inventory efficiency across the distribution network
• Constructed Automatic Replenishment System (ARS) integrated with DMS, closing the gap in inventory visibility and reducing manual SKU allocation errors across retail touchpoints
• Developed Tableau BI reporting framework enabling real-time KPI performance monitoring, sales analytics, and commercial decision-making dashboards for C-suite leadership
• Built Supervisor App providing complete field force visibility of sales targets, automating hiring, KYC onboarding, and skill development tracking for 2,000+ FOS
• Led cloud migration of Distributor Management System from hybrid to AWS-based architecture — enabling real-time stock&sales visibility and streamlined channel partner onboarding
• Delivered Retailer Loyalty Program with full DMS-SFA integration, unifying partner engagement, enhancing customer retention, and driving measurable channel productivity
• Managed development and rollout of Mobile App across all markets (2,000 FOS), fully integrated with DMS across 1,200+ distributors

Deputy Manager – Sales Resource IT - Godfrey Phillips India Limited

(2019-04 - 2021-09)

Led Sales IT capability across pan-India operations, driving SFA, DMS, and mobility solution transformation across 6 branches and 1,200+ sales staff.

• Partnered with Sales and Commercial Excellence teams to translate business strategy into IT automation initiatives covering SFA, Merchandising, E-Retailer, and Training applications
• Benchmarked Sales IT capabilities against business needs and formulated implementation strategies to close identified gaps, enabling primary and secondary sales target achievement
• Drove Distributor Management System implementation to capture real-time secondary sales data, providing actionable insights on product movement, distribution, and inventory at distributor level
• Led Change Management and continuous training programs to drive technology adoption and digital capability maturity across the pan-India field force

Assistant Manager II – Sales Resource IT - Godfrey Phillips India Limited

(2015-04 - 2019-03)

• Led Sales IT support team across branches for SFA, BI dashboards, and Sales Reports; managed pan-India mobility solution across 9 towns and 1,200+ salesman
• Designed standard MIS reports and coverage norms for new Sales&Distribution model, supporting multi-product distribution channel expansion

Assistant Manager I - Godfrey Phillips India Limited

(2011-05 - 2015-03)

• Supported Oracle ERP Sales&Distribution modules — managed master data, Order Management, and Inventory Management for WD, C&F, and Branch users
• Led SFA rollout on Android and Blackberry devices; managed Sales Hierarchy, Geo-Hierarchy, and Customer masters across SFA and secondary sales applications

IT Infrastructure&Network Roles - PepsiCo, Standard Chartered, RCC (via outsourced partners)

(2003-03 - 2011-04)

• Managed enterprise IT infrastructure: Windows Server, Active Directory, GPO, Cisco networking, RAID storage, and disaster recovery protocols
• Led security governance: Symantec SEP, vulnerability assessments, File Server ACL, patch management via WSUS, and SAT compliance before production deployment

Master of Science - IT - Karnataka State Open University

Advanced Diploma - Computer Hardware&Networking - Jetking Infotrain, Chandigarh

Certification - Cisco Networks - RIMA, Chandigarh

Program - Managerial Excellence - MDI Gurgaon