Krishna Kumar

MBA (Marketing) with 16 years in the areas of Sales and Marketing. Presently serving ITC Limited as Area Sales Manager – Sales & Marketing. Strategic and high-performing Sales Leader with 15+ years of experience in the FMCG sector.

Proven expertise in managing State-level Operations (P&L), expanding distribution networks in rural and urban markets, and leading teams of 50+ sales professionals. Adept at turning around underperforming territories and driving double-digit revenue growth through data-driven channel strategies.

Area Sales manager at ITC Limited (2010-05 – Present)

Managing Total 72 dealers in the state. Channel Management: Super Stockist & Sub-Stockist Management, Distributor ROI Analysis. Strategic Planning: Annual Operating Plan (AOP), Go-to-Market (GTM) Strategy, New Product Launches. Team Leadership: KRA/KPI Setting, Field Force Training, Incentive Planning. Currently handling total Sales of the State in General trade Monthly visit of 15 to 18 days on tour to Distributors Business volume is 462 crores per annum for the state

• Team size, Direct Reportees: 7 Area Sales executives, 16 Sales officers
• Surpassed annual regional sales target of ₹424 Cr by 115% in FY 2024-25.
• Managed a network of 65 Distributors and 3 Super Stockists, ensuring 100% fill rates and reducing market outstanding by 20% for the year 2023.
• Spearheaded the launch of new product, achieving 27.40 crores primary billing in the March month of 2022.
• Rationalized the distributor network by replacing non-performing partners, improving overall ROI by 8%.
• Strategic Planning: Develop and execute regional sales plans and budgets to meet or exceed targets.
• Team Leadership: Recruit, train, coach, and manage a team of sales representatives, ensuring high performance and motivation.
• Performance Monitoring: Track, analyze, and report on sales metrics, KPIs, and regional performance to corporate management.
• Client & Market Management: Build relationships with key accounts, identify new business opportunities, and monitor competitor activity.
• Operational Oversight: Define sales territories, set quotas, and manage expenses to optimize profitability.

M.B.A in Marketing – D.GVaishnav School of Management (2008 – 2010)

B.com – D.GVaishnavCollege (2005 – 2008)

12th in H.S.C – Mercury Mat.Hr.Sec.School (2005 – 2005)

10th in H.S.C – Mercury Mat.Hr.Sec.School (2003 – 2003)