Neeraj Malhotra

Results-driven sales and distribution leader with 20+ years in FMCG, including 19+ years at ITC across Cigarettes, Foods and Personal Care. Currently a Branch Manager, leading field teams and channel partners to deliver growth in volume, distribution and market share. Recognised with an Outstanding performance rating three years running and known for record-setting brand launches, rural distribution expansion and data-led decision-making (IIM Kolkata, IIM Bangalore).

Also awarded as prestigious ITC CEO Award for exceptional performance in 2026.

Branch Manager ((Level D) - ITC Ltd., Indian Tobacco Division - East UP

(2025-10)

• Own branch-level sales, distribution and market-share targets, leading Assistant Managers , Area Sales Managers and Area Executives.
• Drive distribution expansion across urban and rural markets with distributors, wholesalers and the retail network.
• Plan and execute brand launches, trade promotions and visibility programmes aligned with regional strategy.
• Coach the team on productivity metrics and technology tools to improve field execution and reporting.
• Manage stock, supply continuity and distributor health to keep service levels and cost under control.

Manager Foods (Level E) - ITC Ltd., Indian Tobacco Division - DELHI

(2024-07 - 2025-10)

• Manage Foods Division sales, distribution and market-share targets, leading Area Sales Managers and Area Executives.
• Handled multiple categories Atta , Snacks , Noodles , Besan , Ghee and Yoga Bar
• Conceptualised dedicated ISS channel for selling , supervision and product mix.
• Plan and execute brand launches, trade promotions and visibility programmes aligned with regional strategy.

Head of Sales (MORE Division) - Varun Beverages Ltd ( Pepsi FOBO) - Haryana , Punjab , HP

(2024-01 - 2024-06)

• Owned branch-level sales, distribution and market-share targets, leading Area Sales Managers and Area Executives
• Market Expansion of MORE division across 3 states with adding 42 NSAs and drive execution as per annual operating plan

Assistant Regional Sales Manager – North, Cigarettes (Level E) - ITC Ltd., Indian Tobacco Division - North India

(2022-12 - 2024-01)

• Owned growth of the Capsules & Slims portfolio across North India, balancing volume democratisation with wider distribution.
• Built trend-belt-wise brand strategies and annual input plans.
• Planned and drove Share of Visibility Index in clusters; led MLCS branch launch plans and execution for North.
• Rolled out technology interventions (Dhanush, Breeze, Radar) and coached teams on productivity metrics

Assistant Branch Manager – Convenience Channel (Level E) - ITC Ltd., Indian Tobacco Division - UP West & Uttarakhand

(2018-10 - 2022-11)

Team: 18 Area Executives, 2 Area Sales Managers | Turnover: ₹120 Cr/month

• Earned an Outstanding rating for three consecutive years for sales and distribution growth in UP West.
• Set an all-time-high 93% smoker share in Uttarakhand.

Assistant Branch Manager – Stationery Channel (Level F) - ITC Ltd., Indian Tobacco Division - UP West & Uttarakhand

(2015-10 - 2018-09)

Team: 8 Area Executives, 2 Area Sales Managers | Turnover: ₹30 Cr/month

• Scaled the branch through distribution build-out and team development.

Area Sales Manager – Foods (TG2) - ITC Ltd. - North India

(2012-10 - 2015-09)

• Supported the Regional Sales Manager on sales, S&D and input planning.

Area Manager, Sales & Distribution – Personal Care (TG1) - ITC Ltd. - Haryana

(2009-11 - 2012-09)

Team: 4 Area Executives, 2 Sales Trainees, 30 PSRs, 26 Distributors

• Raised Vivel weighted distribution from 23% to 51% in two years.

Area Executive – Cigarettes & Foods, Sales & Distribution (Level H) - ITC Ltd. - Delhi

(2006-05 - 2009-10)

Team: 5 Distributors, 140 Salesmen, 20 Team Leaders

Sales Executive – West Delhi - Pearl Drinks Ltd. - West Delhi

(2005-01 - 2006-04)

MBA - Marketing Management (full-time) - HIMT, Noida (2003 - 2005)

BCA - JIMS, GGSIPU (2003 - 2003)

Senior Secondary (CBSE) - M.G. Public School (2000 - 2000)

Secondary (CBSE) (1998 - 1998)