Harish Iyer
Mumbai
Summary
Results-driven Sales and Business Development Executive with 22 years of experience in driving sales growth and managing key accounts, channels, and portfolios. MBA in General Management. Proven expertise in trade marketing, distribution management, and team leadership, with strong capabilities in strategic planning and budget management.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Director C&CL , Sr Manager
Coca-Cola India
Gurugram
05.2021 - Current
- Lead, design, and implement integrated short- and mid-term strategies for CMG customers across B2B, Petro C, and organized pharma channels.
- Collaborate with internal leadership and bottling partners to drive customer-centric strategies that accelerate category growth.
- Developed innovative routes to market (RTM) for Beacon brands through CnC channels, expanding market presence.
- Direct marketing interventions and occasion-led initiatives to enhance category penetration and brand visibility across targeted segments.
- Created B2B playbook that won Gold Award in Advancing Digital category at C&CL Awards, enhancing brand visibility.
- Drove sales and market penetration for Coke, Schweppes, and Minute Maid.
- Led FMCG India’s first live stream with JioB2B for the Coca-Cola Zero Sugar launch, reaching 1M views.
- Executed CCI’s first category dressing in Metro CnC, later scaled across platforms.
- Introduced Bottling JBP Connects, a replicable customer engagement model for CMG, improving customer interaction.
- Key Achievements
Zonal Distribution Manager
Hindustan Coca-Cola Limited
Mumbai
05.2019 - 04.2021
- Lead distribution operations for Maharashtra & Goa, managing an 18-member team.
- Drive an annual business turnover of ₹2100 crore across multiple channels.
- Establish RTM norms for water and premium product distribution in ROM & Mumbai, enhancing efficiency.
- Design and implement distributor incentive programs to accelerate business growth.
- Managed 340+ stockists, ensuring compliance with service, infrastructure, and hygiene standards to maintain operational excellence.
- Expanded rural reach through Hub & Spoke model, contributing 25% to business growth with 17% increase in rural sales.
- Improved distributor fill rate and OTIF to 86%, achieving a 90% load-out rate.
- Reengineered distribution strategy within 15 days during COVID-19, sustaining 90% distributor operations.
- Enabled channel finance for 105 partners, optimizing fund utilization and injecting ₹15 crore working capital, securing YTD No. 1 ranking in India.
- Transitioned Goa DSD to distributor operations within six months, ensuring seamless execution.
- Role Profile
- Key Achievements
Zonal Sales Manager / Regional Sales Manager
Dabur India Ltd
Delhi NCR
11.2013 - 05.2019
- Led North Zone / West Zone sales and distribution for MT, GT Foods, and alternate channels across nine states, managing a 72-member team and driving a ₹660 crore turnover.
- Achieved 20% growth in Non-KVI sales in 2017–18, outperforming overall business growth by 3%.
- Secured key TOT agreements and executed brand growth and NPD Go-to-Market strategies, resulting in expanded market presence.
- Drove superior in-store execution by leveraging the 3P team and optimizing key asset alignment, resulting in effective national and regional promotions.
- Strengthened collaboration with HO Key Accounts and Brand Teams, co-creating JBP plans that aligned strategies with key customers.
- Recipient of HONORS CLUB (2014–15) and Rising Star – Best Newcomer (H2 2013–14) awards for exceptional performance and early career excellence.
- Developed Anmol Coconut Hair Oil in MT-ROM, driving strong demand that led to its PAN India launch across MT chains and GT markets
- Key Achievements
Assistant Manager / Area Manager / Area Executive
ITC Limited
Ahmedabad
02.2004 - 10.2013
- Managed distribution and key accounts, including D’Mart and Hypercity, establishing systems that supported growth of MT business.
- Executed sales and distribution plans, optimizing brand inputs to improve cost efficiency.
- Managed sales and distribution for education and stationery products in Gujarat, utilizing trade and consumer insights to inform marketing strategies.
Key Account Executive
Hindustan Unilever Ltd
Mumbai
07.2007 - 09.2007
Sales Consultant
AgroTech Foods
Pune
07.2003 - 01.2004
Education
MBA - Marketing Management
Mumbai University - Somaiya Insititute
Mumbai04-2009
Bachelors of Commerce - Finance
Mumbai University
Mumbai04-2003
Skills
- Business development
- Route to market
- Key account management
- Team leadership
- Trade marketing
- Negotiation skills
Languages
English
Elementary (A2)
A2
Hindi
Elementary (A2)
A2
Marathi
Elementary (A2)
A2
Tamil
Beginner
A1
Malayalam
Beginner
A1
Gujarati
Beginner
A1
Certification
XLRI - MDP | Professional Sales Management
Accomplishments
ET Brand Equity Awards | Live Streaming
Timeline
Director C&CL , Sr Manager
Coca-Cola India
05.2021 - Current
Zonal Distribution Manager
Hindustan Coca-Cola Limited
05.2019 - 04.2021
Zonal Sales Manager / Regional Sales Manager
Dabur India Ltd
11.2013 - 05.2019
Key Account Executive
Hindustan Unilever Ltd
07.2007 - 09.2007
Assistant Manager / Area Manager / Area Executive
ITC Limited
02.2004 - 10.2013
Sales Consultant
AgroTech Foods
07.2003 - 01.2004
MBA - Marketing Management
Mumbai University - Somaiya Insititute
Bachelors of Commerce - Finance
Mumbai University