Vivek Gupta

VIVEK GUPTA
☏ : +91 8219666905
✉ : [email protected]
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A SAP SD S/4 HANA CERTIFIED SALES PROFESSIONAL WITH DOMAIN EXPERIENCE OF 8.6 YEARS IN
CLIENT FACING ROLE
SAP SD Skillset:
❖ Adequate knowledge of ALE - IDOCS.

❖ Fair knowledge of tables related to SAP SD.
❖ Knowledge of Master data: Customer Master, Material Master, Customer Material Info records and Condition
Records.
❖ Knowledge of Sales Document types, item categories, schedule line categories, delivery documents, billing
documents and their determinations.
❖ Good knowledge of Business processes: Standard Business Process (OTC), Third Party Sales, Individual
Purchase Order (IPO), Consignment Sales, Stock Transfer Order (STO).
❖ Conceptual awareness of Advanced Available to Promise - aATP.
❖ Knowledge of Enterprise structure.
❖ Fair knowledge of Partner Determination.
❖ Knowledge of FSCM Credit Management.
❖ Fair knowledge of Copy Controls.
❖ Familiar with Activate methodology.
❖ Fair knowledge of Pricing concepts: Group Discount, Condition Supplement, Condition Update, Normal Scale,
Graduated Scale.
❖ Knowledge of Basic Functions: Revenue Account Determination, Availability Check (ATP), Transfer of
Requirement, Delivery Scheduling, Credit Management, Free Goods Determination, Material determination
and Copy Controls.
❖ Adequate Knowledge of Listing/ Exclusion.
❖ Basic Knowledge of Make to Order.
❖ Flexible - able to pick up new modules/other applications as required.
Work Experience:
Company Name : Goodyear India Limited
Duration : Nov 2020 to January 2023
Designation : Area Sales Manager
Roles & Responsibilities:
❖ Distributor Management, Dealer Management.

❖ Monitoring stock availability and replacement through STO, ATP stock.
❖ Worked on Order to Cash in business scenario, Consignment sales and Make to Stock.
❖ Manage sales order processing using SAP SD including creation, modification and monitoring of sales orders.
❖ Validating pricing and billing using SAP to ensure accurate invoicing value in the system.
❖ Leveraged SAP SD reports analyse open orders and open deliveries to maximise sales revenue.
❖ Responsible for achieving mutually agreed growth targets as per the market trends.
❖ Diagnostic and predictive analysis of upcoming quarters based on historical sales trends.
❖ Responsible for logging visits to dealers and their orders in C4C.
❖ Prospect mapping and competitor mapping through C4C.
❖ Resposible for logging incidents to report technical difficulties faced during OTC process.
❖ Responsible for communicating proper schemes in the market as per the flow of schemes in SAP system.
❖ Analyse trends, forecast sales and draw actionable insights using previous sales data.
❖ Handling ROI issues of the distributors and managing stock levels at distributor points.
❖ Planning annual, quarterly and monthly targets. Responsible for delivering primary and secondary sales.
❖ Enrolling weighted outlets in loyalty program of the organisation.
❖ Team Management: Motivating, training, coaching direct and indirect reportees.
❖ Increasing the numeric and weighted reach
Company Name : Castrol India Limited
Duration : January 2020 to October 2020
Designation : Distribution Business Manager
❖ Evaluating, appointing distributors, handling their ROI and claims.

❖ Worked on OTC, STO, Consignment sales business processes.
❖ Managing stock at CFA level.
❖ Managing primary and secondary sales.
❖ Co-ordinating with channel partners like Reliance so as to have a strong presence in Jio-BP partnership.
❖ Proactively discussing critical issues in the market with seniors for timely resolution.
❖ Trained users on SAP functionalities and navigation.
❖ Prepaing monthly, quarterly and annual sales plan on past sales trends and seasonlity.
❖ Training and development of direct and indirect reportees.
❖ Facilitate workshops to create awareness about new launches and focus SKUs.
❖ Ensuring proper numeric and weighted distribution of SKUs during new product launch.
❖ Logging the dealer visits in C4C.
❖ Provided the data for customer master when creating a new customer.
❖ Increasing the width and depth of SKUs in the market.
❖ Increasing the numeric and weighted reach of the products.
Company Name : Hindustan Unilever Limited

Duration : July 2016 – January 2020
Designation : Territory Sales Officer
❖ Achieving Primary, secondary sales targets.

❖ Trend analysis for predicting and preparing SKU wise sales plan.
❖ Evaluate distributor’s performance on year on year(YOY) and CAGR Basis.
❖ Manage the stock inflow and making the sales plan SKU wise.
❖ Tie-up with key outlets for helping tertiary sales and maintaining proper visibility hotspots.
❖ Train and groom the reportees to be market ready.
❖ Putting the orders through SAP system for distributors for primary sales.
❖ Drive width and depth of the SKUs for proper distribution and market coverage.
❖ Drive width and depth of the SKUs in the market for indirect coverage and market penetration.
Company Name : ITC Limited

Duration : August 2013 – August 2014
Designation : Area Sales executive
❖ Forecast the sales, based on previous trends for various products.

❖ Enhance the market coverage.
❖ Increase the width and depth of the product lines at outlet level.
❖ Ensure horizontal and vertical expansion of the products in the territory.
❖ Ensure proper Merchandising of the products, by coordinate with merchandising team.
❖ Ensure maximum Visibility and Availability during new product development/new launch.
❖ Analyze the schemes being run by competition in the market, and margins of similar products.
❖ Handled 7 Distributors in Himachal Territory.
Company Name : Hindustan Coca-Cola Beverages Pvt. Ltd.
Duration : January 2012 – April 2013
Designation : Sales Team Leader
Roles & Resposibilities:
❖ Achieve Primary, Secondary and Tertiary Sales.

❖ Achieve organic and inorganic growth.
❖ Successfully launched the new products by placing them in the weighted and numeric distribution outlets.
❖ Ensure horizontal and vertical expansion of the products in the territory.
❖ Achieving numeric and Weighted reach during new product launch.
❖ Analyze the schemes and new launched products of the competitors.
❖ Worked on market mapping of competition’s weighted outlets, distributors and actionables to counter them.
Work Experience (Reverse Chronological Order):
❖ Worked with Goodyear India Limited from November 2020 to January 2023.
❖ Worked with Castrol India Limited from January 2020 to October 2020.
❖ Worked with Hindustan Unilever Limited from July 2016 to January 2020.
❖ Worked with ITC Limited from August 2013 to August 2014.
❖ Worked with Hindustan Coca-Cola Beverages Private Limited from January 2012 to April 2013.
Educational Qualifications:
Qualification Institute
Post Graduate Program in Management (Sales & Distribution) ICFAI Business School, Ahmadabad
Bachelors of Science IHM, Hyderabad
Professional Awards and Achievements:
❖ Goodyear Star Award:

▪ Growth of 132% YOY in February 2021 – Exceptional growth in India.
▪ Growth of 124% YOY in June 2021 - Outstanding growth in India.
▪ Growth of 186% YOY in July 2021 - Remarkable growth in India.
❖ Awarded Certificate of Appreciation from HUL for:

▪ Growth of 18% YOY in March Quarter 2017- highest growth in the Branch.
▪ Growth of 35% YOY in June Quarter 2017- highest growths in Branch.
❖ Business Delivery award for achieving an overall growth of 26.4% YOY and 18.5% CAGR,2017.

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VIVEK GUPTA

❖ Adequate knowledge of ALE - IDOCS.

❖ Distributor Management, Dealer Management.

Roles & Responsibilities:

❖ Evaluating, appointing distributors, handling their ROI and claims.

Company Name : Hindustan Unilever Limited

Roles & Responsibilities:

❖ Achieving Primary, secondary sales targets.

Company Name : ITC Limited

Roles & Responsibilities:

❖ Forecast the sales, based on previous trends for various products.

Roles & Resposibilities:

❖ Achieve Primary, Secondary and Tertiary Sales.

Work Experience (Reverse Chronological Order):

Bachelors of Science IHM, Hyderabad

Professional Awards and Achievements:

❖ Goodyear Star Award:

❖ Awarded Certificate of Appreciation from HUL for:

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