Nisarg Dave
Sales & Sales Transformation | GTM strategy & Trade Marketing | Capability Building
Sales transformation & commercial leader with 10+ years of experience across FMCG organisations including Marico, Mars Wrigley, Mondelez & Amul.
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My work sits at the intersection of GTM design, sales transformation & commercial excellence - backed by both leading operational execution in the field and building repeatable systems such as perfect store programs, loyalty platforms, trade spend frameworks, driving value leadership workstreams and capability building initiatives that drive fundamentally savvy processes at scale for growth. I enjoy bringing structure to ambiguity, leading cross-functional collaboration to translate strategy into strong on-ground execution. I bring a calm, approachable and analytical leadership style and prefer impact and people led growth.
GTM Index
- MARICO LIMITEDJOB
- Cluster Head11M
Cluster Head
Marico Limited
- MARSJOB
- Head of Operations - North5M
Head of Operations - North
Mars
- Managed North region's business planning and delivery with a team of 9 ASMs and 48 Sales officers - Critically evaluated NCR Infra and revamped Infra status through channel partners and field-force acquisition as part of doubling down RTM fundamentals and growth in Delhi NCR - Won the best region award for best launch performance in distribution and GSV for Boomer Lollypop
- National Trade Mktg Mgr &…1Y 2M
National Trade Marketing Manager & Perfect Store Lead
Mars
- Refreshed the Perfect Store program for traditional trade basis PQA led Nielsen based insights to drive core brand must have assortment in trade contributing to 14% growth in retail business. - Expanded the program to 400,000+ stores, coaching sales teams to integrate strategies into daily operations, embed into ways of working and boosting extraction led growth - Partnered with digital teams to launch actionable tools like SKU recommender and in-store Call-to-Action (CTAs), improving KPI tracking and on-ground decision-making - Collaborated with OT channel GTMs to design impactful trade activations and portfolio plans, driving brand success. - Strategically governed and calendarized trad…
- GTM Lead - Rural & WS1Y 4M
GTM Lead - Rural & WS
Mars
- Developed targeted loyalty programs for top stores, wholesale, and rural spokes, driving extraction across key segments - Collaborated with brand/customer marketing teams to create GTM plans for NPD launches, setting clear success metrics to ensure top-tier in-store execution for brands such as Galaxy Flutes, Galaxy Dark & Boomer Rs. 2 - Co-created a Rural top-1000 category salient spoke towns extraction program for non-Rs. 1 portfolio that achieved 90% growth in rural markets through ISR PJP planning, In-store visibility for demand generation & crafted incentives for field force/channel partners -Strategically governed and calendarized promotions and micro activations, fueling category g…
- MONDELĒZ INTERNATIONALJOB
- Senior Area Sales Mgr10M
Senior Area Sales Manager
Mondelēz International
- Handled the key metro geography of Western Mumbai leading a high experience/performance team of 9 Sales officers and 130 salesman - Rigorously drove premiumisation and range selling (ULB) to drive business growth. Became the 1st geography to hit 20+ avg. retail ULB in a month. - Achieved region best benchmarking distribution performance in key focus brands to drive sell-ins and volumes. - Maximized channel partner earnings, winning position in contest closures maintaining high team rigor. - Best ASM Tty Urban West in H1 2022
- Area Sales Mgr1Y 2M
Area Sales Manager
Mondelēz International
- Led the energetic and driven team of Saurashtra/Kutch region (8 SEs & 14 TSIs) and materialized massive expansion in rural coverage and urban VC coverage/range selling to drive business objectives - Championed best-in-class KPIs of best NPD launch, ensruing top-stores/WS/Sub-D WoA and contest closures across West branch - Ensured business continuity, high team morale admist challenging rural business environment during pandemic period - Awarded best ASM Tty nationally for superlative delivery across business value/KPIs
- AMUL (GCMMF)JOB
- Area Sales Mgr2Y 4M
Area Sales Manager
Amul (GCMMF)
- Handled dairy division branch business of avg. monthly TO of 26 cr. spread over 11 districts of Central and South Gujarat across General/Modern Trade/HoreCa channel distributors - Driving expansion of retail coverage through Eco, extraction through focus on distinct SKUs in trade - Handling and planning with key regional modern trade accounts team for business growth and assortment planning - Spearheaded 10K population town distributor appointment initiative to improve direct coverage and range selling - Streamlined rigorous logistics to bring in efficiency in WD servicing thereby effecting Route-to-work time and improving availability and volumes
- Area Sales Mgr2Y 10M
Area Sales Manager
Amul (GCMMF)
Handled fresh products division for Jaipur branch covering 11 districts of Rajasthan with monthly TO of 18 cr. - Acheived volume targets with 3-year CAGR of 15% vol. growth through increase in width and depth of distribution in existing markets, increased geographical coverage through new WD appointments and new product launches - Piloted DMS implementation for fresh products division to enable secondary tracking and thereby ensuring effective scheme targeting - Ran one of the largest retailer loyalty programme in milk for retailer acquisition and retention
- INFOSYSJOB
- Senior Systems Eng3Y 6M
Senior Systems Engineer
Infosys
- SAP Basis consultant responsible for administration and monitoring of enterprise network for a US based food processing giant. Responsibilities included daily network monitoring, patch installation and upgrades, note implementation and knowledge repository contribution. - Network Deployment Engineer working on legacy TNE and Granite for optical fiber based network design and deployment. SME for Huawei based Network Equipments.
- Job: Marico Limited — Cluster Head · 2025-09 – present
- Job: Mars — Head of Operations - North · 2025-04 – 2025-09 — - Managed North region's business planning and delivery with a team of 9 ASMs and 48 Sales officers - Critically evaluated NCR Infra and revamped Infra status through channel partners and field-force acquisition as part of doubling down RTM fundamentals and growth in Delhi NCR - Won the best region award for best launch performance in distribution and GSV for Boomer Lollypop
- Job: Mars — National Trade Marketing Manager & Perfect Store Lead · 2024-01 – 2025-03 — - Refreshed the Perfect Store program for traditional trade basis PQA led Nielsen based insights to drive core brand must have assortment in trade contributing to 14% growth in retail business. - Expanded the program to 400,000+ stores, coaching sales teams to integrate strategies into daily operations, embed into ways of working and boosting extraction led growth - Partnered with digital teams to launch actionable tools like SKU recommender and in-store Call-to-Action (CTAs), improving KPI tracking and on-ground decision-making - Collaborated with OT channel GTMs to design impactful trade activations and portfolio plans, driving brand success. - Strategically governed and calendarized trad…
- Job: Mars — GTM Lead - Rural & WS · 2022-08 – 2023-12 — - Developed targeted loyalty programs for top stores, wholesale, and rural spokes, driving extraction across key segments - Collaborated with brand/customer marketing teams to create GTM plans for NPD launches, setting clear success metrics to ensure top-tier in-store execution for brands such as Galaxy Flutes, Galaxy Dark & Boomer Rs. 2 - Co-created a Rural top-1000 category salient spoke towns extraction program for non-Rs. 1 portfolio that achieved 90% growth in rural markets through ISR PJP planning, In-store visibility for demand generation & crafted incentives for field force/channel partners -Strategically governed and calendarized promotions and micro activations, fueling category g…
- Job: Mondelēz International — Senior Area Sales Manager · 2021-10 – 2022-08 — - Handled the key metro geography of Western Mumbai leading a high experience/performance team of 9 Sales officers and 130 salesman - Rigorously drove premiumisation and range selling (ULB) to drive business growth. Became the 1st geography to hit 20+ avg. retail ULB in a month. - Achieved region best benchmarking distribution performance in key focus brands to drive sell-ins and volumes. - Maximized channel partner earnings, winning position in contest closures maintaining high team rigor. - Best ASM Tty Urban West in H1 2022
- Job: Mondelēz International — Area Sales Manager · 2020-08 – 2021-10 — - Led the energetic and driven team of Saurashtra/Kutch region (8 SEs & 14 TSIs) and materialized massive expansion in rural coverage and urban VC coverage/range selling to drive business objectives - Championed best-in-class KPIs of best NPD launch, ensruing top-stores/WS/Sub-D WoA and contest closures across West branch - Ensured business continuity, high team morale admist challenging rural business environment during pandemic period - Awarded best ASM Tty nationally for superlative delivery across business value/KPIs
- Job: Amul (GCMMF) — Area Sales Manager · 2018-04 – 2020-08 — - Handled dairy division branch business of avg. monthly TO of 26 cr. spread over 11 districts of Central and South Gujarat across General/Modern Trade/HoreCa channel distributors - Driving expansion of retail coverage through Eco, extraction through focus on distinct SKUs in trade - Handling and planning with key regional modern trade accounts team for business growth and assortment planning - Spearheaded 10K population town distributor appointment initiative to improve direct coverage and range selling - Streamlined rigorous logistics to bring in efficiency in WD servicing thereby effecting Route-to-work time and improving availability and volumes
- Job: Amul (GCMMF) — Area Sales Manager · 2015-05 – 2018-03 — Handled fresh products division for Jaipur branch covering 11 districts of Rajasthan with monthly TO of 18 cr. - Acheived volume targets with 3-year CAGR of 15% vol. growth through increase in width and depth of distribution in existing markets, increased geographical coverage through new WD appointments and new product launches - Piloted DMS implementation for fresh products division to enable secondary tracking and thereby ensuring effective scheme targeting - Ran one of the largest retailer loyalty programme in milk for retailer acquisition and retention
- Job: Infosys — Senior Systems Engineer · 2009-12 – 2013-06 — - SAP Basis consultant responsible for administration and monitoring of enterprise network for a US based food processing giant. Responsibilities included daily network monitoring, patch installation and upgrades, note implementation and knowledge repository contribution. - Network Deployment Engineer working on legacy TNE and Granite for optical fiber based network design and deployment. SME for Huawei based Network Equipments.
- School: Institute of Rural Management Anand — PRM, Business Administration and Management, General
- School: G.H.Patel College of Engineering & Technology — Bachelor of Engineering (BE), Electronics and Communications Engineering
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