Sales Excellence
GTM, pricing, channel ROI and trade spend across 16 zones and 15,000+ dealers.
MBAB.TechLLB
Ankit
Aggarwal
Business transformation, sales planning, pricing
& AI automation
A sales and marketing leader with an engineering and IT background — 17+ years across FMCG, construction, automotive and IT, driving revenue growth and margin expansion by pairing GTM, pricing and commercial strategy with AI agents, automation and analytics.
Head of Sales Planning, Excellence & Pricing · JK Cement Paints
US B1/B2 · Canada visa holder
Portraitimages/portrait/
The record
Years across four industries
17+
Business owned today
₹500 Cr
Dealers under scheme design
15,000+
Zones in national discount strategy
16
Return on sales lifted
9% → 15%
Countries travelled
22
At a glance
Techno-Marketing Professional
An engineer who moved into sales and marketing and never put the engineering down. Four things I do.
Product Management & New Launches
Grand i10, Yamaha Ray, JK Paints — from product clinic through to activation.
AI & Analytics
Agents, Power BI dashboards and automation, built first-hand rather than commissioned.
Team Leader
Cross-functional teams, national rollouts, and visiting faculty for Power BI and macros.
Signature achievements
What the numbers came from
JK Cement · Paints
₹500 Cr
Built JK Paints from the ground up
A greenfield build alongside the White Cement business transformation — owning all-India sales acceleration, Key Value Levers and GTM co-creation.
AkzoNobel · Dulux
9% → 15%
Return on sales, lifted in two years
A four-pronged strategy: the right product mix, bulk versus retail pack pricing, lower long-tail discounts, and rational price increases linked to raw material.
AkzoNobel · Dulux
15,000+
Dealers under one discount architecture
Channel schemes across 16 zones, with budgeting, P&L and dealer ROI held at national level — lifting profitability and sales velocity together.
AkzoNobel · Dulux
₹550 Cr
Gurgaon territory at 8% CAGR
Grown over two years across 250 retail counters with a direct team of four — cross-selling, collections, and influencer engagement through painter meets.
AkzoNobel · Dulux
Industry first
The distributor model in paints
A pivotal role in introducing it — legal compliance, ROI model design, performance tracking and training, in a category that had never used one.
Hyundai
1 Mn
Grand i10 — fastest to a million sales
Led launch and activation: product clinics, positioning strategy, sales forecasting and brand prism, partnering Service, Production and Media.
Recognition
Star Employee · AkzoNobel
×3
Stellar Award · from the Infosys CEO
Q1 ’09
Star Employee · JK Cement
✓
SIAM ERG member · Hyundai’s representative
’13–’15
Career
Five companies, one throughline
Engineering into IT, IT into sales, sales into pricing — and pricing back into engineering.
JK
Dec 2020 — Present
JK Cement · Paints
Head — Sales Planning, Sales Excellence & Pricing
- Greenfield build — set up JK Paints ground-up and led the White Cement business transformation; now a ₹500 Cr business.
- Pricing architecture — DPL, MRP, MOP, landing cost and scheme design with PPI, PRI, FOC; backward and forward pricing off COGS and competition.
- Sales planning & GTM — channel scheme design, channel ROI and contribution margins, category growth and trade-spend optimisation.
- Sales excellence stack — DMS, CRM (Influencer Loyalty), SFA-Umber and SAP in-house invoicing, from requirement documents to rollout.
- Analytics & loyalty — Power BI demand planning, MIS automated in Python and macros, and the annual points program driving DSO, PPI and PRI.
AN
Sept 2015 — Dec 2020
AkzoNobel · Dulux
Manager — Revenue Growth · earlier ASM, Gurgaon & Delhi (Sept ’15 – May ’17)
- Discount strategy — channel schemes across 16 zones for 15,000+ dealers, with budgeting, P&L and dealer ROI held at national level.
- Return on sales 9% → 15% — in two years, through product mix, bulk versus retail pack pricing, long-tail discount control and raw-material-linked increases.
- Territory growth — Gurgaon to ₹550 Cr at 8% CAGR across 250 retail counters with a direct team of four.
- Distributor model — an industry first in paints: legal compliance, ROI model design, performance tracking and training.
- GTM & channel loyalty — pre-placement sales, tinting machine placement and dealer expansion; the annual CLUB and half-yearly season schemes.
H
June 2013 — Sept 2015
Hyundai
Manager — Product Management
- Grand i10 launch — product clinics, positioning strategy, sales forecasting and brand prism, partnering Service, Production and Media.
- Macro analysis — the Korean leadership strategy deck, with a monthly India-outlook dashboard tracking GDP, inflation, IIP, policy and FTAs.
- KIA feasibility study — capacity expansion versus introducing a second brand, to grow volume and share beyond 22%.
- SIAM ERG member — Hyundai’s representative; key projects VAHAN and the Automotive Mission Plan 2025.
Y
May 2012 — June 2013
Yamaha
Area Sales Manager
- Dealership sales — 10 dealerships across Noida and Faridabad, a ₹250 Cr annual business.
- Yamaha Ray launch — a key role in bringing the brand’s first gearless scooter to market.
I
Oct 2007 — June 2010
Infosys Technologies
Application Developer
- Application development — SharePoint (MOSS), C#, ASP.NET and Java.
- Architecture & data — solution design and database management, requirement gathering and UAT.
- Delivery — project management across SDLC and Agile.
- Stellar Award — presented by the Infosys CEO, Q1 2009.
AI, automation & analytics
The part I build myself
Not commissioned, not outsourced. Agents, dashboards and apps written to solve problems I owned commercially.
Power BI & analytics
Demand planning and forecasting dashboards
- Built
- Power BI models with DAX measures over SAP HANA data, replacing manual monthly consolidation.
- Impact
- Forecasting and MIS on a live surface instead of a spreadsheet chain.
Power BIDAXSAP HANAPython
AI agents
Voice agent for invoicing, and trackers that chase themselves
- Built
- Agentic workflows for invoicing by voice, status tracking and auto-reply, wired into mail and WhatsApp.
- Impact
- Routine commercial follow-up runs without a person in the loop.
Agentic AIClaudeGeminiPython
Applications
CRM, inventory and SFIS — built end to end
- Built
- Full CRUD applications plus Android tools — a product visualiser and a card vault.
- Impact
- Internal tooling shipped without waiting on an IT queue.
PythonSQLAndroidClaude Code
Capabilities
Skills & tools
Commercial
Pricing — DPL, MRP, MOPGTM & sales strategyCommercial excellenceForecastingProduct managementLaunch strategyTrade-spend optimisationChannel ROILoyalty programs
Analytics & AI
Power BI (DAX)Qlik SensePower QueryPythonVBASQLAgentic AIClaudeGeminiClaude Code
Systems & delivery
SAP HANAOracleDMSCRMSFASharePointAWS & Azure — basicsSDLCAgileSolution architecture
Education & beyond
Three degrees, and what happens outside work
Degrees
MBA, Marketing · FORE School of Management2010–12
LLB · Institute of Law & Research, Faridabad2017–20
B.Tech, ECE · Apeejay College of Engineering, MDU2003–07
22 countries
Markets read best in person — how a shop is stocked, what a distributor complains about, which brand sits at eye level.
Visiting faculty & consulting
Teaching Power BI and macros, plus an independent macros automation project for EY.
Resume
Two versions, pick your reader
One is built for applicant tracking systems: single column, standard headings, no text boxes, parses cleanly. The other is the designed version, for humans.
Recommended for applications
ATS-friendly resume
- Format
- Single-column PDF with standard section headings, no tables, text boxes or graphics — the layout parsers read reliably.
For people
Designed resume
- Format
- The full visual one-pager with the skills, AI and automation panels laid out side by side.