GOPAL CHAKRABORTY

Experience

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  Nestlé

  Jan 1990 - Jan 1990

  Sales Officer

  Improved coverage, distribution, penetration, productivity, SOV, and boosted sales revenue & channel throughput.Estimated sales volumes, achieved sales targets and conducted engaging promotions to create awareness and trials at consumer touch-points viz., retail, institutes, schools, canteens & offices.

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  Colgate Palmolive

  Jan 1991 - Jan 2000

  Territory Manager - Sales

  Assumed progressive positions in sales function - worked through dynamic work scenarios & handled various sub-functions and its challenges in different geographies to deliver business results. Improved sales effectiveness and productivity through training the front line sales team & fresh joiners on sales pitch, product knowledge merchandising and sales performance tracking. Designed effective trade promotions specific for channel to trigger secondary sales and increase throughput. Developed & implemented localized consumer promotion for cross-selling through customer experience.Led a team of 9-12 Salesmen & merchandisers. Was responsible for channel sales management, trade servicing, relationship management, and in-time reporting on market intelligence. Boosted channel sales revenue through wide-spread distribution & penetration, regular servicing with focus on availability & visibility, reinforcing sales processes and localized promotions – over 15% YOY.Achieved sales and visibility targets and improved service quality levels across channel - Retail, Wholesale & Institutional.Ensured compliance of sales norms by channel partners and associates and monitored day-to-day sales and service progression to effect improvements. Show less

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  Influxcellence Training Consultants

  Jan 2001 - Jan 2004

  Trainer Consultant

  Delivered over 9,000 man-days of functional & soft-skills training to employees of client organisations across geographies and co-facilitated out-bound team building training programs.Training imparted for Sony, Samsung, Dabur, Cargill Foods, Balsara, Anchor, VIP, Ranbaxy, Lupin, Wockhardt, Torrent, Jubilant Organosys, NFL, IFL, TERI, Birla Soft, Max Ateev, Diamler Chrysler, Toyota, Mitsubishi, etc.Key Accomplishments :Delivered functional training on sales lifecycle - Prospecting & qualifying, Preparing & planning, Approaching customer, Sales presentation, Negotiating resistance & objections, Confirming & closing, Following-up & servicing.Conducted soft-skills training on Business communication, Managing self & organising, Service excellence, Business etiquette and Personality development.Delivered sessions on Induction & Product knowledge training to new joiners.Guided participants on application of learnt skill at workplace for performance improvement.Retained by organisations for high feed-back scores - relevance, impact & delivery benchmarks. Show less

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  Godfrey Phillips India Ltd

  Jan 2004 - Jan 2014

  Led 6 direct reports, 60 appointed trainers & 100 outsourced trainers in 20 states. Key Accomplishments – Knowledge Management:Led the design, implementation & enhancement of core KM approaches across business & knowledge domains - framework & process development, acquisition, continuous refinement, cataloging & user access to knowledge repository. Monitored & evaluated knowledge management programs - external bench marking and evaluation programs/opportunities.Reviewed, deployed & published knowledge to repositories & ensured adherence to workflow protocol and tools.Key Accomplishments – Learning & Development:Led the strategy, direction & implementation plan for new learning experiences and to optimize existing programs.Developed sales training strategy and standardized processes to provide consistency in sales, service quality, enhance employee's skills/knowledge and system enablement.Recommended & oversaw curriculum development for delivery options - e-Learning, instructor-led training, and blended learning.Ensured robust measurement process to gauge the effectiveness of the programs and its deliveries.Promoted learning culture with new & unique learning interventions for updated knowledge, skills and associated behaviours.Key Accomplishments – Talent Management & Talent Assessment:Designed 14 DC / 2 AC interventions - addressing key drivers of talent management & ensuring design methodology to accurately capture the behavioral correlates.Created end-to-end process map, managed all communication & arrangements with required tools for DC / AC interventions.Created behavior matrix, behavior indicators & bespoke simulations relevant to participants profile for DC interventions.Trained assessors to conduct objective assessment for DC & AC with sharp focus on process steps & facilitation.Generated objective, consistent & trustworthy data on capabilities & potential for future responsibilities and challenges to address strategic goals. Show less Coordinated training with 5 RTMs, 6 RSMs and Trade Marketing Head for seamless integration.Key Accomplishments – Knowledge Management :Provided support to develop knowledge management systems and practices, developed & managed deployment of communications and awareness programs.Managed repository, maintained and developed the organization’s knowledge system and content to meet the information needs of organization.Worked closely with knowledge management internal & external stakeholders in a dynamic, and fast-paced environment, capable of managing several tasks with attention to detail and quality.Key Accomplishments – Training :Analysed and mapped priorities for T&D through meetings, performance data, quality cycle reports, and simplified them into training plans to meet business results, KPls and positive transformation.Identified training needs, developed road-map for imparting training, allocated budgets, developed various training modules & capsule sessions, assimilated requisite content, case studies, learning tools & inventory and various media for transfer of learning.Developed a team of trainers for delivering various training modules – subject and skill specific across business units of the organisation.Identified key trends & collaborated with the various teams to provide prescriptive recommendations and training solutions.Amended & revised programs as necessary to adapt to changes that occur in the work environment and standards in the industry to meet business exigencies.Partnered with external training providers / agencies to deliver training solutions, monitored quality of delivery, adherence to budgets and expenses periodically.Created & shared training dash-boards with NTM and NSM to get buy-in and to translate key decisions into learning inputs for continuous improvement & progression of developmental initiatives. Show less Responsible for training 120 Assistant Managers, 20 Appointed Trainers, 10 support staff, 480 Channel partners & their Associates, and 50 Merchandisers.Designed & delivered high quality, effective training solutions to address identified needs, gaps and development opportunities across all levels within the vector.Supported & managed the design and delivery of cross-functional training, trained & managed external and in-house appointed trainers, and updated knowledge repository for timely and convenient retrieval.Implemented annual training plan of branch & ensured on-time roll-out and delivery adhering to training norms and benchmarks. Conducted evaluation of external & appointed trainers & training programs vis-à-vis requirements / outcomes.Key Strengths :Ability to convert learning requirements into practical, actionable and impactful programs. Proficiency in instructional design and learning theories to create relevant and high value content replete with case studies, simulations, training videos and development plans.Multi-platform facilitation skills & hands-on experience in using training tools, applications & methodologies and use of application & evaluation matrix. Show less

  • National Training Head

    Jan 2010 - Jan 2014

  • Sales Training Coordinator

    Jan 2008 - Jan 2010

  • Regional Training Manager

    Jan 2004 - Jan 2008
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  Intoto Learning Solutions

  Oct 2014 - now

  Head L&D and Principal Consultant

  Providing L&D consulting, training and OD services to client organisations to improve competencies and enhance performance effectiveness for business results. Collaborating with functional heads, line managers and training team of the organizations to identify needs, develop & implement solutions. Also, coordinate with SMEs and external trainers to support scaled-up L&D interventions. Managing production of course materials for bespoke training solutions and the scheduled courses, synthesizing training concepts replete with activities based on adult learning principles. Conducting TTT for trainers and line managers on facilitation of training programs to create a training pool and augment learning culture. Further, map learning application at work-place to evaluate learning outcomes.Designing, acquiring and continuously refining the domain knowledge and training materials with professional research & cross-pollinating best practices across organisations. Key Skills : Leading team of training professionals and partners in program design, development, implementation and program management i.e. proficiency in managing & building teams with collaborative partnerships for learning outcomes.Strong technical skills and understanding of knowledge management, collaborative tools and technologies. Hands on experience in driving ground level execution.Adept at influencing and collaborating with hierarchy and business stakeholders. Proven ability to align training interventions to meet business context / needs.Proven experience in developing behavioral framework & GTM road-maps, managing end-to-end processes, and supporting delivery for operational excellence.Strong scientific training approach - familiarity with traditional and modern training methodology (instructor-led / digital / blended learning approaches etc.).Recognized expertise in people development and talent assessment through DC & AC interventions. Show less