IIFT Indian Institute Of Forgeign Trade

About IIFT


Name Dr. R.P. Sharma
Function Associate Professor
Email rpsharma@iift.ac.in

M.A., MBA, Ph.D.

Areas of Interest / Specialization

Interest Areas: Sales and Distribution Management, Services Marketing, Retail Management and Strategic marketing.

Work Experience

i) Teaching: 12 years

• Associate Professor & Program Director at IIFT since Nov. 2007
o Currently Program Director for MBA (IB) 2009-11 Kolkata batch
o Earlier Program Director for MBA (IB) 2008-11 and 2006-09 batches_ Kolkata

• Assistant Professor at AES PG Institute of Business Management, Ahmedabad (Gujarat University) during Nov. 2000- Aug. 2007.
o Coordinator, Placement Cell (2001-2003)
o Coordinator, MDP Cell (2005-2007)

• As lecturer at Institute of Management Studies, Bikaner (1987-1989).

• Regular visiting faculty at a host of management institutes like Ahmedabad Management Association, Entrepreneurship Development Institute, MS Patel Institute of Management Studies, Baroda, Nirma Institute of Management, Institute of Chartered Accountants of India etc..

• Faculty resource for UGC refresher programs for training college teachers in commerce faculty.

ii) Corporate Sector: 11 years.

The experience has been in the areas of institutional sales, branch management and marketing of services with renowned organizations as follows:

1. Sr. Manager (Marketing & Services) at Permionics, Baroda (1999-October, 2000). As head of marketing and technical services teams, I was responsible for business development through marketing planning, implementation and control.

2. Marketing Manager at Shilchar Electronics Ltd. (Vending machines & Smartcard division), Baroda during 1997-1999. Successfully created a network of business associates and headed teams for marketing the fully automatic merchandisers and the plastic money solutions.

3. Sr. Faculty-cum-Business Manager at NIS Sparta, Ahmedabad. Conducted sales and marketing training for several organizations (1996-97).
4. Branch Manager, AFL Logistics (Airfreight Limited) from July 1994 to October 1996.Had profit centre responsibility for business development, operations and customer care. Also acted as an Internal Instructor for Quality Improvement Process Management and Quality Education System of Philip Crosby Associates.

5. Territory Manager at Eureka Forbes Ltd. (Institutional sales Division) Ahmedabad (1991-94) responsible for sales of cleanliness and hygiene products of the company.

iii) Consulting/Corporate Training

• Sales and marketing training consultant for National Dairy Development Board, Gujarat Ambuja Cements, Cadila Pharmaceuticlas, Claris Lifesciences, Gruh Finance, Firstflight Couriers and Eureka Forbes. The program themes included Leading the sales teams, Interpersonal skills for marketing managers, Gung ho marketing performance, 3 D sales professionals, Value-driven marketing services, Striving for service excellence, Quality Improvement Process Management, Effective communication & presentation skills etc. He has also trained the senior officers of Gujarat Police in community oriented policing.

• A certified trainer of Philip Crosby Associates Inc., USA on Quality Improvement Process Management.


1. Meeting faculty shortage: A major challenge for Indian B-schools The ALTERNATIVE, Journal of Management Studies and Research, Vol: VIII, No.:2; April- Septemeber’09, ISSN 0973-0451 ; BITS, Mesra.

2. Life insurance marketing In India: Leveraging the strengths of multi channel distribution, Journal of Marketing Trends, 8th Marketing trends congress, Paris (2009).

3. Human Resource: A source of competitive advantage for India Inc. The ALTERNATIVE, Journal of Management Studies and Research, Vol: VII, No.:1 & 2; October’07- Septemeber’08, ISSN 0973-0451 ; BITS, Mesra.

4. Strategic Plan paper for CAPEXIL (2008-12) jointly with Dr K Rangarajan, Professor, IIFT Kolkata campus.

5. An empirical study of life insurers in India. SCOUR Vol. 01 No. 02 July 2007 ISSN 0973- 6123; Journal of Institute of Productivity &Management, India.

6. “Multi-channel distribution in life insurance: utopia or reality?”, The Alternate, Journal for proceedings on International seminar organized by Waljat Colleges of Applied Sciences, Muscat (September 2006)

7. Have written and presented papers at various conferences organized by Mahatma Gandhi Labour Institute, Ahmedabad


Professional / Academic Affiliations

1. Member, Research Projects Review Committee, Mahatma Gandhi Labour Institute, Ahmedabad

2. Member, Curriculum Design Committee for the event management. program, Govt. of Gujarat

3. Member, Ahmedabad Management Association

4. Member, Public Relations Society of India, Ahmedabad Chapter

5. Member, Advisory Board, Euro School, Ahmedabad


Indian Institute of Foreign Trade ( Deemed University)
Delhi      Campus:    IIFT Bhawan,  B-21,   Qutab Institutional Area,   New Delhi - 110016 ,   Tel: +91-11-26965124 ,   +91-11-26965051    Fax: +91-1126853956
Kolkata Campus:    J-1/14 (7th-9th Floor), EP & GP Block, Sector-V, Salt Lake City, Kolkata-700091, Tel: +91-33-2357 2854 , Fax:  +91-33-2357 2855