Indian Institute of Management, Calcutta

Bharati Vidyapeeth

Skills: Commercial Planning · Cross-border Transactions · Gross Margin Analysis · International Sales

Olam

Vice President

Doubled Food Private Label business of 9 Crores per month making 4% margin per month and grew it to 18Cr per month in less than 6 months @ a superior margin of 6% plus. This was done through superior portfolio management, Revamped Pricing and Promotion Strategy and an improved Sourcing Network.
Developed and executed a Superior Selection Strategy across 40 cities for the overall Business resulting in a +1% growth in Margins. 
Setup a First in Retail Commodity Procurement Efficiency Measurement System which has helped in reducing procurement costs significantly
Currently Building an Organic Sales Playbook for Food categories, an integrated Rural-Urban Profitable Business Model for Food categories and a Pricing Model for Food Commodities which should help Udaan be more competitive without sacrificing margins.

udaan.com

Business Head -Private Labels and Food Category

Setup Sourcing and Strategic Sourcing for the National Udaan Food Commodity business of 7000 Crores+ Annual Business (2021) 
•	Setup the National Sourcing function of over 100+ Managers within 3 months and managed to grow National Revenue% by 50%+ and get to near Zero Working Capital within 1 year of launch. 
•	Designed and Setup 6 additional subfunctions including Inbound Logistics, Quality, Biz-ops, Inventory Management, Category Strategy and Commodity forecasting including hiring, system & process design etc to ensure superior consistent Business Results. 
•	Tied up with over 500+ Manufacturers including Large National Players like KRBL, Adani and Emami to ensure High Quality Products while growing Margins.

Business Head and Chief Sourcing Officer - Food

Setup and Scaled the North Food/FMCG Business as a P&L Owner to 250Cr/month @ 2.2% revenue from a 50 Cr Business @ 0% revenue 
•	Expanded Reach from 3 to 13 cities by Setting up a Sales team in excess of 900 salesmen led by 18 ASM’s and 5 ZSM’s.  
•	Setup 5 core functions of Trade Marketing, Go to Market, Procurement, Category Management and FP&A functions to enable transition from “Growth at any cost” to “Sustainable Growth” model. These functions were then replicated across other regions and then nationalised in next phase.  
•	Conceptualised and Spearheaded the National transition from a Marketplace Model to a First Party Model. 
•	Developed right Supply Chain Structure, Product Portfolio Mix, Buyer Value Proposition as Leader of Project Margosa to reach Positive Contribution Margin as a business.

Business Head - Food North

Successfully Took Maxwholesale to Series A with huge Customer Traction (Retailers and Manufacturers).
Developed Sales and GTM Capabilities and Systems for Maxwholesale which should help it succeed till Series B (Hopefully soon)

MaxWholesale

Co-Founder and Chief Customer Officer

Develop, Align & Lead India Sales Capability Plan for all Sales Personnel
- Transformed Sales Capability Role from Individual Skill Development to Company Selling Capability Improvement

- Stepped up P&G India Modern Trade Selling Capabilities by Introducing Oculus Rift based VR tools for selling to MT(Modern Trade), reapplying P&G's BIC global Shopper and Brand tools in collaboration with P&G's Global Innovation Network and Improving Multi-functional MT team's Selling Skills and Capabilities 
- Improved 12 Sales processes in Distributor Operations across Supply Chain, Distributor Management, Trade Planning with focus on simplification by collaborating with the Function heads of Sales, IT, Finance, Supply Chain and HR

- Transformed the New Hire Training program for Sales to drive superior Selling Capabilities and deliver deep expertise in Distributor Operations at the most impactful stage of career.

-Conceptualized, Designed and Sold Internally new Capability platforms for delivering superior Sales Capabilities – Learning Weeks for FTF learning, Digital multi-platform capabilities for anytime anywhere learning and Coach to Win for 1 on 1 Manager led learning.

New Hire Program Recognized by India CEO for Best New Program across company in July-Sep 2016
Team Member given CEO award(Top 1% employees) for Sales Process Simplification

Procter & Gamble

India Sales Capability Leader

Lead P&G's Global Innovation Center focused on Winning with Small stores and Wholesale

Develop Global Shopper Strategy to ensure  P&G Brands win @ First Moment of Truth
Develop Win in Small store plans for Low to Mid Income Countries

Lead P&G's Go to Market Innovation & strategic Alliances Effort

Develop New Knowledge and Insights for P&G on Small Stores

Emerging Markets Innovation Leader

Delivered 600 Crores of Profitable Sales for Region with a team of 10 Managers, 3 Distributors and 300+ Distributor Sales Reps. 
- Doubled P&G Sales to over 600 Crores in just 3 years @ 2.5X higher growth rate than India and Division
 -Cut costs by 15% while delivering superior sales results by leading significant Joint Value Creation Projects across customers
- Consistently Delivered Share growth across 90%+ of Brands by designing and delivering local share growth plans.

Coached and developed strong talented team
- 12/15 employees moving onto Internal Selling roles (vs avg of <30% for company) 

Was Rated in Top 10% of Employees throughout

Regional Manager - Jharkhand, Orissa and Bihar

Delivered 200+ Crores of Annual Sales with a team of 3 P&G Managers handling P&G Asia's biggest Distributor  in (Eastern Uttar Pradesh) with over 350 Sales Reps and 1200+ employees.

Designed and Executed Hyper-growth of Distributor Size and Scale
- Grew Business by 230% in under 15 months from 8 Crores to 18 Crores
- Quadrupled P&G Direct coverage from 32000 stores to 1.3 Lakh stores in 6 months 
-Tripled P&G Sales Reps to 315 in just 6 months

Lowest cost Coverage in India – Redesigned GTM model to deliver lowest cost per sales rep in P&G India with innovations on Supply chain, Order Replenishment and Banking and Credit Management Systems

Designed, Sold and Executed In store Visibility Strategy which delivered 35000 "Perfect" Stores resulting in Share growth in 100% of P&G Business in Region
 - Visibility Machine recognised as one of Top Sales Innovation ideas in India and identified for national expansion

Unit Manager

Developed Shopper & Trade Strategy, Activation Plans and POSM Design for Ariel for India and for all Brand for Organised Retail for India. Owned Annual Budget of 120 Crores to deliver over Rs 1500 Crores of Business Business.

Modern Trade - Developed Modern Trade Strategy for all 8 categories in India and sold to India and Asia Brand teams for the first time ever. Developed Core Processes for Initiative Planning and Deployment for all MT
- Delivered 196 IYA growth on MT for year with 100% listing on day 1 for 100% Initiatives

Ariel – Delivered the 2 fastest years of Distribution growth adding over 400,000 stores of distribution in just 18 months. 
 - Over-Delivered Sales and Distribution targets (115 vs goal) even in a High inflation scenario with Ariel priced up by almost 47% in 6 months.
- Significantly grew share in Modern Trade from 8.5% to 13% in 18 months by creating & selling internally & externally P&G India’s first customer specific sku’s in top 3 MR customers & tripling listed sku’s in CSD.

Top Traditional & Pharmacy Stores -  Developed P&G’s “Star Store Program” for Top Channels by defining and executing “Amazing Shopper Experience” for every P&G category.
  - Developed  Audit Process to improve execution up by 30% which delivered 25%+ growth every year (ahead of targets) while saving 20% trade spend used for reinvestment in program
 - Designed GTM for Top Store “Account Management” & rejuvenated Merchandising model to deliver new Star program in store.

Project Manager - Market Strategy and Planning,Modern Retail

Led Multifunctional team to Deliver sales for Modern trade and Traditional Trade for Jharkhand in yr 1 and Kolkata and North,South Parganas in yr 2
Handled a team of 100+ Salesreps and a business size in excess of 100 Crores annually. 
Led GTM design for P&G India as part of 3 member core GTM team to design Machine rooms and SubD model for P&G.
Integrated the Gillette business into P&G in Jharkhand
Expanded coverage by 30% in Jharkhand by adding 4 new branches and 25 sub distributors in Naxal territories

Senior Key Account Manager

Develop and Establish the P&G Single Distributor model in Himachal Pradesh.
Business Delivery for Chandigarh, Ambala, Panchkula and Yamunanagar districts.
Received 7 awards for fastest growing sites, distribution growth etc.

Mangesh Dupaguntla