Head - Sales and Marketing - IMEA
Hain Celestial India Pvt. Ltd.
Total years of experience :20 years, 11 Months
KPI’s -
#Regional Performance - Ensure delivery of regional turnover and profit targets in line with corporate annual objectives while managing risks and opportunities
#Strategy development - Responsible for the development and implementation of the regional enablement strategy.
#Distributor management - Develop collaborative partnerships with in-market distributors that share the same ambition by selecting the optimum route to market by country, negotiating distributor contracts, evaluating and engaging distribution partners
#Net revenue management - Lead and deliver pricing strategy for each band; explore ways to optimise value chains and net revenue
#Global Commercial standard implementation - Maintain the highest standards across all markets within the region, ensure flawless execution of consumer and customer plans across markets.
#Leadership and Team building - To provide ethical and value-based leadership, building an engaged high-performance team with an agile and collaborative team culture
Area of operation -
@ Responsible for Hain business in South-East Asia, Middle East, Africa, India subcontinent and Oceania . Currently managing 45 countries with major business coming from -.
* South-East Asia - China, Hong Kong, Japan (Managing this business via Joint Venture of Hain with Hutchinson Corp)
* Africa - South Africa, Ghana, Kenya, Benin, Morocco
* Middle East - UAE, Kuwait, Qatar, Saudi Arabia
* Oceana - Australia, New Zealand
* India subcontinent - Nepal, Sri Lanka, Bangladesh
@ Managing a vast network of 80+ distributors across the region.
@ Managing 21 brands in 8 categories within the region with SKU list of 1000+
@ Managing directly Mainstream customers viz. Woolworths (Australia), Costco (Australia), Shoprite (South Africa), Watsons (Europe)
@ Managing direct/indirect sales teams based in India, Dubai, Hong-Kong and South Africa
Marketing, communications, and public relations
• Responsible for implementing & measuring the success of, in conjunction with the Global Marketing Office, comprehensive marketing, communications and public relations program that will enhance the Organization’s image and position within the marketplace and the general public, and facilitate internal and external communications
• Develop, coordinate and oversee programs, technical assistance and resource materials
• Ensure that the Organization regularly conducts relevant market research and coordinate and oversee this activity
Innovation Management
• Identifying consumer insight, creating product proposition, assessing market potential
• Partners with other functional areas to quickly bring viable new products to market
• Identifies opportunities for growth and cost improvement
People Management
• Works with cross functional teams, leading marketing efforts
• Participates in building a consume facing innovative culture
• Manages relationships with agency partners
Export business -
• Developed export business for Tilda brand in Africa, India Subcontinent, South-East Asia and Oceania region from scratch
• Responsible for top-line targets for the assigned region
• Appointed distributors for rice business in
• Africa - 10 countries (South Africa, Zimbabwe, Mozambique, Mauritius, Namibia, Kenya, Uganda, Ethiopia, Morocco and Ghana)
• Oceania - 3 countries (Australia, New Zealand and Fiji)
• South East Asia - 3 countries (Singapore, Malaysia, Thailand)
• India Subcontinent - 3 countries (Bangladesh, Sri Lanka and Maldives)
• Setting up of foodservice business in region which includes tie ups with Emirates Flight Catering, Bidvest in South Africa and Australia
• Expanded the business beyond dry rice by launching new products in the regions as follows -
o Rice bran oil
o Ready to Eat recipes (microwavable)
Marketing -
• Develop & implement marketing, communication & sales promotional strategies for the brand
• Prepare annual marketing plans along with the budget
• Monitor budget
• Prepare the advertising campaigns based on the USP’s or other characteristics that needed to be promoted
• Develop & implement advertising campaigns as per the annual marketing plan in various medium like print, TV, radio & online media
• Responsible for marketing of the brand in verticals like end retail consumer, food service & modern trade. Developing a marketing mix which is suitable to each of the channel
• Conduct primary / secondary research with the help of research agency continuously to help understand consumer/trade resulting as an important tool in the overall decision-making.
• Gather, research and prepare communications material for internal and external customers
• Prepare powerpoint presentations, reports, briefs, Web sites and press releases
• Campaign Management - Manage advertising agencies for creative development, media plans, approvals and execution
• Plan, co-ordinate publicity events, roadshows & other promotional events for customers
• Brand PR. Arrange interviews and news conferences for the company spokesperson on brand issues, maintain contact with the relevant media
• Develop and organize workshops, meetings and other events for publicity and information purposes
• Prepare publicity programs and informational materials to increase awareness of brand
• Prepare brochures, reports, newsletters & other material
• Prepare market intelligence report, which contains features like new launches, schemes/offers, price change etc
• Conceptualization of brand road map and marketing calendar of activities. Devising long & short-term brand building strategies.
• Develop & implement marketing, communication & sales promotional strategies for the assigned brand
• Preparation and Implementation of annual Brand/Marketing Plans & Budgets. Monitor expenses
• Prepare the advertising campaigns based on the USP’s or other characteristics that needed to be promoted
• Develop & implement advertising campaigns as per the annual marketing plan in various medium like print, TV, radio & online media
• Gather, research, and prepare communications material for internal and external customers
• Monitor brand pulse thru Qualitative& Quantitative research (as & when required) and monitor/track competition across all Five P’s of marketing on a very regular basis.
• Plan, co-ordinate publicity events, roadshows & other promotional events for customers
• Develop and organize workshops, meetings and other events for publicity and information purposes
• Prepare market intelligence report, which contains features like new launches, schemes/offers, price change etc.
• Ideating & subsequently Implementing exciting schemes for Consumers & Retailers
• Regular & continuous ORG Analysis for Self plus Competition on different parameters
• Developing and preparing media plans for T.V., Press, Mag., Radio and Outdoors in co-ordination with concerned agency.
• Gather continuous intelligence on product performance, track & evaluate movement of products and recommend promotions accordingly.