Vice President
NESTLE INDIA LIMITED
Total years of experience :43 years, 6 Months
Executive Leadership | Commercial Operations | Sales Management
Business Development | Market Segmentation | Performance Optimisation | Channel Strategy | Brand Growth | Team Development
34 years of experience in the FMCG industry (Nestlé), covering business operations in India, Vietnam, Bangladesh, Nepal and Bhutan
Augment revenue and profitability, drive segmentation strategies, and improve operational efficiency
Business partner who influences decisions, motivates teams, and maximises organisational capabilities
Business Management (India): Strengthened distribution operations, re-designed the route-to-market, and reduced OPEX appreciably by optimising the 24-hour supply chain; delivered 11% growth YoY, achieved the All-India High-Growth award for Mumbai in 2013, and generated turnover of USD 250 million in 2014
Performance Optimisation (India): Transformed the slow-growth Kolkata branch, enabling it to surge ahead of the high-performing Delhi and Chennai units in growth rate (single digit to 20% YoY) and absolute revenue in most categories; Kolkata received the All-India High-Growth recognition for the first time ever in 2012
Business Turnaround (Vietnam): Revitalised operations and ramped up revenue and profitability in a high-potential yet struggling region; led a team of 250 people plus 800 employees in the secondary force in achieving growth in top line from 5% to 18% in the first year, peak of 33%, and average of 26% over the 4-year tenure
Operations Start up (Bangladesh): Played a key role in setting up and developing the sales and distribution infrastructure for Nestlé in Bangladesh; negotiated distribution agreements, changed the Route-to-Market from indirect to direct, defined processes for supply chain and trade marketing, and launched several products
Vice President, Sales, Mumbai, India (Branch Head), 2013 - 2014
Devised and executed strategies for business planning (medium and long term for channels and categories), budgeting, cost control, promotions for general and modern trade, market development, brand visibility and continuous improvement with 350 people and 1500 secondary force personnel. Coordinated and networked with internal and external stakeholders for optimum results, and managed HR and administration matters including recruitment, training and succession planning.
Business Growth Strategy: Achieved double-digit growth in sales turnover by enabling continuous supply to the top 7500 customers, and by designing and executing targeted promotions and launches for customer segments
Team and Performance Management: Minimised turnover in the team along with increasing productivity and performance by providing direction and motivation, bringing in cohesiveness, empowering people, and establishing a sense of purpose and ownership
o Restructured the team, introduced monthly communication meetings, and enabled competency development through functional and soft skills training
Assistant Vice President, Sales, Kolkata, India (Branch Head), 2007 - 2012
Business Transformation: Exceeded quarterly and annual targets by triggering a positive change in mind-set and the work culture, which increased effectiveness of the 375-member team, in addition to optimising distribution management, improving cash flow by reducing debt and enhancing coverage in the North-East states
o Drove market development programs in urban as well as rural areas, including media planning and purchase for region-specific promotional schemes for the confectionary, culinary and infant nutrition categories
Project Management: Improved perception of the branch on all parameters (sales, SCM, trade marketing, HR, operations, and safety) to such an extent that Kolkata was chosen to be the test market for a new excellence project, which was executed successfully and subsequently launched globally
Sales Director, Ho Chi Minh City (Nestle Vietnam Limited), 2003 - 2007
Change Management: Accelerated sales and revenue generation by building trust with employees and influencing buy-in for transformative changes despite cultural and operational differences; re-organised the team, redesigned the planning process, resolved major inventory issues, and strengthened the sales and distribution infrastructure
o Leveraged opportunities to the highest extent during the Chinese New Year holiday, streamlined trade marketing operations, oversaw execution of BTL promotional programs, and built synergy amongst the marketing, supply chain and finance teams to enable collaborative action
o Reduced outstanding receivables from high levels to zero by defining control measures for distributor credit
o Turned Vietnam into a strong Growth Driver for Indo China region.
Won several individual and team awards as well as merit bonuses for achieving quarterly and annual targets
Operations Start up (Bangladesh): Played a key role in setting up and developing the sales and distribution infrastructure for Nestlé in Bangladesh; negotiated distribution agreements, changed the Route-to-Market from indirect to direct, defined processes for supply chain and trade marketing, and launched several productsSales/Promotion, India
, Executive Sales/Promotion, India
Did my B.Sc. degree through St. Xavier's College , Kolkata under Calcutta University, India. Earned a Distinction in my final exams. Subjects were Physics, Chemistry and Maths.