Ujjawal Agarwal

Charting the course of growth for Stoneslane, a greenfield company under the group for building B2B e-commerce for suppliers & retailers of Yemen, with expansion plans to expand across the entire GCC in the near future.
• Developed the Brand Strategy for the platform by uncovering buyer persona and building the vision ground up for the team and all stakeholders.
•Assisting in product strategy by exploring Marketplace SaaS, Order Management, Warehouse Management & Delivery Management Systems as functional capabilities.
• Conducting market research & competitive analysis to identify trends, opportunities, and potential areas for modelling the business for Retail, Consignment and Dropship models suited to different manufacturers.
• Working with brand owners of FMCG companies of different categories to understand the pain points in sales, data visibility, reach and growth to design the business landscape and create value proposition for them.

• Worked on Omnibiz’s vision of being an asset light company that is digitizing trade in Africa by creating a network of networks (Manufacturers, Distributors, Retailers) & having a TAT of less than 24 hours to start with and taking it to 6 hours in 3 quarters.
• Launched 12 cities across Nigeria, Ghana, Kenya by creating Marketplaces by Onboarding 44 FMCG Distributors, 15, 000 retailers, 100 3PL delivery fleet through a team of 200 members, generating monthly business of $1.5Mn.
• Negotiated with 14 brands like Nestle, FMN, Unilever, Guinness, Honeywell for backend support in form of rebates & marketing budgets for Marketplace Operations through their Distributors. Negotiated tripartite SLAs with brands, distributors & Omnibiz
• Worked with the product team to design & create the solution for distributors to list SKUs, manage inventory & sell through Omnibiz. Worked on experiments of consolidation & multiple picking points to reduce TAT & costs to increase assortment.
• Designed the marketing campaign for Omnibiz awareness & Omnipay launch. Two prominent celebrities were roped in create a TV commercial and multiple Skits to be run on social media. Omnipay was adopted by 10, 000 retailers of Lagos in 30 days.
• Launched new categories like Pharma, Fresh Food, Beauty & Personal Care using the model. Adding 20% new SKUs to the existing offerings

• Set up Omnibiz in Rivers state (Demand, Fulfilment Centre, Logistics, Procurement) & scaled revenue to $1Mn monthly. Onboarded 7, 000 retailers, Responsible for Retention - App(40%), Ground team(40 members), Calling team(10 members)
• Managed a warehouse of 2, 000 Sqm with 200+ SKU across 25 categories, 25, 000 cases with an ITR of 4. Dispatched 500 daily orders using 7 3PL partners & 60 delivery vehicles (Vans, Tricycles, Bikes)
• Responsible for TAT through different stages (Order Confirmation, Batching, Picking, Dispatch, Delivery, Reconciliation). Managed TAT of 32 hours in Rivers state vis-à-vis 48 hours of Lagos. Return percentage was 12% compared to 18% of Existing Business
• Incorporated Bulk (Key Wholesaler accounts) Business in 7 States by creating 800 accounts through a team of 16 members and generated a monthly business of $2Mn with order frequency of 3 & AOV of 850$
• Started hub model to launch Omnibiz Retail in Ibadan city and scaled business to $500k monthly. Onboarded 4, 000 retailers to use the platform & delivered 9, 000 monthly orders to them through an offering of 600 SKUs.
• Responsible for P&L of the region by optimizing margins, sales & logistics cost, local procurement and adding new channels like Modern Trade & Horeca

• Managed annual business (GT & MT) of $60Mn (Dano Milk Powder) in Lagos Zone with a population of 22 million, Leading a team of 8 ASM & 20 sales partners. Managing 80+ distributors with key accounts up to $3Mn yearly. Increased modern trade contribution to 28% from 22% and increased category share in key accounts(Shoprite, Renee, Justrite and Prince Ebeano) to 56% increasing penetration of UHT category
• Restructured rebate for distributors to maintain price stability, enabling an increase in median purchase by 20%, successfully shifted 35 resources on distributor's payroll, bringing down sales costs
• Launched a new product line Grow up Milk, designed the GTM strategy in 2 phases for GUM123 & 4+, started a Pharmacy channel, took a 15% market share in the category.
• Grew Dano Choco (Chocolate Milk Powder) by 21%. Overall sales grew by 8% and reduced sales cost by 14% in a situation of headwinds resulted by Covid lockdown and frequent price increases
Area Sales Manager - Kellogg's Tolaram Ltd, Nigeria May’18 - Sep’19

• Headed sales & operations of cooking oil brand “Power Oil”. Implemented penetrative strategies to dominate in Sachet Oil market. Increased sales from $200k to $450k within 2 quarters through a network of 18 distributors, 400 subs and 2200 retailers
• Established a new framework for retail and sub-distributors shops, called “Once a Week” coverage which resulted in 35% increased NND & 20% increased resource productivity
• Handled BTL activities - Market Activation, Town Storming, Trade Promotions, conceptualized awareness activities - Health Camps, Walkathon which grew the branded category from 18% to 24%
• Spearheaded a massive Kellogg's CocoPops School Sampling Program. Sampled in 3, 000 schools, 750, 000 children and increased the category by 23% through a 45 minute educational interactive session themed “Breakfast Time is Kellogg’s Time” with a team of 100 presenters.
• Managed $2.5 Mn business of Kellogg's and Pringles through a total of 48 distributors, 2900 subs and 14, 000 retailers via 7 City Heads, 12 supervisors and 110 front end sales staff
• Placed the box packs of Kellogg’s in 65 supermarkets & 250 mini-marts across the region. Ran display drives, installed Gondolas, placed bundle packs with major milk brand in 20 supermarkets incl. Foodco.
• Developed new re-distribution channel through Bikes for capturing corner shops at residential pockets. Achieved an NND of 65% in the region next only to Coke & Indomie
• Successfully relaunched Kellogg's Cornflakes by developing a parallel sales channel by targeting competition distributors. Headed ATL & BTL for the launch. Gained 18% market share in 3 months
• Increased the sales by more than 100% in 6 months against a national average of 18%. Fastest growing ASM of the batch, as a result was the first to be promoted as Regional sales manager