Oct 2022 – May 2024 · 1 yr 7 mos

• As part of Pharmarack (a company anchored by consortium of Top 17 Leading Pharma Companies in the country) I am entrusted with the mission to digitally transform the pharmaceutical industry to be future-ready. My role revolves around spearheading and managing growth strategy of the company.
• Focused on maximizing revenue and market share, I take ownership of the P&L and Top Line for the company, while effectively driving internal and external change management initiatives. I am accountable for the following teams and their deliverables:
• Sales & Trade Marketing: Promoting and expanding the platform and network through a large onground field team of 800+
• Marketing & Digital Acceleration: Driving marketing strategies for acquisition & retention through leveraging digital channels, social media and BTL activations
• Commercial & Client Engagement: Ensuring and building deep client relationships and engagement
• Centre of Excellence and Operations Management: Overseeing operational excellence
• Strategy & Project Management Office: Leading new initiatives and acquisition opportunities
• Alliances, ERP integrations, and Industry Stakeholders Management: Managing partnerships and stakeholder relationships
• Collaborating closely with Product, Technology, Data & Analytics teams
• I work closely with the Company's Board, Chief Executive, Executive team and Pharma Companies. This involves identifying opportunities to enhance Gross Merchandise Value (GMV), expand the customer base, improve customer retention, and drive commercial engagement. I also focus on delivering exceptional customer-centric product and app experiences, developing specialized data, analytics, and research products.
• Furthermore, I lead the implementation of a change management agenda resulting from the merger of 2 companies (Pharmarack and AWACS)

Oct 2019 – Oct 2022 · 3 yrs · Bengaluru Area, India

• Leading Electronics, Lifestyle and General Merchandise Businesses for Sales, GTM strategy, Customer Experience & Service including Returns & Fraud Management systems
• Built & scaled entire Sales, GTM Leadership team, Category, CX, Service & Returns organization within 8 months while growing the business by 100%
• Developed and executed a large-scale business transformation and change management mandate while managing the constantly changing market dynamics through the pandemic
• Leading multiple Technology & App integrated initiatives to solve for rapid scale up of New Customer Acquisition process including Remote Account Management systems which entails collaborating & leading teams across Product & Technology verticals
• Set up and built a Business Excellence team to develop strategic roadmaps across business verticals and program manage all new initiatives & process interventions for businesses
• Developed and executed an end to end strategic transformation plan to move the business from marketplace operations to first party operations

Jun 2011 – Sep 2019 · 8 yrs 3 mos

• Headed ITC’s Cigarettes & FMCG Businesses of Foods, Personal Care, Matches & Incense
• Business Head with teams across GT Sales, Rural Distribution, Modern Trade & E-Com, Logistics, Finance, Industry Affairs and HR & Capability Development reporting into this role
• Led a large and distributed team across 7 Branches and 17 warehouse locations (Direct Reportees – 18, Indirect Reportees - 530) and executed plans on business achievement, performance management, portfolio & profitability targets and capability development
• Achieved market leadership for ITC Cigarettes in 4 of the most competitively weak states in North for the first time ever
• Achieved market leadership in Snacks (Bridges segment) and Staples portfolio for ITC across North India
• Significantly enhanced ITC’s retail outlet footprint across businesses by adding 210+ Distributors in North. This directly impacted ITC’s market standing, direct reach (1 lac+ outlets added), market shares and weighted distribution in North India
• Successfully navigated teams during crisis including the Noodles category ban and Atta Gluten controversy
• Actively engaged with external environment on Industry, Corporate Affairs, Policy and Taxation

Jun 2009 – May 2011 · 1 yr 11 mos

• Business head for ITC’s FMCG & Cigarettes for one of ITC’s most competitive markets across India
• Anchored and led multiple business and competitive interventions to deliver share growth of FMCG business with value of INR 1000 crore + per annum
• Developed and deployed the largest and fastest competitive action to take on international players and successfully protected market share for ITC’s Cigarettes business
• Anchored & Piloted ITC’s ERP(SAP) based auto stock replenishment system for Distributors which was subsequently rolled out across the country

Jun 2006 – May 2009 · 2 yrs 11 mos

• Anchor the Product Development strategy for the biscuits business – consumer profiling, need-gap analysis and total offer design, along with developing Product, Packaging, Pricing & Communication Strategy
• Developed and launched 3 new sub brands of biscuits for the Sunfeast portfolio. One of the interventions in the largest sub brand for Sunfeast biscuits and has market leadership in Creams biscuit segment
• Relaunched the Marie biscuits portfolio which led to doubling of market shares
• Anchored large scale activations, celebrity, and consumer engagement programmes - Sunfeast Open WTA Tennis event, Sunfeast World 10K event, Sunfeast Hara Banao Campaign (CSR initiative)

Jun 2005 – May 2006 · 11 mos

Jun 2003 – May 2005 · 1 yr 11 mos

Jun 2002 – May 2003 · 11 mos

Jun 2001 – May 2002 · 11 mos