Nikhil Makhija

Business Development Manager

Bengaluru, Karnataka, India7 yrs 6 mos experience

Key Highlights

Managed ₹1,200 Cr annual turnover at Swiggy Instamart
Scaled revenues from ₹50 lakhs to ₹1 Cr per day at Udaan
Drove 13x growth at Milkbasket

Stackforce AI infers this person is a B2C FMCG and E-Commerce expert with strong category management skills.

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Skills

Core Skills

National Account ManagementBusiness StrategyVendor SourcingP&l ManagementVendor ManagementBusiness Insights

Other Skills

Data-Driven InsightsCompetitive AnalysisNational MarketingNational DistributionWorking Capital ManagementBusiness PlanningBusiness AnalysisInventory ManagementCustomer InsightBusiness ReviewsProcurementAssortment PlanningVendor NegotiationTeam ManagementApp Taxonomy

About

From managing shop floors at BigBazaar to leading national category at Swiggy Instamart, I have spent my career at the intersection of supply chain efficiency and consumer demand. I currently manage a ₹1,200 Cr annual turnover, transforming how India snacks by leveraging data-driven sourcing and high-stakes negotiations with global FMCG partners. I thrive in high-paced, result-oriented environments where I can build categories from the ground up—evidenced by my journey of scaling revenues from ₹50 lakhs to ₹1 Cr per day at Udaan and driving 13x growth at Milkbasket. I’m passionate about mentorship, P&L optimization, and the evolution of eB2B and Q-Commerce in India

Experience

7 yrs 6 mos

Total Experience

Average Tenure

Current Experience

Instamart

National Category Manager

Oct 2025 – Present · 8 mos · Bengaluru · On-site

National P&L Management: Spearheading the Munchies category across India, owning a ₹1,200 Cr annual turnover and driving overall category profitability and market share.
Strategic Growth: Develop and execute the national category roadmap, identifying high-growth sub-categories (chips, popcorn, namkeen & ethnic snacks) to increase consumer wallet share.
National Vendor Alliances: Lead negotiations and joint business plans (JBPs) with Tier-1 FMCG giants (e.g., ITC, PepsiCo, Haldiram) to secure exclusive launches, better margins, and supply chain priority.
Cross-Functional Product Innovation: Collaborate with the product and tech teams to optimize "Munchies" visibility on the app via customized taxonomy, search optimization, and AI-driven recommendations.
Promotional Strategy & ROI: Design high-impact national marketing campaigns and seasonal events (like IPL or festive sales), analyzing ROI to optimize marketing spend.
Supply Chain Resilience: Oversee national inventory health, working with regional leads to maintain high fill rates while minimizing wastage and dump across dark stores.
Consumer Insights: Leverage big data to analyze national snacking trends and shift assortment strategies to meet evolving consumer preferences (e.g., healthy snacking or premium imports).

National Account ManagementBusiness StrategyData-Driven InsightsVendor ManagementCompetitive Analysis

Bigbasket.com

National Category Manager

Dec 2024 – Sep 2025 · 9 mos · Bengaluru, Karnataka, India · On-site

P&L Ownership: Managed Bakery and Tobacco categories with an annualized turnover of ₹150 Cr.
Exponential Topline Growth: Orchestrated a 50% revenue surge within a 10-month period through strategic assortment and demand planning.
Profitability Optimization: Delivered a significant 625 BPS improvement in bottom-line margins via rigorous cost negotiations and waste management.
Strategic Brand Sourcing: Successfully onboarded and scaled 10+ national and 50+ regional brands, diversifying the category portfolio.
Monetization & Ad-Income: Engineered a 400% (4X) increase in visibility and trade income through optimized app real estate and brand partnerships.

Vendor SourcingNational MarketingNational DistributionNational Account Management

Udaan.com

Sourcing lead/ Regional Category Manager

Sep 2023 – Nov 2024 · 1 yr 2 mos · Gurugram, Haryana, India · Hybrid

P&L Ownership: Led staples category sourcing for the UP region, managing an annual turnover of ₹250 Cr.
Revenue Acceleration: Scaled daily category revenue by 100%, growing from ₹50 lakhs/day to ₹1 Cr/day within nine months.
Strategic Leadership: Promoted from Regional Buyer to Regional Sourcing Lead within just 5 months based on performance and leadership potential.
Supply Chain Optimization: Architected bottom-up short-term and long-term supply plans, monitoring business metrics to pivot strategies in real-time.
Vendor Ecosystem Development: Manage end-to-end vendor lifecycles, including onboarding, contract evaluations, and capability building to meet strategic objectives.
Assortment Planning: Curate localized and festive product mixes to enhance offering relevance and drive market penetration.
Operational Excellence: Oversight of functional areas including pricing, buying, inventory management, and spend analysis to maximize bottom-line efficiency.

Working Capital ManagementBusiness PlanningBusiness AnalysisP&L ManagementInventory ManagementCompetitive Analysis+9

Milkbasket

Assistant Category Manager

Dec 2021 – Aug 2023 · 1 yr 8 mos · Gurugram, Haryana, India · Hybrid

Key Achievement
Successfully launched Milkbasket in 20 new geographies , drove category revenue from 30 lakhs per month to 12 Cr a month within a span of 1.5 years.
Roles and Responsibility
Drive launches and necessary category led promotions, managing monthly calendars.
Brand Management and Brand Monetization.
Defining , Creating assortment and Building ways to have a sharp track of consumer preferences.
Planning and executing merchandise on platform with top-line and bottom-line in track.
Drive business growth and market share of the category with a strong bend towards product, competition and consumer analytics.
Cross functional collaboration internally in designing and executing various products and programs to increase consumer wallet share, penetration and retention.
Planning app Layout and taxonomy to improve customer shopping experience.

App TaxonomyP&L ManagementInventory ManagementCompetitive AnalysisCustomer InsightBusiness Reviews+11

Big bazaar - future retail

Department Manager- FMCG

Jul 2019 – Nov 2021 · 2 yrs 4 mos · Chandigarh · On-site

Key Achievement
Achieved milestone figure of 80 lakhs Weekly RR for Food Category, making BB Chandigarh the 4th largest store in North Zone in Top-line
Drove BB Chandigarh to become the highest seller of company’s private label brand - TastyTreat, Caremate & Cleanmate in North Zone
Roles and Responsibility
Handled Processed Food, Home & Personal Care and Beauty Department.
Led a team size of 70.
Responsible for P&L worth Rs 42 Cr/ Year.
Maintained MC wise day cover, stock turn & kept DAD and aged stock below the prescribed level.
Competition Benchmarking: Undertaken market analysis for every season to identify gaps and opportunities for promotion.
Addressed and resolved vendor issues to facilitate long term relationship.
Evaluated staff based on performance metrics.

Business InsightsBusiness AnalysisStrategic ThinkingData AnalyticsInventory ManagementCustomer Insight+2

Future group india

Operations Management Trainee

Jul 2018 – Jun 2019 · 11 mos · Dehradun, Uttarakhand, India · On-site

Key Achievement
Delivered Sales of Rs 1 Lakh on Wednesday’s for consecutive 9 weeks and Built company’s flagship program Wednesday Bazaar at Dehradun Store.
Roles and Responsibilities
Handled Farm Fresh Department with a team size of 5.
Responsible for P&L worth Rs 1.9 Cr/Year.
Managed stakeholders for availability, execution, visibility and communication of stock.
Maintained MC wise day cover, stock turn & keeping dump below the target level.
Spent minimum of 80% time on sales floor, monitoring and supervising team members to ensure compliance to standards and effective execution of Company’s procedure and programs.