RESUMEShailesh Tiwari (M – 47 yrs) Contact: 9971091155

Objective: Seeking a Sr. sales / Gen Mgmt assignment, where I can use my planning, execution, commercial, BTL and leadership skills to deliver exceptional results and build long-term sustainable businesses.

Synopsis A high performing sales and operations professional with 25 years experience, and

cross-functional General Management exposure Proven expertise in sales and distribution management, B2B, Modern trade & key

accounts management including brand launches Good planning / implementation and analytical skills with a track record of exceeding

top-line and bottom-line targets as profit/operations head Strong commercial and Networking skills Competence in appointing & managing C&F operations, distributors, vendors and

service providers and implementing measures for enhancing the efficiency. Good Inter personal and leadership skills. Proven track record in designing systems and processes and implementing the same

across the organization.

Area of ExpertiseSales and Operations Management Experienced in S&D Mgmt. Planned & implemented large-scale BTL promotions Managed large teams; experience in recruitment, succession planning, Reward &

Recognition programs & attrition management. Prepared business plans and developed medium/long term strategy for sustainable

growth Designed and implemented S&D / Supply Chain processes & systems

Channel Management

Core competence in Traditional trade, On trade, Key accounts including B2B, Modern trade & CSD

Managing and achieving business goals and category growth through commercial & execution excellence

Experienced in product management, brand launches and BTL promotions Managed brand launches , mega events and consumer promotions

Strategic Planning & Capability Development

Developed Key account strategy & road map for effective implementation within regions Designed draught beer, cold chain and market execution strategy for category growth. Managed large team, with structured processes and systems for improving sales

capability in region (internal + external) involved in selling our products

Career Journey

A.1) Business Head – North west India - Pernod Ricard India (Apr. 2015 – Till date) Key responsibilities include:

Regional profit center role with three states with annual turnover of INR 400crores Responsible for delivering budgeted volume, market share and profitability Plan & implement visibility/activation strategies to further dive channel/category growths Review business on a regular basis on P&L, Structure cost, credit exposure, trade

schemes and marketing spends to bring in efficiencies Coordinate with Manufacturing & Supply chain to ensure availability of right product mix Liaison with excise & other government departments to influence business friendly

policies.

A.2) National Head (Key accounts & On trade) – Pernod Ricard India (Oct. 2009 – Mar. 15) Key responsibilities include:

Develop and maintain commercial proposition with leading national/international chains and key customers with specific focus on developing BIO and premium domestic brands

Deliver budgeted volumes , revenue, market share and activation delivery in premium On trade channel

Assist in formulating a medium term business plans and investment strategy in On trade/Key accounts with focus on availability, listing, contributive margins, visibility, activation and customer relationship to further strengthen the existing business

Support Development/Implementation of visibility and channel activation programs in line with brand guidelines/platforms to drive imagery, consumption and conversion

Build strong relationships (internal as well as external ) with Key customers like hotel/F&B chains for smooth progress of business

Build capability among internal and external customers to further drive competency and Trade advocacy

Achievements Exceeded Budgeted volumes YOY with 4yr CAGR of 40% and 16% share gain delivery resulting in

clear leadership within operating segments. Increased contributive margins through effective price increases with business partners to achieve

price parity with competition and profitability in on trade channel Effectively led field marketing team to successfully execute and scale up Brand/channel programs &

properties with leading national/international chains and on trade universe Initiated Brand , Channel and Customer led calendarisation approach nationally to execute

activation agenda and drive efficient utilization of budgetary resources Developed comprehensive On trade strategy and implemented brand trainings/category

development initiatives for Key account managers and Field marketing managers Successfully signed up rate contract and listing agreements with all leading hotel groups and F&B

chains like Marriott, Hyatt , Starwood, Taj, ITC, Oberoi, Leela and Hard Rock café Conducted outlet segmentation exercise across premium on trade accounts to identify source of

business, prioritize resources and have integrated approach to effectively drive category/channel plans

Restructured route to market for international brands to increase reach , improve operational efficiencies and achieve optimal order to service time.

Successfully developed and implemented Bar masters academy program, category led master classes for sr. Bartender community to enhance competency/category knowledge and G.M. dinners and F&B forum meets to further strengthen relationship

B.1) National Head – Key accounts, Modern Trade & Draught Beer – SAB Miller (July 2008 – Oct. 09) Key responsibilities include:

Develop & maintain commercial propositions with key accounts and Modern trade Deliver sales, revenue and market share targets for the key accounts and Draught beer

business Support development of channel strategies and channel activations in alignment with

brand team Build best in class cold chain capability to enable profitable growth of cold beer

availability and service exceeding customer expectations Drive brand/portfolio presence & revenue growth in Modern trade and CSD channel

Achievements Successfully developed key account strategy and Trade terms for national and regional

accounts incl. Modern Trade with successful implementation Exceeded volume/revenue targets and increased key a/c’s share from 21% -27% Gained 9% market share in MT accounts with major gains in Spencer’s and Metro cash & carry Introduced new brands/SKU in CSD channel to increase revenue and share Developed and executed channel wise activation plan in line with Business/ Brand plans meeting

key customers and consumer needs Acquired major national accounts like Wal-Mart, Marriott, , Main land china and opened up new

channels like CCD , Barista and Airports to grow category Single handedly developed and implemented draught beer strategy with successful launch in 6

metro towns with over 250 installations in first year of launch. Mapped potential high industry off trade accounts to build cold chain capability and gain share by

installing 6000+ chillers

B.2) Key accounts Head – South - SAB Miller (June 07 – June 08) Responsible for achieving sales , revenue and market share for the key Accounts and Draught beer business for South region Key account acquisitions and management within region Drive Brand, Pack and channel Initiatives to drive, penetration, revenue and margins

Achievements

Increased market share from 31% to 34% in highly competitive environment With new entrants like Budweiser, Tiger and Carlsberg

Gained 7% share in modern trade Successfully launched brand Peroni in key accounts to compete with International brands like

Corona Managed to break in to prestigious accounts like HRC, BJN group and airports Increased revenues thru pricing and pack mix initiatives and turned around Key account business

profitable at the end of the year.

PEPSICO INDIA HOLDINGS PVT. LTD. – 1993 – 2007

C.1) Territory Development Manager - Mumbai & Kolkata (2003 -2007)

Handle company owned sales & distribution for South Mumbai of with direct Sales team of 8 people (1ASM, 1Accounts, and 6SE's) and indirect team of

Over 200 people Achieve sustainable profitable growth and share. Optimize supply chain to deliver productivity and savings. Drive Brand, Pack and Channel Initiatives to drive, penetration Growth and Profitability Build capability and new competencies among frontline thru coaching.

Achievements Gained overall 4% market share & moved brand Dew reach from 22 to consistent 56% Achieved highest volume target and penetration for 'Aquafina' packaged drinking

Water at lowest cost in the entire Mumbai unit Integrated Tropicana business with carbonated beverage to increase Tropicana

Reach, overall gross revenue and distributor profitability Achieved annualized savings of 26lac through warehouse and route restructuring. Awarded as Territory Development manger of the Year (2005) for eastern Region in India Dream Team contest Exceeded planned Volume, financial objectives and gained Share YOY Implemented HUB & SPOKE model to expand Distribution in lanes/ by lanes of city market and

2000 plus population villages that resulted in growth and save redistribution cost C.2) Marketing Equipment Manager – 1999-03 (North & East incl. Nepal & Bangladesh) 1993 -99 (Maharashtra)

Grow “Fountain Pepsi” dispensing business in UDS, Key accounts and Institutions. Provide marketing equipments that meet channel/customer needs and in line with sales objectives Achieving Annual operating plan on customer satisfaction and ROAE. Develop Vendor / Franchise base to handle customer complaints. Introduce & sustain Best Practices and systems to enhance organizational Efficiency Provide coaching and support to entire service organization.

Achievements Achieved major lead over competition in all the market by growing Fountain Pepsi base to 1400m/c’s and turnover to 14 crores with two fold volume growth. Gained major key accounts from competition and successfully negotiated deals

with key accounts like Monginis, Railways, Indian Navy and Airport Authority. Ensured effective management & maintenance of 65700 Assets (Cold chain) worth 558 million

and managed 209 Service Franchisee across north & eastern Region thru major OEM's like Voltas, Whirlpool, Electrolux, L.G. and Carrier.

Developed low cost web based call center first time in PepsiCo to capture and resolve all customer service and back end related issues.

Improved ROAE from 7% to 12% and reduced asset turnaround time. Received nomination for Core SAP Team member as facilitator Developed low cost chilling option with help of Electrolux, whirlpool and Voltas which saved

company capital worth 32million per annum. Initiated QC month program to improve product quality and awareness in the trade Received Team player of the year award in western region.

Prior Work Experience

C) Voltas Limited (1991 – 1993 ) as Project Engineer in MaharashtraSuccessfully completed and commissioned first state of art beverage plant in the countryD) TATA Power (1988 – 1990) as Project Supervisor at MumbaiSupervised and coordinated installation & commissioning of Main control room with TATA Honeywell and SCADA system with ABB

Qualification- 1983-1987 - Diploma in Electrical Engineering (Mumbai University)- 1992 - Diploma in Maintenance Management (Correspondence)- Attended various Executive development programs with IIM and ISB

Personal details- Email – shailestiwari@gmail.com

- Address – 617, IAS/IPS Society, Sector 49A, Chandigarh

- Date of birth: 23rd February 1968

- Marital Status: Married

- Languages known: English, Hindi, Marathi, Bengali

Hobbies - Reading, Music, Trekking and Cooking