Transformation Manager – Commercial & Operations - DB INFRA LIMITED - Birmingham, UK
(2025-08)
- Lead advisor on a £280K annual commercial transformation engagement, shaping a three-year roadmap across pricing, promotion optimisation, analytics governance and execution performance.
- Diagnosed trade-spend leakage and redesigned promotion planning, claims management and commercial reporting processes, delivering ~15% commercial efficiency improvement.
- Built data-driven performance governance across a 25+ member team, improving visibility into revenue, cost, claims accuracy and commercial decision-making.
- Aligned Sales, Finance, Supply Chain and leadership stakeholders around shared commercial priorities; supported client presentations, proposal development and scope-expansion opportunities.
Strategy & Transformation Manager – Unilever South Africa Account - CAPGEMINI - Chennai, India
(2021-01 - 2023-01)
- Led commercial transformation workstreams for a global FMCG client, combining structured diagnostics, KPI analysis and operating-model assessment to identify growth, efficiency and execution opportunities.
- Delivered €6M+ measurable value by improving promotion ROI, reducing trade-spend leakage, strengthening commercial controls and improving cross-functional performance across Sales, Finance and Supply Chain.
- Redesigned Trade Promotion Management workflows and approval governance, reducing promotion execution cycle time from 12 to 5 days while improving KPI visibility and accountability.
- Reduced invalid trade claims from 14% to 2% and accrual variance from 15% to 6% through root-cause analysis, process redesign and stronger financial controls.
- Improved service levels from 89% to 97% and reduced non-moving inventory from 14% to 3% through demand–supply alignment and commercial performance management.
- Prepared executive-level analyses, presentations and recommendations for senior stakeholder forums, steering committees and client workshops; contributed to proposals, client pitches and Consumer Products & Retail capability development.
Sales Growth & Channel Development Lead – B2B, D2C & Digital - GENERAL MILLS INC. - Southern States, India
(2017-11 - 2019-03)
- Developed and executed route-to-market expansion strategy across underserved markets, distributor economics and outlet productivity, adding 4,400 retail outlets and achieving 124% of annual sales target.
- Improved profitability by 96% through launch and scale-up of three product lines across B2B and D2C channels, using category prioritisation and targeted commercial execution.
- Analysed channel performance, customer-level sales and distributor productivity to prioritise growth opportunities and strengthen retail coverage.
Strategic Channel Expansion, Marketing & Sales Leadership - ITC, COLGATE-PALMOLIVE, WRIGLEY, HEINZ
(2008-11 - 2017-11)
- Achieved 36% YoY revenue growth by expanding retail coverage to 7,700+ outlets across Tier 2/3 markets through targeted route-to-market strategies and high-potential territory development.
- Increased wholesale penetration by 28% and distributor productivity from 45% to 90% by optimising Modern Trade, General Trade and Cash & Carry execution models.
- Managed 200+ key accounts while exceeding annual sales targets by 15–20%, strengthening customer relationships, channel performance and distribution expansion.
- Built broad FMCG expertise across sales operations, category execution, distributor networks, in-store execution and new-product launches.
