Ranjiesh Nair
Muscat
Summary
With a robust track record spanning over nearly two decades, i am a seasoned Head of Sales with a wealth of expertise in business development and sharp execution of go-to-market Career is marked by a series of success in spearheading dynamic teams that consistently surpassed topline expectations, market share,cost efficiency, productivity and SFT targets am eager to leverage my extensive skills and experience to drive growth & achieve stellar results in my next professional challenge.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Head of Sales
KR-PROCTER & GAMBLE DIV.
Muscat
07.2022 - Current
- Lead a Sales Team of close to 200 people directly and indirectly , creating an inclusive, collaborative, and high-performance culture.
- Design the GTM for each channel/brand metrics to address scale and reach for each portfolio while maximizing topline & bottomline
- Streamline KPI's deliveries like C&CM, 100/100/100, charge, LMM Pride, HFS pgm, DGP, WoW program etc and ensure enablers for each.
- Developed and implemented sales strategies to improve market share.
- Negotiated contracts with vendors and customers to maximize profitability.
- Implemented systems for tracking customer activity such as attendance, orders placed, products purchased.
Head of Trade Marketing
KR-PROCTER & GAMBLE DIV.
Muscat
01.2018 - 06.2022
- Leading Oman business design & delivery worth 200 million $ portfolio operating across 15+ categories across different channel metrics
- Developed and implemented marketing strategies to increase revenue and market share.
- Analyzed customer data to identify target markets and optimize promotional campaigns.
- Monitored competitive activity in the marketplace and identified opportunities for growth.
- Setting up right GTM operations and transformation to drive stronger deeper RTM
- Lead the delivery to Best Distributor performance in 20-21 with No 2 Ranking vs LY
- Lead a team of TMM to deliver on Brand operations and delivery while engaging with Multi-functional teams enabling best standard operations/value creation.
Traditional Trade Channel Head
KR-PROCTER & GAMBLE DIV.
Muscat
01.2015 - 12.2018
- Leading Oman Traditional/General trade business worth 60 million USD growing base business with right GTM plans, sufficiency and execution
- Excelling in increasing new coverage depth and introducing new digital coverage to maximise reach
- Improving upon the Call productivity/VSR (70%), Increase numeric coverage by 20%, 60% Golden store depth rate while championing the RTM on Golden store program
- Leading & Defining the key success metrics to trade team of more than 6 regional heads,100 SM/VSR's and Merchandisers to grow topline while delivering on operating excellence
- Increased territory sales from less than $42 million to $60 million within 3 years at 29% CAGR.
- Demonstrated leadership by making improvements to work processes and helping to train others.
ADM Business Head- KELLOGG'S & REDBULL
Khimji Ramdas LLC
Muscat
01.2014 - 12.2015
- Lead a multi-functional team of 40 to deliver 30 million USD spread across 5 regions and 3000 store combinations
- One of the team leads in the full RFP process for Kellogg's RB business integration.
- Plan and deliver on new Sub category creation on Cereal bars (10% additional Space) across trade channels (HSM/MM/HFS)
- Negotiated contracts with suppliers and customers to maximize profitability.
- Managed staff recruitment, training, evaluation, and disciplinary actions.
- Streamline Order to delivery process within the value chain to maintain higher Customer service levels (above 90%) and turnaround times (48 hrs)
- Lead Kellogg's Oman business to No2 in CEEMEA region in 2014
- Delivered a record growth of 25% CAGR with highest ever SoS across channels, Record Shares (65% YoY) and highest activations on snack business ever in Oman.
Market Strategy & Planning Manager
KR-PROCTER & GAMBLE DIV.
Muscat
07.2011 - 12.2013
- Developing Trade strategies while leading initiatives (Channel & customer Plans) for Fabric care, Home care, Gillette, Duracell, Kellogg's & Pringles Snacking Business
- Conceptualizing both design and delivery of category & share growth plans ( nearly 100 million USD business)
- Ensuring and driving brand strategy in trade via More Users/Using More/Spending more
- Awarded for the best Ambrosia planning & execution across AP by P&G AP&P
- Winner of 2012-13 P&G Best 360 planning award for Fairy delivering record growth of 133 indexes across GCC and holistic executions and launches
- Best Launch Executions on brands like crest, Herbal essence, Pampers & Gillette Phenom for a New Product Launch in 2008-2009
- Consistently rated as 'Excellent' in performance appraisals at KR P&G Oman while delivering 111% growth.
Unit Manager
KR-PROCTER & GAMBLE DIV.
Sohar & Salalah
01.2009 - 06.2011
- Business head for the Sohar & Salalah with more than 60 direct & indirect reportees managing Modern trade, Traditional trade, Wholesale & Sub-distributor business accounting for 34% of country business
- Supervising, motivating & monitoring the Sales team & their performance in order to achieve the long & short term target/forecast
- Responsible for setting Budges/Targets; recruiting & training sales staff; liaising with other support function managers and Inventory control
- Tracking competition moves in the region and exploring new opportunities for growth
- Lead and Own the 8 magical words Sell More(11%), Spend Less(108 idx), Build share(+0.32 Vs YA) & Collect faster (46 days)
- Reporting directly to the Country CBD Manager.
Section Manager
KR-PROCTER & GAMBLE DIV.
Salalah
05.2006 - 12.2009
- Handling 15% of company's total sales with GCC's leading retail chain LULU (achieving section's target by brand, timely collections from customers, monthly reconciliation of accounts & superb execution of all new launches
- Influencing the customer's decisions in critical business in the country by using conceptual selling techniques and data-based presentations
- Aligned JBP goals of CI targets, Annual projects & Operational issues/Solutions next steps
- New Initiatives to meet and exceed introductory distribution objectives and develop and implement creative Merchandising Plans to meet the objectives
- Delivered overall growth behind SRM growth of 28% CAGR
- Managing a team of 12 merchandisers with duties given and mapped on a day-to day basis
- Grew the business at 16% CAGR with stellar SBD compliance score 96%.
Sales Manager
Siepmann's Card System Production Private Limited
`Delhi
04.2003 - 04.2006
- Sales and marketing of various products like ATM Cards, ID Cards, Smart cards, Discount Cards, Baggage Tags, Club Cards, Loyalty schemes Attendance systems, Access Control Systems etc
- In the Northern Region
- Brought down the average collection days to 6 months from 8 months before
- Won the Siepmann's Salesman award for the month of Jan 2005, March 2005 & February 2006 for Record Breaking Sales
- Identified and developed new markets for products or services.
- Established relationships with key clients, while maintaining existing customer base.
- Successfully introduced new channel vertices of schools, cafeteria & retail segments.
Education
MBA (PGDM) - General Management
Aravali Institute of Management
01.2003
B.Com (Hons) - Commerce
Delhi University
01.2001
Skills
- Multidisciplinary team leadership
- New Business Development
- Strategic Planning
- Active listening
Websites
Languages
English
First Language
Hindi
Proficient (C2)
C2
Malayalam
Upper Intermediate (B2)
B2
Certification
- Finding your leadership purpose with Doug Conant (LinkedIn Learning)
- Change Management tips for leaders (LinkedIn Learning)
- Strategic thinking (LinkedIn Learning)
Timeline
Head of Sales
KR-PROCTER & GAMBLE DIV.
07.2022 - Current
Head of Trade Marketing
KR-PROCTER & GAMBLE DIV.
01.2018 - 06.2022
Traditional Trade Channel Head
KR-PROCTER & GAMBLE DIV.
01.2015 - 12.2018
ADM Business Head- KELLOGG'S & REDBULL
Khimji Ramdas LLC
01.2014 - 12.2015
Market Strategy & Planning Manager
KR-PROCTER & GAMBLE DIV.
07.2011 - 12.2013
Unit Manager
KR-PROCTER & GAMBLE DIV.
01.2009 - 06.2011
Section Manager
KR-PROCTER & GAMBLE DIV.
05.2006 - 12.2009
Sales Manager
Siepmann's Card System Production Private Limited
04.2003 - 04.2006
MBA (PGDM) - General Management
Aravali Institute of Management
B.Com (Hons) - Commerce
Delhi University
Similar Profiles
Marianela Rodríguez FloresMarianela Rodríguez Flores
Communications and Project Manager Governance, Risk and Compliance (GRC) at PROCTER AND GAMBLE (P&G)Communications and Project Manager Governance, Risk and Compliance (GRC) at PROCTER AND GAMBLE (P&G)
Amr AbdelaalAmr Abdelaal
Maintenance Planner at Procter & Gamble CoMaintenance Planner at Procter & Gamble Co
Justin RadginskiJustin Radginski
Plant Technician at Procter & Gamble CoPlant Technician at Procter & Gamble Co
Lujain Mohammed AL-ShuailiLujain Mohammed AL-Shuaili
Intern Worley Oman Engineering Consultancy at WorleyIntern Worley Oman Engineering Consultancy at Worley
Avinash Barquin Arun SinghAvinash Barquin Arun Singh
Barista & Shift Lead at Costa Coffee (Drive Thru and Mall Branch)Barista & Shift Lead at Costa Coffee (Drive Thru and Mall Branch)