Abhijit Katarnaware

• Spearheaded rapid account expansion across quick commerce and e-pharmacy sectors, onboarding prominent platforms including Blinkit, Swiggy Instamart, Zepto, Bigbasket, 1MG, Pharmeasy, and Netmeds.
• Forged high-impact client partnerships, resulting in a threefold business growth during H2 2024.
• Consistently exceeded revenue targets through customer-centric engagement and conversion strategies.
• Secured favorable outcomes by negotiating with key stakeholders, all while navigating tight trade terms and marketing budget constraints.
• Developed comprehensive annual business plans for national accounts, aligning strategic objectives with long-term growth trajectories.
• Analyzed competitive movements among major clients to fine-tune market share acquisition tactics.
• Designed and implemented data-driven marketing strategies to elevate promotional campaign performance.
• Recognized as Best National Account Manager for 2024 within just months of joining in H2 2024, demonstrating rapid value creation and standout performance.

• Conducted in-depth industry research to uncover market expansion opportunities and support data-driven decision-making.
• Orchestrated end-to-end project execution tailored to specific client objectives, ensuring timely and successful delivery.
• Provided strategic consultancy to enhance operational efficiency and drive measurable ROI improvements.
• Delivered targeted marketplace consulting services) for an OTC Pharma and Nutraceuticals company, boosting online visibility and sales performance.

Blended strategic leadership with hands-on execution across sales, distribution, and operational excellence.

• Developed and executed national sales strategies to drive revenue growth across modern trade, general trade, food delivery, Ecommerce and HoReCa (hotels, restaurants, cafés) channels.
• Set and monitored sales targets, ensuring alignment with business goals and seasonal demand cycles.
• Built and lead a high-performing sales team, including zonal and regional managers of 25 odd strength
• Oversaw end-to-end supply chain operations—from production planning to cold chain logistics and last-mile delivery.
• Ensured optimal inventory levels and product availability across geographies, minimizing wastage and stockouts.
• Collaborated with manufacturing units to align production with market demand and promotional campaigns.
• Expanded and optimized distribution networks, including direct-to-retail and distributor-led models.
• Implemented route-to-market strategies tailored to urban and rural markets.
• Ensured cold chain integrity and compliance with food safety standards.
• Worked closely with marketing teams to plan and execute seasonal campaigns, new product launches, and in-store activations.
• Designed trade promotion strategies to boost visibility and offtake at the point of sale.
• Owned the national P&L, driving profitability through cost control and revenue optimization.
• Analyzed market trends, competitor activity, and consumer insights to inform strategic decisions.

• Built end-to-end e-commerce capabilities from the ground up, including drafting Terms of Trade, onboarding strategic accounts, and streamlining cross-functional workflows across legal, supply chain, and marketing teams.
• Led a cross-functional team comprising 2 Key Account Executives and 3 operations specialists across supply chain, finance, and digital marketing to successfully drive core business objectives.
• Achieved over ₹200 Cr in new channel revenue with full P&L ownership, leading digital and e-commerce operations.
• Built and nurtured a strong distribution network and partner ecosystem, sustaining revenue streams while unlocking incremental growth opportunities.
• Fueled a 10× increase in topline and exceeded targets for five consecutive years by empowering teams and strengthening in-house digital capabilities.
• Contributed over 50% of online channel revenue by co-developing innovation-led products with R&D, marketing, and supply chain teams—tailored exclusively for digital consumers.
• Forged high-impact alliances with e-commerce giants like Amazon, Bigbasket, and Nykaa, significantly boosting online market share.

• Built the e-commerce channel from the ground up, establishing key processes, onboarding new accounts, and integrating back-end operations to streamline performance and boost productivity.
• Managed branded “Disney Corners” across major online platforms, curating a seamless and immersive digital brand experience for shoppers.
• Drove profitability by launching new product categories in the online space—including watches, back-to-school ranges, party supplies, and furniture—while holding full P&L ownership.
• Partnered with internal and external stakeholders to execute joint category management initiatives with top e-commerce platforms, strengthening brand presence across licensee and vertical business segments.