Ayush Gattani

Roles & Responsibilities:

• Leading a team of three direct reportees and reporting to the Director of India Sales and Marketing, with a dotted line reporting to the regional team for regular account reviews.
• Currently handling the strategic key accounts of PepsiCo, Nestlé, and Mars, with an annual revenue of INR 200+ crores. Additionally, handling the role of Product Manager, India, for one of the sustainable packaging products, Amfiber.
• Before moving to the current role, I had previously onboarded and grown the key account of Unilever from negligible business to becoming Amcor India's largest client, with an annual revenue scaling up to INR 500+ crores.
• Ensuring prompt service levels to the client through close coordination with internal and external stakeholders, enhancing the relationship matrix.
• Forecasting, annual sales budgeting, and strategic decision-making.
• Participation in marketing roadshows for business development opportunities.
• Compile market information of customers related to new product development, discontinuation of existing products, expansion plans, future growth, etc.
• Business development activities focused on a segment base to identify potential opportunities and improve margins.
• Price negotiations and annual contract closures.
• Tracking the quarterly rise and fall of the pricing models with customer and contract management.
• Driving and formulating strategies on value engineering projects with a cross-functional team to maintain and improve margins regularly.
• Commercial contract management and renewals.
• Ensuring on-time collections.
• Understanding the client's needs and accordingly pitching the product.
• Work with Central R&D, Supply Chain, and Procurement teams based out of Europe, the US, and Singapore to streamline network mapping, ensuring key deliverables.
• Review the cadence with India and the regional steering committee.

Notable Attainments:

• Grew Unilever India's personal care business from zero to INR 250 crores annually for Amcor, making Amcor the largest partner for Unilever's personal care portfolio.
• Signed a 7-year contract with Unilever's laundry business, securing laundry volumes and making Amcor the largest strategic partner in the Homecare portfolio.
• Channelized and commercialized flexo development with Unilever—industry first for home care.
• Channelized sustainable packaging solution for PepsiCo from trials to successful onboarding of the Mars account in Amcor India for the first time ever, and quick ramp-up.
• Commercial onboarding and PAN India ramp-up make Amcor the lead partner.
• Successful onboarding of the Mars account in Amcor India, with a quick business ramp-up.
• Led the global paper packaging project as PMO in close collaboration with the packaging development, procurement, and commercial teams, ensuring successful trials and a technically ready solution for onboarding.
• Successfully led various cost optimization, format transition, and efficiency improvement projects within Amcor and with clients, creating a 'win-win' strategic partnership, improving margins, and elevating value.
• Received a Certificate of Appreciation for the highest volume growth for the financial year FY23.
• Received the Amcor Flexibles Asia Pacific (AFAP) Excellence Awards 2021 from the regional President for the 'Winning for Our Customers' category.
• Nominated for the Amcor CEO Outperformance Award 2021 for the 'Our Customers' category.
• Successfully driven Unilever’s Green Partner E-invoicing project, Amcor was awarded a “Certificate of Recognition” by Unilever in April 2019 for being one of the first supplier partners to implement it.
• Received the “Outstanding Contribution to Business Growth - Homecare” award from Amcor’s regional VP in September 2018 for my onboarding of Unilever’s Laundry Hub.
• Represented India BU in the Amcor Earthwatch Fellowship Program in 2018, in Peru, focusing on tackling marine debris.
• Successful onboarding of the Mars account in Amcor India for the first time ever, and a quick ramp-up.
• Successful rollout of cost-saving projects, like providing higher weight/outer diameter rolls and transitioning from rigid to flexible packaging, making Amcor the first partner in India to do so, creating a 'win-win' partnership for Unilever and Amcor.
• Consistent driver of business growth, with fluid role transitions, securing promotions every three years or less at Amcor.

Roles & Responsibilities:

• Handling the key account of Colgate Palmolive India Ltd- biggest client with annual revenue of about INR 200+ crore along with 25+ corporate clients in the West region.
• Effectively servicing the account through coordination with supply chain, packaging, sourcing, quality and production team.
• Achieving budgeted volume, sales revenue and monthly collection targets.
• Ensuring adherence of monthly delivery schedule, new product transitions, and on-time closure of quarterly costing.
• Conducting sales presentations and preparing sales proposal to win significant value-added sales.
• Working towards product enhancement and cost benefit for the client through implementation of projects in coordination with R&D team.
• (Largest global specialty packaging company- 33% market share in lami tubes domain)

Notable Attainments:

• Consistently achieved budgeted volume, revenue and collection targets during my tenure.
• Key member during in the successful execution of greenfield project for Colgate Palmolive in Sanand
• Improved average selling price ratio by 10% through value added sales- received first ever order for Elite printing from Colgate Palmolive.
• Successfully managed about 25 accounts like GlaxoSmithKline Pharmaceuticals, Wockhardt, Centaur Pharmaceuticals, ICPA, etc. in addition to strategic key account of Colgate Palmolive India Ltd.
• Converted Jenburkt Pharmaceutical’s domestic business from aluminium to lami tubes- annual volume of about 15 million.
• Successfully converted GlaxoSmithKline’s Sensodyne exports business for Essel Propack through third party filler.
• Commercialized volume of 1 million - highest orders of digital printing in a single month.
• Added new clients like Huxley & Co., Khojati Herbals, Maxwell Life Sciences.

Roles & Responsibilities:

• Coordinating with channel partners and sales team and ensuring new activations, outlet growth and sales revenue achievement.
• Appointing channel partners and ensuring overall channel development and training of sales team.
• Maximizing sales through effective execution and implementation of placement and distribution strategies in the region.
• Partnering Zonal Sales Manager in gathering, coordinating and communicating market information including tracking of competition activities and customer preferences thus, ensuring effective sales management.

Notable Attainments:

• Declared “Top Territory Manager” in the zone under contest ‘Garjana’ launched by Airtel in March 2011 for achieving highest number of prepaid activations.
• Overachieved sales revenue and new customer activations by 50% for the year 2010-11.
• Initiated development of a new distribution and service delivery system- thus boosted new outlet growth in the region by 20%.