Hi, I’m
Dinesh Gaitonde
Water/Beverages Turnaround & Scale Specialists
Mumbai,MH
Summary
- Transformation-focused FMCG leader with 25+ years of progressive leadership experience in Sales, Operations, Distribution, Manufacturing Expansion & National P&L Management across India with specialization in building consumer brands (mainly water category) from Low to High Scale. In the past 18 years, I have played a pivotal role in Scaling iconic Brands & launch of different SKU’s, beverages for Bisleri from 250+ crores to 3,000 crores revenue & Clear Water from 250 crores to 400 crores. From stagnation to industry leadership across multiple states, built high-performance teams, activated national distribution networks, and delivered sustained volume growth with profitability discipline. My expertise lies in making strategy as well as execution – designing GTM/RTM, building distribution growth engines, developing new products/SKUs across water & beverage category & create brands that command pricing & consumer pull. I have worked closely with Promoter/Board/CEO to –
- Build repeatable growth systems
- Scale sales organizations beyond owner’s dependency
- Drive sustainable, profitable expansion in GT, Horeca, QSR, Corporate channel & MT/Quickcom Proven ability to:
- Turn around loss-making territories into #1 performing regions
- Build scalable GTM & distribution ecosystems
- Drive operational efficiency & manufacturing ROI
- Improve cash profit, jar rotation, and working capital cycles
- Establish emerging brands into national contenders Currently serving as Chief Operating Officer driving multi-channel sales, operations, and Sales HR transformation for a fast-growing national water brand.
Overview
26
years of professional experience
4
Languages
Work History
Clear Water (EBPL)
Chief Operating Officer
04.2024 - Current
Job overview
- Led full-spectrum transformation across Sales, Operations & Sales HR:
- Positioned brand among Top 5 Water Brands in India
- Achieved record ₹40 crore monthly milestone in November 2025
- Consolidated Mumbai depot saving ₹1.5 Cr annually
- Reduced logistics cost by 55% via plant proximity strategy
- Implemented SKU-wise forecasting & plant efficiency controls
- Introduced 6L pack (disruptive pricing strategy) scaling to 3L jars/month
- Strengthened DBR model & rural penetration via CSC integration
Bisleri International
National Sales Head – Senior General Manager
02.2008 - 03.2024
Job overview
- Led pan-India sales strategy across regions delivering:
- United AP growth from 1.9 lakh cases/month → 25+ lakh cases/month
- Gujarat scaled 1.5 lakh → 5 lakh+ cases/month
- Delhi NCR 20L jar rotation improved 11 → 20 cycles
- East UP turnaround via SKU & scheme correction
- Multiple states moved from loss to cash profit within 2–3 years
- Expanded co-packer base from 4 plants to 25+ plants in United AP within 3 years
- Delivered #1 national ranking in – Volume, YOY Growth, Absolute Cash Profit’s, Profit per case
Education
N G Bedekar College of CommerceThane
Bachelor's Degree from Bachelor of Commerce
04.2001
University Overview
Enhancing Sales Performance - Indian Institute of Management, Ahmedabad
UpGrad Better - Master Guide Program
Skills
P&L Ownership & Cash Profit Maximization
Distribution & DBR Model Development
Sales Force Effectiveness (TC, PC, LPPC, FOP, UBO Growth)
Manufacturing Expansion & Co-Packer ROI
Turnaround Strategy & Market Re-entry
STRATEGIC EXECUTION FRAMEWORK – BEVERAGE BUSINESS
- 1. DISTRIBUTION & ROUTE-TO-MARKET RESTRUCTURING
- Built DBR-led distribution architecture (70% contribution model in key states)
- Activated high-footfall imagery outlets – Railways, RTC, HORECA, Travel Clusters
- Expanded coverage to towns with 5L+ population
- Achieved 95% Unique Billed Outlet coverage
- Increased Frequency of Purchase from 1.5 → 3
- Doubled Productive Calls (20 → 38 per day)
- 2. MANUFACTURING & SUPPLY CHAIN OPTIMIZATION
- Expanded plant network in United AP from 3 to 25+ plants in 3 years
- Reduced logistics cost by 55% through plant proximity (100 km radius focus)
- Improved jar rotations – Mumbai 15→25; Chennai 8→18; Delhi 11→20
- Introduced short neck conversion saving ₹4–5 per case
- Implemented SKU-wise forecasting & min–max inventory discipline
- Closed non-compliant plants to protect brand equity & quality
- 3. SKU & COMMERCIAL INNOVATION
- ₹5 Bisleri Rockstar strategy – disruption-led entry in price-sensitive markets
- 200ml Bisleri strategy – penetration & scale up for driving high volumes & improving EBITA
- 250 ml Clear counter strategy protecting small pack dominance
- 6L pack Clear (20% extra at 5L MRP) scaled to 3 lakh jars/month in 10 months
- Focused Top-Down HVO model (50+ and 200+ case outlets – Field Force & ASMs)
- Improved secondary scheme governance to prevent leakage
- 4. P & L LEADERSHIP
- From loss making branch to ₹60+ Cr annual cash profit in United AP
- ₹4 Cr annual cash profit added via jar rotation improvement in Delhi (Bisleri)
- ₹3 Cr annual profit improvement via jar lifecycle enhancement in Mumbai (Bisleri)
- Odisha converted from ₹1 Cr/month losses to ₹25L+ monthly cash profits (Bisleri)
- 55% logistics cost reduction through supply chain redesign (Clear Water)
- ₹1.5 Cr annual Mumbai depot consolidation savings (Clear Water)
- ₹40 Cr record topline milestone achieved in November 2025 (Clear Water)
- STRATEGIC DIFFERENTIATORS
- Deep understanding of Water category dynamics vs traditional FMCG
- Proven expertise in high-volume, low-margin business models
- Ability to build from scratch in underpenetrated markets
- Strong review & discipline framework (weekly SFE-led governance)
- Innovation- market disruption (₹5-200 ml SKU strategy, 6L pack, 250ml counter strategy)
- LEADERSHIP PHILOSOPHY - “Discipline in execution + Market understanding + Strategic Innovation = Sustainable Growth.”
Timeline
Chief Operating Officer
Clear Water (EBPL)
04.2024 - Current
National Sales Head – Senior General Manager
Bisleri International
02.2008 - 03.2024
N G Bedekar College of Commerce
Bachelor's Degree from Bachelor of Commerce
04.2001