EKTA RAVAL

I headed Product Delivery (Customer Success role) at Infilect with a team of project managers, serving prominent FMCG clients globally (US, Canada, LATAM, and Middle East, Australia, APAC)

Infilect specializes in supporting FMCG clients' digital transformation, aimed at automating in-market execution and driving improvements in key KPIs such as Share of Shelf (SOS), On-Shelf Availability (OSA), Pricing, Promotion, and Planogram compliance, among others. This transformation is facilitated through the application of Image Recognition technology powered by AI/ML.

In my role, I orchestrated end-to-end product delivery and ensured customer success using Agile methodologies, ensuring judicious planning, operational excellence, governance, and capability improvement. I lead client engagement by providing hands-on advisory services that integrated interpersonal skills, team mentorship, technical expertise, product knowledge, and industry experience to help them achieve their business objective

Key Account Manager for large FMCG corporates based in the South and Sri Lanka (dealer and direct clients).

Leading Project Management – Understand client's requirements, deliver the best solutions, and convert them into wins for Firmenich by closely working with the Technical team, Marketing, and CI team.

Ensuring deliverables like topline, bottom-line budgeting, and sales maximization.

Relationship Management: Help clients resolve queries and complaints by closely working with the Technical, Customer Service, Regulatory, Production, and Planning teams.

Channel management: Ensure corporate guidelines at the Sri Lanka dealer, maximize sales to achieve revenue and growth targets.

Consulting FMCG South-based retail players on strategy backed by data analysis and insights by interacting with C-suite, top management, senior management, category heads, and teams. I owned and led QBRs with retailers.

Onboarding FMCG retail players to cooperate with Nielsen to build a robust MT/Ecomm/CNC Index for the industry.

Advise retail players across industries (FMCG, apparel, QSR, etc.) on solutions for their customized research needs, resulting in revenue generation for Nielsen.

Building and training a team for deeper and sharper client engagement.

Onboarded Flipkart on the data-sharing panel for Nielsen.

Dual Role of National Key Account Manager (All-India MT Accounts and E-comm) and handling Trade Marketing – GT.

Collaborating with MT Category Heads, buyers, and replenishment teams, along with internal coordination with RSMs, ASMs, Supply Chain, and Finance, to drive mutual business growth.

Initiated, negotiated, and closed the TOT with Big Basket – the first e-commerce customer for Elite.

Conceptualized, led, and rolled out the Sales Force Automation – order booking by the sales force via mobile app by Bizom in Elite Foods Pvt. Ltd. for GT Field Force, followed by extensive training.

Driving national-level trade marketing initiatives and programs for GT/wholesale, in liaison with the regional teams of RSMs, ASMs, and RTMMs.

Plan, align, implement, and track GTM strategy, BTL activations, manage and evaluate trade promotion activations, POSMs, asset planning, deployment and management, tracking competitor activities, promo analysis, etc.

Conducted, executed, and monitored brand-building activities/events as defined by the brand team/marketing calendar.

Vendor management for the supply of market collaterals.

Key Account Manager

Jul 2010 - Mar 2013

Had dual responsibility.

- Nationally managed key accounts (portfolio worth 40 Cr. annually): D-Mart Hypercity, ABRL, and Star Bazaar.

- Ensured sales for West Region accounts (portfolio worth 16 Cr. annually).

Custodian for the growth of these accounts and category development with the right execution (promotions and pricing, offtake analysis, new product listing and mapping, fill-rate tracking, assortment planning, planograms, MBQ revisions, annual activations calendar – planning and execution, secondary visibilities, financial streamlining, etc.).

Initialized, coordinated, and negotiated terms of trade.

Handled the nationally MT portfolio worth Rs.

Rs. 240 crores (2008-09) for Amul.

Played a pioneering role in gaining industry insights and developing a framework for Amul’s business through alternate channels of the Modern Format Stores on an all-India basis.

Developed strategic tie-ups with major organized retail chains: Reliance Fresh Ltd., Big Bazaar, Metro C&C, Spencer's Retail Ltd., Hypercity, Vishal Retail Ltd., and Subhiksha.

Developed various new potential clients like Aditya Birla Retail Ltd., Walmart C&C and D-Mart (Avenue Supermarket Ltd.) that generated sales worth Rs. 10 Crores annually.

Conducted tactical promotions & launches of Amul’s products in modern trade to enhance brand visibility and increase sales from MT Channel.

Handling 4 GT distributors and a team of 2 FSRs and 5 DSMs in Mumbai, and identifying new distributors in potential areas, and activating identified new accounts.