Summary
Overview
Work History
Education
Skills
Timeline
Accomplishments
Languages
BusinessAnalyst

Gaurav Pandey

Business Head- Modern Trade, Gov. canteen & Export Business
Lucknow

Summary

A results-driven professional with a strong track record in building and scaling businesses across B2B and B2C landscapes. Currently heading the Key Accounts & Export Business at Bata India, I successfully built the Key Accounts vertical from scratch, driving it to strong double-digit growth since inception.

With expertise in P&L management, people leadership, strategic partnerships, and negotiations,consistently delivering high-impact results, including a CAGR of 48% (2019-24)—making this one of the most profitable channels in the organization.

I am passionate about business transformation and have a proven ability to develop high-performance teams, drive profitability, and establish strategic alliances.

Overview

14
14
years of professional experience
2
2
years of post-secondary education

Work History

Business Head - Key Accounts & Export Business

Bata Group
Gurgaon
06.2019 - Current
  • Established and scaled the Key Accounts vertical from scratch, achieving strong double-digit growth since inception.
  • Spearheaded P&L management, driving 48% CAGR (2019-24) and enhancing net margins by 2.5% in 2024.
  • Set and monitored annual budgets for departments and entire business.
  • Developed and implemented successful strategies for building and growing channel sales.
  • Built and strengthened relationships with industry partners to drive growth.
  • Expanded market reach by identifying and pursuing new business opportunities.
  • Launched new products or services that contributed significantly to the company's bottom line while maintaining a strong competitive edge.
  • Developed high-performing team members through effective coaching, mentoring, and performance evaluations.
  • Managed budgets, forecasting financial needs, and ensuring fiscal responsibility across all departments.
  • Developed partnerships with key industry players that expanded our client base or increased our revenue streams.
  • Collaborated with stakeholders to define goals, align objectives, and ensure overall company success.
  • Led cross-functional teams to achieve successful project completion within tight deadlines.
  • Applied expertise in strategic planning that allowed us to outpace our competition in terms of market share growth or profitability.
  • Oversaw product development from conception through launch while maintaining quality standards and meeting customer expectations.
  • Developed strategy to combat increased competitive presence within territory.
  • Developed in-depth knowledge of each client's business through research and regular on-site meetings.
  • Developed bottom-up forecasting plans for territory, addressing sales goal attainment.
  • Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty.

Senior National Key Account Manager

S C Johnson
Gurgaon
05.2016 - 05.2019
  • Managed 70% of SC Johnson’s Modern Trade (MT) Retail business, achieving record profitability and growth.
  • Negotiated five major business agreements, securing 450 bps cost savings through direct supply.
  • Delivered a 525% increase in Chemist PDO, outperforming General Trade and Modern Trade benchmarks.
  • Optimized trade investments, reducing spend by 150 bps while maintaining high revenue growth.
  • Recognized with Outstanding Quarterly Performance Awards five times consecutively.

Merchandising Manager

Hindustan Unilever Limited, HUL
Mumbai
05.2014 - 04.2016
  • Led national-level merchandising projects, including Project Fusion (Humarashop.com), Mission Occupy, and Mass Merchandising.
  • Developed “Epilogue” business insights report, providing strategic intelligence to Unilever India’s leadership team.
  • Coordinated trade marketing and execution strategies with sales and brand teams.
  • Project Management- National Projects like Project Fusion- (Online Portal for GT Retailers- humarashop.com), Mass Merchandising- Mission Occupy and Merchandising working hours.

National Category Manager

Aditya Birla Group
Mumbai
10.2012 - 04.2014
  • Category turnaround by doubling the ABRL Instant category business in less than 2 years with 220 bps higher margin
  • Responsible for Vendor Development and Collaboration.
  • Category Analysis: Analyzing Category reports pertaining to Sales, Stocks, and Margins to take educated business calls.
  • Market research and keeping abreast with market trends, tracking Competition's activities.
  • Monetization- Generated additional income like display incomes, backend margins and TOT incomes.
  • Working Capital Management - Stock versus payment analysis
  • Optimized national category sales by developing and implementing strategic plans.
  • Spearheaded collaborative efforts among teams in various regions to share best practices and leverage resources across markets effectively.
  • Collaborated cross-functionally to align marketing efforts with overall business objectives, increasing brand recognition within the national market.
  • Managed budgets effectively, ensuring allocated funds were used efficiently to drive maximum ROI on investments made within the national category.
  • Developed and executed spend category to support business objectives.
  • Maximized category turnover through proactive management strategies.
  • Incorporated suggested changes to layouts and promotions to drive sales.
  • Mitigated business risk and improved customer lead times through thoughtful supplier network design.
  • Liaised with Category leaders to address supplier performance issues and develop solutions.

Assistant Category Manager

Future Group- BigBazaar
New Delhi
04.2011 - 09.2012
  • Led national FMCG business for rural retail vertical of Future Group.
  • Introduced the MBQ system in business and Monthly MBQ formation for both buying and non-buying cycles and ensured proper and timely
    execution of MBQ to get the best return.
  • Growth Monitoring: Analyze & Summarize sales data; drive monthly and quarterly goals for sales and margin and working capital.
  • Collaboration: Collaboration with different departments to ensure timely execution of the plan and on-time vendor payments.
  • Increased category sales by implementing strategic pricing and promotional plans.
  • Optimized product assortment by regularly reviewing sales performance and making data-driven decisions on SKU additions or discontinuations.
  • Managed vendor contracts, ensuring adherence to terms while negotiating advantageous deals for the company.
  • Reduced out-of-stock occurrences by maintaining close communication with supply chain partners around lead times and order quantities.
  • Analyzed sales and market data to identify new growth opportunities for the category.
  • Worked closely with store operations teams to address any issues impacting category performance at a local level, tailoring strategies as needed for specific locations or regions.

Education

MBA - Retail Management

Birla Institute of Management Technology
Greater Noida, India
04.2009 - 03.2011

Skills

Timeline

Business Head - Key Accounts & Export Business

Bata Group
06.2019 - Current

Senior National Key Account Manager

S C Johnson
05.2016 - 05.2019

Merchandising Manager

Hindustan Unilever Limited, HUL
05.2014 - 04.2016

National Category Manager

Aditya Birla Group
10.2012 - 04.2014

Assistant Category Manager

Future Group- BigBazaar
04.2011 - 09.2012

MBA - Retail Management

Birla Institute of Management Technology
04.2009 - 03.2011

Accomplishments

  • Built the Key Accounts vertical from scratch at Bata India, onboarding all major customers within 2 years.
  • Promoted twice in 4 years, driving industry-leading business growth.
  • Led 70% of MT retail business at SC Johnson, securing major ToT closures and increasing cost savings by 450 bps.
  • ️ Awarded for Outstanding Quarterly Performance 5 times in a row at SC Johnson.
  • ️ Doubled the Instant Category business at Aditya Birla Retail with 220 bps higher margins.
  • Implemented innovative merchandising & demand forecasting strategies at Hindustan Unilever and Future Group, optimizing working capital and boosting category performance.

Languages

Hindi
Bilingual or Proficient (C2)
English
Bilingual or Proficient (C2)
Gaurav PandeyBusiness Head- Modern Trade, Gov. canteen & Export Business