Manan Shah

I am a partner with focus on the industrial and process practice at Kearney India, with topical expertise in profitability improvement, business turnaround and AI transformation. I lead Kearney India's sustainability practice, and head the unit's People & Culture team.

• - Lead 4 key accounts in India and SEA, with revenues of $15+ Mn; team of 30+ consultants
• - Drove "AI transformation in procurement" for India's largest conglomerate directly with the promoter; beta-launched AI based system & operating model in 8 months
• - Led $300 Mn+ EBITDA improvement for Thai conglomerate; $1Bn+ investment strategy under implementation
• - Setup a transformation office & organization restructuring of 4000+ employees for future-readiness
• - Developed growth strategy and new business entry for a state owned chemicals & fertilizers player, $2 Bn+ revenues over next 5-7 years

Rated in Top 20%, with fast-track promotion to principal

Led multiple engagements in strategy & execution work for global & Indian companies

1) $200 Mn+ revenue growth & sales acceleration for India’s largest city gas distributor

• Delivered 2X revenue growth over 18 months in an already penetrated market
• Setup digital marketing channel, with focus on driving Direct-To-Customer proposition
• Launched 30+ B2B and B2C marketing schemes, setup 10+ offline / online channels
• Setup central analytics team for B2B pricing & contracts
• Organization agility improved through digital / automation led ways of working & embedding future ways of working

2) Built new business venture for B2B business in plastics

• Conceptualized end-to-end business setup through extensive market assessment, designed agile operating model
• Launched challenger brand in market, portfolio of 5 products with differentiated proposition, business plan of ~$1 Bn revenue over 5 years
• Defined Go-To-Market model and setup end-to-end operations – selected global vendors, hired CFA, warehouse & trucking vendors, 5+ DCA channels, pricing desks & IT setup
• Build marketing team with 10+ members, a central planning team & program war room
• Piloted multiple marketing strategies in select markets

3) Due diligence & value enhancement strategy for glass manufacturer for consumer products

• Led market growth potential & competitor landscape in 5 business segments across 4 geographic regions
• Identified strategic whitespace & growth enhancement levers; developed scenario-based business plan
• Identified profit margin improvement potential of ~5% through operations & supply chain transformation

4) Indonesia market entry for a consumer brand

• Developed Go-To-Market strategy for an insurgent brand
• Setup end-to-end operations - appointed 3 distributors, setup local office, front-end sales team & import supply chain
• Launched brand, achieved sales of ~$10 Mn over 2 years

Fast tracked promotion to Manager (Top 10%)

1) 3 p.p EBITDA enhancement for Indian arm of a leading MNC beverage player

• Designed the operating model to suit the revised product and channel mix, including the recommended organization structure to support growth & profitability objectives
• Transformation of all key business processes including procurement & supply chain efficiency improvement and GTM effectiveness improvement
• Redesigned factory & depot footprint to meet future needs; developed strategic procurement plan to ensure cost competitiveness and supply security over the next 5 year

2) New brand launch for India’s biggest private fuel retailer

• Designed customer & channel proposition for new brand launch, defined brand values
• Conducted customer-centric market surveys to identify latent & direct needs
• Rolled-out pilot across 30 stations, tailored by customer; developed digital blueprint to support proposition
• Developed business plan & roll-out roadmap across 5000+ stations

3) Sales & Ops. transformation for India’s biggest lubricant player

• Implemented sales acceleration strategy for breakthrough market share enhancement; >15%+ market share gain
• Drove end-to-end margin enhancement with 50+ initiatives implemented, achieved ~$20 Mn savings (annualized)
• Setup rural marketing strategy, piloted ‘Multi-brand’ milk runs
• Setup central & zonal planning teams, built & facilitated S&OP setup for organization
• Embedded ‘agile’ ways of working, setup 30+ agile squads using cross-functional project teams

4) Digital transformation for a global conglomerate

• Drove end-to-end digital transformation for marketing & sales operations
• 30+ Proof-Of-Concept initiatives launched, driven by specific business outcomes
• Setup “Center of Digital Excellence”, leveraging AI, ML, AR / VR & Analytics setup

• Supply chain transformation for one of largest global chemicals player - developed scientific inventory norms, warehouse footprint rationalization & route optimization
• Long term network strategy for a foods company in India
• Logistics sourcing & multi-modal lane assessment for one of Indian’s largest FMCG companies
• Organization redesign for one of India’s largest realty player

• Led team of 2, fast-track performance throughout