Nitesh Tiwari

Led sales & distribution from inception, built a network of 500+ micro distributors and 80k+ retailers across rural & semi-urban India; forged strategic partnerships with 30+ FMCG companies, positioning Xpand as a trusted aggregator.

Distribution Channel Development

• Established a 500+ micro distributor network across UP, Bihar & Jharkhand, expanding into MH, WB, RJ & J&K.
• Scaled average distributor throughput from ₹30k to ₹90k+, delivering consistent and sustainable growth.

P&L Management & Growth

• Delivered 35%+ YoY growth, strengthening market presence and scalability.
• Transformed EBITDA from -194% to -18%, steering the business toward profitability.
• Architected a 5-year strategic roadmap, defining operational principles for long-term growth.
• Optimized field force costs by 53% in FY 2023–24, significantly improving efficiency.
• Boosted profitability by 250% through private label launches, guided by rigorous need-gap analysis of rural & semi-urban clusters.

Tech Integration

• Engineered Xpand’s sales-tech ecosystem with 100% adoption of DMS & Sub-D apps for primary orders by Q4 FY23.
• Deployed an integrated DMS + SFA suite, cutting field force costs by 40% and revolutionizing sales operations.
• Designed the Sales Rep Navigator app, enabling real-time frontliner tracking and driving a 30% uplift in productivity.
• Scaled the Xpand Retailer App to 50k+ rural retailers (target: 100k by Nov ’25), digitizing secondary sales and expanding reach.
• Increased lines sold per outlet by 150% and average outlet billing by 180% through retailer app adoption.

End-to-End Private Label Strategy & Execution

• Spearheaded private label portfolio from market need-gap analysis to execution, launching 10+ categories (Diapers, Sanitary Napkins, Soy Chunks, Dishwash, Toilet Cleaners, Phenyl, Baby Wipes, Confectionery, etc.).
• Private label portfolio now contributes 80% of topline and has delivered a 250%+ improvement in bottom-line profitability.

• Managed a ₹300+ Cr annual business portfolio, delivering consistent 15–18% YoY growth for key clients in last-mile sales and channel enhancement.
• Built and scaled Philips Vistar Sub-D channel from scratch — 250+ stockists across UP, Bihar & Maharashtra, generating ₹30+ Cr annual turnover.
• Established GCPL Shikhar Sub-D channel across UP & WB, driving an average monthly turnover of ₹2.5+ Cr.
• Positioned these channels as growth engines, strengthening client distribution reach and market expansion.

• Managed a business portfolio of ₹18+ Cr, achieving 15%+ YoY growth at the account level.
• Led consumer activation & BTL marketing programs for marquee clients, consistently delivering measurable ROI and market visibility.
• Successfully managed three flagship accounts — Mahindra Tractors, Apollo Tyres, and Philips Lighting — for 3 consecutive years, driving sustained client satisfaction and retention.
• Executed high-impact brand activations, trade marketing campaigns, and experiential marketing initiatives, strengthening client presence across rural and semi-urban markets.

• Overachieved sales targets by 120%+ for three consecutive quarters, driving rapid topline growth and new market expansion.