Pankaj Engineer

Executive Profile

Seasoned business development leader with 30+ years of proven success in FMCG across traditional retail, modern trade, HORECA, and on-premise channels. Recognized for shaping and executing Route-to-Market (RtM) and Go-to-Market (GTM) strategies that consistently deliver double-digit revenue and profit growth while strengthening market share.

Adept at designing scalable distribution networks aligned with evolving product portfolios and market dynamics. Demonstrated ability to transform underperforming channels into growth engines through innovative commercial strategies, operational excellence, and disciplined execution.

Proven track record in building and leading high-performance teams, driving accountability, and fostering a results-driven culture. Skilled in forging strategic partnerships with key accounts, optimizing channel profitability, and aligning sales execution with long-term business objectives.

Combines a boardroom-level strategic perspective with a hands-on leadership style, ensuring both vision and execution. Respected for consistently delivering shareholder value and positioning businesses for sustainable, long-term growth.

• Received the Chairman’s award in March 2005 in PepsiCo
• Received the Pepsi STAR performer award in PepsiCo
• Received the long service award in PepsiCo
• Achieved a growth of 25% versus an industry growth of 18% and obtaining a share of 36% for the brands handled in SABMiller.
• Mainly instrumental in planning and launching of the Pilot operation of PRE-SELL with PepsiCo
• Single handedly installed 99 post mix machines in a short span of 11 months, a record never achieved before and even till date in PepsiCo.
• Achieved and maintained a highest ever share of 65% plus in the territory assigned and turned the same in MOST IDEAL VISIT PATCH.
• Became the highest volume contributor with maximum mix to total volume in the every territory assigned.

• Business Development
• Analyze, conceptualize and execute strategies to drive sales, augment turnover and achieve desired results.
• Monitor competitor activities and devise effective counter measures.
• Enforcement & execution of systems & processes resulting in optimum business.
• Opening of new geography’s & launches in virgin territories.
• Operations Management
• Analyze the portfolio, work on the market dynamics, study trends and mapping of customers & consumers preferences and finally execute the best suitable solutions for best cost effectiveness.
• Facilitate development of a strong sales force team by providing regular classroom coaching and on the job training.
• Prepare and analyze monthly KPI’s highlighting the individual and overall performance for best results.
• Adopting the BEST PRACTICE TOOLS and implementing the same.
• Distribution & Channel Management
• Developing a network of distributors enabling business growth; supervise implementation of company’s standards.
• Maintain optimum levels of inventory enhance distribution network and achieve a high level of customer satisfaction by providing best quality of service.
• Thorough knowledge of various ways & means of distribution & distributor network.
• HORECA & Key Account management
• Interfacing and interacting with the key influencers among the corporate for ascertaining requirements delivering need based product solutions to optimize revenue.
• Implement marketing plans, promotions to build customer preference, enhance visibility and drive business.
• Ensuring speedy resolution of grievances to maximize satisfaction as well as generate avenues for incremental business.