Pankaj Engineer
BUSINESS HEAD - SALES & DISTRIBUTION
Vile Parle (e)
Summary
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.
Overview
34
34
years of professional experience
4
4
Languages
Work History
Head – Business excellence
Rio Innobev pvt ltd
03.2012 - Current
- Joined Rio when it was present only in Pune, as the manufacturing unit was based there.
- Worked through years to build up a team of 100 + sales people and opened regions from Maharashtra to Gujrat to Goa then opened North India like Delhi, Punjab Uk etc. Also explored territories like U P, M P, North east, Bangalore.
Business Head
Express Industries (part of JMJ group)
08.2011 - 02.2012
- Heading the packaged drinking water business wrt: production to distribution to sales.
- Primary objective was to balance the Top line v/s Bottom-line making the business profitable.
- Planning launches in virgin geography’s, continuous endeavor on economical but efficient distribution & innovative ways of brand building.
Regional Head- On Premises
Narang Access
08.2010 - 05.2011
- Instrumental in setting up appropriate & profitable distribution for the premium products like QUA and Redbull etc.
- Developing & maintaining relationship with the premium properties across the region.
- Mapping of the relevant consumer and ensure the product placement at relevant places for the perfect consumption.
- Handling a team of 6 ASM’s, 20 SE’s & 12 distributors across the region of Maharashtra, ROM, Goa, Gujarat & MP.
Sales Manager – On premise
SAB Miller India
12.2006 - 07.2010
- Reporting to Regional head.
- Handling a team of asst: sales managers, sales executives, team of DSM`s and merchandisers.
- Responsible for the daily reporting, performance and long term growth prospects of the team.
- Handling 300 of the most prestigious properties in Mumbai city across channels.
- Responsible for the implementation of sales process up to the end of sale after recovery of monies.
- Responsible for the projection of sales volume and budgeting of marketing events.
Asst: Manager Sale’s development
PepsiCo India
10.2005 - 11.2006
- Reporting to Sales Manager.
- Key responsibilities included study of consumer in Institutions and devising ideas to reach them exclusively.
- Handling a team of sales officer, salesmen and merchandisers.
- Responsible for devising and implementing promos and activities across various channels.
Asst: Manager Sales – Traditional trade
PepsiCo India
05.2001 - 09.2005
- Reporting to Sales Manager.
- Handling a territory of a part of western suburb of Mumbai.
- Handling the POST-MIX (VENDING MACHINES) operation for the territory.
- Responsible for developing new markets by mapping the current reach and suggest different means for optimum coverage.
- Responsible for achieving of targets through DSM`s.
- Responsible for implementation of varied marketing activities.
- Responsible for total working of Distributors like implementation of company process at the distributor point and settlement of claims.
- Managing of S&D cost and discount budget as per company’s norms.
Customer Coordinator
PepsiCo India
03.1997 - 04.2001
- Reporting to Sales Manager.
- Responsible for daily operations of sales functions like route vehicles.
- Responsible for hiring and training of sales men for company C&FA.
- Responsible for product reach and penetration post market & consumer mapping and implementing the right GTM.
- Responsible for conducting various training programs.
- Ensuring data integrity through proper systems implementation across the territory to facilitate market analysis.
Customer Executive
PepsiCo India
05.1991 - 02.1997
- Reporting to Sales Manager.
- Responsible for achievement of volume targets.
- Responsible for coaching of the sales team.
- Coordinating and motivating the distributor to successfully achieve monthly sales figure and also training the distributor salesmen.
- Ensuring optimum stocks level disbursement and export orders.
- Launching trade schemes based on market research.
- Distribution in west, south and central Mumbai, Up-country market.
- Coaching and monitoring a team of six DSM (distributor’s sales man) to achieve targets.
Education
Bachelor of Commerce -
01.1988
Skills
- Strong believer of SYSTEM’s & PROCESS’s
- WALK the TALK attitude
- LEAD BY EXAMPLE
- High level of analytical abilities & implementation of strategies
- Self motivated & energetic approach – Willing to produce positive results within tight deadlines
Friendly, positive attitude
Teamwork and collaboration
Interests
Music & Making New friends
Accomplishments
- 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.
AREAS OF EXPERTISE
- 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.
Timeline
Head – Business excellence
Rio Innobev pvt ltd
03.2012 - Current
Business Head
Express Industries (part of JMJ group)
08.2011 - 02.2012
Regional Head- On Premises
Narang Access
08.2010 - 05.2011
Sales Manager – On premise
SAB Miller India
12.2006 - 07.2010
Asst: Manager Sale’s development
PepsiCo India
10.2005 - 11.2006
Asst: Manager Sales – Traditional trade
PepsiCo India
05.2001 - 09.2005
Customer Coordinator
PepsiCo India
03.1997 - 04.2001
Customer Executive
PepsiCo India
05.1991 - 02.1997