Santosh Kumar S
Dy.General Manager
Hyderabad
Summary
Results-driven Leader and visionary in Operations & Supply Chain with 23+ years of transformative expertise in Buying & Merchandising, Category Management, Retail Operations, Supply Chain Optimization, E-commerce/Quick Commerce and Strategic Business Development. Proven track record of driving exponential revenue growth, operational excellence, and profitability across large-scale retail networks. Adept in leading cross-functional teams, optimizing supply chains, and implementing data-driven strategies to achieve market leadership and sustainable business growth.
Overview
4
4
years of professional experience
2025
2025
years of post-secondary education
Work History
Deputy General Manager (B&M, Category Management, SCM & Strategy)
- Streamlined operations across 6,500+ retail outlets in Co-ordination with RH, reducing costs and improving efficiency, while achieving breakeven performance for underperforming stores
- Expanded the Distribution network from 2 to 18 DCs, achieving 93%+ order fill rates and reducing CAPEX by 20%
- Enhanced supply chain efficiency, reducing bounce rates and cutting costs from 3% to 2.5%
- Successfully launched 18 PAN India Distribution Centres, strengthening logistical capabilities and supply chain operations
- Grew the FMCG category from ₹45 Cr to ₹4,200 Cr, driving an 18% margin improvement through strategic pricing and vendor negotiations
- Introduced new categories with exceptional business strategies, contributing to a 30% revenue growth in FMCG
- Led & Contributed to growth of FMCG, Surgical, Nutrition & Supplements categories, optimizing revenue growth, margins (top line & bottom line), and P&L performance
- Let VM, planograms, monetization, NSS, and new format stores, enhancing store aesthetics and customer experience
- Led upselling, cross-selling, and training strategies with effective product mix optimization
- Managed space productivity, layout SOPs, and cross-departmental functions to maximize store efficiency
- Increased online business share by 10% through targeted customer acquisition, retention strategies, and enhanced user experience
- Managed e-commerce operations, driving a 10% revenue contribution through D2C channels
- Leveraged MIS and data analytics to monitor business performance, identify opportunities, and implement corrective actions
- Monitored KPIs and presented budget/forecast reports to senior management, ensuring data-backed decision-making
- Reduced marketing spends by 15% through strategic AMC planning and loyalty programs
- Implemented low-cost, high-impact customer acquisition strategies, expanding the customer base by 30%
- Strategically enhanced Marketing spends from Brands to increase Revenues
- Delivered 25% CAGR revenue growth YoY across stores, exceeding performance targets
- Achieved breakeven for all new pharmacies within an average aging of 15 months through operational excellence strategies
- Reduced staff attrition by 30% by fostering a positive work environment and efficient processes
- Led vendor management and negotiation strategies, increasing gross margins and additional income by 5%
- Introduced New Categories by Conducting Surveys, Competition Analysis & Market Intelligence and grew revenues by 30%
- Optimized inventory management, ensuring low inventory levels, high turnover, and cost-effective working capital utilization
- Improved lead times, reducing operational costs and enhancing supply chain efficiency
- Spearheaded the automation of buying and supply chain processes, transitioning from Aldata to Microsoft Dynamics AX, improving operational efficiencies
- Recruited, trained, and developed teams for DC operations, buying processes, and category management, enhancing overall performance
- Fostered a culture of continuous innovation, adaptability, and operational advancements
- Maintained stakeholder management and teamwork strategies, ensuring alignment across all levels
- Monitored market trends, competitor activities, and customer behavior to identify growth opportunities and implement corrective actions
- Presented actionable insights and strategic recommendations to senior management, driving revenue growth and operational improvements
Senior Executive - Buying & Merchandising (FMCG Category - Non-Foods)
Heritage Foods India Ltd
11.2006 - 11.2007
- Managed FMCG (Non-Foods) procurement, ensuring seamless stock allocation and vendor compliance
- Designed and executed liquidation plans for slow-moving inventory, minimizing financial impact
- Led planogramming, space planning, and store setups, achieving 95% fill rates and reducing excess inventory by 20%
- Consistently achieved sales targets, contributing to regional profitability
- Enhanced category performance through effective TOT implementation and promotional strategies
Buyer & Customer Service Supervisor (CSS)
Spencer's Hypermarket
04.2004 - 11.2006
- Led FMCG procurement, including forecasting and vendor negotiations
- Reduced inventory shrinkage by 15% through proactive stock control measures
- Ensured planogram compliance and optimized SKU rationalization, improving ROI
- Managed Floor Operations and increase revenue generations by 20% YOY up to 120cr
- Streamlined purchase cycles, enhancing category profitability
- Improved inventory turnover through effective stock management
Education
Advanced & Strategic Management -
Indian Institute of Management Kozhikode
Bachelor's Degree - Commerce
Monad University
Skills
Strategic Leadership
Business Transformation
Retail Operations
Supply Chain Optimization
Omni channel Strategy
E-commerce Growth
Financial Management
Profitability Improvement
Customer Experience
Brand Development
Mergers & Acquisitions
Team Building
Timeline
Senior Executive - Buying & Merchandising (FMCG Category - Non-Foods)
Heritage Foods India Ltd
11.2006 - 11.2007
Buyer & Customer Service Supervisor (CSS)
Spencer's Hypermarket
04.2004 - 11.2006
Deputy General Manager (B&M, Category Management, SCM & Strategy)
Bachelor's Degree - Commerce
Monad University
Advanced & Strategic Management -
Indian Institute of Management Kozhikode