SHAHID AHMAD KHAN

Channel sales professional with extensive experience in sales leadership within FMCG sector, including roles at Bimbo Bakeries India, PepsiCo India, SC Johnson, Wipro Consumer Care, and Amul, as well as startups like Udaan. Expertise in optimizing financial performance through strategic budgeting and resource allocation, leading to consistent target exceedance. Strong ability to enhance client relationships, resulting in improved retention and maximized revenue streams. Proven success in driving business growth, improving processes, and leading diverse teams to achieve organizational objectives.

• Managed North 1 Business, for North and East Zone, from August'22 to April'26, in addition to Central Region, during North 1 Transformation. Ensured ZERO channel partner to competition and business growth during Transformation.
• Achieved Best Sales Region Award for both Central and South Region, consecutively for FY24 and FY25.
• Led Central Region with 21% CAGR growth in Value during FY22-FY24 period with transformation in Mumbai business to achieve second leadership position in Mumbai in volume, with massive distribution gains in Mumbai and Pune. Kolkata transformed to become one of the biggest SBG fresh markets across BBI in FY23/FY24. Revenue moved from 1300 Mn to 2300 Mn during FY22-24 Period. Launched markets of Gujarat and MP in Q2 and Q3 of FY24 respectively.
• Promoted as South Region P& L lead in FY25 after successful stint in Central Region.
• Led South Region to become the best sales region in FY25 with 14.9% volume and 20.1% value growths, with 3 of 4 South Units - Bangalore, Kochi and Hyderabad, in Top 3 Units in the country for volume and value growths. Two of the Units, Bangalore and Kochi, figured in Top 3 Units for TT Channel growths in FY25, with distribution gains, ND and WD Gains across 3 units. Gained MS Value share by +2 in 3 Units- Kochi, Hyderabad and Chennai, as measured by AC Nielsen.
• Kochi Pressure Test- Anchored and executed Kochi Pressure Test from Jan.'25 to drive category growths in Breads and Buns across Kerela. Achieved weekly and monthly distribution milestones- Inputs KPIs of vehicle and POS addition, Instore visibility. Results: ND gain of +1.8 (57.8 to 59.6); WD Gain of +2 (77.2 to 79.2) and MS Value Gain of +2 (53.8 from 51.8), as measured by AC Nielsen; H&W category volume growths in Breads by 38% in volume for BBI. Kerela also became the first Unit for TV advertisement in FY26 across BBI after successful Kochi Pressure Test in FY25.
• South Region leading the growth and profitability chart in BBI in H1, FY26. Awarded best Sales Region in Q1 and Best Region in Management Profit in Q1 and Q2, FY26.
• P&L- Improved product realization, while delivering volume growths in FY25 by 4.7% with improved Trade Spends and returns vs budgets. Achieved 106% on MP in H1 with 61% growth and 102% on VGM. Returns and Trade Spends below budget and lower than H1, FY25.

• Recipient of Economic Times Great Managers Award for "Drive for Results Category " for the year 2018.
• Recipient of the Best Unit Award for Foods Business in PepsiCo Holdings India Pvt Ltd. For FY17.
• Recipient of Best Sales Manager Award for FY19 in Pepsico India Holdings Pvt Ltd.
• Recipient of President’s Award for Best ASM in Wipro Consumer Care for Karnataka Upcountry in 2009-10 and Kolkata Metro ASM stints in 2011-12

• Transformed East 1 zone into largest SM Territory for Foods Business from 2017 onwards for Pepsico India with a 3 year CAGR of 16.2%
• Market Share Gain in Pepsico India : Gained market share in PC category by 2.3% and 1.2% in 2017 and 2018 respectively.
• Distribution Gain in Pepsico India: Added Highest Dealers for 2018 and 2019 with 0.5 Lacs and 1.5 Lacs Dealers addition respectively.
• Market Share Gain in Wipro Consumer Care: Gained Market Share in Santoor by 1.2% to become number 2 soap in Rural Western Maharashtra (Rural) Market Gains in April - June quarter in 2010 in Karnataka Upcountry by 0.9% which established Santoor soap as number 2 brand in Karnataka Rural.

• Launched Doritos in Tortilla Chips category and achieved distribution and market share leadership within 6 months of the launch
• Launched brands like Glucovita and Santoor Deos and grew the value market share to 5.2% and 5% value share in Glucovita and Santoor Deos respectively in the first year of the launch. Gained number 3 Brand Status within first year of launch for both brands in Kolkata Metro
• Launched Amul Kool and Amul Taaza UHT Milk across J& K State and gained market share of 9% in beverages category within 1 year of the launch for the state.
• Amul Taaza, UHT Milk, achieved record sales of 8 Lacs Litres for the month within 15 months of the brand launch

People Development:

• Developed 3 Area Sales In-charge into ASMs in Pepsico India during my stint from FY16 to FY20 in Pepsico
• Groomed 1 ASM to become SDM for the East Region in FY19 in Pepsico India

Cost to Serve Optimization in PepsiCo India:

• Optimized Trade spends by 0.3 basis points in 2018 and by 0.35 basis points in
  2019
• On S&D Cost front, optimized Distributor Margins by 0.25% in FY18 and 0.37% in
  2019.
• Improved on Contribution Margins by driving profitable portfolio mix with higher
  CM

Margin Improvement and Business Growth in Udaan:

• Improved Margins by improving profitable portfolio mix of Staples by 15% over
  last 4 months.
• Improved Margins by New Vendor Onboarding into Foods and FMCG for Head
  SKUs/KVIs leading to better sourcing, availability and lower COGS and thereby
  higher margins.
• Improved Working Capital Management by moving to negative WC for Food
  and FMCG vendors by migrating to D+3 to D+5 payments from ongoing
  advance payment model for vendors.
• Optimized Manpower cost by restructuring the Cluster Org Structure and
  realigning tasks and span of coverage at FOS level and merger of related roles.
• Grew Business by 2X in 6 months in Rest of Maharashtra and achieving Ever
  Highest MoM except April 2021

Spoken: HindI, English, Urdu

Written: Hindi, English

14th Feb., 1980

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