Shalini Dhull
Revenue Growth Manager
Summary
Strategic and results-driven MBA professional with 10+ years of experience in Net Revenue Management, Pricing Architecture, Trade Promotion Optimization, and Customer Mix Strategy
Overview
13
13
years of professional experience
6
6
years of post-secondary education
Work History
Sr Manager, Net Revenue Management
PEPSICO GBS
04.2022 - Current
- Co-piloted portfolio growth strategies across PFNA, PBNA, and Australia markets, aligning with global RGM priorities and delivering on market-specific revenue and profit objectives.
- Spearheaded the development and deployment of Brand Ladder and Pack Price Architecture playbooks across major portfolios (Quaker, Mexico Salty, PBNA Coffee), directly enhancing price-pack mix strategy.
- Led the pilot of the 'Max the Mix' playbook for Quaker US, pinpointing 5 high-impact initiatives across Planogram, Marketing, DX, and Sales Finance teams, resulting in a $55M increase in Net Revenue and $36M growth in Gross Profit.
- Developed an Occasion-based Pack Price Architecture playbook for Australia CSD, enabling Pepsi Max to capture 2% incremental market share through disruptive PPA, incentive curve adjustments, and optimized promotions.
- Recognized with the HBS Award for Business Impact for RGM execution excellence in the Mexico Salty portfolio & Egypt Max the Mix initiatives.
- Mentored and onboarded global RGM team members through the 'RGM Rise Up!' L&D initiative, fostering RGM capability development as a Centre of Excellence.
- Designed an Effort Estimation Calculator with refined nuances to enhance project planning and resource allocation.
Manager, Pricing
PHILIPS HEALTHSYSTEMS
11.2021 - 03.2022
- Pricing manager for Ultrasound & Monitoring Analytics & Therapeutic Care portfolio for Philips India.
- Worked closely with sales to ensure deals are closed in timely manner while achieving IGM AOP targets.
- Prepared Regional Price Realization Improvement KPI reporting decks.
- Worked on price indexation exercise to update pricelist to reflect increasing supply chain costs for next FY.
Manager, Pricing & Strategy
BENNETT COLEMAN & CO
12.2018 - 10.2021
- Served as the Pricing SPOC for the FMCG and Education verticals, which collectively contribute 500 Cr to the topline.
- Conducted portfolio analysis to identify growth opportunities and revenue strategies by market segment.
- Evaluated business proposals and pricing for advertising campaigns, deals, schemes, and product features.
- Achieved 30% revenue growth YoY for the FMCG business and a 10% increase in market share through effective pricing negotiations and strategic business planning, with the FMCG sector surpassing its AOP by 110%.
- Conducted in-depth sub-category analysis for milk and milk products, launching market-specific schemes to acquire new clients and encourage larger ad formats, such as full-page and jacket ads.
- Incentivized clients to upgrade page positions from inside pages to premium placements like FP and P3, improving overall yield.
- Increased market share for the skin cream sub-category by 5% compared to the previous year through bundle offers in TOI+ Language publications.
- Rolled out targeted schemes for Education clients during the admission season to drive higher volumes of business for inside page full-page ads.
Business Planning Analyst
ALCON-DIVISION OF NOVARTIS
11.2016 - 11.2018
- Prepared P&L budget and outlook for various budgeting cycles for warranty service business.
- Weekly sales projection for surgical business base of INR 700 Cr.
- Monthly variance analysis of budget v/s actuals with recommendations to the stakeholders.
- Prepared monthly dashboard and MIS reporting for the stakeholders along with management commentary for review with the leadership team.
- Proposed and implemented cost savings of INR 1.3 Cr by negotiating with the vendor for the agreed price of Arf cylinder.
- Increase in average compliance rate by 15% and total overdue collection of USD 0.26 Mio by continuous follow-up with zonal sales managers for central region.
- Monthly contract expiry report circulation which improved the timely renewal of service contract from 61% in Jan to 94% in July.
- Designed standard operating procedures(SOP) for inventory management, revenue cycle and pricing.
Sr Financial Analyst
DELL INTERNATIONAL
06.2015 - 08.2016
- Opex controller for channel/distributor business of Dell responsible for budgeting, forecasting & variance analysis.
- Responsible for accrual of sales commission for sales representatives during quarter end based on the business attainment and payout percentages.
- Responsible for setting of sales quota for the ISRs and calculating the sales quota depending on the business attainment for the quarter.
- Complex Services Pricing: Handled small and less complicated BFSI deals ranging from $1 million to $17 million (RFP driven and sole source).
- Worked on operating lease and Build Operate Transfer (BOT) BFSI financial pricing models.
- Supported Master Service Agreements (MSA) negotiations related to financials and commercials issues such as billing; SLA Credits; price banding; and variable pricing, termination provisions, etc.
- Handled the credit payment terms, legal, tax and accounting treatment for each deal.
Technical Associate
TECH MAHINDRA LTD
01.2012 - 06.2013
- Mainframe developer, worked at client site for production and maintenance.
- Took the responsibility for the delivery of the change requests with quality and within time which resulted in Defect free production.
Education
Master of Business Administration -
SYMBIOSIS INTERNATIONAL UNIVERSITY
06.2013 - 03.2015
B.Tech - Computer Science
DCRUST
05.2007 - 03.2011
Skills
- Pricing
- Promotion Effectiveness
- Mix Management
- Storytelling
- Sales Strategy
- Trade Terms
Languages
English, Hindi
Timeline
Sr Manager, Net Revenue Management
PEPSICO GBS
04.2022 - Current
Manager, Pricing
PHILIPS HEALTHSYSTEMS
11.2021 - 03.2022
Manager, Pricing & Strategy
BENNETT COLEMAN & CO
12.2018 - 10.2021
Business Planning Analyst
ALCON-DIVISION OF NOVARTIS
11.2016 - 11.2018
Sr Financial Analyst
DELL INTERNATIONAL
06.2015 - 08.2016
Master of Business Administration -
SYMBIOSIS INTERNATIONAL UNIVERSITY
06.2013 - 03.2015
Technical Associate
TECH MAHINDRA LTD
01.2012 - 06.2013
B.Tech - Computer Science
DCRUST
05.2007 - 03.2011
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