Sunny Anand
Senior Manager- Pricing & Category
Mumbai,MH
Summary
- Category and commercial strategy leader with 14+ years of experience across retail, e-commerce, and pharmaceutical sectors, owning category performance, TOT, JBP , stock availability, and profitability.
- Strong expertise in price architecture, pricing governance, competitive benchmarking, and substitution strategy to drive category-level growth and conversion.
- Proven experience in revenue growth management, margin expansion, assortment optimization, and pricing integrity across large-scale portfolios.
- Acts as a business–technology bridge, translating category problems into clear business requirements, success metrics, and governance frameworks.
- Enables dashboards, automation, and monitoring solutions for performance tracking, pricing hygiene, and user acceptance testing (UAT).
- Demonstrated track record of delivering measurable impact in revenue uplift, margin improvement, conversion growth, product availability, and compliance.
Overview
15
15
years of professional experience
2
2
years of post-secondary education
Work History
Senior Manager – Pricing & Category
Zeno Health
11.2024 - Current
- Delivered incremental RGM of INR 70 lakhs through structured pricing and benchmarking with offline and online pharma retailers
- Improved generic medicines margins by 2.5% by correcting rule-engine logic and aligning products to category margin guardrails
- Increased conversion by 20% in Non-Medicine categories through optimized substitution pricing logic and assortment-level interventions
- Reduced DC returns by 50% caused by PTR and pricing discrepancies through timely corrections and competitive benchmarking
- Defined business requirements for dashboards and monitoring tools, enabling Tableau and Retool solutions used for tracking and UAT
- Led automation initiatives including rule-engine updates post-benchmarking and margin leakage notifications when prices change
- Acted as POC for all price change activities, governed through structured trackers on Google Sheets for auditability and control
- Partnered with sourcing teams for new product onboarding, driving 71% product availability while reducing 72% of ageing inventory
Key Account Manager – FMCG (Modern Trade)
Sawariya Futureworks Ltd.
02.2024 - 10.2024
- Spearheaded launch and scaling of Personal Care category across Modern Trade and e-commerce, achieving GMV of INR 250 Cr
- Improved service levels and achieved 90% fill rate by optimizing Unilever International’s direct Modern Trade operations
- Increased shelf share by 7% for key brands through strong account management and execution focus
- Implemented pricing controls to prevent margin leakages across channels and formats
- Built alternate channel business with Metro C&C; and Walmart India, achieving INR 2 Cr monthly run rate
Category Manager – FMCG (Personal Care)
Reliance Retail Ltd.
08.2022 - 01.2024
- Accountable for margin and sales of INR 450 Cr annual FMCG Home Care business across national store networks
- Managed strategic portfolios including HUL, Reckitt, P&G;, Dabur, Godrej Consumer, and key regional challengers
- Delivered 15% incremental growth by launching the Insecticides category across 65 locations with full regulatory compliance
- Built Joint Business Plans with key vendors to improve category performance and commercial outcomes
- Prevented margin leakage through SKU-level pricing audits and strong cross-functional alignment
Category Manager – FMCG (B2C & B2B)
Dealshare
03.2020 - 08.2022
- Owned margins and sales of INR 75 Cr annual FMCG business within app-led e-grocery model
- Led pricing, promotions, and assortment decisions aligned with customer acquisition and retention goals
- Built forecasting and replenishment plans using historical trends, schemes, and seasonality to optimize inventory turns
- Closed annual business agreements and executed Joint Business Plans with national and regional vendors
- Worked with product and tech teams to monetize in-app real estate, improving brand visibility and engagement
Category Manager – FMCG & E-commerce
More Retail | Olympia Industries | Just Buy Live
01.2015 - 01.2020
- Owned P&L;, pricing, assortment, and vendor negotiations across FMCG categories spanning B2C and B2B formats
- Managed INR 50–100 Cr portfolios with focus on margin optimization and pricing alignment
- Led marketplace onboarding, product launches, and assortment rationalization across Amazon, Flipkart, Paytm, GeM, and Udaan
- Drove forecasting, budget utilization, and fill-rate improvement initiatives to strengthen category performance
- Negotiated commercial terms and managed vendor relationships to improve overall category profitability
Early Career – Retail Operations
Metro Cash & Carry | Big Bazaar
01.2011 - 01.2015
- Managed B2B and B2C floor operations with annual sales responsibility up to INR 60 Cr
- Improved product availability, planograms, visual merchandising, and private label penetration through strong execution discipline
- Coordinated closely with sourcing and vendor partners to improve service levels and store-level performance
Education
PGDM - Marketing
Jaipuria Institute of Management
Lucknow 04.2009 - 04.2011
BBA - Business Administration
SMU
New Delhi, India 04.2001 -
Skills
Pricing & Category: Pricing Strategy & Governance, Benchmarking, Rule Engine Logic,Substitution Pricing, RGM Optimization, Margin Management, Assortment Planning, MRPCompliance Retail & Commerce: FMCG, Pharma Retail, Modern Trade, Offline & E-commerce (B2C/B2B),Vendor Negotiation, Joint Business Planning Business x Tech Collaboration: BRD creation, Problem framing, UAT ownership, Sprint reviews,POC for pricing changes, Monitoring framework design Data & Tools (Functional Use): Tableau (validation & monitoring), Retool (monitoring flows),Google Sheets (pricing governance tracker), Excel (pricing models, pivots, scenario analysis)
Timeline
Senior Manager – Pricing & Category
Zeno Health
11.2024 - Current
Key Account Manager – FMCG (Modern Trade)
Sawariya Futureworks Ltd.
02.2024 - 10.2024
Category Manager – FMCG (Personal Care)
Reliance Retail Ltd.
08.2022 - 01.2024
Category Manager – FMCG (B2C & B2B)
Dealshare
03.2020 - 08.2022
Category Manager – FMCG & E-commerce
More Retail | Olympia Industries | Just Buy Live
01.2015 - 01.2020
Early Career – Retail Operations
Metro Cash & Carry | Big Bazaar
01.2011 - 01.2015
PGDM - Marketing
Jaipuria Institute of Management
04.2009 - 04.2011
BBA - Business Administration
SMU
04.2001 -