Rajat Brar

Senior Sales Director for Western India Commercial Leader for Subcontinent Markets (BD, NP, SL)

Sales Director & Commercial Leader for Subcontinent Markets (BD, NP & SL) Leading P&G business and P&L ownership for sub-continent markets.

Market Strategy & Planning Grooming Design for Asia Middle East & Africa Design of GTM plans for Grooming Design of Initiative Launch Toolkits for Grooming Top Customer engagement across AMA Grooming Sales Capability

Market Strategy & Planning - Gulf Shave Care Shave Care business delivery Gillette & Venus for Middle East markets including UAE, Kuwait, Oman, Qatar and Bahrain

Led P&G business for Gujarat, Madhya Pradesh, Chhattisgarh, and Maharashtra (ex-Mumbai) handling an annual business of >$200M for P&G India. • Led a large multi-functional organization (>10) to over-deliver on revenue targets, 100% initiative launches, distributor profitability goals enabling P&G to grow double digits and share growth (>100bps) across brands. • Led re-design of the GTM network setting up 100+ new network points enabling saturation of towns & power villages hence optimizing costs making the geography to be the fastest distribution growing market in India. • Led distributor transition in MP & Maha with zero business loss, impacting a geography spread across 15 districts and >500 distr. employees, fueling business growth and resulting in these states to be among the Top-3 in India. • Revamped the trial and Direct to Consumer (DTC) Model for the geography by co-designing the DTC organization structure and saturating POME reach (30%) across districts. The model delivered strong results for brands like Pampers, Whisper and was re-applied nationally. • Envisioned and piloted category penetration plans in Maha for laundry and health care leveraging the regional language media (TV, Print, OOH, Radio etc.) to accelerate category awareness in Marathi stronghold districts. This enabled penetration growth and share growth (>150bps) and re-application in western and eastern states. • Co-led sales capability on coverage & network expansion for AMA (Asia, Middle East & Africa) region for P&G teams.

Led Go-To-Market design & strategy for P&G distributor business in India and sub-continent (ISC) markets. • Designed coverage & network strategy for ISC doubling the direct coverage enabled by a proprietary coverage tool which allowed to access FMCG and store potential across 7500+ towns and 60000+ villages in India. • Designed and executed a low-cost coverage model enabled with a BIC Sales Force Automation and ERP allowing profitable expansion to 200,000 stores and addition of 150 network points in India accelerating distribution growth. • Revamped merchandizing model for P&G India including re-design on the merchandizing org. structure, KPIs, tracking and automation tools which enabled execution of visible hot spots in >200,000 stores in India. • Envisioned & piloted an Intelligent Call Process which allowed auto-order generation based on sell-out for Top Grocery stores. The pilot was rolled out to 5000+ stores across the country enabling sales growth of +5%.

Led Go-To-Market design and strategy for Military Canteen Stores & established Central Police Canteen channel. • Established a GTM model for CPC Canteen, enabled by building a compliant organization structure, distribution and merchandizing strategy for >500 stores in India adding $30M annual business for P&G India. • Operationalized an efficient model of forecast, order generation and supply for CSD channel enabling a 10% CFR improvement which led to increase in sales by 8% in one of the biggest channels for the company.

Led P&G business with Tesco, ABRL and Hypercity with an annual revenue of $40M. • Designed & led category launches, initiative delivery, trade fund management and customer management. • Turned around a declining business from -8% to 10% growth. Unlocked joint value creation with customers to grow category and become fastest growing company within the relevant categories with them. • Co-designed & led in-store activation chassis for brand and retailers via media & celebrity partnerships. • Recognized as ‘Best Partner’ from Tesco and was awarded ‘Sales VP Award’ for the stint.

Led Western Uttar Pradesh distributor business with a coverage footprint of >40,000 stores and annual turnover of $40M • Led and enabled multi-functional distributor team to over-deliver on sales and share goals. • Turned around a historically difficult General and Modern Trade business by growing >20%, making it the fastest growing site in the country with superior delivery on distributor goals. • Led market launch and planning of key initiatives in the country such as Tide Naturals, Gillette Fusion etc. • Awarded “Top KAM of the Year” award for business delivery in General and Modern Retail business.

Responsible for setting up Direct to Customer (DTC) operations for Virgin Mobile in Hyderabad. This involved identifying strategic partners in food, entertainment and educational sector best suited as per the Virgin Mobile customer profile. And working out a win-win partnership which provides best offers to the Virgin Mobile customers and increased business to the strategic partners. Was one of the select two trainees who was allotted a key project within a month of joining. DTC operations in Hyderabad were the fastest to start across all geographies.

Developed & evaluated strategies and frameworks to use Open Content as a source for Educational Content Development. Evaluated the competitive structure of the School Learning Solutions (SLS) and mapped the opportunities of various firms in the SLS sector. Involved in structuring few of the deals of the NIIT SLS Division with various Open Content developers across the globe. Adjudged as the Runner-up in the Best Summer Project - 2009.