Rajnish Sharma

Experience

• 

  Hindustan Coca-Cola Beverages

  Apr 1999 - Mar 2003

  Senior Executive - Production

  Production and Project ManagementErected and commissioned green field plant in Jaipur. Moved to production and handled manufacturing operations for 3 years. Remained top performer of the unit and selected as associate of the year for three consecutive years. Have recruited and build the capability of manufacturing team. Handled additional responsibilities of planning, Safety and capability building.

• 

  ITC Limited

  Apr 2003 - Mar 2004

  Manufacturing Lead - Food Division

  Franchise/ Coapacker ManagementHandled a contract Manufacturing Unit of ITC for food business. Provided innovative technical solutions to improve productivity and quality. Researched with national innovation team to develop new packaging and flavours for Candy.

• 

  Hindustan Coca-Cola Beverages

  Mar 2004 - Jun 2014

  BIG India, Gujarat - Sales, RTM, Channel Marketing, Capability and CDEP&L delivery for the assigned market. Headed operations with the help of approx. 150+ team. Gained 10 point in Market share (in 3 years) and strengthened and stabilized distribution for Central & South Gujarat, UT - Daman, Dadra and Nagar Haveli Regions. Remained top performer (consolidated score card, received award from CEO) in India BIG operations in all three years. 3-year CAGR - 21%, highest GREEN and second highest RED score in country. Built a high performing team and developed successors. My all ASMs have grown as GSMs/SM/ Commercial Managers. Show less Spearheaded the establishment of Modern trade channel at National Level, new accounts acquisition, defined channel specific policies/ systems, Joint business development plan, terms of trade negotiation, category management. Listed new but low GP SKUs with lower margins than TOT by convincing National / International accounts, which was never done before. P&L responsibility for the modern trade channel. Remained top performer in Key account team by achieving 100%+ CAGR (3 Years). Won prestigious award from Walmart for the fastest growing country due to high impact activation during FIFA 2010. Show less Remained one of the fastest growing ASM in central region (Odisha, Gujarat, Maharashtra, Madhya Pradesh and Goa) and won Cricket world cup trip (West Indies). Developed travel, bars and single screen cinema and tourist market from 60% market share to 90% market share. Remained Number 1 ASM in RED score across BIG India Operation – more than 100 ASMs.First capability manager of Odisha state. Recruited and trained market developers (Sales Rep) and executed training program for entire sales team. Developed innovative solutions to save cost as trade marketing manager. Developed low cost but highly effective POSMs. Show less

  • General Sales Manager - Gujarat /UT

    Oct 2011 - Jun 2014

  • National Key Accounts Manager -Modern Trade

    Jul 2008 - Sept 2011

  • ASM, Marketing Manager and Capability Building Manager - Odisha

    Oct 2005 - Jul 2008

  • Techno Commercial Manager

    Mar 2004 - Oct 2005
• 

  The Coca-Cola Company

  Jul 2014 - now

  Customer Management - Modern Trade, Omnichannel, India and South West Asia Operating Unit TCCC.Omnichannel Management Handling Largest B&M Modern Retailers, Largest B2C Ecom player, eB2B & eB2B2C, Global customers Like 7-Eleven and Petroleum channel. • Driving exponential growth by unlocking omnichannel potential with integrated in store and online activations. • Collaborating for value – workshop based JBP to cocreate properties and leveraging strengths of both the organizations.• World Class activation • Balancing short-term and long-term objectives to drive value today and securing tomorrow. • Building agile team and network to drive Global best practices. • Leveraging collective strength of the network organization. Show less Bottling Investment Group, TCCC. Developed a high performing commercial team in short span of time. This is a role of strategic importance to develop the organisation for mid and long term sustainable growth with P&L ownership. Commercial Leadership - brand, pack, price strategy, new product development, category management, Marketing. Capability building. Have reengineered all functions to be closer to market and built capability with desired skills and behaviour. Marketing – Innovated multiple POSMs and developed simple but best in class execution standard. Planning and execution of various consumer promo which always resulted into share gain, and revenue growth. Key Accounts – Developed a team with great negotiation and world class execution skills which led business and relationship to trusted partner level from transaction level. Capability & Market Execution - training man-days vs LY. Improved life and effectiveness of sales representative by developing smart uniform, payout restructuring and simple incentive mechanism. Improved execution – Purity improved by 15 points. Sales Force Automation – from pen and paper to automation, successfully implemented SFA with Distributor management system. This is the biggest change management for the front-end team. Cold Drink Equipment – Placement in Gold and Silver accounts only, Nepal is going to be the first country in BIG with 100% penetration in gold outlets. Asset control – 99.7% asset tracking Revenue Growth Management- driving profit and revenue ahead of volume. Strategy - P&L - strong understanding of cross functional experience helps to develop the long and short range ambitious yet realistic plans. Developed a high performing and efficient analytics team. Additional Project - Myanmar – BIG Operation Supporting sales and Commercial team to develop • Step up in Trade Marketing • Execution Standard, Pricing and Planning Show less Responsible for - Sales, RTM, Capability, New Product Development, Key Accounts, Strategy & Planning. P&L responsibility and ownership. Built a high performing and highly engaged team. Same team delivered 3X growth in no time. Superlative performance CAGR 4 years – NR 26%(2.5X), OI 58%(6.3X) and Vol 21%(2X) despite devastative earthquake in 2015 (10K people died) and 6-months economic blockade in 2016. 2010-13 CAGR was less than 10% “Mission 44,” a plan to restore business conditions by June 30, after devastating earthquake. Nepal did all time high business in a month just after earthquake Built a high performing team and gained consistent share over the years. Added 60% additional distributors and improved ND to 87 point, highest in BIG. Expanded presell operation in Terai and implemented margin minder from excel based reporting system. Developed simplified RED standard and formulated multiple consumer promotions to drive rapid growth. Show less

  • Senior Director, Customer Management Group, Coca-Cola India South West Asia

    Jan 2024 - now

  • Director - Customer Management, India and South West Asia Operating Unit

    Feb 2021 - Jan 2024

  • Country Commercial Director

    Mar 2018 - Feb 2021

  • Country Sales Manager / Country Commercial Director

    Jul 2014 - Mar 2018