Ashiq J.A.H.'s Email

Profile: An enriching cross-functional experience over 15 years across Manufacturing/Sales/Marketing & Finance has resulted in a robust general management competence. A keen understanding of the Indian business environment coupled with a pan India perspective places me in a special niche to develop and manage businesses. An end to end exposure to traditional and modern trade channels, through handling them in operational roles and rounding the same through strategic perspectives in a corporate role has helped build an in-depth knowledge of running a business. I was awarded “Global Revenue Manager of the Year – Emerging Markets 2009” by PepsiCo Worldwide for my contributions in the Pack/Price/Trade Spends areas for the Indian business. I have also headed a large operational role in one of the regions resulting in an experience of formulating and translating Strategy to Execution along with the people management expertise of leading a large 100+ cross functional team. Expanded my competencies by leading the Revenue Enhancement and Sales Consulting Practice in PwC for about a year. Lead the the TNorth business for Pepsico for about a year and a half. I am now heading the South Business for General Mills India encompassing brands like Pillsbury, Parampara, Naturevalley & Haagen Dazs. Specialties: Sales and Distribution. Channel Management. Pricing Strategy and Portfolio Optimization.

Regional Business Head - South @ Heading the Business for South - responsible for strategic markets for the India Business, key deliverables of Revenue and P&L Management. Leading a team of 45 people across 5 states, with seven Direct Reportees and cross functional reportees with Seven Distribution Centres and a multitude of Stockiests. Strong change management and People management deliveries during this tenure. From January 2013 to Present (3 years) Head - North TN (Vice President) @ Leading a large business in South India, have transformed and got dominant leadership in beverage space by leading a team of 120 People(17 Direct Reports) and a distribution network of 175 distributors and 700+ routes. Key initiatives on Revenue Management, Supply chain, Market equipment and Human Resources have been recognized as best practices within the organization. From September 2011 to January 2013 (1 year 5 months) Chennai Area, IndiaAssociate Director - Consulting @ As an Associate Director – Revenue Enhancement & Sales Consulting Practice, I lead the practice in terms of providing Thought leadership, Business development and Client Delivery through a team of 15+ consultants. I am building the core tools in this practice delivering transformational initiatives in various organizations across the spectrum of B2C and B2B Businesses. I am responsible for the Practice P&L . From January 2011 to September 2011 (9 months) Vice President - Unit Operations, Andhra Pradesh @ As Head of Operations for AP COBO, I provided leadership to a cross functional team of 14 Direct Reportees and an extended team of 103 members - across Sales,Marketing,Supply Chain & Finance and Market Equipment. I delivered a robust Annual Operating Plan for the unit for 2011 setting the Must Win Battles and securing the appropriate resourcing.On the business front, delivered an aggressive last quarter growth leading the country coupled with a diversity agenda that delivered a 6% of the total population staffed with women. I also planed and delivered a robust Go To Market Agenda in preparation for 2011 - through Distributor Consolidation/Rural Expansion and Sales Automation. From October 2010 to January 2011 (4 months) Head(Vice President) Revenue Management @ In Feb 2008, I was promoted as Head –Revenue Management, PepsiCo for India. The responsibility is to lead the Revenue & Profitability agenda in PepsiCo – Maximization of Top line & Bottom line through pro-active mix management, Pricing and Volumes, Development and deployment of specific Commercial Guidelines by channel for trade spend management. oConducted Pricing Research to frame portfolio pricing architecture in tune with consumer value. oConceptualized/Planned and executing the revised Pack Price strategy/portfolio management for 2009-2012. oRolled out National Trade spend management guidelines and an online package to monitor the same. oCommercial Policy for Modern Trade developed and rolled out.. oPack segmentation across channels through specific pack launches – 2.5L/Multipacks/1L/1.2L Nimbooz From January 2008 to September 2010 (2 years 9 months) General Manager - Marketing @ Responsible for all marketing initiatives in Bangalore and Karnataka. The responsibility was to handle all BTL marketing calendar, conceptualize & drive trade marketing initiatives, wire and drive same store growths in large accounts, manage emerging channels of Modern Trade and Office Channel. From September 2005 to February 2008 (2 years 6 months) Territory Development Manager- Chennai Metro @ As a sales head of Territory Development Manager for the complex metro market of South Chennai. I delivered a turnover of Rs. 58 crore, through a team of 26 channel partners and 8 Customer executives. My key achievements during this phase was moving up share from 52% to 56% in the territory, delivering on plan and implementing the Presell GTM model as a means of improving the selling process and managing distributor profitability. As a special project I also pioneered the “Weak Outlet Plan” technique which was then templated as a Best Practice Tool in the Pepsi India system to drive share and distribution. From August 2003 to August 2005 (2 years 1 month) Territory Development Manager- TN UPC @ As a sales head,for Upcountry Tamil Nadu handling a turnover of 20 million USD and a diverse team of 11 Customer Executives and one assistant manager. I was able to gain share from a 55% to 60 % through aggressive ramp up of market servicing and implementation of distributor processes and systems. From January 2003 to August 2003 (8 months) Account Development Co ordinator @ As an ADC, Chennai I was responsible for Distribution Expansion, Channel & Growth Initiatives, Marketing activities and supporting the Sales Head in coaching the territory team in the market place. My key achievements during this phase was steering the Direct to Indirect GTM Transition through appointment, on boarding and sustenance of 24 distributors for the South Chennai Beverage portfolio. A successful stint in the South Chennai operations led to my promotion to a larger territory – upcountry Chennai handling a large indirect operation of 72 channel partners and the largest sales territory within the Pepsi system. My key achievements during this phase were driving rural distribution delivering incremental 6% volumes and appointment of 75 spokes. Furthermore, successful launches of new products Slice tetra and Pepsi Aha led me to be the top achiever in the South Region. From July 2000 to December 2002 (2 years 6 months) Assitant Manager-Process @ From 1996 to 1998 (2 years)

Master of Management, Management @ IIT Bombay - Shailesh J. Mehta School of Management From 1998 to 2000 B Tech, Chemical Engineering @ Anna University From 1992 to 1996 Ashiq J.A.H. is skilled in: FMCG, Supply Chain Management, Channel Partners, Strategy, Management, Leadership, Marketing, Pricing, Sales, B2B, Supply Chain, Go-to-market Strategy, Pricing Strategy, Coaching, P&L