Performance oriented C-Suite professional, reputed for Sales Management rigor with a strategic mindset, sound commercial judgment, financial & analytical skills. A strategic leader with 30+ years of learning & contributing through diversity of experience across industry sectors-Spearheading multibillion INR business growth, operational improvements, streamlining workflows & driving cost optimization at marquee Global & Indian corporations. Successful history of developing high-performing countrywide teams & cultivating a culture that embraces empowerment, quality, high standards, accountability, continuous improvement & efficiencyCurrently, as an independent consultant, I help organizations deliver improved business performance through Customer Value Creation, leading to tangible improvements in Sales, Profits, Cash FlowsJust prior, at Shapoorji Pallonji (a USD2.5bn conglomerate)was responsible for delivering the company's objectives on Sales & Marketing, Cash Flow, Revenue, Brand, Product Development, CRM & Profits for 10mn sft of on-going & pipeline projects. I have enjoyed navigating ambiguity & seeking out crisis leadership opportunities, throughout my career e.g. transcending to the real estate sector during the peak recession of 2008 & steering the resurgence of Sobha Ltd (rated India's No.1 developer) with outperformance on Sales, Revenue & PAT, within the first 15 months of the worst real estate slump in recent times, through innovative first-in-industry strategies. In the ensuing assignments with India's top developers, led the turnaround & sales of multiple dead-end, ongoing & greenfield projects of over 25 mn sftDemonstrated experience of 19 years, in the FMCG (Coca Cola, BAT plc, P&G) & BFSI (ICICI Bank, Tata-AIG) Sectors, in designing & implementing scalable operational frameworks & processes, driving efficiency & optimization, incubating new businesses, building team capability & capacity, developing & implementing Route-to-Market Strategies, broadening Market Penetration & enabling high velocity Customer Acquisition & RetentionConsistently appreciated for innovative solutions to complex operational issues .Known for critical thinking ,depth of emotional intelligence, customer obsession, data analytics based decision making & moon-shot ideasEXPERTISE# Business Strategy, Structuring & Planning # Sales Strategy, Execution & Transformation (B2C,B2B,D2C ) # Go-To-Market Strategy# Distribution & Channels # Operations # Digitalization# Financial Management # Marketing# CRM&CX # Supply Chain # Business Dev # Process Analysis & Improvement
Real Estate Company
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Business Head-Real EstateReal Estate CompanyMumbai, Mh, In
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DirectorManagement Consulting- Strategy, Sales, Marketing,Distribution, Cx ,Business Scaling, Transformation Dec 2018 - PresentMumbai, MaharashtraRealty Checked is a Strategic Sales & Marketing Solutions firm which partners with companies in achieving their organic growth agenda. We adopt an inside-out approach to achieve business transformations & collaborate with all levels of your organization to co-create solutions. Expected Business Outcomes -Improvement in Sales, Productivity, Cash Flows-Shorter Sales Cycles, Lower Acquisition Cost-Elevated Customer Loyalty, Retention & Advocacy-Empowered & Engaged teamsWe are competent and qualified to bring impactful transformations across all consumer facing businesses including Real Estate, Retail, FMCG, PropTech, ConsumerTech, Ecommerce, Telecom and Financial Services companies at all stages of evolution and economic environments.
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Chief Sales And Marketing Officer / S&M Adviser /Executive Vice PresidentShapoorji Pallonji Real Estate May 2017 - Nov 2018Mumbai Area, IndiaAs a core Executive Team member, responsible for Business Strategy, Sales Planning and Execution , Marketing, Stakeholder Management, Team Building , CRM & Leasing of the Residential & Commercial Real Estate portfolio of Shapoorji Pallonji Real Estate, spread across India- 35 mn square feet ( of launched and pipeline residential projects ) with a market value of INR 240 bn The portfolio consisted of Premium Residential developments (Shapoorji Pallonji brand) and Affordable Housing ( Joyville brand) in Mumbai, Bengaluru, Pune, Kolkata , NCR, Thane & Chandigarh. Collaborated with cross functional leadership team on feasibility, market studies, design inputs, project progress, and profitability. 3X business growth, within a quarter, of the company's largest development (5.5mn sft) at Bengaluru -
Cmo & Director -Sales & MarketingRunwal Group Apr 2014 - Nov 2016Mumbai Area, IndiaWorked at two leading Mumbai based real estate organizations (Runwal Group & Dosti Realty) during this period.Built scale in Sales & Marketing operations and led substantive sales growth in existing projects and new launches across several projects in Mumbai , Thane and Pune. Spearheaded the strategy on customer experience , digitalization, new market entry, organizational design, customer loyalty and indirect channel development. Was accountable for meeting the organizations’ revenue, volume and customer success objectives for residential and retail developments spread across Mumbai, Thane and Pune. Led a cultural shift in the work environment, leading to adoption of best practices of professionally run corporates ; streamlining of processes, establishing key performance indicators and metrics to monitor and evaluate operational performance, and establishing a work culture of high-performance, high standards, quality, customer trust and superior employee experience. -
Vice President- Sales,Marketing & CrmPeninsula Land Limited Apr 2011 - Dec 2013Mumbai Area, IndiaLed the Sales ,Marketing & CRM functions of multiple projects in Mumbai, Bengaluru, Pune, Goa & Nasik Responsible for the entire Product & Customer Life Cycle Management- from grand visioning to handovers, Customer Acquisition ,Retention and Support. Set up the Marketing and Pre-Sales capability and its integration with Sales leading to explosive growth. Undertook the re-branding of the Peninsula Land brand to cut through a cluttered market. Undertook several New Project Launches and Turnaround of the Company's largest development leading to 10X increase in sales velocity. Was the Sales & Marketing face for Accenture Consulting to effect improvements in productivity , incorporate industry best practices and ensure timely delivery of projects. -
Evp & Head - Enterprise Business (Wireless)Reliance Communications Jul 2010 - Mar 2011Mumbai Area, IndiaResponsible for Enterprise Business for the Company in India. Led the enhancement of relationship value at the 2000+ Corporate Relationships leading to the delivery of the budgeted post paid revenues from the Corporate vertical of the Company. -
Executive Director-Sales, Marketing & Corporate Communications -India & Middle EastSobha Developers Ltd 2008 - 2010Dubai & BangaloreSteered the business resurgence of India’s No.1 Ranked real estate developer during the peak of the real estate slump of 2008-09, through low-cost, innovation driven, growth focused strategy. Successfully introduced several cross-industry practices and first -in- real-estate initiatives to exceed the organization's objectives. In Unit terms, established Sobha led the industry with 10X Sales of the nearest competitor in the same period.Was responsible for delivering Sales Strategy & implementation of the same for 19 projects, at various stages of development, spread across South & West India. Achieved 140% of Sales budget and a 38% increase in revenue and a 25% increase in PAT over previous year, in the middle of the economic downturn. Led the organization to the next level of growth and performance through induction of best S&M practices of top Indian & global corporations.High Achievement Awardee for (2008-2010) for leading & sustaining the company's turnaround & growth. Double promoted within 5 months of joining the Company. -
National Head-Sales & Product Development -Retail LiabilitiesIcici Bank Oct 2002 - Aug 2008Mumbai Area, IndiaIncubated , Structured and Scaled the niche Retail Institutions Business (TASC*) nationally to deliver USD 2 Bn Deposits from at India's largest private sector bank ; the business vertical became the dominant contributor (40%) to the Bank's liabilities portfolio in 6 years. Set up the operating guidelines and workflows for the new business through the TASC Manual to manage a team of 450 managers dispersed across the country. Developed the technology platform (SMT) for managing the business' enterprise customers effectively. (* TASC is an acronym for Trusts, Associations, Societies & Clubs)As Head of New Customer Acquisition (NCA) & Product Development in the Households and Salary segments of the Bank, I was responsible for East & North India. Achieved a growth of 132% (Y-o-Y) in NCA. Led the most successful bank -wide campaign for the highest ever deposit mobilization at the Bank. -
Vice President-Agency ChannelTata Aig Mar 2001 - Sep 2002MumbaiAs a founding team member was responsible for setting up Western India's first private life insurance business from a scratch, I was responsible for :-Delivering the Sales, Productivity, Activity and Agent Recruitment budgets for the West Zone. -Distribution Expansion, People Development, Activity Management and Compliance were core developmental initiatives in the role-Establishing the AIG Standards on Growth, Profitability and Expense controlEstablished the West Zone as the best performing zone in the country in the first year of operations on all performance parameters including recruitment of the largest agency team, highest number of active agents, highest number of cases and highest annualized premium. Personally trained more that 2500 agents ,resulting in the most motivated and productive agency channel. Led a team of 15 top grade Agency & Training Managers. Established 5 Branch Offices in the West Zone. -
National Logistics ManagerColgate-Palmolive Apr 2000 - Jan 2001Mumbai Area, India-Led the Logistics & Warehousing function nationally-Responsible for providing Sales Perspectives to the Supply Chain function -Reducing inefficiencies in the existing fleet arrangement the company-Review and establish visibility on the last mile experience of the internal customer ( Distributor) of the Logistics function -
Region Head-Distribution & Consumer Service SystemCoca-Cola India 1997 - 2000Mumbai Area, IndiaCreated and executed a regional Strategy for Distribution and Logistics at Franchise & Company owned bottlers, for the achievement of quantitative and qualitative objectives in East & West India -Facilitated market driven Direct & Indirect distribution systems across bottling operations in the regions- Provided Direction and Strategy to design Bottler Warehousing Configuration, to become more effective and efficient.- Created standards for Fleet Configuration, Route Design, Templates and Indicators for analyzing efficiency and performance of key distribution functions viz. Selling, Merchandising and Delivery.- Collaborated with The Monitor Company to create the infrastructure to institutionalize CSS (Consumer Service Systems) as an integral part of the system- impacting Sales Volume and System Profits, through Demand Activation, Availability and Fulfillment.-Was handpicked by the Regional Director to develop a proof-of-concept for a micro-distribution model in India _Area Market Contractors- this was successfully piloted and scaled across India -resulting in up to 65% growth in Sales volumes in test markets-Re-engineered the distribution capability of the company owned bottling operations in Mumbai leading to an addition of 4000 outlets, fleet up-gradation and explosive volume growth -
Area Sales ManagerGillette 1995 - 1996Kolkata Area, IndiaResponsibility for the entire gamut of Sales and Distribution deliverables for GILLETTE for the assigned region which contributed 50% of the volume of the region - Eastern India. Delivered annual budgets on Volume and Value, Distributor Management, C&F Operations, Price Control, New Market penetration and Leadership to the Area Team of 10 Territory Managers and a highly penetrated Distributor network across the state of West Bengal -India -
Management Trainee -Branch Manager -National Distribution ManagerVst Industries Limited 1989 - 1996Subsidiary :British American Tobacco PlcBRANCH SALES MANAGER – -Responsible for Distribution, Merchandising, Market Shares and New Market Entry strategies execution, for the company's brands .-Market Development to achieve volume and value growth objectives. Distribution network expansion.-Credit control and working capital optimization.- C&F and inventory management. -New brand launches. Consumer and trade promotions. - Managing branch team performance.DISTRIBUTION MANAGER-Monthly Production and Shipment Planning based on regional sales forecasts ( 23 branch offices)-Controlling Brand Mix to provide planned market shares .-Inventory and pipeline management to meet profitability objectives and interfacing with Finance, Production, Materials and Shipping for the same. -Transporter contracting, Freight rate negotiations, performance monitoring. Information Management - Competition Estimates, Sales Trends Analysis, Annual Pricing reviews, Depot Credit Limit reviews and Working Capital forecasting. -
Project InternItc Limited May 1988 - Jul 1988Kolkata Area, IndiaProject : Forward Integration in Company Owned Company Operated Distribution Operations - A Feasibility StudyWas assigned to assess the potential of Direct-to-Retailer distribution model to under served and under penetrated markets of the densely populated Eastern Kolkatta. The Project report was highly commended for the depth of insights and operational plan provided to the executive leadership
Keshav Pandey Skills
Keshav Pandey Education Details
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St. Xavier'S Collegiate School - KolkattaIcse -
St. Columba'S School - India
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Middle School -Icse
Frequently Asked Questions about Keshav Pandey
What company does Keshav Pandey work for?
Keshav Pandey works for Real Estate Company
What is Keshav Pandey's role at the current company?
Keshav Pandey's current role is Business Head-Real Estate.
What schools did Keshav Pandey attend?
Keshav Pandey attended Institute Of Management Development And Research (Imdr) ,pune, St. Xavier's College (Autonomous), Kolkata, St. Xavier's Collegiate School - Kolkatta, St. Columba's School - India, Goethals Memorial School.
What skills is Keshav Pandey known for?
Keshav Pandey has skills like Leadership, Product Marketing, P&l, Team Building, International Business, Real Estate Marketing, General Management, Distribution Strategies, Key Account Management, Sales, Franchise Consulting, Start Ups.
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Keshav Pandey
Navi Mumbai
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