Richard Smith Email & Phone Number

India

Led the overall P&L of a large Maharashtra zone (size $400MM) contributing to 25% of the overall HCCB business.Led the diversity and inclusion strategy and became the first zone to include 20% women ratio in the sales team (country avg is 5-8%). Created women-care programs like safe travel upgrade, free mammography, and cervical cancer vaccines to support our women staff within the zone.Improved month-on-month NARTD value share by 1% and Neilsen ND share by 2%, through creating strong category programs and retailer engagement programs that created sustainable growth and improved consumption.Managed relations with local 300+ distributors to ensure they are sustainably earning their ROI through creating win-win partnership and engagement programs.Created a long-term vision and motivated a team of 170 associates across sales, commercial and RTM.

Bengaluru, Karnataka, India

Led pan-India RTM function and created RTM models and strategies to increase distribution and improve cost-to-serve (+1.4% improvement in 2022)Led a key strategic initiative of improving rural numeric distribution by 2% by identifying and onboarding 3000+ spokes pan-India.Led the launch of WABI in 100k outlets that aims at digitalizing retail outlets and enable end-to-end retailer order management.Created a breakthrough Cluster based RTM strategy that help created differentiated approach basis different distributor clusters to support distributor viability and protect long-term distributor ROI.

New Delhi, Delhi, India

Created a full-fledged independent RTM structure within 9 months period through appointing and operationalizing 117 super stockists,16 Hubs, 605 sub distributors and 800+ Wholesalers across the country.Led the rural penetration of X% for NBV from scratch in states like UP and AP through opening 400+ feeder towns.Created a geographic analysis tool that helped identify new super stockiest (Anchor distributor) basis various input parameters required to scale up the NBV footprintDesigned a cost-effective RTM model for Key accounts that helped on-board new e-commerce customers, pharmacy channels and B2B networks.

Increased rural penetration and rural volume by 17% by developing a disruptive GIS based Rural Augmentation tool that helped identified new opportunities in rural areas.Implemented the tool across the zones that supported them to on-board 1k rural distributors and ~4k wholesalers on a sustainable basis for the year 2018.Streamlined the overall order taking process for the distributors through a centralized call center.Introduced technology and process automation through transitioning a client based DMS to a cloud-based system.Developed capability and training modules on rural distributor management for the zonal distribution teams.

Led the sales team of 45 and responsible for expansion of Georgia Coffee across the country with an annual turnover $70MMIncreased Georgia volume business by 18% through signing up 1.3k new accounts and installing 1.7K new machines pan-IndiaCreated new opportunity in GT for the Georgia business through setting up the cluster driven distribution model

Developed training modules on distributor management for front-line sales team that included understanding of ROI, returnable glass and infrastructure management.Created a standard scorecard that tracked improvement across key RTM parameters such as TAT, freight cost optimization etc

Turned around the RTM function in Karnataka from being the bottom 3 state to the best in class.Optimized Zonal Distribution costs by 17% through effective management across all cost lines.

Leadership Execution And Action Planning

Finance To Non-Finance, A

Bachelor'S Degree, Business/Commerce, General