Strategy / Retail [ Mumbai ]

1 day

Technical assessment for Retail industry leaders

CLIENT:
Leading Big4 Consulting Firm
CONSULTANT:
A FMCG sales leader with 30+ years of experience at Nestlé across category management, route-to-market, and channel strategy. He served as Channel Head – Large & Small Stores at Nestlé, Gurgaon, where he drove traditional retail growth in an evolving omni-channel ecosystem through channel investments and in-store execution. Previously, as Category Development Manager (Coffees) at Nestlé, Gurgaon, he led integrated commercial planning for the Nescafé portfolio, driving category growth, penetration, and market share. As Performance Acceleration Manager at Nestlé (Asia, Oceania, Africa), he led cross-market projects across China, Bangkok, Thailand, and India focused on sales improvement, salesforce effectiveness, and route-to-market initiatives. As Regional Sales Manager at Nestlé, Chennai, he managed INR 600 crore revenue across Tamil Nadu, overseeing 500+ distributors, 500+ sales personnel, and 50,000 stores. He also served as National Route-to-Market Manager at Nestlé, Gurgaon, expanding reach to over 5 million stores across India, with early experience in field sales, distribution, and branch operations across South India.
ASSIGNMENT:
The client wanted to engage industry experts to design and conduct a technical assessment for Category Management roles in the retail sector, covering junior to mid-level and mid to senior professionals. The assessment focused on evaluating candidates’ functional understanding of category management, category knowledge, consumer insights, and revenue ownership. The client specifically sought assessors with hands-on experience in Category Management roles across retail formats to ensure the assessment was practical, industry-relevant, and aligned with the competencies required for these roles.
OUTCOME:
The engagement enabled the client to evaluate candidates against practical, role-specific Category Management requirements. It provided a structured understanding of candidates’ functional expertise, ability to interpret consumer insights, category management capabilities, and commercial ownership, helping the client identify strengths, capability gaps, and overall suitability for the respective roles.