Strategy
/ Retail [ Mumbai ]
1 day
Technical assessment for Retail industry leaders
CLIENT:
Leading Big4 Consulting Firm
CONSULTANT:
Senior FMCG Sales & Category Management Leader | 30+ Years | Nestlé
A seasoned FMCG leader with 30+ years of experience at Nestlé across Category Management, Route-to-Market, Channel Strategy, Sales Effectiveness, and Commercial Planning.
He has held leadership roles including Channel Head – Large & Small Stores, Category Development Manager – Coffees, National Route-to-Market Manager, and Regional Sales Manager, with experience spanning traditional retail, modern trade, distribution, and emerging omni-channel ecosystems.
His experience includes managing INR 600 Cr+ regional revenue, 500+ distributors, 500+ sales personnel and 50,000 stores, as well as driving route-to-market initiatives reaching 5M+ stores across India. He has also led cross-market sales and performance acceleration initiatives across India and Asia, Oceania & Africa.
A seasoned FMCG leader with 30+ years of experience at Nestlé across Category Management, Route-to-Market, Channel Strategy, Sales Effectiveness, and Commercial Planning.
He has held leadership roles including Channel Head – Large & Small Stores, Category Development Manager – Coffees, National Route-to-Market Manager, and Regional Sales Manager, with experience spanning traditional retail, modern trade, distribution, and emerging omni-channel ecosystems.
His experience includes managing INR 600 Cr+ regional revenue, 500+ distributors, 500+ sales personnel and 50,000 stores, as well as driving route-to-market initiatives reaching 5M+ stores across India. He has also led cross-market sales and performance acceleration initiatives across India and Asia, Oceania & Africa.
ASSIGNMENT:
The client engaged the expert to design and conduct a technical assessment framework for Category Management roles across junior-to-mid and mid-to-senior levels within the retail sector.
The assessment was designed to evaluate candidates across key Category Management competencies, including:
1. Functional understanding of Category Management
2. Category knowledge and commercial acumen
3. Consumer and shopper insights
4. Category growth and portfolio strategy
5. Revenue and business ownership
6. Practical decision-making in retail environments
The client specifically sought an assessor with hands-on Category Management and retail leadership experience to ensure the assessment was practical, industry-relevant, and aligned with real-world role expectations.
The assessment was designed to evaluate candidates across key Category Management competencies, including:
1. Functional understanding of Category Management
2. Category knowledge and commercial acumen
3. Consumer and shopper insights
4. Category growth and portfolio strategy
5. Revenue and business ownership
6. Practical decision-making in retail environments
The client specifically sought an assessor with hands-on Category Management and retail leadership experience to ensure the assessment was practical, industry-relevant, and aligned with real-world role expectations.
OUTCOME:
The engagement provided the client with a structured, industry-led assessment of Category Management talent, enabling them to evaluate candidates against practical business scenarios and role-specific competencies.
The assessment helped the client gain deeper visibility into candidates’:
1. Category Management expertise
2. Ability to translate consumer insights into commercial decisions
3. Understanding of retail and category dynamics
4. Revenue and business ownership capabilities
5. Strengths and development areas across seniority levels
The assessment helped the client gain deeper visibility into candidates’:
1. Category Management expertise
2. Ability to translate consumer insights into commercial decisions
3. Understanding of retail and category dynamics
4. Revenue and business ownership capabilities
5. Strengths and development areas across seniority levels