PANKAJ MISHRA
Contact: +91-9892100774 E-Mail: mishrapankaj25@yahoo.com
CORE COMPETENCIES Offering over 22+ years of multi-faceted & national experience in
spearheading sales & business operations of leading organizations across Retail
Strategic Planning & Sales & Operations, Channel & B2B Sales domain
Leadership
PROFILE SUMMARY
P&L Management
Retail & Distribution Channel • Expertise in setting up Omni channel, B2B, B2C business in ECOM & Offline
Management space.
• Expertise in establishing a reliable &cost effective network of Retails
Network Expansion Partners (EBO), Distribution Network & MBO, Value Chain, Institutional,
CSD, Exports to enhance Business Turnover & Growth across Pan India.
Market Intelligence • Proven success in developing &steering Retail Channel (EBO , MBO)to
derive required market share, top line & bottom line for the organization
Franchisee Management and manage P&L for Retail & Distribution channel
• Hands on Experience in setting up Sporting goods, MBO & Retail Business
Site Sourcing & Due Diligence Pan India( Footwear, Apparel)
• Adept in Retail Sales Operations, Retail Planning, defining KPI &
Category Management Profitability of partners of master franchise Pan India basis
• Expertise in building strategic alliances to open a qualitative opportunity
Assortment Planning for accessing new markets through appointment of new
distributors/channels and reviving the existing channels
Inventory Planning & • Leverages commercial & tactical acumen for providing the initial analysis
Merchandising (based on in-depth regional, trade area and location analysis) &
recommendations on profitable expansion opportunities and evaluating
Team Building & Leadership asset acquisition opportunities by reviewing offerings and potential new
land site investment
• Competency of working in a performance-driven culture for ensuring
personal ownership, and leading & motivating all team members to achieve
the goals profitably
ORAGNISATIONAL EXPERIENCE
Bombay Shirts Company
VP- Offline Retail, Based – Mumbai,
Feb, 2023 till date
Team Size – 50+
Key Responsibilities: -
• Strategizing for offline channel and delivering plans ( EBO / LFS / MBO).
• Managing Fleet of COCO Stores with P& L Responsibility (Operations)
• Planning & Execution of Brick & Mortar doors Pan India (COCO / FOFO).
• Rolling out expansion plans (COCO / FOFO) Pan India for HS / Mall.
• Managing Projects execution for Existing stores & New upcoming stores – Pan India.
• VM Execution across stores (Conceptualizing / execution).
• Managing CX for complete channel (Customer excellence).
• Identifying & Commercial Negotiations with FOCO partners – Pan India.
• Working closely with Brands & Product team for adding new product categories.
• Marketing – Closely working with Marketing and digital teams for adding new consumers across all channels.
Developing Digital Marketing campaign with teams for Offline channel.
• Closely Working with Supply and Production Team for continuous improvement on TAT and on time delivery.
• L&D – Training and coaching for continuous upgradation of teams and ensuring high standard of customer service
for our consumers.
• Building World class and winning team for Organization.
July, 2020 to 31ST August 2022.
Udaan – India Largest B2B Distribution Market Place
National Sales Head – SB – Lifestyle - Gurgaon
Team Size – 50+
Key Responsibilities: -
• Building SB portfolio for Lifestyle from scratch (Brand identification, negotiation, potential mapping both for
marketplace & offline exclusive distribution)
• Inventory Management for International / National Brands
• Own the Category P&L & drive development, Growth & Margins.
• Develop the overall category strategy including long term growth plan, product mix, pricing, positioning etc.
• Create short term & long-term business plans for the category (Sales & Margin forecasting, budgeting at a Product level).
• Work Closely with Marketing team to ensure delivery of KPIs (Net Revenue / contribution Margin / retailer acquisition.
• Monitor category metrics against goals on regular basis & deep dive where needed to drive performance.
• Closely monitor Industry trends & competitors’ development (New Launches / tech product features, pricing etc).
• Analyse the current trends & forecast future buyer trends basis seasonality, environment / external factors, demand,
competitors’ analysis, etc).
• Develop a product position strategy for the channel that drives growth & buyer loyalty.
• Be the voice of customer internally – Monitor customer feedback & insights to drive continuous improvements.
• Collaborate with Marketing / Tech & operations to drive cross functional initiatives.
• Build & coach winning team for the channel ( e.g. hiring goal setting , performance management ).
December, 2017 to July, 2020
Blackberrys Menswear
Business Head – FOFO, MBO, VCS & Alternate Business ( B2B / B2C) , Exports – Gurgaon
Team Size – 35+
Revenue – 400+ Crores ( contributing 45% of Revnue for the organization)
Key Result Areas:-
• P&L Management for the complete channel ( EBITA Delivery +18%)
• Device channel / sales strategy basis the market environment & customer feedback ( FOFO , MBO, VCS)
• Creating product segmentation strategies with the help of brand heads to maximize opportunities across different sales
channel.
• Communicating Brand Identity to pertinent key business collaborates , business units & customer support.
• Retail Operations – Translates strategic goals in to retail operational plan to achieve targeted growth in sales & profit.
• Drive retail operation efficiency and KPI’
• Driving Business development by expansion FOFO doors on pan India basis (Franchisee Owned and Franchisee
Operated)
• Recruiting, leading, mentoring & monitoring the performance of team members to ensure process efficiency & meeting
of targets.
• Creating & sustaining a dynamic environment that fosters development opportunities and motivates high performance
amongst team members.
Keys Achievements:
• Opened 100+ FOFO doors – Pan India ( YOY Growth +30%)
• Y0Y Channel Growth( +15%) for completed Channel
March, 2013 to August, 2017
Nike India Pvt. Ltd-Head – Bangalore
Head Market Place (Channel Sales), Trade & Distribution and B2B
Direct Report - 5
Key Result Areas:
• Steering business operations of Nike brand including brand & category development of partners and key account
management with a team of 5
• Formulating& deliveringseasonal, 1 year & long range (3 year) sales forecast & investment plan to achieve results in
Retail, Whole Sale& MBO channel
• Driving Operational Excellence & favorably optimize monthly, quarterly shipment plan with consistent to annual targets
• Leading,coaching& inspiring direct account teams, cross functional team, & customer to align against strategic priorities
& deliver Results;developing performance metrics & monitoring key parameter to increase overall productivity of Sales
Team
• Devising& owning channel strategy, partnering with key stakeholders to build & align on plan & resolve alignment gaps
• Formulating monthly & quarterly net shipment plan for distribution channel in partnership with team, sales operations,
& customer service. Track weekly progress towards goal & deliver consistent communication against revision of plans
• Aligning seasonal priorities & sell in targets with customer through execution of seasonal business reviews
• Proactively monitoring sell through results & inventory levels across channel consistent with creating a healthy market
place & mutual customer profitability; managingbudgets effectively to gains maximum results
• Ensuring in store executions are achieved & gather feedback on product performance, store performance & operational
standards
• Actively drive relationship through frequent communication & proactive identification of brand performance,
opportunities & challenges & provide feedback to key senior leadership team & key stakeholders
• Reviewing seasonal hits & misses from customer & brand point of view (Product, Marketing, Operations) and providing
insights & recommendations to key stakeholders for purposes of future planning
• Complete accountability of driving Sales & Revenue in CSD. Formulate strategy for New Product Listing, Desired Pricing
(Gross Margin) & through Optimum Inventory Management.
• Driving revenue for 200 schools across Pan India. Inventory and Product planning by closely working with Merchants.
Key Achievements:
• Handled 300 Cr.+ Business for overall channel contributing 30% of Revenue for the Organization.
• +15% Year on Year Channel Growth ( Sell In) & +25% Growth in Sell Thru.
• + 200 SIS (MBO) Across PanIndia for SG & GF, DS format.
• +25 % Apparel & 30% Growth in Equipment Business.
• Brought Down Inventory from 4.5 Month to 3 Months and Significantly Improved Inventory Aging for Channel.
• SS Business Growth +30% Year on Year.
November, 2009 to March, 2013
Nike India Pvt. Ltd.
Head – Business Development (Pan India)– Mumbai
Direct Report - 4
• Responsible for property & franchisee acquisition ( Pan India).
• Conceptualizing & Implementing Retail Network Strategy & Space acquisition planning for Country.
• Prospecting & Commercial Negotiation with Franchisee on Pan India Basis for Different formats.
• To Spearhead Market Research activities to Gather Potential estimates of Various sites / location in Malls & HS.
• Forecasting & Projecting Nike Store Business Model & Revenue projection models.
• Commercial & Legal Negotiation with Prospective Franchisee, Mall Developers, & HS through designated Team and Real
estate Consultants ( Pan India)
• Timely Evaluate & recommend Changes on rent & pricing strategies to Partners and Finance Team.
Key Achievements:
• Added Fleet of +200 Mono Brand Doors Across Pan India.
• Onboarded of 8 Business Partners Out to which 2 Partners as Master Franchisee (Managed Fleet of +10 Nike Stores).
• Formulated Commercial Business Model for NFS and Implemented Across Pan India through 3 Regional Master
Franchisee.
• Complete End to End commercial Negotiation & P&L forecasting for Mono Stores & NFS partner doors.
Awards: Received Nike India Maxim Award for embodying Nike Maxin “We are on the Offence Always“ for Business
Management & Project Management
May, 2007 – November, 2009
Levi Strauss India Pvt. Ltd. - Mumbai
Regional Manager – Business Development (West India)
Key Result Areas:
• Managed business expansion plans for retail stores of Levis, Dockers, Signature and all other LSIL Brands in West Region
including key account management (Inorbit / KSHITIJ / Market City (Phoenix Mills), project feasibility, site sourcing &
selection, stakeholder management, collaborating with builders, mall owners, developers & landlords, contract
management, rent/pricing strategies
• Provided important inputs for capital budgeting exercise for FY based on re-profiling, expected new openings and
pipeline project
• Headed audit of all new & existing locations to gauge the overall experience to the consumer and providing feedback to
stakeholders
• Collaborated with Finance and Legal personnel in the LSIL system to ensure that all legal and commercial compliances
are adhered and necessary approvals are obtained
• Liaised with Landlords/Mall Owners/Real Estate Agents; leveraged robust negotiation skills for fixing the rent, lease of
property for opening of new stores
Key Achievements:
• Successfully completed demand estimation for various cities based on the demography, consumer research & current
occupancy apart from competition activity resulting in clear expansion strategy for next 5 years
• Expanded the retail presence from 70 exclusive doors to 150 doors
• Successful Closure of Brand Dockers Across Region by Lock in Negotiation & Saved 5Cr.+ Revenue which directly
Impacted Bottom Line for Company.
November, 1999 – April, 2007
Adidas India Marketing (P) Ltd. - Mumbai
Manager – Sales (West)
Direct Reports - 5
Highlights:
• Successfully led a team of 5, comprising 1 SE & 4 TSI for managing business development in the assigned territory
(Mumbai, Gujarat, MP, and Chhattisgarh)
• Instituted effective plans leveraging forecasts and delivered net sales for distribution in Western Region (M.S., Gujarat,
M.P., and Goa & Chhattisgarh)
• Merit of delivering an augmented increase in the sales of the company andacquired key account of Metro Shoes, Regal
Shoes, &GlOBUS all over India serviced through distributors
• Recognised& appreciated for setting up:
o Exclusive store in the assigned territory
o Factory price outlet across the territory which added additional turnover of 4 Cr average annually
o Channel in states of Madhya Pradesh, Gujarat and Chhattisgarh which added 1.5 Cr to the turnover
• Played a key role in reducing the the aging from 120 days to 45 days through exercise of control onthe outstanding in
the trade
• Credited for the successful establishment of region’s agenda of MIS, Cost Cutting Exercise
PREVIOUS EXPERIENCE
August, 1998 – September, 1999
Duncan’s Industries Ltd. (Packet Tea Division) - Bhopal
Sr. Sales Officer
Direct Reports – 10 TSI
Notable Credits
• Mentored and motivated a team of 10 TSI’S.
• Rendered effective training to the redistribution stockiest and R S sales man.
• Competently rolled rural coverage plan for covering villages with the population below 10000; the same resulted
in a56 % growth.
• Handled the successful launch of Shakti Tea in the rural market and achieved the highest additional business of 3
crores.
• Instrumental in witnessing phenomenal growth, i.e. 10% to 40% in the territory
March, 1996 – July, 1998
Wipro Ltd. (Consumer Products) - Bhopal
Sales Officer
Direct Reports – 4
Notable Credits
• Played a pivotal role in successful re-launch of Santoor Talcum Powder in Madhya Pardesh.
• Successfully attained a growth of 40% by expanding the distribution and retail network.
EDUCATION
• Master in Business Management (Marketing) from Bhopal University in 2001
• M.Com. from Barkatullah University Bhopal, Madhya Pradesh in 1997
• B.Com. from Barkatullah University Bhopal, Madhya Pradesh in 1995
Course:
• Honors Diploma in System Analysis from NIIT in 1994
