LEENA KHILNANI
Auckland,NZ
Summary
A progressive & growth focused commercial leader with a strong history of delivering results, both personally and through talented & empowered teams.
Passionate about continuous learning & a champion of entrepreneurial culture, category centric thinking and agile execution, I have extensive multi-category experience as a senior sales leader in NZ FMCG.
A highly organized and lateral thinker, I thrive on achieving even in the most challenging and dynamic market conditions. Extensive experience across Media sales, Account Management and Brand Management arenas define the early foundations of my work life.
Overview
27
27
years of professional experience
Work History
National Sales Manager - Grocery NZ
Bluebird PepsiCo NZ
11.2020 - Current
- Leading commercial agenda, successfully delivering against business strategy, driving long-term category growth and becoming an indispensable partner with NZ's major grocery customers
- Responsible for +75% of Bluebird NZ's total NR & delivering strong financial and business outcomes via leading an empowered team across Customer Accounts & Field Management
- Building world-class partnership with customers to drive joint value creation and achieve sales targets, market share and sustainable growth over time, while leveraging internal stakeholders, extended commercial team and cross functional partners to unlock opportunities for growth.
- Delivering against key objectives via understanding key drivers, management of risks and opportunities and working closely with cross functional teams via Integrated Business Planning process
- Leading and developing a cohesive, empowered and talented team & facilitating career growth opportunities
Business & Field Sales Manager Foodstuffs North Is
Bluebird PepsiCo NZ
11.2017 - 10.2020
- Developed and implemented account plans and promotional strategies to maximize NR, Share and profit performance at Head Office and store level across all Foodstuffs banners
- Lead category insights, NPD and category review engagements as well as commercial net price & trade spend negotiations to optimise market pricing
- Direct management of entire North island field sales team of 12 Territory Managers and 3rd party merchandising provider on account activities, activation and store execution requirements
- Cross-functional influence through effectively business partnering with category, marketing, finance & supply chain teams
Business Manager WWNZ
Bluebird PepsiCo NZ
06.2016 - 10.2017
- Created and drove strategic agenda with Woolworths NZ ( NZ's single largest grocery customer currently contributing NR~70MM), that enable both parties to win in marketplace resulting in consistent achievement of key business performance metrics NR , Share and TAG Top 5.
- Fostered long term customer relationship & engagement to deliver sustained growth for business, through NPD launches, distribution, effective promotional strategies built into an annual JBP
- Ensured all key stakeholders across PepsiCo ANZ business were aligned, engaged in and understand customer strategy to ensure profitable growth
- End-to-end team management and development
Key Account Manager , WWNZ
Twin Agencies Ltd
09.2010 - 05.2016
- Key Account Manager for PEL, managing brand portfolio of 4 leading NZ Manufacturers - ecostore, Barkers of Geraldine ( Barkers, Anathoth, Bonne Maman & Tandoori Palace), Farrah's and L'affare spread over 20 categories with a combined RSV of +$30 mil
- Responsibilities include end to end accountability for a portfolio of brands, developing strong working relationships with key customers and internal stakeholders, management of Countdown and SuperValue/ FreshChoice accounts, regular business updates and category reviews, presentation of new lines, sales forecasting, planning and implementation of promotional programs, providing analytic support, working with field team to maximize sales growth opportunities, training of Vendor Replenishment Planner (VRP), and achieving strong sales growth and excellent relationships with brand owners/managers.
Vendor Replenishment Planner
Twin Agencies Ltd
09.2009 - 08.2010
- As the first Vendor Replenishment Planner (VRP) for Twin Agencies within WWNZ business, established comprehensive buying & reporting framework for individual brands within the Twin portfolio
- Maintained service levels in excess of 97% at all times on all brands, liaised with Category Managers to ensure optimal forecast for key promotions, trained the new VRP for the role, and received further training on the current SAP buying platform (JDA & RC).
Client Manager
AAV NZ / DUBSAT
04.2003 - 08.2009
- Managed a portfolio of 200 customers operating in multi-format environments including Broadcast Stations, TV Production companies, Advertising Agencies, Govt Agencies, and independent media consultants
- Successfully launched DUBSAT service in NZ.
Brand Manager - Zee TV
ZEE Entertainment Ltd
04.2001 - 12.2002
- Worked alongside Head of Marketing, supporting the pulling together of the overall channel strategy, above and below the line campaigns for new shows, and continuous management of the channel
- Worked closely with functional contacts across the business including on air communications, commercial marketing, partnerships, programming, research, international marketing, and PR.
International Sales
ZEE Television
08.1999 - 04.2001
- Managed a portfolio of Indian Export Brands with presence in UK, USA & South Africa targeting Indian Diaspora in these regions covered by ZEE TV's international footprint.
Sales Executive
Nimbus Communications Ltd
04.1997 - 07.1999
- Handled a portfolio of Advertising Agencies, Media Agencies & direct FMCG customers - Airtime sales for leading National & regional TV shows.
Education
Masters in Advertising & Public Relations Management - Media & Public Relations
Institute of Management Studies - D.A.V.V
Indore, India 04.1997
Bachelor of Arts: Business Management - Business Management
The Bhopal School of Social Sciences
Bhopal, India04.1995
Skills
- Strategic thinking & commercial acumen
- Effective communication & creating engagement
- Persuasive leadership and influence
- Critical thinking & decision making
- Learning agility & growth mindset
References
Detailed references can be provided upon request
Timeline
National Sales Manager - Grocery NZ
Bluebird PepsiCo NZ
11.2020 - Current
Business & Field Sales Manager Foodstuffs North Is
Bluebird PepsiCo NZ
11.2017 - 10.2020
Business Manager WWNZ
Bluebird PepsiCo NZ
06.2016 - 10.2017
Key Account Manager , WWNZ
Twin Agencies Ltd
09.2010 - 05.2016
Vendor Replenishment Planner
Twin Agencies Ltd
09.2009 - 08.2010
Client Manager
AAV NZ / DUBSAT
04.2003 - 08.2009
Brand Manager - Zee TV
ZEE Entertainment Ltd
04.2001 - 12.2002
International Sales
ZEE Television
08.1999 - 04.2001
Sales Executive
Nimbus Communications Ltd
04.1997 - 07.1999
Masters in Advertising & Public Relations Management - Media & Public Relations
Institute of Management Studies - D.A.V.V
Bachelor of Arts: Business Management - Business Management
The Bhopal School of Social Sciences
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