Notable Work Done
Driven impactful transformations across diverse business environments—from pharma-to-FMCG transitions and e-commerce scale-ups to trade spend optimisation and field force efficiency. Our interventions have enabled business turnarounds, rural expansion, and urban retail optimisation through data-led insights. By introducing gamification for product launches, cold-chain distribution audits, and DMS automation, LBC helps organisations modernise operations, boost profitability, and build agile, performance-driven sales ecosystems
Case Study
Business Turnaround from a Legacy Low-Margin Portfolio to a Premium, Profitable Model
Company
A Medium Sized MNC
Sector
FMCG Food
Project
Rebuilding growth DNA — from volume push to value-led profitability
A mid sized fmcg company operated in low margin portfolio which was rural focused and needed a rtm ready to handle urban centric premium portfolio
COMPANY CHALLENGES
A medium-sized MNC operating in India faced sustained pressure on margins and growth. The business was built around a legacy push-sell portfolio, heavy discounting, and fragmented distribution — resulting in negative gross margins ( 7%) on a $30 million revenue base. The sales organization lacked strategic alignment, the distributor network was inefficient, and the product mix was skewed toward low-margin, commoditized segments. The corporate mandate was to transform the business model, drive profitability, and establish market leadership through a premiumized portfolio and stronger commercial execution.
OUR APPROACH
As Director – Sales, I led a multi-year transformation across portfolio, capabilities, and geographies, anchored on commercial redesign and margin improvement.
- Conducted strategic business and profitability assessments to identify loss-making portfolios and geographies.
- Pruned non-viable businesses and reallocated resources toward high margin, premium categories.
- Restructured the GTM model and distributor infrastructure, focusing on the Top 40 cities with sustainable ROI.
- Overhauled sales systems, resource deployment, and capability frameworks to shift from a “push” to “performance” mindset.
- Anchored a new category launch, managing all 5Ps — product, price, place, promotion, and people — to drive scale and differentiation.