ESHA SHARMAPROFILE SNAP SHOT

1

2

SYNOPSIS

• A COMPUTER ENGINEER & PGPM FROM MDI GURGAON

• 6+ YEARS OF DIVERSIFIED EXPERIENCE

• INFOSYS, SENTISS PHARMA, FERRERO, PMI

• AREAS OF EXPOSURE: SUPPLY CHAIN, SALES ANALYTICS, BRAND MANAGEMENT

3

+ Btech in ICT from DAIICT, Gujarat+ Systems Engineer at Infosys-

+ PGPM from MDI Gurgaon

+ Live projects: Mystery Shopper, Marketing plan, Gap Analysis, Research

+ Manager Special Projects+ Line efficiency improvement, CSR, Project Management, Sales analysis

+ Ferrero+ Worked in Supply Chain, Sales Development and Brand Marketing functions+ Cost saving+S&OP+SMS for Joy Campaign+ Campaign management+Productivity Dashboard

+ Phillip Morris + Marlboro brand building activities

2004-2010

JOURNEY SO FAR

2012-20132010-

2012

2013-2016

2016 Onwards

Project Management

Holistic Approach

Critical Thinking

Understanding of Marketing Mix

Adaptability

Data driven

SKILLS

4

KINDER JOY @ MAHARASHTRA

SMS for Joy Consumer Campaign• Budget • KPIs• Merchandise from Disney• Customized game with

Kinderino• Consumer Awareness• POSM• Market Execution• Detailer for Retailers

Occasion Management• Rakhi, Diwali, Xmas

• Supported by TVC tags & displays

Communication Strategy

Analytics

• Dedicated TVC for assortment launches

• (Geo Tageting)

Product Planning

Consumer Campaigns

Brand Calendar

5

HOW I WAS INSTRUMENTAL IN CONVERTING A BUSINESS CHALLENGE

INTO A BUSINESS OPPORTUNITY

6

Frequent Volumes changes, leading to stock gaps

Different Numbers floating in the system Material write offs, Delayed launches Freshness Challenges

Uneven sales skew

Process Compliance, Teams working in Fire fighting mode

Complex RDP process, Centre driven, LOW approval authorization at BU

Smiles are missing from the faces, Positive feedback, appreciation is missing

Passing the buck

Process

Structured S&OP process, including New product review, launch dates, readiness check

Communication

Need of structured communication platform to keep all stakeholders on same page.

Weekly planning buckets

Learn to say NO, when it is not possible

Appreciation does not cost anything

Coming out from silos

BUSINESS CHALLENGE & OPPORTUNITY @ FERRERO

7

Rec

onci

- l

iatio

n

S&OP

CurrentMonth

Ope

ratio

nal

Mgt

re

view

Week 1 Week 2 Week 3 Week 4

Step 4 :Integrated

Reconciliation

Step 1 :Portfolio Mgt

Review

Step 2 :Sales / Demand

MgtReview

Step 3 :Supply ChainMgt Review

Step 5 :Update

Leadership Team

Executive S&OP

S&OP CALENDAR

8

• Finalise New Product Launches• Review progress of projects• Discuss and resolve road blocks

Portfolio review

• Forecast unconstrained demand• Validate forecasts (bottom up)• Improve Demand Plan accuracy

Demand / Volume Review

• Review Demand-Supply Gaps• Resource /Capacity availability to meet demand• Supply Chain Efficiency review

Supply review• Sign off on Demand & Supply Plans with

stakeholders• Review risk / delays on new launches.• Inventory Review• Review S&OP Dashboard

S&OP

• Align Leadership team on Demand & Supply Plans• Conflict resolutionExecutive S&OP

4-9

10-12

13- 16

17 - 20

21 - 23

Dates Agenda

S&OP CALENDAR

9

INDIA Last 3 Months

S&OP Dashboard TARGET YTD March April May Actual

YTDSales, Qli x

Forecast accuracy -1 70%Forecast bias-1 (+/-) 8%

Forecast accuracy -3 70%Forecast bias-3 (+/-) 8%Case Fill Rate 90%

NQC, % Net Sales C%LCC, % Net Sales D%

FG Inventory, days EFG Inventory, (value) F

Raw/Pack inventory, $ MM G

NQC - Non Quality Cost, includes, all rejections, damages, write off (FG & RMPM)LCC- Logistics conversion cost – includes Primary freight, sec freight, CFA cost

S&OP DASHBOARD

10

THANK YOU