Rajat Wahi

Partner and Head, Consumer Markets

KPMG in India

With over 20 years of experience in various senior management positions, Rajat has worked extensively in the areas of agriculture, retail, and consumer goods. As a Partner at KPMG in India, he has driven several engagements with leading clients across sectors. Rajat has helped develop and support the implementation of Route to Market (RTM) and distribution strategy for leading Consumer Packaged Goods (CPG) brands in Africa, South-East Asia, Europe and India, while also training teams of the companies on key account management and negotiation skills. Further, he has conducted detailed RTM benchmarking exercises across prominent brands in India, with a focus on channel coverage and leading practices. He has exhibited his proficiency in category management, joint business planning and Point of Purchase (POP) activation in leading CPG companies.

Specifically, Rajat has managed the EMEA business of a global cosmetics company, through its affiliates and distributors across 30 countries in Europe, the Middle East, Central and Eastern European countries (CEE), Scandinavia and Israel. He has also set up a top-line sales and distribution organisation in India to launch a leading cosmetics brand through department stores and modern retail formats, while also managing the international business in Canada, the U.S. and Latin America. Further, he has aided another global cosmetics company across Russia and Eastern Europe.

 

Areas of expertise

Corporate and business unit strategy, RTM and market entry strategy, channel segmentation and strategy, joint business planning with modern trade, sales and trade marketing capability development, and sales force automation, distributor assessment and management, shopper insights and category management, and supply chain efficiency and effectiveness through range harmonisation and assortment management.

Education and qualifications

  • Bachelor of Commerce (Honours), Business and Commerce, Shri Ram College of Commerce, University of Delhi

  • Master of Business Administration (MBA), Marketing and International Business, University of Akron

Professional associations:

  • Member of the National Agriculture Council at the Confederation of Indian Industries (CII)

  • Member of the National Agriculture Council at FICCI

  • Member of the FICCI Committee on Retail

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