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Pankaj Chandra

MBA (IIM-A) in Finance and Economics and Mechanical Engineer (IIT–K), with more than 18 years of experience in Indian building material industry, I have proven expertise: • In managing and communicating across diverse corporate matrix, across cultures and across affinity groups. Successfully proved in professionally run Australian Companies such as Bunnings (Rs.56,000 Crores annual revenues) and The Good Guys (Rs. 10,000 Crores annual revenues), delivered value results in professional and / or family-run Companies in India • In accelerating revenue growth, organically and inorganically, achieving significantly improved revenues and margins. Achieved: o Growth of +3.2% at The Good Guys during 2013-14, in-spite of GFC, and in-spite of the Australian Consumer Electronic Industry not growing o Ramped up the sales and operations from Rs.40 Crores in 1998 to more than Rs.700 Crores in 2007 at JK White Cement, becoming one of the youngest Business Heads in Indian building material industry. Responsible for manufacturing, sales and customer service of White Cement and Wall Putty, white cement being 3 times costlier than Grey Cement, and Wall Putty costlier by about 50% compared to the nearest competitor acrylic wall putty • In creating a new product as a viable business proposition. Identified the need of Skim Coat for Indian market, and set up the plant and Sales & Marketing operations to make it into Rs. 1,400 Crore Industry currently, within a span of 10 years • In successful IPO listing of JK Cement, and was interviewed live on national television, raising Rs.550 Crores from the market


MBA (Finance, Sales & Marketing majors)

IIM Ahmedabad
Jul 1982Apr 1984

B. Tech. (Mechanical Engineering)

IIT Kanpur
Jul 1977Apr 1982

Work experience


Oz Consultancy Services Pty Ltd
Apr 2013Present

Involved in implementing strategic changes at leading Australian Wholesale and Retail Chains:

- National Tiles, Melbourne, annual revenues of AUD 80 Million: Implement strategic changes in Supply Chain Policy planning and implementation:

     a. Distribution Requirements Planning (DRP by Pronto Xi) implementation across 3 Distribution Centers, 17 Branches and 19 franchisees

     b. Effective and efficient management of inventory investment

- Sportsmans Warehouse, Canberra, annual revenues of AUD 22 Million: Implement strategic changes in the way we do business, and in addition launch fully integrated website , which includes:

     a. Integrate through API calls the ERP system (Magenta EEE) to Magento EE

     b. Website go-live with:

          * Gift Card functionality, both physical gift cards and virtual gift cards

          * Online Layby, becoming one of the very few global retailers to offer this benefit to customers

          * Loyalty Program, offering seamless experience to the customers across all channels

          * Inventory and Cost / Price update through cron-job

- Maple Leaf White Cement, Pakistan: Plan and implement to increase White Cement consumption in Pakistan, including, but not restricted to, launch of White Cement based Putty

Executive General Manager

The Good Guys
Dec 2008Apr 2013

The Good Guys is a leading electrical appliances multi-brand discount warehouse, running 97 stores nationally as joint ventures with local businesspersons, grossing more than AU$ 2 Billion in financial year ending June 2013, dealing with leading international suppliers like Samsung, Sony, Panasonic, Blanco, Bosch, Asko, Fisher & Paykel, Dyson, Dell, HP, LG and Electrolux.

The Good Guys is in Australia's Top 20 Retailers, and challenge has been to grow in volumes and to maintain the margins. The front-end margins have come under severe strain, while the challenge is to maintain / maximise the back-end margins. Adopted the strategy to improve the customer service, to delight the customer, so that the customer keeps coming back for more, and also spreads the word around.

Achievements include:

  • Roy Morgan Customer Satisfaction Award, three years in a row
  • Canstar Blue Most Satisfied Customers in the Electronics Retailers category for the fourth year running
  • Achieved the Return on Capital Employed as per the business plan, increasing Sales per sq. mt. Gross Margin per sq. mt. and GMROI for the chain
  • Created 3 new franchisees, 2 stand-alone and 1 in shopping center format
  • Defined supply chain architecture, set standards for the S&OP process to meet the requirements of the business strategy, followed through with monitoring the process performance, and measured outcomes against targets
  • Improved the quality of customer service, and aggressively implemented Loyalty program

Regional Head - Strategy & Business Development

Feb 2008Nov 2008

WESFARMERS is a $ 9.66 billion turnover, 30,000 employees, diversified Australian group with interests in home improvement products and building & office supplies, coal mining, gas production and distribution, industrial and safety product distribution, chemicals and fertilizer manufacture and insurance. It operates large retail chains like Coles, Bunnings, OfficeWorks, Target, and Kmart across Australia.

Responsible for the Regional Strategy and Business Development of the Home Improvement (Bunnings Warehouses, 155 stores and 65 small format stores, leading retailer of home & garden improvement products), handling revenues of AU $ 910 million. Annual revenues of this division in 2007-08 were $ 4.94 billion.

Key Result Areas:

  • To develop and improve its store network. Added 5 new Stores (each of more than 5,000 sq meters) in NSW region between April 2008 and Apr 2009, developed them into large format core range selling stores
  • Refits of existing outlets and re-merchandising initiatives. Co-ordinated the refits of 9 Stores, with improved merchandising
  • Rationalise and improve the range of products and services. Handled 82,000 SKUs, strategically increased the Core Range SKUs to improve revenues and profitability. Pursued aggressively the DIY training programs for consumers
  • More efficient use of working capital and lowering the costs of doing business through process and system improvements. Improved effectiveness and efficiency of the Supply Chain, Reduced inventories by 10.3% while sales revenues increased by 6.8% on yoy basis

Senior Vice President (White Cement division)

JK Cement Ltd
Jun 1989Jan 2008

Senior Vice President (White Cement)  Jul 2003 – Feb 2008          Delhi

Vice President - Sales & Marketing           Aug 1998 – Jun 2003        Delhi

General Manager - Commercial               Jul 1995 – Jul 1998            Factory

Deputy GM – Sales (North)                          May 1993 – Jun 1995      Delhi

Regional Manager – Sales (South)        Aug 1991 – May 1993      Bangalore

Area Manager - Maharashtra                   Jun 1989 – Jul 1991          Pune

JK WHITE CEMENT is Rs. 302 Crores (2007-08) division of JK Cement Ltd. (annual turnover in 2007-08 of Rs.1600 Crores). JK Cement, employing about 2,400 officers, is the largest Cement Manufacturer of North India, and JK White Cement, employee strength 600 officers, is the second largest manufacturer of White Cement, and also manufactures White Cement based Putty and Waterproofing Compound.

P&L responsibilities of White Cement, achievements include:

  • Successfully managed, and grew, JK White Cement against stiff competition from Birla White, achieving a market share of 43%
  • Achieved JK White divisional sales growth, from about Rs.40 Crores in 1998-99 to Rs.302 Crores in 2007-08
  • Launched White Cement based Putty in early 2002. Created a separate network of distributors / dealers across India, to aggressively ramp up sales. Achieved annual sales of about 100,000 Tons in 2007-08
  • Increased Exports of White Cement to 38,000 Tons in 2007-08
  • Reduced the Cost of Sales per Ton by 3.4% in 2007-08 over 2006-07
  • Serviced a network of 120 thousand retailers through own depots, clearing & forwarding agents and about 1400 authorized distributors
  • Serviced 1100 institutional buyers spread throughout the country, including managing key accounts like UK Paints, Berger Paints and Snowcem
  • Organized the logistics support from the factory, including signing contracts & Agreements with Container Corporation of India, Shipping Lines, Truckers and Indian Railways
  • Implemented ERP in the Division, linking supply chain, factory, sales offices and depots, finance and HR
  • ISO 9001:2000 successfully implemented in marketing
  • Instrumental in the launch of own web-site
  • Inventory Management at the Factory
  • Central Excise and Customs handling
  • Central Sales Tax, and V.A.T. handling

Branch Manager - North-East India

Pertech Computers Ltd.
Feb 1988Jun 1989

As Branch Manager - Guwahati branch, I was involved in B2B sales of Personal Computers by handling the sales in the seven north-eastern states. PCs were then just begining to come in, and launched PCs based on INTEL 8086 / 8088 based XTs / 80286 based ATs. Successfully picked up new accounts like NEEPCO, NEHU, Meghalaya Government, Manipur University, Assam Government, and Tea gardens.

Area Manager

Eicher Tractors Ltd.
May 1984Feb 1988

As Senior Officer – Sales, responsible for the sales of Eicher Tractors & Diesel Engines in Haryana from 4th of June 1984 till 31st of July 1986. Haryana team achieved record market shares of 48.3% (46.2% in 1984-85) during 1985-86 under tough competition from established manufacturers like Escorts, HMT, and International (M&M).

Elevated to the level of Area Sales Manager w.e.f. 1st of August 1986 to look after the sales in Eastern U.P. located at Lucknow. The dealer network was strengthened, and marketing efforts were intensified with road shows, and practical demonstrations.


Strategic Brand Management

ISB Hyderabad
May 2006May 2006

Brand Management

IIM Kolkata
Aug 2004Aug 2004

PRINCE2, Project Management

BitPlus Information Technologies Private Ltd.
Jun 2002Jul 2002


Proven expertise in creating a new product as a viable business proposition
White Cement Industry was stagnating, and there were no new visible viable applications. After continuous surveys of Indian and European markets, decided to introduce White Cement based Skim Coat in Indian market. After months of initial teething problems, collaborating with various agencies, including with Singapore Housing Development Board, to improve the quality, and setting up an alternate distribution channel to sell this product, finally got it to succeed. Today, White Cement based putty is the leading application of White Cement in India, posting robust growth rates
Proven expertise in accelerating revenue growth
  Accelerated revenue growth: Organically, by pursuing aggressive sales strategies for the existing product lines of  White Cement, Concrete,Concrete Tiles and Waterproofing Compound. Extended the reach by developing new markets of Nepal, Bangladesh, Gulf Countries and African Countries Organically, by new product launch of Skim Coat that became an Industry leader and standard by growing at nearly 100% per annum (See enclosed chart on the right side) Inorganically through acquisitions to further growth of Skim Coat business (acquired cement paint units in Eastern and Southern India, to take advantages of Logistics to penetrate wider and deeper)       "Pankaj has been totally dedicated in aggressively improving the divisional revenues, organically as well as inorganically. Explored ways methodically, planned, actioned, and achieved results. I was quite impressed by his ability to orchestrate all the different departments towards a common goal. His work was always thorough and comprehensive, and his breadth of experience was a clear benefit at our company. I see him as a man of both business and technical expertise who always has a pragmatic solution to every problem no matter how simple or complicated it is"        RG Bagla, Group Executive President - JK Cement Ltd.

Live Interview of Pankaj on NDTV

Pankaj Chandra in Zoominfo

Pankaj Chandra in Construction World

Pankaj Chandra in Project Monitor

Pankaj Chandra, JK Cement IPO, Red Herring Prospectus

Coverage in Financial Express

In JK Annual Report 2006-07

In latest JK Financial Reports

Pankaj Chandra, Stockist meet press coverage

In Annual Report 2004-05

Trade Conferences / Exhibitions Attended:

  • CEMTECH, Athens (Greece, September 2002): Trade conference on Cement, Technology, and advances taking place in the Industry
  • BAUMA, Munich (Germany, April 2004): Largest Building Material Exhibition

Extra Curricular Activities:

  • Badminton Team Captain at IIM Ahmedabad    1983-84
  • Badminton Team Captain at IIT Kanpur            1981-82
  • Reserve, Gujarat State Squash Team                1983