Sanjay Panigrahi

Enigma
DISC Type : Dic

Independent Director |Board Member |Consultant FMCG, Building Materials/Business Strategy Leadership at Freelance

Mumbai Metropolitan Region, India

Overview

Sanjay is a business leader with over 40 years of experience in growing businesses and building brands like Amul and Pidilite. He is an expert in sales, marketing, and organizational development, particularly within rural markets. People who have worked with him describe him as pragmatic, calm, and a superb team leader.

Outside of his corporate roles, Sanjay is a passionate and lifelong badminton player, having represented his state at the national level in his youth. He also has a keen interest in music and enjoys mentoring the next generation of business leaders, frequently speaking at universities and industry events.

He recently won a national gold medal in badminton after a 40-year break from competitive sports.

Personality Overview

Fast Follower

Hard To Convince

Challenger

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Rural Markets
A thought leader in this space, he has extensive experience building distribution in rural India for Amul and Pidilite and recently spoke at the RMAI Rural Conclave.
Go-To-Market Strategy
He recently delivered a session on modern routes to market (GT vs MT vs E-Com) for an MBA program at the Delhi School of Economics.
Corporate Governance
In his current capacity as an Independent Director on multiple boards, he focuses on providing strategic oversight, ensuring governance excellence, and managing risk.

Media Appearances

Sanjay has no verified media appearances

Work History

Independent Director |Board Member |Consultant FMCG, Building Materials/Business Strategy Leadership at Freelance
8-2018 - 5-2020
Chief Customer Officer at Pidilite Industries Limited
12-2015 - 8-2018
President ( RURBAN and Emerging Markets ) at Pidilite Industries Limited
6-2010 - 8-2015
Chief Executive Officer at SREI Sahaj eVillage Limited
7-2003 - 7-2010
Chief Sales and Mktg ( Consumer Products ) at Pidilite Industries

Education

2001 - 2001
Certificate in Quality Managment from AOTS Japan
1996 - 1996
Certificate in Marketing from Cranfield University

More Information

Social Presence :

Prographics :

Exp : 37 Location : Mumbai Metropolitan Region, India Job Level : Senior Designation : Independent Director |Board Member |Consultant FMCG, Building Materials/Business Strategy Leadership at Freelance
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Insights For Selling To Sanjay

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sanjay is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Sanjay

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Sanjay move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Sanjay take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Sanjay

Personality Compatibility


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