CPG Practice Director

Zensar Technologies; Bengaluru Urban; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Zensar Technologies seeks a CPG Practice Director to own and grow a strategic practice at the intersection of business strategy and technology. You will shape Zensar's CPG narrative externally, build internal capability, and drive commercial outcomes through AI-native initiatives.

You will report to the Global Head of Industry Solutions Group, MCS, and own the AI-first agenda across Revenue Growth Management, Trade Promotion, Supply Chain, and Consumer Insights.

Qualifications

• 18+ years of experience with significant CPG exposure across consulting or delivery.
• Proven track record with Tier-1 CPG companies and executive level interactions.
• Experience carrying P&L or revenue responsibility and shaping strategy.
• Led large, complex IT programs with cross-geography impact.

Responsibilities

• Define Zensars CPG point of view externally and build internal capability.
• Own and grow revenue pipeline in collaboration with Growth Office.
• Lead pursuit strategy and close new logo opportunities for CPG accounts.
• Build domain-centric solution constructs for CPG pursuits and proposals.
• Represent Zensar in industry forums and analyst relations.

Skills

CPG domain expertise

P&L / revenue ownership

lead large IT programs

multi-market experience

Education

MBA or equivalent

B.Tech or engineering degree

Tools

Xtel

Salesforce CG Cloud

SAP

o9

Job description

Job Description:

This is a senior leadership role for someone who has spent the better part of their career at the intersection of CPG business strategy and technology, and is now ready to build, own, and grow a practice.

The CPG Practice Director will be responsible for defining Zensars point of view in the Consumer Packaged Goods space, growing the revenue pipeline, and ensuring that what we deliver to clients reflects genuine domain expertise. This is not a delivery management role. It is an ownership role. The person in this seat will shape Zensars CPG narrative externally, build the internal capability to back it up, to turn domain credibility into commercial outcomes.

You will report into the Global Head of Industry Solutions Group, MCS

What You Will Own

AI-Native Innovation

• Define and drive Zensars AI-first agenda for CPG across Revenue Growth Management, Trade Promotion, Supply Chain, and Consumer Insights
• Identify where AI and GenAI create tangible business value for CPG clients and build that into our service offerings, not as a layer on top, but as the design principle
• Partner with Engineering and Data and Analytics practices to co-develop solutions that are commercially viable and domain-authentic
• Stay ahead of how CPG companies are adopting AI at scale and translate that into Zensar propositions before clients ask for them

Revenue Pipeline: Growth and Influence

• Own and grow a defined revenue pipeline in collaboration with the Consulting Growth Office and account delivery teams
• Lead or influence pursuit strategy for CPG accounts, from shaping the conversation early to closing
• Bring a point of view into client conversations before an RFX exists, identify where the problem is, frame the opportunity, and position Zensar as the right partner
• Build and maintain relationships with economic buyers, CFOs, CCOs, CPOs, not just program sponsors
• Own new logo conversion end-to-end, meaning personally leading solutioning, building the commercial narrative, and closing, not directing a pursuit team from the sidelines
• Develop and own domain centric solution constructs for CPG pursuits, RFXs, SOW framing, pricing rationale, and delivery approach, with direct hands-on involvement, not delegation
• Work across Zensars service lines, Data and Engineering, Experience Services, Digital Marketing, to assemble the right solution for each pursuit and ensure the CPG domain lens runs through the full proposal

Client Excellence

• Set the standard for how Zensar shows up with CPG clients, in the quality of thinking, the relevance of recommendations, and the credibility of the team we put in the room
• Actively participate in key client engagements at a strategic level, not to manage delivery, but to ensure the client relationship grows beyond the current SOW
• Own client satisfaction and advocacy at a practice level. NPS, repeat business, and reference-ability are outcomes this role is accountable for

Domain-Centric Delivery Aligned to SOW Commitments

• Ensure that IT delivery teams across CPG engagements are operating with domain context, not just technical competence
• Work with Delivery Heads to resolve situations where execution is drifting from the strategic intent of the engagement
• Review SOW commitments on key accounts and ensure the practice is delivering to the outcome, not just the activity
• Serve as the senior escalation point for clients when delivery conversations need strategic re-alignment

Capability Building

• Build a CPG consulting team that can hold its own against Big 4 and specialist boutiques
• Define the capability profile Zensar needs, by role, by seniority, and by domain specialisation
• Own the learning agenda for the CPG practice, structured programs, client exposure, and knowledge assets that make the team sharper over time
• Identify, hire, and develop the next layer of domain leaders within the practice based on visibility of the confirmed revenue pipeline.

Thought Leadership and Analyst Relations

• Represent Zensars CPG point of view externally, at industry forums, analyst briefings, and client events
• Build relationships with ISG, Everest Group, Avasant, Gartner, Forrester, and relevant CPG-focused analyst communities
• Publish, speak, and create content that positions Zensar as a credible voice in CPG transformation, not generic technology content, but opinionated, practitioner-grade thinking
• Develop a consistent drumbeat of thought leadership that supports both brand and pipeline

Industry Relationships

• Maintain and deepen relationships with senior leaders across Tier-1 CPG companies, built over a career, not from a CRM
• Represent Zensar at CPG industry associations, councils, and executive networks
• Bring external perspective into Zensar, what clients are prioritising, where the market is moving, and what competitors are doing, and use that to sharpen our positioning

GTM Partnerships

• Identify, establish, and nurture GTM relationships with relevant technology and platform partners, TPM/RGM platforms, data and AI vendors, cloud providers
• Shape co-sell and co-delivery models with partners that expand Zensars reach and credibility in CPG accounts
• Work with the Consulting, Delivery, Services Lines and Growth Office teams to formalise partner relationships into structured GTM motions with clear pipeline accountability

What We Are Looking For

Experience

• 18+ years of experience with a significant portion in CPG, either on the consulting - SDLC Implementation on either client side, or both
• Proven track record working with Tier-1 CPG companies, the kind where you have been in the room with the business, not just the IT team
• Has carried P&L or revenue responsibility, knows what it means to own a number, not just a project
• Has led large, complex IT programs and more importantly, has shaped the strategy that the program was built to deliver
• Multi-market experience, has operated across geographies, not just one region

Domain Knowledge

• Deep expertise in Revenue Growth Management, Trade Promotion Management, and Commercial Excellence
• Strong understanding of CPG value chain, from demand planning and supply chain through to trade execution and consumer engagement
• Familiarity with the AI and data landscape relevant to CPG and a credible point of view on where it is going
• Working knowledge of relevant platforms, Xtel, Salesforce CG Cloud, SAP, o9, or equivalent

Educational Qualifications (Good to Have)

• MBA or Post Graduate Diploma in Business Management from a reputed institution, preferably with a focus on Marketing, Strategy, or Operations
• B.Tech or equivalent undergraduate degree in Engineering or a related discipline
• Candidates with equivalent experience and demonstrated impact in lieu of formal qualifications will be considered

Leadership Profile

• Has built teams and developed talent, not just managed headcount
• Operates with executive presence, comfortable in board-level conversations without a script
• Thinks commercially, connects domain expertise to revenue outcomes naturally
• Brings an independent point of view, not someone who waits for the brief before forming an opinion

The Way You Will Need to Work

A few things that are important to be explicit about:

• This role starts without a team. You will not have a bench to delegate to. The expectation is that you are personally productive from day one, writing proposals, leading client conversations, shaping solutions, and developing content. The ability to build a team comes after you have demonstrated what the practice can do.
• You will need to travel, regularly and globally. Client relationships in CPG are built in person. This role requires presence across geographies, sometimes with short notice, and a willingness to be where the client is.
• You need to be hands-on. This is not a role for someone who reviews other peoples work. You will be in the room, on the whiteboard, writing the narrative, and closing the deal in association with the Sales, and Service Line teams.
• You will work across service lines. Data and Engineering, AI, Digital, and Managed Services are your partners, not your support structure. The ability to collaborate horizontally across Zensar and bring the right capability together for a client is core to how this role operates.

This role is not for someone who is looking for a senior delivery or program management position with a domain label attached. It is not for someone who needs a team around them to be effective. It is for someone who has already made the shift from execution to strategy, has the relationships and credibility to influence CPG C-suites, and is ready to build something, starting with their own hands.

Responsibilities

This is a senior leadership role for someone who has spent the better part of their career at the intersection of CPG business strategy and technology, and is now ready to build, own, and grow a practice.

The CPG Practice Director will be responsible for defining Zensars point of view in the Consumer Packaged Goods space, growing the revenue pipeline, and ensuring that what we deliver to clients reflects genuine domain expertise. This is not a delivery management role. It is an ownership role. The person in this seat will shape Zensars CPG narrative externally, build the internal capability to back it up, to turn domain credibility into commercial outcomes.

You will report into the Global Head of Industry Solutions Group, MCS

What You Will Own

AI-Native Innovation

• Define and drive Zensars AI-first agenda for CPG across Revenue Growth Management, Trade Promotion, Supply Chain, and Consumer Insights
• Identify where AI and GenAI create tangible business value for CPG clients and build that into our service offerings, not as a layer on top, but as the design principle
• Partner with Engineering and Data and Analytics practices to co-develop solutions that are commercially viable and domain-authentic
• Stay ahead of how CPG companies are adopting AI at scale and translate that into Zensar propositions before clients ask for them

Revenue Pipeline: Growth and Influence

• Own and grow a defined revenue pipeline in collaboration with the Consulting Growth Office and account delivery teams
• Lead or influence pursuit strategy for CPG accounts, from shaping the conversation early to closing
• Bring a point of view into client conversations before an RFX exists, identify where the problem is, frame the opportunity, and position Zensar as the right partner
• Build and maintain relationships with economic buyers, CFOs, CCOs, CPOs, not just program sponsors
• Own new logo conversion end-to-end, meaning personally leading solutioning, building the commercial narrative, and closing, not directing a pursuit team from the sidelines
• Develop and own domain centric solution constructs for CPG pursuits, RFXs, SOW framing, pricing rationale, and delivery approach, with direct hands‑on involvement, not delegation
• Work across Zensars service lines, Data and Engineering, Experience Services, Digital Marketing, to assemble the right solution for each pursuit and ensure the CPG domain lens runs through the full proposal

Client Excellence

• Set the standard for how Zensar shows up with CPG clients, in the quality of thinking, the relevance of recommendations, and the credibility of the team we put in the room
• Actively participate in key client engagements at a strategic level, not to manage delivery, but to ensure the client relationship grows beyond the current SOW
• Own client satisfaction and advocacy at a practice level. NPS, repeat business, and reference‑ability are outcomes this role is accountable for

Domain-Centric Delivery Aligned to SOW Commitments

• Ensure that IT delivery teams across CPG engagements are operating with domain context, not just technical competence
• Work with Delivery Heads to resolve situations where execution is drifting from the strategic intent of the engagement
• Review SOW commitments on key accounts and ensure the practice is delivering to the outcome, not just the activity
• Serve as the senior escalation point for clients when delivery conversations need strategic re‑alignment

Capability Building

• Build a CPG consulting team that can hold its own against Big 4 and specialist boutiques
• Define the capability profile Zensar needs, by role, by seniority, and by domain specialisation
• Own the learning agenda for the CPG practice, structured programs, client exposure, and knowledge assets that make the team sharper over time
• Identify, hire, and develop the next layer of domain leaders within the practice based on visibility of the confirmed revenue pipeline.

Thought Leadership and Analyst Relations

• Represent Zensars CPG point of view externally, at industry forums, analyst briefings, and client events
• Build relationships with ISG, Everest Group, Avasant, Gartner, Forrester, and relevant CPG‑focused analyst communities
• Publish, speak, and create content that positions Zensar as a credible voice in CPG transformation, not generic technology content, but opinionated, practitioner‑grade thinking
• Develop a consistent drumbeat of thought leadership that supports both brand and pipeline

Industry Relationships

• Maintain and deepen relationships with senior leaders across Tier‑1 CPG companies, built over a career, not from a CRM
• Represent Zensar at CPG industry associations, councils, and executive networks
• Bring external perspective into Zensar, what clients are prioritising, where the market is moving, and what competitors are doing, and use that to sharpen our positioning

GTM Partnerships

• Identify, establish, and nurture GTM relationships with relevant technology and platform partners, TPM/RGM platforms, data and AI vendors, cloud providers
• Shape co‑sell and co‑delivery models with partners that expand Zensars reach and credibility in CPG accounts
• Work with the Consulting, Delivery, Services Lines and Growth Office teams to formalise partner relationships into structured GTM motions with clear pipeline accountability

What We Are Looking For

Experience

• 18+ years of experience with a significant portion in CPG, either on the consulting - SDLC Implementation on either client side, or both
• Proven track record working with Tier‑1 CPG companies, the kind where you have been in the room with the business, not just the IT team
• Has carried P&L or revenue responsibility, knows what it means to own a number, not just a project
• Has led large, complex IT programs and more importantly, has shaped the strategy that the program was built to deliver
• Multi‑market experience, has operated across geographies, not just one region

Domain Knowledge

• Deep expertise in Revenue Growth Management, Trade Promotion Management, and Commercial Excellence
• Strong understanding of CPG value chain, from demand planning and supply chain through to trade execution and consumer engagement
• Familiarity with the AI and data landscape relevant to CPG and a credible point of view on where it is going
• Working knowledge of relevant platforms, Xtel, Salesforce CG Cloud, SAP, o9, or equivalent

Educational Qualifications (Good to Have)

• MBA or Post Graduate Diploma in Business Management from a reputed institution, preferably with a focus on Marketing, Strategy, or Operations
• B.Tech or equivalent undergraduate degree in Engineering or a related discipline
• Candidates with equivalent experience and demonstrated impact in lieu of formal qualifications will be considered

Leadership Profile

• Has built teams and developed talent, not just managed headcount
• Operates with executive presence, comfortable in board‑level conversations without a script
• Thinks commercially, connects domain expertise to revenue outcomes naturally
• Brings an independent point of view, not someone who waits for the brief before forming an opinion

The Way You Will Need to Work

A few things that are important to be explicit about:

• This role starts without a team. You will not have a bench to delegate to. The expectation is that you are personally productive from day one, writing proposals, leading client conversations, shaping solutions, and developing content. The ability to build a team comes after you have demonstrated what the practice can do.
• You will need to travel, regularly and globally. Client relationships in CPG are built in person. This role requires presence across geographies, sometimes with short notice, and a willingness to be where the client is.
• You need to be hands‑on. This is not a role for someone who reviews other peoples work. You will be in the room, on the whiteboard, writing the narrative, and closing the deal in association with the Sales, and Service Line teams.
• You will work across service lines. Data and Engineering, AI, Digital, and Managed Services are your partners, not your support structure. The ability to collaborate horizontally across Zensar and bring the right capability together for a client is core to how this role operates.

This role is not for someone who is looking for a senior delivery or program management position with a domain label attached. It is not for someone who needs a team around them to be effective. It is for someone who has already made the shift from execution to strategy, has the relationships and credibility to influence CPG C‑suites, and is ready to build something, starting with their own hands.

At Zensar, we’re experience‑led everything. We are committed to conceptualizing, designing, engineering, marketing, and managing digital solutions and experiences for over 130 leading enterprises. We are a company driven by a bold purpose: Together, we shape experiences for better futures. Whether for our clients, our people, or the world around us, this belief powers everything we do. At the heart of our culture is ONE with Client - a set of four core values that reflect who we are and how we work: One Zensar, Nurturing, Empowering, and Client Focus.

Part of the $4.8 billion RPG Group, we’re a community of 10,000+ innovators across 30+ global locations, including Milpitas, Seattle, Princeton, Cape Town, London, Zurich, Singapore, and Mexico City. Explore Life at Zensar and join us to Grow. Own. Achieve. Learn. to be the best version of yourself.

We believe the best work happens when individuality is celebrated, growth is encouraged, and well‑being is prioritized. We are an equal employment opportunity (EEO) and affirmative action employer, committed to creating an inclusive workplace. All qualified applicants will be considered without regard to race, creed, color, ancestry, religion, sex, national origin, citizenship, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veteran status.

Requirements: