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 Zensar's 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 Zensar's 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 Zensar's 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 Zensar's 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 Zensar's 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 Zensar's 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 people's 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.
What This Role Is Not
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.
