Krishnaswamy Selvarajan

Transformational Executive Leader with 20+ years of global experience driving strategy, revenue optimization, and high-value commercial deals exceeding $8 billion. Proven track record of delivering exceptional outcomes across diverse sectors, including FMCG, Manufacturing, Consumer Durables, Telco, Banking and Automobile. As a trusted advisor to CXOs and Joint Venture Board member, I provide strategic counsel and lead complex projects with precision. My expertise spans corporate performance, revenue optimization, analytics, automation, and process management. A Lean Six Sigma Green Belt holder, I have established a Data & Analytics Centre of Excellence and centralized support functions to a Shared Services model. My leadership in M&A due diligence and digital transformation initiatives has earned me a reputation as a highly sought-after industry leader.

Apr 2024 – Present: UME SOLUTIONS – CONSULTING

PRINCIPAL CONSULTANT - STRATEGY, TRANSFORMATION & VALUE CREATION

Key Achievements

• Saved $4M+ for a media group by automating finance operations using AI/ML, cutting processing time (using RPA / BOT) by 84% and improving reporting clarity across workflows.
• Achieved 22% growth and 8–10% EBITDA uplift for a dairy major via GTM redesign, product mix optimization, margin-led product strategy, SKU rationalization, & distribution efficiency across networks & channels.
• Built an AI/ML-powered pricing recommendation engine using MDM for predictive analytics, elasticity modeling, and competitor benchmarking.
• Established Balanced Scorecards (Phase 1), KPI/KRA models, SLA, DOA, WFAP and GRC frameworks to drive governance and execution alignment.
• Converted complex business issues into digital roadmaps; led delivery through PMO governance and CXO Steering Committees.

Project 1: FMCG/Dairy Conglomerate – GTM, NPD, Pricing & Distribution

• Streamlined end-to-end logistics and distribution management using predictive models and automation tools-reducing stockouts by 37% and improving forecast accuracy by 45%.
• Developed an intelligent pricing & market decisioning platform integrating AI/ML, competitor data, VOC analytics, enabling precise positioning, elasticity-driven pricing, & scenario-based forecasting.
• Developed GTM across B2B, D2C, Export; launched high-margin NPDs using conjoint analysis, supported by ATL/BTL, loyalty, and distributor incentive programs.
• Integrated pricing, supply chain, sales, and marketing into a unified, governed execution framework

Project 2: Media Group – Monetization, M&A, and Commercial Efficiency

• Consolidated three firms under a unified commercial and operating structure, aligning GTM, content, and revenue ops to scale reach 2.5x and boost EBITDA by ~12%.
• Developed a 3-year monetization roadmap covering content syndication, programmatic channels, and partner alliances; phased ROI achieved in two quarters.
• Rolled out an incentive engine linked to sales KPIs and performance metrics (pilot underway).
• Led end-to-end M&A advisory including synergy mapping, funding decks, valuation models, and investor-readiness strategy.

Board Advisory & Governance

• Advised founders and CXOs on P&L transformation, investment prioritization, and business performance management across strategic and tactical horizons.
• Set up CoEs in automation, analytics, and GRC to scale institutional capability & drive execution.
• Chaired Steering Committees to monitor execution of digital, pricing, product, and commercial programs, ensuring strategic vision translated into measurable, tech-enabled business outcomes.

Jul 2018 – Feb 2024:   THE EMIRATES GROUP (EMIRATES FLIGHT CATERING)

ASST. VICE PRESIDENT STRATEGY, PRICING & REVENUE OPTIMISATION

Key Achievements & Strategic Growth

• Achieved 6% Profit Growth through tactical & strategic initiatives, yielding a saving of AED 240M.
• Successfully won EXPO 2020 contract valued at AED 550M+ through strategic negotiation, comprehensive feasibility assessments. 
• Improved CSAT and NPS by 15% using advanced data analytic models
• Architected & successfully executed a 5yr corporate strategy, driving revenue monetization, profit maximization, Customer Loyalty & Retention initiatives.

Strategic Leadership & Governance

• Board Member & Strategic Advisor for EKFC and subsidiaries-Bustanica, Cuisine Solutions, Linencraft, and Kosher Arabia-spearheading vertical / backward integration, cost efficiencies, and aviation partnerships within the Emirates ecosystem
• Oversee key functions, including Revenue Optimization (Pricing, Costing, Risk), Corporate Strategy, Centre of Excellence, Governance & Compliance, Commercial deal structuring, PMO, Change Management, Organizational effectiveness, Digital Transformation, Performance Management, & Insights & Reporting (Business Intelligence). 
• Partnership & Channel Management of Airlines, Lounges, HORECA, Retail (On/Off trade, E-Commerce) Trade & Bids. Expertly orchestrated investment appraisals for strategic diversification, securing high-value M&A, Partnerships & Joint Venture's
• Led Scalable Data Management (MDM) & Governance, leveraging cloud data architecture using advanced tools data integrators, Orchestrators using ML/AI-driven automation, and process re-engineering to enhance scalability, efficiency & integration.

Digital Transformation & Operational Excellence 

Led multiple various Transformation initiatives across functions like, Org. effectiveness initiatives, designing agile structures & change management. strategies for complex projects. Including,

• Project LEAP (Financial) - Transformed legacy pricing methods with AI/ML-driven models, cutting turnaround time by 84% and manpower by 50% driving competitiveness via data-driven strategies
• Projects NEXUS & NAJM (Operation/Functional) - Combined Net annual saving achieved AED 72M. NEXUS (AED 16M) focused on BOT-driven processes, enterprise system integration. NAJM (AED 56M) utilized microservices, advanced analytics, & forecasting models for resource optimization.
• Project RIGHTSOURCING (Procurement) - Achieved AED 56M savings by transitioning AED 244M from outsourcing to in-house production through advanced strategic & scenario-based analyses.

Business Process Excellence & Governance

• Balanced Scorecard (BSC) - Designed, developed and implemented BSCs for 14K+ employees, integrating automated bonus calculations and real-time insights to enhance governance and drive performance through a dynamic top-down and bottom-up approach.
• GRC - Developed SLA frameworks, governance KPIs, risk metrics & DOA matrix. Crafted performance handbooks and led process re-engineering to enhance value & retention.
• As Chairperson of the Strategic Business Forum, advanced revenue and market share through Lean Six Sigma initiatives. Provided executive insights on risk, performance (BSC's - KRA's / KPI's), and strategic frameworks to drive alignment and integrate key initiatives.

Oct 2015 – Jun 2018:   OOREDOO GROUP

HEAD OF PRICING, PERFORMANCE & RISK ANALYSIS (Market: GCC, SEA)            

Key Achievements & Strategic Growth

• Drove QAR 106M profit growth and expanded market share by 3%, securing a dominant #1 Rank with an 81% share. Managing all channels -B2B, B2C, B2B2C, E-Commerce, Trade Channels and Bids.
• Global Deal Management - Led full deal lifecycle from pricing to contract closure, negotiating financial terms & optimizing risk exposure on USD 750M+ deals
• Strategic Pricing & Growth - Developed agile pricing frameworks to support NPD, market expansion, and regulatory shifts, boosting revenue and profitability through innovation and sharp negotiations.

Digital Transformation & Operational Excellence - Successfully driven multiple projects, including,

• Transformed commercial business operations by leveraging cloud-based tools (Integration - Azure, OTT/IOT, M2M), RPA, BOTs, Micro-services modules, Data Models to drive revenue optimization, performance management and stakeholder alignment. 
• Project KASHKA (Digital Convergence) - Led organisation-wide automation, digitisation initiatives, employing innovative problem-solving with agile project management methodologies to tackle complex challenges. 
• Project NAJOOM (Finance Transformation) - Built a bespoke Finance Risk Model ground up for Product Pricing & Customer Loyalty/ Retention using advanced data analytic to drive CLVM (Up/Cross Sell) and profitability.

Centre of Excellence (COE) & Performance Management

• Led AI-driven automation. cloud-based data governance, optimizing workflows, integrating MDM, enforcing policies, SLAs, compliance frameworks for scalable, efficient, & insight-driven operations.
• Established enterprise-wide performance, risk management frameworks, integrating BSC-driven KPIs, automated reporting, governance models with SLAs, policies, & approval workflows to enhance operational resilience.

Aug 2011 – June 2015:
RELIANCE RETAIL / JIO 

VICE PRESIDENT – CENTRE OF EXCELLENCE (STRATEGY, PLANNING) (Market: INDIA)   

Key Achievements & Strategic Growth

• Led the development and execution of a groundbreaking Go-to-Market (GTM) strategy, successfully onboarding 86Million customers in 100 days.
• Standardized pricing frameworks across channels, ensuring best practices & governance for strategic bids and revenue models (BOT Models using advanced algorithm for inventory planning, enhancing process efficiency & minimising costs)
• Improved NPS, CSAT, profits through exhibiting exceptional leadership skills, overseeing performance reporting throughout the entire lifecycle of projects. Aligning business propositions (strategic brand position, cost-effective acquisition, and targeted promotions) with market potential by leveraging VOC insights, competitive benchmarking, feasibility studies to drive retail success and enhance customer lifetime value.

Strategic Growth & Market Leadership

• Spearheaded multi-channel expansion across Channels, Trade segments, Bids, leveraging tactical partnerships and venture capitalization to maximize market penetration and revenue growth.
• Led 15+ strategic acquisitions in technology, OTT, content, hosting, and M2M, securing first-mover advantage, driving market consolidation through high-value M&A, JV's, & diversification initiatives.
• Orchestrated disruptive product and market capitalization strategies, propelling the business from 11th to No.1 in the country and No.2 globally in customer base, value, and service excellence, ensuring planned ROI and sustained competitive advantage.

Digital Transformation, Process Excellence & Change Management - Led multiple digital transformation projects, including Project VIJAY, Project INFOCOMM, & Project JIO. Resulting:

• Process re-engineering and optimisation, achieving global benchmark status with over 38,000 physical touch-points and online/mobile integration
• Drove nationwide retail success through digital convergence, asset monetization, and AI-driven inventory optimization for enhanced efficiency and transparency.

Leadership & Strategic Execution

• As the leader of the Centre of Excellence for Strategy, Pricing, Business Process Excellence (Automation), and Analytics. Including successfully integrated B2B, B2C, B2B2C, E-commerce, Digital channels, driving unprecedented growth and setting a new benchmark for the industry.
• Conceptualised and implemented a comprehensive product portfolio using market research, gap analysis, and financial risk assessment to identify growth opportunities. Executed targeted GTM strategies to optimise revenue, drive innovation, reduce costs, and enhance process efficiency.

• B.E. In Electrical and Electronics Bharathiar University, INDIA
• M.Sc. in Information & Communication Technology, Coventry University, U.K
• Executive education: in Strategic Pricing & Tactics, The University of Chicago Booth School of Business, USA

• Attained MIET Status - Institution of Engineering and Technology (IET), U.K