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
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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
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 whiteboar
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