Shantanu Phansalkar
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NSE-LISTED P&L LEADER · INDIA · UAE · GCC | $36M COMMERCIAL P&L

I Build Scalable Growth Engines Boards Can Forecast.

97% board forecast accuracy across 12 cycles. Built the Predictable Revenue OS: the system behind ₹115 Cr → ₹304 Cr, 18 countries. VP Growth @ TBI Corn (NSE), $36M P&L owned. Former founder: $700K → $5M, exited 2021.

25+ years building value systems (Client Acquisition, Capital Acquisition, Fulfilment), now codified into Predictable Revenue OS.

Revenue Scaled, FY23–FY26
₹115 Cr → ₹304 Cr
Revenue Scaled, FY23–FY26
Board Forecast Accuracy, 12 Cycles
97%
Board Forecast Accuracy, 12 Cycles
Countries, Export Footprint
18
Countries, Export Footprint
Commercial Team Led, Board Reporting
15
Commercial Team Led, Board Reporting
Explore Predictable Revenue OS

NSE LISTED · ITC VALUABLE & TRUSTED PARTNER AWARD WINNER · DUBAI ECONOMY STRATEGIC PARTNER AWARD WINNER · FORTUNE 500 CUSTOMERS

Operating across India · UAE · GCC. Based in Pune.

Shantanu Phansalkar, enterprise commercial leader across India and the GCC

Shantanu Phansalkar

Enterprise Commercial Leader

CORE DOMAINS

Commercial Strategy · Global RevOps · Cross-Border Trade (18 Countries)

“We needed a high-powered steering committee. Shantanu got us McKinsey, Deloitte, Emaar, Microsoft and Coca-Cola in the room. Remarkable access.”
Dubai EconomyKara Benallal· Dubai Economy, Government of Dubai

25+ YEARS OF COMMERCIAL EXECUTION

Track Record Built Inside Operating Businesses.

Different industries. Complex markets. Same standard: commercial governance, operational rigor, and revenue boards can forecast.

₹304 Cr ($36M)

Commercial P&L Owned

TBI Corn, FY26. Grown 2.6x from ₹115 Cr in FY23.

₹761+ Cr

B2B Pipeline Generated

Built through ICP qualification, deal scoring, and stage-gating.

18

Countries, Export Footprint

Rebuilt an export book that had fallen from 27% to 6% of revenue, with buyers across the GCC, Southeast Asia and Africa.

97%

Board Forecast Accuracy

Delivered over 12 consecutive board reporting cycles at TBI Corn.

$700K → $5M

Founder & Exit, Dubai

Founded an entrepreneur platform of magazines and flagship summits, then added outdoor media by acquiring a distressed operator with 25 sites. $24M+ cumulative volume. Exited in 2021.

₹50 Cr+ Capital Mobilized

Capital Acquisition System

Structured data-backed investment memoranda and financial models for ₹100 Cr+ in development value.

Public Programs, Commercial Partners & Enterprise Alliances

Companies and brands worked with across India, the GCC and international markets

WHY BOARDS AND FOUNDERS BRING ME IN

Most B2B Businesses Don't Have a Sales Problem. They Have an Engine Problem.

They don't need more salespeople. They need an operating system that connects revenue to strategy, governance to growth, and execution to board-level accountability. A commercial engine the board can forecast.

EXECUTIVE CAPABILITIES & STRATEGIC FOCUS

Where Commercial Systems Meet Enterprise Scale.

01

Client Acquisition System

Revenue & Go-To-Market, Enterprise Partnerships, Export Market Entry. Built through ICP qualification, deal scoring, stage-gating and ecosystem governance. Not outreach: operating rigor.

Proven Metric

₹115 Cr → ₹304 Cr revenue · ₹761+ Cr B2B pipeline generated · 18-country export footprint

02

Capital Acquisition System

Capital mobilization through data-backed investment memoranda, financial modeling, and bank & investor alliances. Structured to align risk, return and governance. Not pitches.

Proven Metric

₹50 Cr+ raised · ₹100 Cr+ structured · ₹150 Cr+ qualified pipeline

03

Fulfilment System

Commercial P&L & Pricing Architecture, RevOps & Forecasting Systems, Board-Level Sales Governance. SOPs, SLAs and cross-functional cadence that delivered 97% forecast accuracy across 12 board reporting cycles.

Proven Metric

97% forecast accuracy · ITC Valuable & Trusted Partner Award 2025 · 40% B2B customer base growth

THE OPERATING THESIS

Every B2B Business Runs on Two Engines.

A growth engine wins the right customers. A fulfilment engine keeps the promises that win the next order. Most companies build one and starve the other. I build both, and connect them so sales only sells what operations can deliver at a margin.

ENGINE 01 · GROWTH ENGINE (CLIENT ACQUISITION)

Predictable Revenue OS

Target → Attract → Convert

Margin-led customer selection, enterprise origination, stage-gated pipeline and a forecast the board can rely on.

Proof

₹115 Cr → ₹304 Cr revenue · ₹761+ Cr B2B pipeline generated · 97% forecast accuracy

See Predictable Revenue OS →

ENGINE 02 · FULFILMENT ENGINE (CLIENT DELIVERY)

Fulfilment OS

Deliver → Grow

Commercial, plant, quality and supply chain working to one set of customer commitments, so service levels hold and key accounts expand.

Proof

ITC Valuable & Trusted Partner Award 2025, the only corn-derivative supplier recognised, for service-level delivery across Commercial, Plant and Supply Chain · 40% growth in B2B customer base

01 / Target

Growth Engine

Margin-Led ICP Qualification

Stop chasing low-margin volume. Define Ideal Customer Profiles based on gross margin contribution, working capital impact, and multi-year lifetime value. Focus enterprise resources strictly on deals worth winning.

02 / Attract

Growth Engine

Signal-Based Enterprise Origination

Move past generic cold outreach. Deploy buyer-signal tracking, multi-stakeholder mapping, and executive positioning to initiate peer-to-peer dialogues with supply chain heads and C-suite decision-makers.

03 / Convert

Growth Engine

Stage-Gated Pipeline Governance

Eliminate pipeline optimism. Implement strict exit criteria for each deal stage, objective deal scoring, and dynamic pricing models to deliver 97% forecast accuracy directly to the board.

04 / Deliver

Fulfilment Engine

Cross-Functional SLA Alignment

Commercial commitments mean nothing if the plant or supply chain fails. Align Sales, Operations, Quality, and Finance into unified customer SLAs, protecting margins and earning vendor-of-choice recognition (demonstrated by our ITC Award).

05 / Grow

Fulfilment Engine

Key Account Growth & Global Expansion

Expand wallet share within flagship accounts through structured QBRs and multi-year supply contracts. Replicate domestic commercial discipline into cross-border export channels across hard-to-enter international markets.

The system in 8 minutes

The whole system in 8 minutes.

From Target to Grow. How messy sales become predictable revenue.

Predictable Revenue OS: Executive Walkthrough (8 Minutes)

Commercial Case Studies

Three Businesses. One Commercial Discipline.

Three defining chapters showing how commercial systems, market origination and governance build enterprise value.

Chapter 01

2023 - Present, Pune, India

Public Agribusiness & Manufacturing

TBI Corn Limited (NSE: EMERGE Listed)

Vice President, Growth & Partnerships | Commercial & Export Leadership

The Context

A prominent corn-processing enterprise with modern manufacturing infrastructure, but without a formal commercial system. Topline growth was heavily reliant on domestic market cycles, and the export portfolio had contracted to ~6% of total revenue.

What I Built

  • Recruited as the first dedicated commercial leader in company history.
  • Built the Predictable Revenue OS from zero: structured CRM hygiene, pipeline stage gating, margin-based deal scoring, and dynamic pricing governance.
  • Aligned Plant Operations, Quality, and Commercial teams under unified customer delivery SOPs.
  • Cold-originated marquee enterprise accounts without warm introductions.

The Outcomes

  • 2.6x Topline GrowthRevenue expanded from ₹115 Cr to ₹304 Cr (FY23-FY26).
  • ~150% YoY Export SurgeRebuilt into an active 18-country footprint across GCC, SE Asia, Africa.
  • 97% Board Forecast AccuracyMaintained across 12 consecutive board reporting cycles.
  • ITC Valuable & Trusted Partner Award WinnerOnly corn-derivative supplier recognised for service-level delivery across Commercial, Plant and Supply Chain.
Explore TBI Corn →

Chapter 02

2015 - 2021, Dubai, United Arab Emirates

Regional Platform Scale-Up & Governance

SPI Greatsands Group

Founder & Managing Director

The Context

Founded in Dubai as a platform for entrepreneurs to come together, learn and grow. It started with three magazines (The Intelligent SME, Innovation & Tech, Apps Middle East) and grew into industry-leading summits, the Emirates NBD Global Business Series and, later, outdoor media.

What I Built

  • Grew the platform from three magazines into the SME World Summit, Global Innovation Summit, Global App Summit and the Emirates NBD Global Business Series, interactive sessions with the UAE's business leaders.
  • Designed SME ecosystem governance model with Dubai Economy and operationalized it through the Dubai Economy Ease of Doing Business Steering Committee and partnership with Dubai SME.
  • Raised private capital from HNIs to acquire a distressed outdoor media operator, then renegotiated the site agreements to transfer all 25 sites to SPI Greatsands.

The Outcomes

  • Founder & ExitScaled revenues from $700K to $5.0M ($24M+ cumulative platform volume) and exited through a full sale in 2021.
  • Public-Private AlliancesFormalized long-term partnerships with Dubai Economy, Emirates NBD, First Abu Dhabi Bank.
  • C-Suite EcosystemBuilt community of 21,000+ business leaders monetized through corporate sponsorships, market-entry retainers, and trade delegations.
  • Dubai Economy Strategic Partner Award WinnerConferred by the Government of Dubai for contributions to SME business ecosystem.

Chapter 03

2021 - 2023, Pune & Mumbai, India

Real Estate Origination & Capital Structuring

AONE Real Estate Group

Director, Growth & Investment Strategy

The Context

A regional real estate developer seeking to transition from balance-sheet-constrained development to structured, fund-backed urban redevelopment.

What I Built

  • Built deal origination framework and project underwriting engine from ground up.
  • Structured Joint Development Agreements and SPV governance models with margin guardrails, title diligence, and defined exits.
  • Founded AONE Business Network, formalising relationships with family offices, investors, and landowners.

The Outcomes

  • ₹50 Cr+ Capital MobilizedPackaged investment memoranda and financial models that secured funding from tier-1 lenders and investors.
  • ₹100 Cr+ Development Value StructuredOriginated and structured redevelopment transactions through SPV and joint-development frameworks.
  • ₹150 Cr+ Qualified PipelineEstablished self-sustaining origination pipeline based on repeatable feasibility frameworks.
Explore Aone Legacy →

Convening power & dialogue

Operating in the rooms where regional strategy is set.

Direct access, unscripted dialogues, and strategic convening power across the GCC's largest conglomerates and economic bodies.

The rooms: Emirates NBD Global Business Series

Unscripted sessions with conglomerate leaders & government-owned groups.

Curated, recorded, and hosted by Shantanu Phansalkar in partnership with Emirates NBD.

Al Habtoor Group

Mohammed Khalaf Al Habtoor

Vice Chairman & CEO, Al Habtoor Group

Dialogue focus: Conglomerate resilience, multi-sector capital allocation, and regional governance.

Sobha Group

PNC Menon

Founder & Chairman, Sobha Group

Dialogue focus: Backward integration, quality standards, and large-scale real estate development.

DMCC

Ahmed Bin Sulayem

Executive Chairman & CEO, DMCC (Dubai Multi Commodities Centre)

Dialogue focus: Global commodity flows, free zone economics, and cross-border trade infrastructure.

Danube Group

Rizwan Sajan

Founder & Chairman, Danube Group

Dialogue focus: High-velocity building material distribution, supply chain logistics, and retail scaling.

Jumeirah Group

Gerald Lawless

Former President & Group CEO, Jumeirah Group

Dialogue focus: Global hospitality brand standards, scaling state-owned assets, and world-class service design.

RAKEZ

Ramy Jallad

Group CEO, RAKEZ (Ras Al Khaimah Economic Zone)

Dialogue focus: Industrial ecosystem development, regional manufacturing growth, and FDI attraction.

Explore the full archive →

Ecosystem governance & public-private partnerships

SME ecosystems don't scale through events. They scale through steering committees, bank partnerships and enterprise SLAs.

Summits were the execution layer for ecosystem strategy built with Dubai Economy, Dubai SME, Emirates NBD, First Abu Dhabi Bank and Dubai Tourism.

Governance Focus: Ease of Doing Business policy, SME capital access, cross-border trade infrastructure.

Ecosystem impact validated

The operating model was recognised as a regional benchmark and referenced across global platforms.

CNNCNBC ArabiaSky News ArabiaDubai TVDubai OneCity 7 TV

CNN

Global Innovation Summit

Founded and ran 5 editions with Dubai SME.

Sky News Arabia

Regional Economic Policy & Enterprise Growth

Coverage of enterprise growth across the GCC.

Dubai One

Global App & Technology Summits

Connecting regional enterprises with international platforms.

City 7 TV

The SME World Summit

Building high-impact commercial ecosystems in the UAE.

Awards & honors

Recognition from government and enterprise partners.

2017, MIDDLE EAST AWARDS ASSOCIATION, UAE

MENA Business Leader Award

Conferred by the Middle East Awards Association in recognition of regional commercial leadership and scaling B2B platforms through governance and operational rigor.

Ecosystem & Strategic Reach

Capital, Markets, and Governance Move on Trust.

Over 25 years of consistent delivery across India and the GCC has built an active ecosystem of public-sector leaders, enterprise founders, and investors.

21,000+

Senior Decision-Makers & Leaders

Executive C-Suite community built through public-private governance and steering committees. Not outreach.

12,000+

Enterprise Leaders on LinkedIn

Verified Professional Network, direct connections with Managing Directors, Board Chairs, Enterprise Supply Chain Heads and Capital Partners.

1,250+

Members, Apex Growth Forum

Founder and operator peer forum of founders, commercial heads and growth executives focused on building scalable, repeatable revenue systems.

Enterprise partnerships, cross-border export agreements, and serious capital do not start through cold channels. They move through established trust and verified execution.

Connect on LinkedIn →Request Access to Apex Growth Forum →

BUILT, NOT BORROWED

The Operating Systems Behind the Results.

Running at TBI Corn

Predictable Revenue OS

The growth engine behind the climb from ₹115 Cr to ₹304 Cr. ICP qualification, deal scoring, stage-gating, pricing governance and board forecast cadence.

See Predictable Revenue OS →
In development

Fulfilment OS

The delivery engine behind the ITC Valuable & Trusted Partner Award. Cross-functional SOPs and SLAs aligning Commercial, Plant, Quality and Supply Chain.

Private beta

Linkfluence

An AI-native LinkedIn content platform for B2B leaders building authority.

In a mandate, these become the company's operating toolkit, not a side business.

Commercial Philosophy & Governance

Six Principles That Guide Commercial Execution.

01 /

Clarity Before Action

I don't chase revenue. I audit how the business actually makes money, who really buys, and where it leaks.

02 /

Relevance Before Revenue

Enterprise sales cycles compress when you solve an urgent P&L problem, not when you pitch product.

03 /

Trust Compresses Sales Cycles

Enterprise closes faster when you reduce risk, not when you push harder. Governance, SOPs and SLAs reduce risk.

04 /

Capital Demands Operational Rigor

Capital doesn't need decks. It needs clean title, structured governance, margin guardrails and defined exits.

05 /

Relationships Provide Asymmetric Advantage

Outreach opens doors. Trust built through consistent delivery and board-level governance creates asymmetric access to capital, markets and enterprise.

06 /

Systems Make Excellence Repeatable

Without SOPs, SLAs and forecast cadence, results are accidents. With them, excellence is repeatable.

HOW I START

What Happens in My First 90 Days.

01 /

Days 1-30

Diagnose

Map how revenue actually happens. Audit ICP, pipeline hygiene, pricing leaks, and cross-functional handoffs between Commercial, Plant, Quality and Supply Chain.

02 /

Days 31-60

Install

Build stage-gating, deal scoring, pricing governance and forecast cadence. SOPs, SLAs and board reporting rhythm.

03 /

Days 61-90

Prove

Show pipeline health, forecast accuracy and delivery SLAs. Revenue boards can plan around.

The cadence works the same on site or leading remotely.

Questions boards and partners ask

What Boards and Partners Ask Before a Mandate.

Are you open to a full-time role?

+

Yes. I'm looking for a full-time commercial leadership role: CCO, CRO, Country Head or Head of India. Remote roles are my first preference, across India, the UAE and the GCC. Relocation is open for the right mandate.

What happens to Predictable Revenue OS and other platforms?

+

They are operating systems, not side businesses. In a mandate they become the company's toolkit. No conflict, no distraction: just systems the board can audit.

What kind of business fits best?

+

B2B manufacturing, agri-processing, industrial and platform businesses with ₹100 Cr+ ambition, board governance and a need for Client Acquisition, Capital Acquisition and Fulfilment systems. India, UAE, GCC.

How large a team have you led?

+

15-member commercial team at TBI Corn with board reporting, plus cross-functional alignment across Plant, Quality and Supply Chain. Built and led teams across Dubai and India for 25+ years.

Can you lead a commercial team remotely?

+

Yes. The cadence is weekly forecasts, pipeline reviews and account plans, built to run across sites and time zones. The 18-country export business already works that way.

How do you structure for forecast accuracy?

+

Through stage-gating, deal scoring, pricing governance and weekly forecast cadence. That is how 97% accuracy was delivered across 12 consecutive board reporting cycles.

Are references available?

+

Board and enterprise references available on confidential request. The ITC Valuable & Trusted Partner Award and the Dubai Economy Strategic Partner Award are public validation of service-level delivery.

Ways to Engage

Three Ways I Create Value in a Mandate.

I build value systems (Client Acquisition, Capital Acquisition, Fulfilment) that boards can forecast.

01 /

Commercial Operating System

Install Predictable Revenue OS and Fulfilment OS to create revenue boards can forecast. Client, Capital and Fulfilment, connected.

02 /

Market Entry & Export Scale-Up

Build the 18-country export framework (ICP, channel governance, pricing and delivery SOPs) for India to GCC, SE Asia, Africa.

03 /

Capital & Ecosystem Structuring

Originate and structure capital through investment memoranda, financial models and bank alliances. Joint Development Agreements, SPV governance and ecosystem leverage.

View Full Track RecordRequest Board ProfileView LinkedIn Profile →

NSE LISTED P&L LEADER · ITC VALUABLE & TRUSTED PARTNER AWARD WINNER · DUBAI ECONOMY STRATEGIC PARTNER AWARD WINNER

Direct Contact Channels

Confidential Line / WhatsApp

+91 7709996909

Strategic Conversations Start with Operational Alignment.

Based in Pune. Operating across India · UAE · GCC.

A full executive profile, board-reporting summaries and references are available on confidential request.