Shantanu Phansalkar
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COMMERCIAL STRATEGY · REVENUE OPERATIONS · GLOBAL EXPANSION

Engineering Predictable Revenue Engines for Enterprise Scale.

For 25+ years across India and the GCC, my mandate inside businesses has been consistent: build the commercial operating system where none existed. At NSE-listed TBI Corn, I engineered the systems that expanded revenue from ₹115 Cr to ₹304 Cr and rebuilt an 18-country export footprint. Across listed manufacturing, private real estate, and government-backed platforms in Dubai, I replace founder dependency with institutional architecture—making growth repeatable, measurable, and protected by gross margin.

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Shantanu Phansalkar — commercial growth partner to founders and business leaders

Shantanu Phansalkar

Enterprise Commercial Leader

CORE DOMAINS

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

“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. A consistent standard of commercial governance and disciplined revenue growth.

₹0+ Cr

Enterprise Revenue Managed

Across listed manufacturing, real estate origination, and regional media.

₹0+ Cr

Cumulative Pipeline Influenced

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

0

Active Global Export Footprint

Cross-border distribution established across the GCC, SE Asia, and Africa.

0%

Board Forecast Accuracy

Delivered over 12 consecutive public reporting cycles at TBI Corn Limited.

$0M+

Regional Platform Scale-Up

Turned a distressed Dubai acquisition into a leading B2B institutional platform.

0+

Senior Executive & Institutional Network

C-level community across the UAE and India built through consistent delivery.

Institutional Initiatives, Commercial Programs & Enterprise Alliances

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

EXECUTIVE CAPABILITIES & STRATEGIC FOCUS

Where Commercial Architecture Meets Institutional Scale.

Sustainable enterprise growth requires aligning three critical levers: predictable revenue systems, disciplined capital structures, and high-barrier market access.

01

Commercial Architecture & RevOps

Institutionalize the Revenue Engine

Replace founder dependency and ad-hoc dealmaking with a structured commercial operating system. Build end-to-end pipeline governance, deal scoring, margin-protected pricing architecture, and cross-functional SLAs that make revenue predictable and accountable to the board.

Proven Metric

Scaled TBI Corn from ₹115 Cr to ₹304 Cr with 97% board forecast accuracy.

02

Capital Strategy & Board Governance

Investment Readiness & Transaction Structuring

Prepare businesses for institutional capital, debt syndication, or public market scrutiny. Develop data-backed underwriting models, structure SPV/JDA frameworks, and institute rigorous board-reporting cadences that align operational reality with investor expectations.

Proven Metric

Structured ₹100 Cr+ in redevelopment projects and mobilized ₹50 Cr+ in institutional funding at AONE.

03

Global Expansion & Institutional Access

Cross-Border Market Entry & Enterprise Alliances

Unlock high-barrier regional and international markets across India, the GCC, and Southeast Asia. Navigate complex regulatory frameworks, establish public-private partnerships, and originate multi-year enterprise supply contracts with tier-1 conglomerates.

Proven Metric

Rebuilt an 18-country export footprint; built long-term alliances with Dubai Economy, Emirates NBD, and FAB.

THE OPERATING METHODOLOGY

Growth Isn't the Problem. The Commercial Architecture Is.

Most enterprises hit a growth ceiling because revenue relies on founder heroics, unrepeatable sales individualists, or market momentum. Predictable Revenue OS replaces dependency with an institutional cadence where every stage is measurable, governed, and repeatable.

01 / Target

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

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

Stage-Gated Pipeline Governance

Eliminate pipeline optimism. Implement strict exit criteria for each deal stage, objective deal scoring, and dynamic pricing models to deliver 95%+ forecast predictability directly to the board.

04 / Deliver

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

Institutional Account Farming & 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 high-barrier 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 Architecture & Walkthrough (8 Minutes)

Institutional 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 institutions.

The rooms — Emirates NBD Global Business Series

Unscripted sessions with conglomerate leaders & sovereign entities.

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 institutional 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, sovereign asset scaling, and world-class service architecture.

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 →

Global broadcast media archive

Regional impact covered on the global broadcast stage.

Major business summits and economic initiatives featured across leading international networks.

CNNCNBC ArabiaDubai TVAl ArabiyaWAMSky News ArabiaDubai OneCity 7 TV

CNN

Global Innovation Summit

Convening 2,000+ business leaders 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.

Institutional awards & honors

Audited recognition from government & enterprise partners.

2017 · Dubai, UAE

MENA Business Leader Award

Conferred in recognition of regional commercial turnaround leadership and scaling B2B media and executive platforms.

Commercial Case Studies

Built Inside Operating Businesses.

Three defining chapters demonstrating how commercial architecture, market origination, and governance drive enterprise value.

Chapter 01

2023 – Present · Pune, India

Public Agribusiness & Manufacturing

TBI Corn Limited (NSE: EMERGE Listed)

Vice President – Growth & Partnerships | Commercial Strategy & RevOps

The Context

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

The Architecture Installed

  • 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 (including DFM Foods and Guiltfree Industries/RPSG Group).

The Audited Outcomes

  • 2.6× Topline GrowthRevenue expanded from ₹115 Cr to ₹304 Cr (FY23–FY26; +92% growth from ₹158 Cr in FY24).
  • ~150% YoY Global Export Surge (FY26)Rebuilt the international book into an active 18-country footprint across the GCC, Southeast Asia, and Africa.
  • 97% Board Forecast AccuracyMaintained across 12 consecutive public reporting cycles for the Board and Managing Director.
  • ITC Valuable & Trusted Partner Award (Milan, 2025)The sole corn supplier honored globally by ITC for operational SLA excellence.
Explore TBI Corn →

Chapter 02

2015 – 2021 · Dubai, United Arab Emirates

Regional Platform Scale-Up & Governance

SPI Greatsands Group

Founder & Managing Director

The Context

Acquired the assets of a distressed media and events operator in Dubai during a challenging regional cycle. The business faced legacy liabilities, unoptimized real estate contracts, and lacked recurring institutional revenue streams.

The Architecture Installed

  • Restructured corporate debt, renegotiated master leases, and pivoted the business from traditional publishing into an enterprise executive platform and market-access engine.
  • Established the Dubai Economy Ease of Doing Business Steering Committee and partnered with Dubai SME to curate five editions of the Global Innovation Summit.
  • Mobilized private rounds of growth capital and secured 45+ premium outdoor retail media locations.

The Audited Outcomes

  • Commercial TurnaroundScaled revenues from $700K to $5.0M ($24M+ cumulative platform volume).
  • Institutional Public-Private AlliancesFormalized long-term partnerships with Dubai Economy, Emirates NBD, First Abu Dhabi Bank, Dubai Tourism, and Dubai Airport Authority.
  • C-Suite EcosystemBuilt a verified community of 21,000+ business leaders, monetized through corporate sponsorships, market-entry retainers, and trade delegations.
  • Dubai Economy Strategic Partner Award (2019)Conferred by the Government of Dubai for contributions to the 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, institutional capital-backed urban redevelopment.

The Architecture Installed

  • Built an institutional deal-origination framework and project-underwriting engine from the ground up.
  • Structured Joint Development Agreements (JDAs) and SPV governance models with clear margin guardrails, title diligence, and defined exit paths.
  • Founded the AONE Business Network, institutionalizing relationships with family offices, high-net-worth investors, and regional landowners.

The Audited Outcomes

  • ₹50 Cr+ Institutional Capital MobilizedPackaged data-backed investment memoranda and financial models that secured tier-1 institutional funding.
  • ₹100 Cr+ Development Value StructuredSuccessfully originated and closed landmark urban redevelopment transactions.
  • ₹150 Cr+ Qualified PipelineEstablished a self-sustaining origination pipeline based on repeatable land-acquisition feasibility frameworks.
Explore Aone Legacy →

Ecosystem & Strategic Reach

Capital, Markets, and Governance Move on Trust.

Over 25 years of consistent delivery across India and the GCC has built a verified, active ecosystem of institutional leaders, enterprise founders, and investors.

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Senior Decision-Makers & Leaders

Executive C-Suite Community — an active cross-border network built across the UAE, GCC, and India through summits, public-private steering committees, and corporate initiatives.

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Enterprise Leaders on LinkedIn

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

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Members · Apex Growth Forum

Founder & Operator Peer Forum — a curated peer network of ambitious founders, commercial heads, and growth executives focused on building scalable, repeatable revenue systems.

Enterprise partnerships, cross-border export agreements, and institutional capital do not originate through cold channels—they move through established trust and verified execution.

Connect on LinkedIn →Request Access to Apex Growth Forum →

Commercial Philosophy & Governance

Six Principles That Guide Commercial Execution.

Sustainable growth is not built on temporary sales tactics. It is built on disciplined thinking, rigorous governance, and operational integrity.

01 /

Clarity Before Action

Diagnose the structural commercial reality before deploying capital or sales effort. A flawed market thesis executed with speed only accelerates failure.

02 /

Relevance Before Revenue

Enterprise buyers and sovereign partners do not buy products—they buy solutions to their operational risks. Solve the counterparty’s strategic bottleneck first; margin and revenue naturally follow.

03 /

Trust Compresses Sales Cycles

Complex enterprise contracts and cross-border trade stall on perceived risk, not pricing. Transparent service standards, verifiable SLAs, and institutional integrity shorten deal cycles faster than any negotiation tactic.

04 /

Capital Demands Operational Rigor

Investors and boards allocate capital to predictable engines, not optimistic projections. A compelling strategic story backed by disciplined underwriting and 95%+ forecast accuracy will always command funding.

05 /

Relationships Provide Asymmetric Advantage

High-barrier international markets do not open through unsolicited outreach. Decades of verified execution and peer-level credibility create direct pathways into boardrooms and ministerial entities.

06 /

Systems Institutionalize Excellence

If commercial success depends on individual heroics, the business is unscalable and fragile. The objective is to build closed-loop systems and cultural cadences where excellence repeats autonomously.

Confidential Inquiries & Engagements

Strategic Conversations Start with Operational Alignment.

Whether you are scaling an enterprise, evaluating cross-border expansion across India and the GCC, or institutionalizing commercial governance for board readiness—let’s discuss the mandate.

01 /

Executive Commercial Leadership

Direct P&L and commercial architecture mandates as Chief Revenue Officer (CRO), Chief Commercial Officer (CCO), or Head of Global Expansion.

02 /

PE & VC Portfolio Advisory

Operating partner engagements focused on commercial due diligence, RevOps turnaround, and building predictive forecasting engines to maximize EBITDA.

03 /

Cross-Border Market Entry (India ↔ GCC)

High-level advisory for international manufacturing, agtech, or enterprise platforms requiring direct access to UAE sovereign, banking, and conglomerate distribution channels.

Direct Contact Channels

Confidential Line / WhatsApp

+91 7709996909

Based in Pune, India · Available for Global Remote Mandates & UAE Executive Relocation.

Comprehensive executive dossier, audited performance summaries, and institutional references are available upon confidential request.