Kaustubh Khandelwal
Growth-oriented business development and client strategy professional with 11+ years of experience driving revenue growth, strategic partnerships, and key account expansion across market research, FMCG, consulting, and B2B services industries.
The thesis.
Experienced in leading National-level projects, developing go-to-market strategies, building CXO relationships, and driving sustainable business growth across India.
Skilled at aligning commercial strategy with consumer insights and market intelligence to support long-term organizational objectives. In previous roles, managed key FMCG accounts including major brands such as PepsiCo India, Unilever, and Tata Consumer Products. Additionally, led a team of five sales professionals, contributing to over 35% of the company's total sales.
The record.
PRESENT
Client Development Manager
- Lead new-business acquisition across India, closing 30+ clients annually.
- Own Brand Health Tracks & ad hoc studies across Media, FMCG, and D2C accounts.
- Run concept testing & Brand Lift studies for D2C founders and CXOs, translating findings into research-backed decisions.
- Design strategic offers and client segmentation that expand share of wallet within existing accounts.
- Maintain strong client retention through proactive account management and proposal execution.
Dec 2022
Manager-Business Development & Projects
- Managed key accounts including PepsiCo India, Dabur, Tata Consumer, Britannia, and Unilever.
- Delivered national-scale studies including the Dyson India Dust Study and Clean Ganga Mission.
- Led a 5-person sales team contributing 35% of organizational revenue.
- Opened and scaled business in previously untapped markets.
Nov 2018
Assistant Manager - Marketing
- Generated leads through direct sales, cold calling, and strategic marketing.
- Managed 80+ accounts with a focus on long-term relationship management.
- Delivered customized testing and survey solutions for key clients.
Oct 2015
Senior Executive-Corporate Sales
- Implemented B2B sales strategies targeting real estate and hospitality sectors.
- Created product strategies based on client budget and market demand.
“Kaustubh doesn't just close deals — he reads a client's real research problem before they've fully articulated it. That's rare in this business.”