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Business Keynote Speaker: Sanjay Khosla

Biography

Kellogg School of Management
Senior Fellow and Adjunct Professor of Marketing

Sanjay Khosla is a Senior Fellow at the Kellogg School of Management, Northwestern University and a Senior Advisor at Boston Consulting Group.

Sanjay was President, Developing Markets at Kraft Foods (now Mondelez International) from Jan 2007 to March 2013, responsible for 65,000 people in over 60 countries and iconic brands like Cadbury, Oreo, Milka, Trident. 

During his tenure, Sanjay:

  • Transformed the business from $5 Billion to $16 Billion in 6 years (doubled the business organically) while dramatically improving profitability and cash flow
  • Transformed brands like Oreo from $200 million to a $1 Billion and Tang from $500 million to $1 Billion in 5 years in developing markets
  • Helped spearhead and successfully integrate the acquisition of Cadbury (bought for $20 Billion) and Danone biscuits (bought for $7.8 Billion)

Before joining Kraft Foods, Sanjay turned around the $3 Billion consumer business of Fonterra, a global dairy company based in New Zealand.  Prior to his tenure at Fonterra, Sanjay enjoyed a successful 27-year career with Unilever based in the UK, Europe and India.  Sanjay implemented a bold programme (Paint the World Yellow with Lipton) as Chairman of the Global Category Board for Unilever Beverages.  Sanjay also created the Wheel detergents business in India, which is one of Unilever’s largest brands in India.

Sanjay is on the board of Zoetis Inc. (previously Pfizer Animal Health), NIIT Ltd and Iconix Brand Group.  Khosla was previously on the board of Best Buy Inc., Big Heart Pet Brands (previously Del Monte) and Hindustan Unilever.  He was co-chair of the Nestle/Fonterra joint venture for the Americas and on the board of the Lipton /Pepsi joint venture.

Sanjay has lectured extensively at Universities in the U.S. and in forums such as the Economist conference in London and Davos.

Sanjay authored a book, Fewer Bigger Bolder, with Professor Mohan Sawhney. The book discusses Focus7, a proven framework for achieving sustained profitable growth. 

Education Advanced Management Program, 1998, Harvard University

Bachelor of Technology (Honors), 1973, Electrical Engineering, Indian Institute of Technology

Other Professional Experience President, Kraft Foods, 2007-2013

Managing Director, Fronterra Brands, 2004-2006

Senior VP, Chairman, Executive Director, Category Head, Marketing Controller, Unilever, 1977-2004

Honors and Awards Lifetime Achievement Award, St. Xavier's School

Distinguished Alumni, Indian Institute of Technology, Dehli, India

Education Other Professional Experience Honors and Awards

Read about executive education

Cases

Sawhney, Mohanbir and Sanjay Khosla. 2014. Fewer. Bigger, Bolder: From Mindless Expansion to Focused Growth. Penguin Books.

Despite the relentless pressure for growth experienced by most managers, some kinds of revenue growth can be toxic for your business. The best way to promote growth is not through undisciplined expansion. It's through concentrated focus. Pursuing every revenue dollar that comes your way will limit the funds and energy you devote to the initiatives that matter. Only by narrowing in on a few key areas where you can win and distorting your resources against those area can you truly drive sustained profitable growth. Authors Sanjay Khosla and Mohanbir Sawhney present a practical, 7-step approach for growing your business by cutting back. Drawing on case studies that feature dozens of companies, from Kraft to Cisco to Hyatt, the authors present Focus7 - a clear, seven-step framework that can be used by global giants, small startups, and any business in between.

Sawhney, Mohanbir and Sanjay Khosla. 2014. Fewer. Bigger, Bolder: From Mindless Expansion to Focused Growth. Penguin Books.

Despite the relentless pressure for growth experienced by most managers, some kinds of revenue growth can be toxic for your business. The best way to promote growth is not through undisciplined expansion. It's through concentrated focus. Pursuing every revenue dollar that comes your way will limit the funds and energy you devote to the initiatives that matter. Only by narrowing in on a few key areas where you can win and distorting your resources against those area can you truly drive sustained profitable growth. Authors Sanjay Khosla and Mohanbir Sawhney present a practical, 7-step approach for growing your business by cutting back. Drawing on case studies that feature dozens of companies, from Kraft to Cisco to Hyatt, the authors present Focus7 - a clear, seven-step framework that can be used by global giants, small startups, and any business in between.

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