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Harsh Chhaparia

Partner, Gurugram
Leads the firm’s marketing and sales work in India, and advises clients across sectors on sales transformations, new business building and growth strategy

About Harsh

Harsh leads the firm’s growth work in India, along with our sales and channel services across Asia Pacific. Over his decade-long career, he has driven sales transformations and growth strategy for several large organizations across sectors, including automotive, (like OEM and auto parts), consumer durables, such as electronics and hardware, and building materials, such as cement, doors, pipes, steel, and tile sectors. He is also leading the development of new digital- and analytics-based tools and assets that are transforming how companies go to market in fragmented trade sectors.

Some of his recent work includes driving a multiyear sales growth transformation for a large automotive aftermarket company that included setting up a new direct-to-consumer platform for their service business. This involved changing the reference point-of-sales planning from 200 territories to over 5,000 micromarkets, shifting the focus of sales performance dialogues from primary sales to secondary sales, and redesigning the sales organization to drive greater agility and closeness for customers.

Harsh also led a multiyear business scale-up of a new downstream product business for a steel manufacturer in India. This involved designing a new direct sales channel, establishing a distribution network, developing and implementing innovative sales and marketing tools, and building salesforce capability.

Harsh also serves clients outside India, specifically in Southeast Asia and Bangladesh on topics of growth and strategy.

Published Work

What’s next for Bangladesh’s garment industry, after a decade of growth?,” McKinsey & Company, March 2021

Education

Indian Institute of Management, Calcutta
MBA

Nanyang Technological University
BEng, computer engineering