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Shashank Khorwal

@shashankkhorwal

Business Development Manager at Starbucks India, growing a ₹300 Cr+ airport and special formats portfolio and securing an exclusive 10-year airport lease.

India

Message

At TATA Starbucks Pvt Ltd – Starbucks India, I manage airport and special formats business development, including a ₹300 Cr+ portfolio and 54 airport stores. I’ve delivered 25 new stores and have five sites under contract for FY’27.

I led the end-to-end RFP process for an exclusive 10-year direct lease at an upcoming airport, establishing Starbucks as the only brand with a direct non-aero agreement. My work on proposals also delivered ₹40 Cr+ in incremental revenue.

I developed a market opportunity and network planning framework for expansion, and led implementation of an AI-powered portfolio optimization tool. I also transformed site selection, reducing approval turnaround time by 75%.

Previously, at Delhi International Airport Ltd. – GMR Group, I managed commercial work across 40 accounts and supported the ₹800 Cr+ turnover Delhi Duty Free account. A digital wallet partnership for the airport’s 16th Anniversary promotion increased revenue by 105% in 2021.

Experience

Work history, roles, and key accomplishments

Current

Manager – Business Development – Airports & Special Formats

Current

Tata Starbucks Pvt Ltd

Sep 2023 - Present (3 years 2 months)

Spearheading expansion and business growth of a ₹300 Cr+ airport and special formats portfolio, adding new channels across airports, office complexes, hospitals, and educational institutions. Managing a 54-store Airport+ portfolio, having delivered 25 new stores in three years and holding 5 sites under contract for FY’27 delivery.

Business Development Portfolio Management P&L management RFP RFQ Market Opportunity Analysis Network Planning AI Powered Portfolio Optimization Site Selection Stakeholder Management Strategic Partnerships Negotiation Contract Management

Commercial Manager – Non-Aero Commercial

Delhi International Airport Ltd. – GMR Group

May 2019 - Sep 2023 (4 years 4 months)

Drove business for ₹800 Cr+ turnover 'Delhi Duty Free' account and handled 40 accounts across key categories such as Jewellery, Leather, Footwear, Gifting, Destination merchandise, Watches, Toys and Perfumes & Cosmetics. Led proposal activities for airport strategic expansion, shortlisting brands, negotiating commercials, and identifying optimal retail space to maximize sales per square meter.

Commercial Management Account Management Proposal Development Negotiation Budgeting Annual Operating Plan (AOP) Budgets Marketing Campaigns Cross Functional Collaboration Revenue Management Retail Strategy

Education

Degrees, certifications, and relevant coursework

Indian Institute of Management, Bodh Gaya

MBA, Marketing

2017 - 2019

Activities and societies: PR & Media Cell Representative; Founder of 'Inquisitive' magazine and 'Tilted Tripod' photography club.

MBA with majors in Marketing, graduating in March 2019. Served as PR & Media Cell Representative and founded the official college magazine 'Inquisitive' and the photography club 'Tilted Tripod'.

National Institute of Technology, Kurukshetra

Bachelor of Technology, Electrical Engineering

2013 - 2017

Activities and societies: Founder of Just Another Magazine (JAM); Event and Stage Management Head, Techspardha'18.

Bachelor of Technology in Electrical Engineering. Founded 'Just Another Magazine' (JAM), the first informal student publication at NIT KKR, and served as Event and Stage Management Head for Techspardha'18.