Khosla_Sanjay 01302018
Sanjay Khosla

Senior Fellow and Adjunct Professor of Marketing

Print Overview

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 program (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 boards of Zoetis Inc. (previously Pfizer Animal Health) and Iconix Brand Group and serves as a Senior Advisor for Tata Capital Ltd. Previously, Khosla was on the boards of NIIT Ltd., 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. 

Print Vita
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

Print Research
Khosla, Sanjay. 2014. Where to Look for Insight. Harvard Business Review.
Khosla, Sanjay. "Alibaba vs. Amazon: Who Will Win the Global E-Commerce War?." Forbes, September 22.
Khosla, Sanjay. "The wisdom of less: How Procter & Gamble can grow by shrinking." August 7.
Khosla, Sanjay. "What Businesses Can Learn From Kraft Foods' Decision to Delegate Authority." Fast Company, July 31.
Khosla, Sanjay. "It Took a Major Management Gamble to Rescue Tang." Bloomberg Businessweek, July 30.
Khosla, Sanjay. "Blank Checks: Unleashing the Potential of People and Businesses." Strategy + Business, August 6.
Khosla, Sanjay. "Growth through Focus: A Blueprint for Driving Profitable Expansion." Strategy + Business, August 24.
Sawhney, Mohanbir and Sanjay Khosla. 2014. Fewer. Bigger, Bolder: From Mindless Expansion to Focused Growth. Penguin Books.

Print Teaching
Full-Time / Evening & Weekend MBA
Consumer Led Growth (MKTG-935-5)

Executive MBA
Consumer Led Growth (MKTGX-935-0)
Growth is an important objective for all organizations. With the acceleration of globalization and increasing impact of the digital revolution, understanding individual consumers and corporate customers has become increasingly central to organizations achieving their growth targets. Through a more intense focus on customers and consumers, organizations can more effectively create value in a business-to-business and business-to-consumer setting and, more important, create competitive advantage, the basis for achieving growth and profitability. We will discuss concepts and frameworks for leading organizations and developing competitive strategies in an increasingly global, digital world, in both business-to-business and business-to-consumer markets.

Executive Education
Advanced Management Program

For high-potential executives with enterprise-level responsibilities, this condensed, immersive experience — enhanced throughout with executive coaching — focuses on developing senior executive leadership agility, driving innovation, identifying growth opportunities and equipping your organization for the challenges and opportunities of the 21st-century.

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Delivering Business Growth

Emphasizing action, this program teaches a market-tested framework that has delivered sustained double-digit growth in revenues and margins for major global brands. You’ll leave with a business growth strategy and actionable agenda for driving growth within your organization.

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Kellogg on Branding

Learn from the people who wrote the book on branding how to build and strengthen the power of your brand. Kellogg’s latest thinking combined with hands-on experience will equip you to boost customer loyalty, heighten competitive advantage and increase profitability.

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The Customer-Focused Organization: Leading Transformation

The digital revolution is empowering customers, fueling disruptive innovation and globalization of markets. In the wake of these challenges, firms that are customer-centric thrive. Learn how leaders successfully infuse a customer-centric perspective throughout an organization, generate value, build brands with meaning, and offer exceptional customer experiences to win in the digital age.

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