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Sanjay Koshla

Sanjay Khosla

Categories: Best-selling Authors | CEOs | Professors from Leading Universities | Innovation, Change & Creativity | Leadership | Marketing | Virtual Leadership - New Normal | Productivity, Performance & Accountability | Retail | Strategy, Execution & Planning 

Travels from Miami, Florida, USA

Sanjay Khosla is the former International President of Mondelez, where he led the transformation of Kraft Foods to Mondelez and the integration of Cadbury into the new company. He is currently a Professor at the Kellogg School of Management at Northwestern University.

Sanjay Khosla is a Senior Fellow at the Kellogg School of Management, Northwestern University and a Senior Advisor at Boston Consulting Group. Khosla was President, Developing Markets at Kraft Foods (now Mondelez International) from January 2007 to March 2013, and was responsible for 65,000 people in over 60 countries and iconic brands like Cadbury, Oreo, Milka and Trident. 

During his tenure, Sanjay Khosla transformed the business from $5 Billion to $16 Billion in 6 years, while dramatically improving profitability and cash flow and transformed brands like Oreo from $200 million to $1 Billion and Tang from $500 million to $1 Billion in 5 years in developing markets. Khosla also helped spearhead and successfully integrate the acquisition of Cadbury and Danone biscuits.

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

Sanjay Khosla is on the board of Zoetis Inc. (previously Pfizer Animal Health), NIIT Ltd and Iconix Brand Group, and he 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 Khosla authored a book, Fewer Bigger Bolder, with Professor Mohan Sawhney. The book discusses Focus7, a proven framework for achieving sustained profitable growth. Khosla has lectured extensively at Universities in the U.S. and in forums such as the Economist conference in London and Davos.

Speaking Topics
Fewer Bigger Bolder - From Mindless Expansion to Focused Growth

During this session, we will share first-hand examples of how to achieve sustainable and profitable growth by doing a few things bigger and bolder. We will also discuss how to unleash the potential of people by giving them blank checks, how to execute and make things happen, and how to celebrate failures along with successes.  

Creating a Culture of Agile Execution!

This session explores how to be agile, continuously experiment, and position your business for sustained, profitable growth. This course explores principles on how to think big, start small, and scale fast; and if you fail, as you often will, how to fail fast, learn, and move on. 

Building Global Brands with Soul

We will discuss what needs to happen both within an organization as well as what the customer sees to inspire emotional connections with brands. This session explores what makes brands successful, how to expand brands across markets, and how to organize for success. We will also discuss stories of failure and how you can learn from making mistakes.

Blank Checks: Unleashing the Potential of People

This session explores a counterintuitive approach: giving select leaders and teams “blank checks.” A blank check is a metaphor for trusting people with unlimited freedom within a framework. Results across industries have been fairly dramatic, as this method inspires creativity and allows teams to be entrepreneurial, independent of the size of the company and the industry. This course covers practical examples of entrepreneurial behavior and provides a clear, actionable framework independent of what level you are in the organization.

Winning in Emerging Markets

This session explores how companies can succeed in these emerging markets through lessons on how to be locally competitive, mechanisms to build sustainable business models, and experiences of companies that have made mistakes. We will also discuss how to build local capability to succeed and how to be “glocal” – get the balance right between hopelessly local and mindlessly global.

Leadership Lessons on Growth: A Practical Framework

This session explores how leadership can provide a clear direction for your business and inspire ordinary people to achieve extraordinary results by working together. This session covers practical lessons that can be applied across any industry, geography, or level in the organization.

Unleashing Growth at the Bottom of the Pyramid

There is a huge growth opportunity at the bottom of the pyramid, where traditional business models may not succeed. This session explores how to innovate in marketing and business models to achieve profitable growth.

Building a Winning Team!

This session explores how to build an interdependent winning team using diversity of skills as a competitive advantage.  It covers lessons on why some teams fail even when members are individually brilliant.  We will discuss how successful organizations celebrate not only successes, but also failures. The approach is applicable across industries, levels in the organization, and geography.

Evolution of Global Business Models

This course explores the development of new growth strategies for established brands through the study of one of the world’s best-known brands, Lipton Tea. Lipton launched a new strategy to “paint the world yellow” in an audacious attempt to significantly grow this very established brand. The discussion will explore the sustainability of the strategy, address questions on the evolution of the Lipton brand, and the possibility of partnership.

Glocal: How to Get the Balance Right between Mindlessly GLObal and Hopelessly LoCAL

This session explores how successful organizations manage multi-country businesses by being very clear on what is done globally and what is done locally. This is based on where the company has a competitive advantage. This course covers mistakes companies make when they have a lack of clarity on roles as well as operating functional silos. This course also provides practical lessons on how to balance between functional expertise and general management while encouraging entrepreneurial behavior throughout.

David vs. Goliath:  What do you do when there is a market disruption? 

This session covers how traditional businesses should react when there is a market disruption.  It discusses lessons from different industries and how very often you have to reinvent your own business while building on relevant strengths from the past. It covers the importance of strategic agility in today’s fast-changing, digitized world.

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