Prof. Anjana Grewal - Senior Professor of Marketing and Corporate Governance

Senior Professor-Marketing and Corporate Governance
Senior Director-Centers of Excellence
SDA Bocconi Professor of Marketing

B Chem Engg- UDCT- University of Mumbai
MMS- JBIMS-University of Mumbai
Ph.D- JBIMS- University of Mumbai
Financial Engineering- UTI Capital Markets

Have a proven track record in building businesses, building brands, building teams, managing corporate image during phases of high growth and during crises. Expertise in building brand equity in intensely competitive markets in a cost effective manner. An Innovator and an Expert in Marketing, Direct Marketing , Analytics, CRM, CLV, New Product Launches, Retail Banking Technology, Payments, Financial Services and Insurance

* A well respected sales, marketing and business professional with over three decades of corporate experience.
* Dr Grewal’s early career was in Pharma and FMCG in consumer marketing and sales i with premier international companies- American Home Products (Indian Subsidiary- Geoffrey Manners) and Colgate Palmolive (India) for over 8 years
* Responsible for several product and packaging innovations in the Personal Care Business.
* First to launch a sachet pack in India to increase penetration in the market.
* Led the Innovative Sponsored Program Media Strategy at Colgate Palmolive- sponsoring programs like Ramayana and Humlog in the mid-80’s which were the first sponsored programs on Television in the Country
* One of the early movers from FMCG to Financial Services. Joined ANZ Grindlays Bank as Marketing Manager- India to progress to Country Head Marketing- Retail and Corporate Image.
* Created the Product Development and Product Management functions for the Bank in Retail. A first and unique initiative in the late 80s.
* Marketing Strategy, Segmentation and Communication Expertise provided across Corporate Banking and Investment Banking
* Managed the Bank’s Image
* Spent nine wonderful years in ANZ Grindlays Bank innovating in retail products, channels, distribution, service, at an unbeatable pace .
* Notable amongst the contributions was the launch of the first real credit card in the industry and the Relationship Banking concept and the introduction of priority Banking in the country
* With of Private Sector Banks in India, joined Global Trust Bank as General Manager- the heralding Head of the Retail Bank responsible for revenue and profits. Led several technology consumer solutions-Phone Banking, ATMs, Internet banking, Dematerializationn of shares and several other initiatives related to sales, service and distribution- 3 years
* Founder member-Birla Sun Life Insurance. 10 years with BSLI
* Worked as Leadership Team Member-Associate Director- Business Development, Vice President –Head Marketing and Communication, CMO and Senior Vice President –Head Marketing and Communication and Head of the Health Insurance Business( C Level Role)
* Led several innovations in life insurance and health Insurance.Member of the leadership team that pioneered the launch of Bancassurance in India-Citibank, Deutsche Bank Partnerships
* Member of leadership team that pioneered the launch of ULIPS in India and the communication strategy which was later adopted by several competitors
* Multichannel Distribution Strategy and Implementation-First amongst private life insurance players in india
* Regional Marketing, Digital Marketing- First amongst private life insurance players in India
* Responsible for Introducing the E-Payment Platform and Channel in BSLI
* Well known in the industry for generating high Marketing ROI
* Launched the rural insurance channel and the micro –insurance platform for BSLI
* Values Leader and Facilitator for the ABG Group- Have trained more than 300 employees of BSLI
* Responsible for the Brand Architecture across the Joint Venture-Birla Sun Life

* Retail and Distribution in India- Distribution is the Silent King
* E-Commerce-Global, India-An area of tremendous growth in the Indian Market
* Luxury Marketing- An Emerging Segment in the Indian Market
* Shopper and Buyer Behaviour-Understanding Consumer Dynamics
* Services and Technology- The Impact
* Analytics- New Emerging Trends
* Brand Valuation as related to Market Valuation of a company
* Insurance- Life and General
* Banking- Retail, Basel 3
* Sector Performance of Industries from an M&A Perspective

Research Studies 2012-2014

* Insurance Market in India
* International Bancassurance Models and Practices
* Overseas PE and Mutual Fund Investments- Regulatory Practices
* Agency Channel- Study for ICICI Pru
* Retail Industry in India- 2013/14
* Retail-Loyalty Cards, Pricing in Supermarkets,
* E-Commerce Industry in India- at the time of Flipkart and Myntra Merger
* Sector Studies-M&A Perspective- Pharma, Foods and Beverages, Hotels and Resorts with Mahindra M&A Team
* Shopper and Buyer Behaviour in specific sectors(Ongoing)
* Basel 3 Norms and the implementation across various Banks(Ongoing)
* Solvency Norms-Insurance across various countries(Ongoing)

Published Research Articles and Papers

1. Indian Reforms Boost Financial Climate”, Anjana Grewal, Business Eye- Jan 1995- pg 17
2. Targetting Customers and Cross Selling- Anjana Grewal, ANZ SCOPE- Vol 12, Feb 1996-Pg 29-31
3. Service Sell that Delivers- Brand Equity-Anjana Grewal, Economic Times – 7-13th Aug1996-Pg 5
4. “Banking on Image”-Brand Wagon-Financial Express- Anjana Grewal, Guest Column-Tuesday-Sept 9th, 1997-Pg 2
5. “Banking on Brand” Brand Wagon- Financial Express-Anjana Grewal, Guest Column-Sept 16th-1997-Pg 2
6. Book Chapter-Customer Relationship Management-Emerging Concepts, Tools and Applications. Editors: Jagdish N Sheth, Atul Parvatiyar,G Shainesh,Tata Mcgraw
Chapter Title: Winning Strategies and Processes for Effective CRM in Banking-Anjana Grewal, Pgs 513-518, Section VII-2001
7. Mass Customisation- Anjana Grewal, IRDA Journal- 2003…
8. Project Leader- Publishing the book on’ Marketing of Banking Services”- Indian Institute of Banking in 2000
9. India: Putting Services at the Service of Growth-Anjana Grewal, via Bocconi Online News magazine-03/07/2013-Economics & Finance
10. How store attributes impact shoppers’ loyalty in emerging countries: An investigation in the Indian retail sector-Monica Grossoa,⁎, Sandro Castaldob, Anjana Grewal- Journal of Retailing and Consumer Services, Vol 40 C, 2018,Pgs 117-124
11. A Study on the Retailing Trends in India: Snapshot 2016- Dr Anjana Grewal, Amit Kawadiwale,JBIMS Spectrum,ISSN:2320-7272,Vol.VI,No.1,January-June 2018/Pgs 349-353Journal –JBIMS-Mar 2018
12 Understanding the Market Dynamics and Consumer Buying Behaviour in the Luxury Product Market in India-2018, Dr Anjana Grewal, .JBIMS Spectrum,ISSN:2320-7272,Volume Vll, No1, Jan-Jun 2019 /, Pgs223-240
13. Going Wireless in India-Consumer Behaviour in an “Interactive World” India Snapshot, Dr Anjana Grewal, JBIMS Spectrum, ISSN:2320-7272, Vol VIII, No 1, Jan-Jun2020, / Pgs331-351
Chairing Sessions at Conferences and participating as a Panel Member

* Chaired session on Services- Kuala Lumpur- 2006
* Panel member for Insurance Discussion- Asia Insurance Post Conference- 2007 & 2008
* Chief Judge- Bizorion- Jamnalal Bajaj Institute of Management Studies- Feb 2011
* Chaired session on the “The Next Growth” for Franchisee India Conference-Oct 2011
* Panel Member for JBIMS Strategym- Nov 2011
* Chaired Session on Consumer Behavior in Services- Somaiya Institute of Management- Asia Marketing Conference- Jan 2012
* Chair Session – “General Management” –International Conference-JBIMS- “Managing in Turbulent Times-2012
* Presented a Paper with Professor Stefano Caselli, at the Italian Chamber of Commerce-Conference on “ Regulations Related to Indian PE and MF Investments Abroad”-in Sept 2013
* Business World- Life Insurance Summit- 2017
Moderator- Panel Discussion-Into the Future of Life Insurance Distribution
Panel Member-Panel Discussion-Addressing the Persistency Problem
* Jury Member -BMA-Dandekar Trophy-2018-19
* Addressed Women Employees of NTT, on the occasion of International Women’s Day 2020-Mar 5th-2020

Affiliations :

1. Independent Director-Board-Ajanta Pharma

2. Ph.D Panel- Jamnalal Bajaj Institute of Management Studies