Nestle India’s new Chairman and Managing Director, Manish Tiwary, has outlined his vision for the company’s growth in India, emphasizing a customer-centric approach and the role of technology. Tiwary, who took charge earlier this year, has identified three key priorities: a “consumer-first” mindset, volume-led growth, and an acceleration plan driven by investment in power brands such as Maggi, KitKat, and Nescafé. He expects India to become one of the top five markets for Nestle globally in the coming years, driven by strong macroeconomic momentum and rising consumption.
Tiwary plans to deepen penetration in both rural and urban markets, with a focus on premium opportunities and digital channels. E-commerce currently contributes 12.5% of domestic sales, and the company sees significant potential for growth in this area. Tiwary, a computer engineer by training, aims to apply his learnings from his stint at Amazon India to accelerate the use of technology at Nestle India, enhancing the capability of existing employees and driving productivity.
The company has invested heavily in India, with Rs 3,900 crore in capital expenditure over the last two financial years, and has reported sales of Rs 20,077 crore in FY25. Tiwary expects volume-led growth in the first half of 2026, driven by positive consumer sentiment and structural benefits. He also sees enormous headroom for growth, given low per capita consumption across categories in India.
In terms of specific initiatives, Nestle India plans to expand its rural reach, with a target of growing rural sales at least 1.5 times faster than overall growth. The company also sees opportunities in premium segments, with 20-30 million Indian households now consuming at levels comparable to European markets. Digital channels, including e-commerce and quick commerce, will play a key role in driving growth.
Tiwary also highlighted the importance of innovation and driving growth through existing brands, rather than relying on acquisitions. While he did not rule out acquisitions that fill clear consumer gaps, he emphasized the need to focus on scaling existing brands and executing fewer, bigger, and bolder initiatives.
Overall, Tiwary’s vision for Nestle India is centered on a customer-centric approach, driven by technology and innovation, with a focus on volume-led growth and expansion in both rural and urban markets. With a strong foundation in India and a growing portfolio of brands, Nestle India is well-positioned for continued growth and success in the years ahead.