Kishore Pattnaik Vice President At Sirona

Kishore Pattnaik – Leading Change and Innovating Women's Health at Sirona

"Build with purpose, lead with passion—the results will speak for themselves."

These aren't just words for Kishore Pattnaik—they're the compass that has guided him through a transformative 17-year journey in the dynamic world of retail and wellness FMCG. Currently serving as Vice President at Sirona, Kishore is crafting impactful brands and shaping the future of consumer experiences.

1. How did you end up sitting where you are today?

Seventeen years ago, I stepped into the world of retail with one core belief: brands are built by truly understanding people. My journey has been one of continuous learning and growth, shaped by on-the-ground experiences and formal education in retail management, coupled with advanced certifications in sales strategies. At Sirona, my role involves leading significant transformations in the offline retail space, focusing on creating immersive, consumer-first experiences driven by purpose and innovation.

2. As a Retail leader, what does your role entail on a day-to-day basis?

My role involves managing the entire offline retail vertical, overseeing go-to-market (GTM) strategy planning, P&L management, and expanding Modern Trade (MT) and General Trade (GT) channels. Additionally, I set up alternative retail platforms and manage a strong distributor network. Daily, I bridge the gap between the brand, market, and consumer through strategic trade marketing initiatives, visibility plans, and collaborations.

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3. What excites you most about the ever-evolving world of retail?

The dynamic nature and limitless possibilities within the retail industry excite me the most. Retail today is a canvas for impactful innovations, particularly in health, hygiene, and sustainable living. Every day presents a new challenge or opportunity to educate consumers and shape mindful lifestyles, keeping me continuously inspired and motivated.

4. What's the best career advice that's shaped your path in the retail industry?

The most impactful advice I received is to "sell with empathy, lead with integrity, and remain deeply obsessed with your customer." This principle has guided me to balance data-driven decisions with intuitive human understanding. By prioritizing empathy, I've developed strategies that resonate more deeply with consumers, building lasting brands.

5. As a leader in the retail space, what values guide your approach to leadership?

My leadership philosophy is rooted in building agile, self-motivated teams empowered to take ownership. Success in retail requires balancing clear goals with genuine care for team members. I emphasize trust, collaboration, continuous learning, empathy, and open communication to foster innovation and sustainable growth.

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6. How do you keep up to speed with what's happening in the retail landscape?

I actively participate in industry forums and events, particularly with the Retail Association of India (RAI), providing valuable insights and networking opportunities. I continuously monitor emerging trends, consumer behavior shifts, and engage regularly with distributors and healthcare professionals to grasp real-time market dynamics.

7. What's the most challenging situation you've faced and overcome?

Setting up India's first women's hygiene vending machines at airports and corporate offices was immensely challenging. This initiative required overcoming substantial logistical and operational hurdles. Successfully executing this project sharpened my problem-solving skills, reinforced the importance of perseverance, and strengthened my commitment to user-centric innovation.

8. What is your vision for the retail industry?

I envision an inclusive, tech-integrated retail ecosystem where offline and online seamlessly blend. This future would leverage powerful data analytics, personalized consumer experiences, and purpose-driven branding, creating magical in-store experiences that genuinely delight consumers.

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9. What’s the next big chapter in your journey as a retail leader?

Currently, I’m focused on scaling Sirona’s presence in modern trade channels, developing alternative retail formats, and discovering new consumer touchpoints. Additionally, I plan to launch a retail finishing school aimed at empowering unemployed youth with industry-ready skills, bridging the gap between talent and meaningful employment.

10. How do you switch off after a day at work?

I find solace and mental clarity in spirituality and Sudoku. Reading the Bhagavad Gita provides me a moment to pause and reflect, realigning my internal compass. Sudoku acts as meditation in motion—stimulating yet calming. These rituals help restore my focus, creativity, and prepare me for purposeful leadership each day.

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11. If you had one wish for the future of the retail industry, what would it be?

My wish is for retail to deeply integrate technology and sustainability into its core, transforming these concepts from mere buzzwords into fundamental industry practices. I dream of AI-powered, personalized shopping experiences combined with ethically-made, sustainable products—creating a circular, regenerative economy beneficial to the planet and society.

12. You finish work today and step outside to find a lottery ticket that wins $10 million. What would you do?

After securing my family's future, I would establish a retail finishing school to equip unemployed youth with practical, job-ready skills. Additionally, I would create a self-sustaining home in the mountains to write, reflect, and reconnect with nature. Most importantly, I would invest in creating sustainable, earth-conscious products that meaningfully contribute back to the planet.

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