Head -Institutional Sales & Partnership (North/ West)

• Oct 2020 - Present

Responsible for handling Institutional Business including P&L, revenue, sales strategy Have conceptualized, strategized, initiated, hired teams for this vertical from scratch, within few months have become the most productive teams in the organization Develop & Implement sales plans, strategies and policies with a view to increase/sustain market share and profitability Scan the environment to understand competitors activities, demand supply scenario and identify new markets Focus on business development through domestic / overseas markets (defined geographies) & building the brand of the company in the market Initiate market intelligence to provide monthly information to Top Management on potential data, competitors- activities, new product opportunities and other changes in the environment. Evolve policies for establishing a robust field force monitoring and people management Managing the complete sales cycle from business development and customer acquisition to receipt of payments. Partner with product team to provide feedback on trends and identify opportunities to deliver greater value to customers. Solid sales forecasting abilities in the prescribed forecast models and achieve forecast accuracy as per set targets. Prepare annual sales budget, sales plan and resourcing plan to scale the business. Drive a high volume of sales by managing the complete sales process. Consult with C-level executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by the organization Building the sales leadership to take on the responsibility for expanded growth and increased coverage Show less

Vice President of Sales

• Apr 2018 - Sep 2020

To manage Key Relationships / accounts in the K-12 school space . to ensure sales of Smartclasses, Books and multi facets opportunities for the schools • To manage Key stakeholders in these Chain of schools and ensuring sales of Smartclass Products• To engage with School management, Principals and other key people to ensure the demonstration of our products and best practices• To liaise with key people in the management internally and help on module development of new products• Internal branding with key stakeholders. Set up and operate key account management process• Collate market & competition information. Proactively develop strategies & tactics to manage the changing market conditions and Product Support• To steer confidence in the management regarding Smartclass products and to cross sell , up sell other supplementary products of Smartclass and group companies. Show less

AVP

• May 2016 - Mar 2018

• To manage Key Relationships / accounts in the K-12 school space . to ensure sales of Smartclasses, Books and multi facets opportunities for the schools • To manage Key stakeholders in these Chain of schools and ensuring sales of Smartclass Products• To engage with School management, Principals and other key people to ensure the demonstration of our products and best practices• To liaise with key people in the management internally and help on module development of new products• Internal branding with key stakeholders. Set up and operate key account management process• Collate market & competition information. Proactively develop strategies & tactics to manage the changing market conditions and Product Support• To steer confidence in the management regarding Smartclass products and to cross sell , up sell other supplementary products of Smartclass and group companies. Show less

Business Head - Channel Sales and Business Development - India and International market

• May 2014 - Apr 2016

General Manager - Channel Sales and Business Development - India and International market

• Dec 2012 - Apr 2014

• Mandate to set up green field vertical to start from scratch and set up PAN India and International channel partners / offices to run the business ,set up new branches, hire teams ,train them, procure business and run the branch, have set up new branches from inception and run them successfully in India and Internationally •Participates in the creation, monitors and reviews the overall Partner Strategy based on key channel economics ensuring alignment with further Indirect Channel Management. • Works with Partners and Indirect Channel Management to prospect new companies as potential customers around his area of solution specialization / industry focus Solution/ Industry specialized Business Development  Coordinates solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization • Strategy for roll out of Franchise network in India / International markets, have set multiple offices in INDIA, NEPAL and other SAARC countries • Ensuring smooth roll out of Franchisee /Channel Partners across India and internationally • Ensuring Proper support, marketing, collateral, proper launch of the channel• Alliances with key brands in the market to ensure good brand kitty for franchisee.• Managing managers across India to ensure good service to the existing franchise channel partners and acquiring new Channel partners• Coordinating with core teams for launch of client referral mechanism for online sales.• Developing, effective operational sales strategies and plan annual revenue• Identifying potential market segments and develop them as new business. • Building and successfully executing client retention and client acquisition plans• Have successfully set up offices and teams Internationally across Geographies Show less

Senior Manager- Business Development / Strategic Alliances

• Aug 2010 - Dec 2012

• Responsible for acquiring Banca partners, Insurance Brokers and new Corporate Agents across North and East India. • To Prospect, initiate, probe, negotiate and close Alternate Channels partners. • Ensure smooth transition of accounts acquired from the acquisition to the sales team. • Ensure complete documentation and satisfactory compliance to internal and IRDA guidelines and norms for implementation of new accounts. • Subject Matter Expert for the deal sign-off process – responsible for all documentation and processed TAT’s adherence for timely submissions and approval for deals to make qualified offers. • Defined and owned internal SLA’s and processes. • Drive the incentive schemes to ensure that the income of the Relationship managers’ and business partners’ income exceed benchmark. To ensure productivity of our Area Managers/RM’s. • Design own regional level rewards & recognition awards, marketing activities and implement them • Recruit and retain the complete module of Relationship Managers and business partners • Manage internal stakeholders unit from technical, claims, underwriting and finance to develop a central support mechanism. • Ensure term sheets and financial models are tested suitably for profitability. • Organize regional and national sales meets with key personnel from both companies in to develop a good working relationship between the two companies • Support the training department in identifying key training needs for RMs Show less

Manager- Strategic Alliances / Key Account Management

• May 2007 - Aug 2010

•Responsible for all partner acquisition initiatives.•Developed and implemented a differentiated sales approach with specific offerings across partners in Banca/ Broca and Corporate Agency sales.•Pursued key prospects and managed the prospect acquisition process over a sustained time period.•Negotiated and closed sale.•Networked and developed new business contacts for possible future business dealings.•Acquired new Banc assurance, Corporate Agents, Broking, Credit Life, Direct Marketing, Work Site Marketing and Corporate Pension partners.•Created and maintained new business territory coverage plan.•Developed new distribution channels consistent with Profit Centres distribution strategies.•Collaborated with Profit centres and Actuarial team to develop new products and created new effective Partner marketing propositions. Show less

Assistant Manager- Channel Sales

• Jun 2005 - Apr 2007

Handled the overall relationship of Brokers and Corporate Agents across UP, Uttaranchal and New Delhi.• Responsible for project “BAJAJ” and delivering excellent results in quick time, making my region the best performer for Bajaj relationship.•Market share of more than 50 % in the broking channel in my region.•Provided sales support and achieved the targets for the point of sale.•Managed Product Training/Sales Training requirements for Channel Partners.•Coordinated with Underwriting, Operations and IT on important issues affecting channel partners performance.•Day-to-day monitoring of the channel partners to ensure successful execution of sales targets.•Responsible for the entire Alternate channel business/Orphan policy cross sell / servicing at a state level with complete administrative responsibility of all the channel partners. Show less

Exective- Institutional Sales

• May 2002 - Apr 2004

•Responsible for overall sales of cold drinks and Dairy Fun ice-creams in designated area in Agra. •Responsible for adding more outlets and providing them with SGA’s and generating volume. •Daily monitoring and co-ordination with the sales team for review and achievement of targets. •Co-ordination with area sales manager for resolving of issues and execution of sales targets. •Responsible for entire group business for the designated area for making new avenues for sales. •Responsible for putting stall of the company during exhibition/seminars and carnivals. Show less