ANSHUMAN S PATHAK
Gurgaon,HR
Summary
Seasoned business leader seeking senior-level opportunities in Enterprise Business, Corporate Affairs, Sales & Marketing, and Strategic Account Management within a leading organization.
Dynamic and results-driven professional with 20 years of proven success in B2B, enterprise strategy, account management, distribution networks, and sales leadership across Telecom, Media, Consumer Durables and Security sector. Adept establishing scalable operations across diverse markets, driving top-line/Bottom line growth, and leading cross-functional teams with precision. Known for exceptional stakeholder engagement, particularly at the C-suite level, and for crafting high-impact sales and go-to-market strategies.
Overview
22
22
years of professional experience
Work History
Zonal Manager
Indus Towers Limited
04.2022 - Current
- Successfully managed over 40 institutional and strategic accounts, ensuring seamless operations across multiple locations. Spearheaded efforts in securing timely permissions, participating in government and private tenders, and resolving critical issues related to payments and GST within defined timelines. Maintained full regulatory compliance while driving operational fluidity and stakeholder satisfaction through proactive coordination and issue resolution.
- Managed key government accounts across Delhi, Uttar Pradesh, and Haryana, including marquee institutions like DMRC, NDMC, DTC, Delhi Jal Board, MCD, HUDA, HSIIDC, MSIL, MCF, MCG, and Haryana Mass Rapid Metro Transport Corporation etc.
- Cultivated long-term, trust-based relationships with senior government authorities to drive favorable policy creation and seamless site renewal contracts.
- Identified and evaluated strategic locations for EV charging stations based on traffic density, grid proximity, and urban development plans.
- Negotiated lease agreements and secured long-term site access with Government and commercial landowners.
- Led and mentored a team of 20 Area Managers across the Delhi-NCR region, driving operational excellence and service delivery for retail sites.
- Surpassed Direct Rent Reduction Target for FY 2024-25, delivering ₹50+ million in savings from institutional accounts.
- Renewed over 400 Institutional Account (IA) sites within FY 2024-25, ensuring continuity, compliance, and enhanced commercial terms.
Regional Sales Manager
G4S Secure Solutions (India) Pvt Ltd.
06.2018 - 03.2022
- Drove large-scale enterprise sales of integrated security and mobile-based applications to marquee clients including Maruti Suzuki, Google, GE, FedEx, SBI Cards, McKinsey & Co., and GlaxoSmithKline.
- Managed end-to-end lifecycle of strategic accounts worth ₹140+ Cr, overseeing all phases from order to cash, profitability tracking, and cash flow optimization.
- Engaged at CXO and buying centre levels to build deep client rapport and influence strategic decision-making across product lines.
- Customized security solutions, estimated commercials, and developed winning tender/RFP strategies in close collaboration with vendors and internal stakeholders.
- Led contract lifecycle management, including new contract acquisition and timely renewals, by partnering with procurement and legal teams.
- Positioned updated solution offerings with consultative precision, delivering input to refine value propositions and maximize client impact.
- Orchestrated consistent service delivery across locations, working seamlessly with clients and external vendors.
- Led contract lifecycle execution, including drafting, negotiation, and timely renewal of agreements with support from procurement and legal teams.
- Monitored account performance metrics such as profitability, cross-sell, and upsell opportunities to ensure sustained revenue growth and client satisfaction.
- Managed cash flow across a portfolio of strategic accounts, ensuring financial health, timely collections, and alignment with business objectives.
- Awarded 'Champion of the Year' (2019-20) for delivering 234% of annual sales target, outperforming peers across the regions Nationally.
- Demonstrated exceptional ability in client acquisition, upselling, and strategic account growth, contributing significantly to overall revenue.
Partner Account Manager-Gurugram
TATA TELESERVICES LTD
07.2010 - 06.2018
- Negotiated with C-level executives, building trusted relationships and closing high-value deals across enterprise segments.
- Extensive pre-sales experience with high ARPU products such as SIP Trunk, MPLS, IPLC, driving solution-based selling and client-specific proposals.
- Managed end-to-end customer lifecycle in the enterprise telecom segment, ensuring retention, satisfaction, and revenue growth.
- Oversaw high-revenue accounts and base management, delivering consistent performance and strategic upsell opportunities.
- Led Mobility business operations for the state of Odisha, driving enterprise penetration and regional growth.
- Identified and developed channel partners, consistently achieving business volume targets with profitable outcomes.
- Collaborated across cross-functional teams to resolve operational issues, ensuring goal alignment and continuous process improvement.
- TTL Icon Award Winner for FY 2016-17 & FY 2017-18, conferred by the President in recognition of exceptional sales and leadership performance.
- Achieved 157% of revenue target in FY 2016-17, demonstrating strong business acumen and client engagement.
- Qualified for TTL STAR Award for H1 performance in FY 2017-18, reflecting sustained excellence and early-year momentum.
Assistant Manager
Bharti Airtel Limited
Delhi
12.2006 - 07.2010
- Maintained #1 position in SOGA (Share of Gross Adds) across all distributors in assigned prepaid territory through consistent performance and strategic execution.
- Achieved monthly revenue targets despite declining tariff rates, showcasing resilience and adaptability in a competitive market.
- Implemented company-wide sales and marketing processes, maximizing retail distribution potential across the full product portfolio.
- Developed and executed strategies to meet Primary and Secondary sales targets, with regular performance assessments and course corrections.
- Consistently met Active Outlet targets month-on-month, driving channel engagement and retail footprint.
- Shortlisted and appointed financially sound distributors, ensuring business continuity and scalable growth.
- Strengthened brand positioning in mobile markets through strategic visibility and value communication.
- Organized and led promotional and brand-building activities, enhancing customer engagement and market share.
- Consistently recognized as Best Performer in Prepaid across all key parameters within the zone, reflecting excellence in execution, growth, and channel management.
- Awarded Highest Postpaid Net Acquisition Achiever in the Circle for FY 2008-2009, showcasing unmatched ability to drive customer acquisition and revenue growth.
Sr. Executive - Sales
Dish TV (Zee Network)
09.2005 - 12.2006
- Established DTH presence in key markets across South, East, and Central Delhi, driving brand visibility and customer acquisition.
- Appointed financially robust distributors and dealers, ensuring strong market penetration and sustainable channel growth.
- Planned and executed sales strategies to consistently achieve Primary and Secondary targets, aligning with business objectives and market dynamics.
Sr. Sales Officer
Usha International Ltd.
Delhi
06.2004 - 08.2005
- Market Expansion & Channel Development - Electrical Appliances (Fans).
- Identified and engaged with parallel distribution networks to promote the economic range of fans, boosting market reach and penetration across North and West Delhi.
- Managed current assets effectively to support operational efficiency and ensure optimal resource utilization.
- Appointed high-performing dealers to enhance product availability and accessibility within the assigned territory, driving sales and customer satisfaction.
Education
MBA -
Institute Of Management Studies
NoidaB.COM - Accountancy
Gauhati University
Skills
Corporate affairs and stake holder Management
Business development and strategic account management
Distribution network management
Leadership and team development
Languages
- Hindi
- Bengali
- Oriya
- Assamese
- Fluent in English
- Hindi
- Bengali
- Oriya
- Assamese
Skills
Proven ability to manage and grow high-revenue accounts through strategic planning, relationship building, and performance optimization., Demonstrated success in identifying untapped business potential, cultivating new market opportunities, and acquiring high-value clientele., Strategic thinker with expertise in competitor analysis, market trend insights, and client engagement at the C-suite level., Spearheaded sales operations and initiatives to drive accelerated revenue and meet business goals., Lead generation through market intelligence, public domain insights, and personal networks., Strong performance in client acquisition, retention, and sales target achievement., Deep understanding of client requirements with effective solutions tailored to maximize satisfaction., Proactive in identifying service improvements and enhancing customer relationships., Strong communication and stakeholder alignment across customer lifecycles., Built and maintained profitable channel partnerships through strategy, motivation programs, and inventory optimization., Expert in demand forecasting, inventory control, and efficient distribution network., Successfully completed Six Sigma Yellow Belt projects, applying data-driven methodologies to identify root causes, streamline processes, and enhance operational efficiency., Mentor and coach to high-performing sales teams with a focus on capability-building and operational efficiency., Cultivated collaborative environments that foster professional development and goal alignment.
Languages
English
First Language
Hindi
Beginner
A1
Bengali
Proficient
C2
Assamese
Beginner
A1
Oriya
Beginner
A1
Timeline
Zonal Manager
Indus Towers Limited
04.2022 - Current
Regional Sales Manager
G4S Secure Solutions (India) Pvt Ltd.
06.2018 - 03.2022
Partner Account Manager-Gurugram
TATA TELESERVICES LTD
07.2010 - 06.2018
Assistant Manager
Bharti Airtel Limited
12.2006 - 07.2010
Sr. Executive - Sales
Dish TV (Zee Network)
09.2005 - 12.2006
Sr. Sales Officer
Usha International Ltd.
06.2004 - 08.2005
MBA -
Institute Of Management Studies
B.COM - Accountancy
Gauhati University