ARJUN ARORA
Delhi
Summary
Dynamic leadership experience of over 9 years with major expertise in P&L management, revenue growth, team handling, and client dealing; possessing analytical, negotiation, and problem-solving skills.
Overview
9
9
years of professional experience
Work History
Category Head
Aakash Educational Services Pvt. Ltd
Delhi
09.2020 - 12.2024
- Led the category team to drive business growth across Classroom, Digital, and DLP business verticals managing end to end P&L for Medical, Engineering, and Foundation streams.
- Strategized pricing models based on market study for 2,000+ classroom SKUs, driving ~15% increase in enrollments in FY23-24 via weekly syncs with regional heads.
- Introduced dynamic discounting strategy for Repeater business, achieving YOY ~10% increase in ARPU for FY21-24, amounting to ~$8M-$9M/Year.
- Optimised the business funnel to enhance the conversion rate by ~5% through constantly monitoring lead quality, lead follow-ups,marketing channels, sales pitch, etc.
- Part of the high-impact team to grow digital business by 140% from $5M to $12M in FY20-21.
- Devised a scholarship model for driving internal conversions, achieving a conversion rate of 40% with a target MRP scholarship of 36% i.e. 14% less than FY23-24 amounting to ~$1.2M in annual savings.
- Planned out a plethora of new regional courses by studying local competition offerings and market demand for FY24-25 achieving $4M in additional revenue.
- Revamped the entire DLP vertical to achieve 2x revenue growth in FY23-24 by introducing new courses, launching offline All India Test Series, and altering the pricing strategies.
Sr. Engineer: Business Development
Swagelok
Gurgaon
02.2019 - 03.2020
- Mapped and reached out to 161 potential clients successfully on-boarding new clients with a conversion rate of ~9% and an estimated revenue of $150000 in FY19-20.
- Responsible for conducting technical training sessions to spread awareness about fluid systems, imparting knowledge along with practical demonstrations.
- Represented the company at industry conferences and seminars, establishing a presence as a thought leader in the engineering community.
- Helped industries reduce leak rate by conducting thorough audits and promoting Swagelok products to increase plant efficiency.
Category Manager
Industrybuying.com
Delhi
03.2017 - 01.2019
- Managing the entire portfolio for various categories including pneumatics, hydraulics, bearings, pumps, material handling, and automotive covering 50,000+ products.
- Responsibly scaled annual GMV to more than $2M by a CMGR of 10-15% in 2 years.
- Successfully lead assigned categories to contribution margin positive.
- Successful conversion of leads and onboarding of OEM's like Chicago pneumatics, Eaton, Kirloskar, SMC, PNEUMAX, NBC, ATS ELGI, Bosch comprising almost 35% of the GMV.
- Marketing: Selection of appropriate media/channels - Email/affiliate/PLA/SEO and digitization of SKUs for driving website traffic / enhancing conversion rates.
- Competition tracking: Automated a pricing model for instantly modifying pricing of SKUs based on competition pricing and break-even markup analysis.
- Successfully revived lost monthly GMV of around $200000 by analyzing changes in cost price, markups, shipping charges, etc, for 500+ SKUs.
- Analysed in-demand SKUs and worked on an inventory led model leading to an increase in the fulfillment rate by 7%.
GET+ Engineer Sales - Pneumatics Division
Parker Hannifin
Mumbai/Gurgaon
07.2015 - 02.2017
- Recruited on campus as 'Graduate Engineer Trainee'.Underwent exhaustive training gaining in depth knowledge about various offerings at Parker Hannifin.
- Early promotion to become part of an expanded North India sales team serving a range of pneumatic products and compressed air pipeline to various corporate manufacturing industries including OEM's Maruti, Honda, Hero, Nerolac.
- Led training seminars imparting product knowledge to all the major clients, including channel partners.
- Developed a distributor in the very first quarter with an estimated yearly revenue of $100000.
- Responsible for fulfilling an annual target of $1M. Role centered towards building corporate relationships and rapport.
Education
B.Tech - Production Engineering
Bharati Vidyapeeth College of Engineering
Pune06.2015
Data Science For Engineers - Data Science
IIT Madras
03-2018
Probability - Data Science
Purdue University
06-2018
Statistical Thinking - Business Statistics
Columbia University
06-2020
Skills
- Revenue growth
- Market analysis
- Pricing strategy
- Project management
- Business development
- Strategic planning
- Data analysis
- Team leadership
- Sales forecasting
- Performance metrics
- E-commerce management
- Go-to-market strategy
Accomplishments
- Co-founded an e-commerce firm 'cultworks.in' in 2015 selling online merchandise and scaled it to INR 2CR in annual revenue; got listed as a 'Google preferred vendor' for all their merchandise needs.
- Semi-finalist at '10 Minute Million ': Startup event by IIT Mumbai for angel funding to unique startups.
Timeline
Category Head
Aakash Educational Services Pvt. Ltd
09.2020 - 12.2024
Sr. Engineer: Business Development
Swagelok
02.2019 - 03.2020
Category Manager
Industrybuying.com
03.2017 - 01.2019
GET+ Engineer Sales - Pneumatics Division
Parker Hannifin
07.2015 - 02.2017
B.Tech - Production Engineering
Bharati Vidyapeeth College of Engineering
Data Science For Engineers - Data Science
IIT Madras
Probability - Data Science
Purdue University
Statistical Thinking - Business Statistics
Columbia University
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