Arun Upadhyay
Mumbai
Summary
Performance-oriented sales professional with a 15-year proven record of accomplishment of achievement. A strong aptitude for learning and development, contributing significantly to organizational success. Well-qualified Sales Enablement Manager skilled in planning and implementing both onsite and remote training programs. Communicates authoritatively and clearly, driving results through an enthusiastic approach.
Overview
25
25
years of professional experience
5
5
years of post-secondary education
7
7
Certifications
2
2
Languages
Work History
Sales Enablement Manager-India
Iron Mountain Pvt Ltd
07.2021 - Current
- Collaborated to develop & execute against a holistic go to market enablement strategy that includes enablement on Iron Mountain systems & processes, products & solutions, industry expertise, sales methodology, buyer, customer journey, & functional expertise for sales positions
- Prioritized refined enablement with local sales leadership & other stakeholders, & drove alignment on those priorities, optimized programs like Elevate new hire on boarding, 75+ people trained, sales training & certification programs to improve business performance & ensure sellers less than 1 year meet pipeline & booking targets
- 100+ sellers trained on various training methodologies, techniques, concepts, learning tools, & practices were utilized to ensure maximum effectiveness of the training.
- Created a high performance culture with sales leader's university labs & ensuring performance driven coaching to meet pipeline & booking numbers, utilizing various data points & dashboards
- Partnered with sales team to mentor/coach to improve sales acumen using IMSU coaching forms & Ambition, worked with first line managers used sales talent diagnostics to assess sales reps & determine ongoing development needs
- Account Planning & Opportunity Planning with Generative AI & People ai + 3 Workshops completed India 100+ Account Plans Initiatives 7.4M, Whitespace Potential 5.9M, Stakeholders 121 added with a scorecard, whitespace & active SFDC opportunities
- India Wins: peer to peer reduce selling time C suit, Reaching decision makers, hunting, prospecting Mind tickle courses & ILT Trainings
- Responsible for designing, developing, and implementing capability development programs to enhance the productivity and retention of the sales force.
- Developed a comprehensive library of sales enablement assets, including case studies, whitepapers, and presentations that helped reps quickly address prospect needs.
Learning& Development Manager-India
Insight Business Machines Pvt Ltd
04.2018 - 07.2021
- Established key metrics to assess the impact of training programs on sales performance.
- Conducted post-training evaluations and gather feedback to continuously improve training effectiveness.
- Partnered with sales leaders to assess performance gaps
- Collaborated with sales, marketing, product, and HR teams to ensure training aligns with company objectives.
- Engaged with external training vendors and industry experts to enhance training offerings.
- Coaching and mentorship to trainers and facilitators within the organization
- Created content and delivered for various soft skills for over 200 employees
- Created and delivered training workshops on strategic account planning and solution selling for sales and pre sales
- Evaluated the effectiveness of training programs through regular assessments, feedback sessions, and performance reviews
- Streamlined onboarding processes for new hires, reducing time-to-competency and increasing employee retention rates
- Developed and execute a comprehensive sales capability development strategy aligned with business goals.
- Identified key skill gaps within the sales force and create targeted training solutions.
- Designed, developed and implemented structured training programs for sales teams, including functional, behavioral and leadership development.
- Utilized blended learning approaches, including classroom training, e-learning, coaching, and on-the-job training.
Senior Manager- Training
Serco
04.2014 - 04.2015
- Portfolio- team of 40 trainers 3 Assistant managers and 2 Training managers for Non telecom–35 Accounts -Headcount – 2500
- Developed clear-cut processes & structured process-maps to ensure smooth execution of all training related processes for various business and industries
- New Hire Throughputs, OJT, 0 to 30 days Performance, Refresher Efficacy, PKT structure, Sensitive 30
- Supervised & reviewed process capabilities to ensure targets are achieved & exceeded
- Skill set mapping and cross skilling Implemented with cross training utilization over 30%
- Developed in-depth analytical systems that should enable all roles/levels in training function to periodically review training metrics e.g defined minimum skills required and ensured right hire quality is inducted
- Managed operational performance on key training SLA's
- Identified & developed project charters from a training perspective for new businesses, locations and clients- AHT Reduction, Training Drop out reduction, Knowledge Portals, Customer centricity, back to basics
- Liaised with clients to design and develop training strategy across business to meet client expectations
- Trainer score cards, certification process and manpower planning
- Ensured standardization of training delivery across all locations e.g KPI's for trainers
- Established strong relationships with clients and stakeholders, ensuring long-term partnerships and repeat business
- Created review mechanisms and evaluated performance of training delivery across all locations and regional teams
Group Manager- Training
WNS
07.2009 - 07.2012
- Led a team of 9 trainers, 2 assistant managers, and 1 DM for BFS&HC Training with a headcount of over 1200, focusing on operational efficiency and best practices
- Implemented multiple new transitions and knowledge transfers through ENABLE, resulting in a 30% cross training across 12 programs
- Launched MTP - NEEV and top talent for Health care, achieving a training attrition rate of 4.40% and receiving STAR Awards for Best Support Team
- Identified areas of improvement through regular performance reviews, providing constructive feedback and coaching for team members
- Instructional Content design and knowledge transfer through portals and automations
- SOPs updated across all processes, KIT implemented for all processes, Refresher training & monthly PKT completed with Agent summary scorecard and Question wise analysis for all processes
- Domain Awareness, CMS courses launched, 52 people enrolled 13 people CPAT certified Domain penetration at 10% for HC, Health Care Fraud Awareness & Health Xpress Launched across HC, 7 people successfully certified on ICD 10, 3 people certified on AAPC
- People Development, Development training penetration at 62% (M01-M03) & 10% M04-M07, Training Carnival conducted from Dec 1st -16th covering 848 hrs
- 3 new Dev training modules launched, Language enhancement,D3, Stress management module launched in May, Project completed on Automation of Trainers Feedback analysis
- Initiatives- Pre-process module converted to CBT, Monthly TOM POM R&R program conducted, Progression Unlimited launched aiming at voice skills improvement
- Kaizen & White Belt projects & STAR Awards Polaris Star- Q3- HC Training- NSK- Best Support Team
Sales Administrator
Broad System, CALLCREDIT INFORMATION GROUP LIMITED
02.2008 - 02.2009
- Analyzed sales data to identify trends and areas for improvement, providing strategic insights to the sales team
- Enhanced customer satisfaction by addressing inquiries promptly and resolving product and service-related issues
- Supported sales representatives by helping them understand the sales cycle, buyer's persona, and buyer's journey to expedite deal closures
Assistant Manager Training
WNS Global services
04.2007 - 12.2007
- Developed and implemented comprehensive training programs to enhance employee performance
- Created tailored leadership development programs to support high-potential employees
- Conducted assessments to measure progress and adjusted teaching methods accordingly
- Trained over 750 individuals with 100% graduation and 0% attrition rate
Trainer
Convergys India Services
08.2004 - 03.2007
- Utilized Instructional design model “ADDIE”-Analyze, Design, Develop, Implement, and Evaluate that helped trainees think through
- Applied Effective Adult learning methods to deliver– Visual, Auditory, Read Write & Kinesthetic
- Provided one-on-one mentoring to help individuals reach their full potential
- Evaluated effectiveness of training initiatives by tracking participant progress and gathering feedback for continuous improvement
Customer Care Executive
Mphasis
11.2002 - 01.2004
- Provided exceptional customer service, resolving issues promptly to ensure positive customer experience
- Implemented training programs to enhance team performance and maintain high service standards
- Collaborated with cross-functional teams to improve processes and drive company growth
Executive Producer
Media Industry ( Balaji Tele Films & Femina )
01.2000 - 01.2002
- I have dedicated years to managing and overseeing all aspects of production and post-production at Balaji Tele Films in Mumbai
- My role involved developing and packaging television projects, directing and producing, and tapping into broad audience appeal
- I successfully led high-performance teams, managed budgets, and negotiated with vendors to ensure project success
Education
Bachelor's - Commerce
Pune University
Pune, Maharashtra 04.1997 - 03.2000
X11 -
SSPMS
Pune, Maharashtra 04.1996 - 03.1997
X -
SSPMS
Pune, Maharashtra 03.1994 - 04.1995
Skills
- Goal-Oriented
- Effective Collaboration Skills
- Pipeline management
- Content Strategy Development
- Sales Efficiency Improvement
- Analytical Decision Making
- Practical Leadership Style
- Pipeline management
Certification
Professional Facilitation Skills - Convergys
Personal Information
- Date of Birth: 09/01/79
- Marital Status: Single
Timeline
Sales Enablement Manager-India
Iron Mountain Pvt Ltd
07.2021 - Current
Learning& Development Manager-India
Insight Business Machines Pvt Ltd
04.2018 - 07.2021
Senior Manager- Training
Serco
04.2014 - 04.2015
Group Manager- Training
WNS
07.2009 - 07.2012
Sales Administrator
Broad System, CALLCREDIT INFORMATION GROUP LIMITED
02.2008 - 02.2009
Assistant Manager Training
WNS Global services
04.2007 - 12.2007
Trainer
Convergys India Services
08.2004 - 03.2007
Customer Care Executive
Mphasis
11.2002 - 01.2004
Executive Producer
Media Industry ( Balaji Tele Films & Femina )
01.2000 - 01.2002
Bachelor's - Commerce
Pune University
04.1997 - 03.2000
X11 -
SSPMS
04.1996 - 03.1997
X -
SSPMS
03.1994 - 04.1995
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