Hi, I’m
ASHISH LAL
Patna,Bihar
There is a powerful driving force inside every human being that, once unleashed, can make any vision, dream, or desire a reality.
Tony Robbins
Summary
Synopsis: More than 19 years of Solid Sales/Business Development experience across retail and corporate sales, into B2B and B2C segment across varied industries. Specialize in EdTech, Recruitment, Real estate, Print Media, Online Sales, FMCG and Telecom Sales.
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
20
years of professional experience
8
years of post-secondary education
Work History
Byjus Think And LearnPatna, Bihar
Head of Sales
05.2021 - Current
Job overview
- Tracked pipeline data, won vs. lost opportunities and lead response times with Salesforce CRM.
- Reviewed customer service agreements for terms and conditions pricing and accuracy.
- Met with clients, delivering presentations and educating on product and service features and offerings.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Used vendor expertise to deliver educational content to sales team.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Attended industry shows, conventions and other meetings with primary mission of expanding market opportunities.
- Promoted continuing education opportunities for sales team to bolster skills and add value to department.
- Interpreted sales and pricing policies to departmental personnel and customers.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Led account planning strategy sessions aimed at retaining and acquiring customers and increasing business opportunities.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Evaluated performance against goals and implemented appropriate development plans.
- Researched competitors' activities and products to uncover new trends
- Targeted and prospected for new business through telemarketing, individual creativity and innovation.
- Maintained marketplace visibility marketplace by participating in industry-related and community activities.
- Established and cultivated solid business relationships with new or existing customers.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
Shine, Hindustan TimesNEW DELHI, com
DGM Sales
12.2018 - 05.2020
Job overview
- Is the most innovative and second largest online job portal in India
- Founded in 2008, over the past decade, Shine.com has become a prominent name in the recruitment industry
- The popularity of the portal is evident from the fact that it has crossed the 3 crore candidate landmark and has more than 3 lakh latest job vacancies from leading companies on the site
- Worked as a Head Strategic Sales with Shine.Com (Hindustan Times Group) and catering to Top
- Consultants of South Delhi Area for Shine.Com Services including Database, Branding and Inventory based solutions
- Heading a Team comprising of SAM’s (5 Team Members) and making sound acquisition strategies in getting Top Consultants on boarded onto Shine Panel
- Area Mapping, Pin Code Mapping, Buddy calls, handling review mechanism of Team members and generating large and sizeable Revenue Opportunities are some KRA’s defined to my work
- Previous Assignment: (Project) Worked as AVP Corporate Sales spearheading Permanent Recruitments at Spectrum Talent
Spectrum Talent ManagementNEW DELHI, Delhi
Vice President
02.2018 - 09.2018
Job overview
- Handling Pan India Top Corporate Accounts through a Team Structure comprising of Business Managers, Account Managers and Researchers
- The Role involved developing and foreseeing growth in:
- Contractual Staffing
- RPO mandates
- Global Recruitment
- Payroll Management
- Identified issues with production, workforce and material sourcing and implemented successful solutions.
- Resolved issues and recommended actions based on production and compliance reports.
- Employed optimal safety practices to reduce worksite complaints and hazards.
- Mitigated regulatory risks by overseeing adherence to insurance and safety regulations.
- Evaluated product development strategies and prepared alternative approaches to goal achievement.
- Drove short-term and advanced promotional initiatives and planning processes.
Teamlease Services, ECommerce
Associate General Manager, Branch Head
12.2016 - 02.2018
Job overview
- A renowned company in the Temporary Staffing, Payroll and Statutory Compliances domain
- Job Profile, Worked as a National Vertical Head for, , Healthcare, Hospitality, Logistics and E- Wallets verticals, catering to more than 6000+ accounts Pan India Basis, and developing clients for Temping and Payrolling mandates
- Key responsibilities:
- Scouting new prospects for the business
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- Carrying out product need analysis to find out to what extent the product is required by the market
- Developing Strategies to crack the NO Clients and the Key Clients and also hierarchy mapping for the prospects
- Hierarchy mapping refers to the ability to understand who, in the client/associate’s side, has the authority to take decisions
- Performing competition mapping
- Doing existing account mining
- This involves identifying which accounts are more important and which are less
- Encourage and build the value system in the whole process
- Achieving Annual AOP Numbers given and showing growth on QoQ basis and YoY basis, by maintaining fruitful pipeline and following up on the same
- Keeping sound connect with Operations and Technology Team for a faster and smoother delivery and thereby maintaining quality in the product delivered
- Reporting on Weekly basis, to higher management and ratifying changes if needed
- Worked with Shine.Com (Hindustan Times) as a DGM
HT MediaNEW DELHI, Delhi
AGM Sales
01.2011 - 12.2016
Job overview
- Growth in the Company: Joined as BSM in 2011 and was promoted to AGM Sales in 2013 and recently promoted to DGM Sales and Branch Head of Delhi Retail 2
- (Shine.Com is an Online Recruitment Portal dealing in Database services, Branding and Job Fairs, for
- Corporates, Job Recruiters and Resume Services
- It is a comprehensive offering of Firefly e-Ventures, the Internet arm of HT Media Ltd., India’s second largest Media Company
- The technology is powered by RedMatch, the best job matching technology in the world with more than 50 installations worldwide.)
- Job Profile:
- Leading 55 members’ team comprising of BSMs, Sr
- Sales Managers, Assistant Managers and Account
- Executives handling revenue of INR 4.8 crores per annum
- As a leader establishing priorities for the team, allocating resources, supporting the planning, analytical, competitive intelligence gathering, forecasting and goal-setting for the team
- Work closely with Product Management to identify and drive sales specific products and tools for the local market to improve productivity and efficiency
- Grow and optimize our largest, most important client relationships
- Acting as a Profit Centre Head for the Branch
- (B2B)
- Products sold/handled:
- Inventory- SMS, Email- both Promotional(Affiliate Marketing) and Recruitment;
- Shine.Com subscription packages;
- Events- Job Fairs, HR Conclaves;
- Print- Ad Space Selling, Ad Bookings
- Branding- Click Pay Ads, CPV Ads, Page Tears
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- Key Responsibility Areas
- Revenue Management:
- Ensuring productivity per person as per target
- Monthly reviews on performance and meetings to review progress of the Teams Sales
- Manager
- P&L analysis and effectiveness to be sensitized
- Sales Process:
- Lead conversion percentage
- 100% compliance on ACT (Sales MIS system) by Team members and Sales Managers
- Sales forecasting
- Weekly Reviews with each team head and assessment of Individual performances
- Formulating Base Incentive Schemes and classifications on tenure for the Incentive Matrix
- People Management:
- Team Review, Performance Management, Coaching
- Buddy calls, training and motivational sessions for team members and conducting, mid-year and yearly review discussions and proposing it to the HR for implementations or further discussions
- Attrition percentage to be maintained at less than 15% for the current annual year
- Commercial Discipline/ Sales Quality/ Account Management:
- Renewal Percentage to be above 85% on monthly basis and at least 20% renewal of expired
- Clients
- Reversals and refunds not more than 10% of total revenue done in a quarter
- Customer retention and major account handling
- PDC clearance to be 100% for Month, 90% for Quarter and 85% for half Yearly duration
- Maintaining Proposal tracker, DSR reports of Sales Managers
- Keeping a track on all product activations on time and the expiry of the product used by customers for further renewals
- Organizing Job fairs for revenue enhancements and driving customer engagement programs
- Achievements at Shine.com:
- Awarded for Best BSM for whole financial year 2011-12 for Delhi/NCR Region
- Was also applauded by the HR for the lowest attrition amongst all BSM’s Pan India, maintaining Revenue per person and contributing in both Online and Education Sales
- Successfully initiated and delivered multiple Job Fairs in Colleges of Delhi (Hindu College),
- Uttar Pradesh (Multiple Locations), Bihar (Multiple Locations) and Jharkhand (Jamshedpur).
MakaanNEW DELHI, Delhi
Sales Manager
07.2007 - 12.2010
Job overview
- Makaan. Com was Online Real Estate Company dealing in Advertising solutions for Builders and Brokers and also hosting Property Shows in India and abroad and working as a common platform for both
- Buyers and Sellers
- People Group which also has other famous brands like Shaadi.Com (Matrimonial
- Site), Fropper.Com(Social Networking Site), Astrolife.Com(Astrology Site), Mauj Applications, Mauj
- Mobiles and Mauj Pictures under its umbrella
- Job Profile:
- Handled 10 member team working in areas of South Delhi and Central Delhi handling revenue of INR 2.4 crores per annum
- (B2B)
- Key Responsibility Areas:
- People Management
- Team Building, Product Training, Competitor analysis, Soft Skills and Sales Approach towards different Customer segment (SPANCO Stages), motivational sessions
- Assigning Mentor to new members and helping them to assimilate into the system
- Conducting Performance reviews and creating development opportunities
- Business Responsibility Analyse market data to identify local sales issues and trends and define strategies to resolve them
- Lead cross-functional teams to roll out sales programs and initiatives
- Develop plan to optimize group structure, process and policy to maximize team efficiency and productivity
- Understanding & meeting direct sales advertisers' ROI metrics
- Work jointly with editorial team, product team, marketing analytics & sales to create best of breed sales consulting services for our direct sales clients
- Key Account Handling and Account Management, Sales Presentation to potential clients and negotiations
- Customer Retention and Servicing aspects
- Making Support calls with team and mapping performance on the field
- The number Of
- Clients conversion from Warm to hot and the final Order
- Liasioning with Ad Agencies for release of Ads for builders and generating leads from agencies for their Real Estate clients and the annual online ad budget for sales, Times Jobs.Com is a part of the biggest media conglomerate The Times of India and its associated companies
- Times job offer various Recruitment Solutions like Data Base Services, Job Postings, Impact
- Jobs etc., it also offers branding solutions like Home Page Logo, Button Banners, Name Links etc
- To corporate houses and Organizations
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- Job Profile:
- Handled 3 -4 team member working in areas of Delhi and NCR handling revenue of INR 60 lacs (B2B)
- Key Responsibility Areas:
- New Business Acquisition: Cold Calls and area mapping to enhance business revenue and increase bouquet of clients
- Key Account Management: Managing Key Accounts and elite’ Corporate Accounts for continuous relationship and business
- Territory Management: Handling team and generating business through Corporate and SME segment
- Customer Relationship Management: Presales and Post Sales Consultation and Client
- Servicing
- Sales forecasting: Assessing new business through potential funnel size and prospect to sales conversion ratio
- Checking Team members commitment through various tools like reviews, database updations and funnel size (SPANDCO procedure and CWH method)
- Building Client Relationship: Client Retention tools implementation after completion of
- SPANDCO process
- Product Management: Updating knowledge on New Product Launches, Conducting training sessions for team members
- Consultative Selling: Pitching the right based on the clients need to generate repeat business
- Team Management: Handling a team and generating business through Corporate and SME segment
- Performance mapping and review of team members, database maintenance of the team, coaching and developing.
Kotak Mahindra Old Mutual Life Insurance, Kotak Mahindra Old Mutual Life Insurance Ltd, Kotak Mahindra Bank
Manager-Sales
07.2006 - 07.2007
Job overview
- Ltd
- (KMBL), and Old Mutual plc
- At Kotak Life Insurance, customers are helped to take important financial decisions at every stage in life by offering them a wide range of innovative life insurance products, to make them financially independent
- Job Profile:
- Sourcing and recruitment of quality advisors based on the Company assigned parameters;
- Training of the advisors by educating valuable tools and inputs to help them generate business and develop further referrals
- Best practices sharing of the advisors to enhance the feeling of Team spirit and the common working protocol;
- Sales Generation and Goal/Expectation setting of the advisors;
- Relationship Management with the existing and potential clients;
- Coordinating and handling appointments and making joint calls with the advisors and handle marketing and promotional activities
- (Fish Bowl, Canopy etc.)
- Achievements:
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- Qualified for Best Sales Manager category and received Trophy for 6 successive months in Kotak Life insurance (2006)
TATA Indicom DST
Asst Manager
12.2003 - 06.2006
Job overview
- Handled Corporate COCP and IOIP Sales in Delhi/NCR through a team of 5 AM’s
- Sales of Tata Indicom Walky and Landline Connections to Corporate Houses and Employees through Cold calls, Direct Interactions and Canopy activities inside the premises of the
- Campus
- Landline connection feasibility check and making reports to put additional lines through digging and extending connections if required
- Sold 250 connections in one single transaction to Wipro Spectramind, IOCL and ICICI
- LOMBARD.
Education
I.I.M.M
M.B.A from Marketing
01.2001 - 01.2003
Patna University
Bachelors in Arts
01.1996 - 01.1999
University Overview
GPA: 64.0
Bishop Johnson School and College
I.SC
01.1994 - 01.1996
Bishop Johnson School and CollegeAllahabad
I.C.S.E.
04.1993 - 04.1994
University Overview
GPA: 73.4
Skills
B2B and B2C Sales and BD
P&L Management
Team Mentoring and Handling
Ops Control and evaluation
Revenue Generation
Client Management
Internal Team HR Issues and Hiring
Assessing Overall Performance and Review Process
Digital marketing
Revenue Forecasting and Pipeline management
Accomplishments
- Diploma in Computer Applications from TATA Unisys
- Active member of Y.M.C.A
- And Lucknow Diocese of Churches
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- Areas of Competence/Strengths:
- Process understanding and excellent problem-solving capabilities
- High on research and analytical skills
- Team building and a good team player with the ability to meet deadlines
- Ability to work under pressure and providing desirable outcome
- Proactive & Self-Disciplined, Sincere and have an inexhaustible stamina to work
- Willing to learn and improve constantly
- Good Team Management/Leadership skills
Availability
See my work availability
Not Available
Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Head of Sales
Byjus Think And Learn
05.2021 - Current
DGM Sales
Shine, Hindustan Times
12.2018 - 05.2020
Vice President
Spectrum Talent Management
02.2018 - 09.2018
Associate General Manager, Branch Head
Teamlease Services, E
12.2016 - 02.2018
AGM Sales
HT Media
01.2011 - 12.2016
Sales Manager
Makaan
07.2007 - 12.2010
Manager-Sales
Kotak Mahindra Old Mutual Life Insurance, Kotak Mahindra Old Mutual Life Insurance Ltd, Kotak Mahindra Bank
07.2006 - 07.2007
Asst Manager
TATA Indicom DST
12.2003 - 06.2006
I.I.M.M
M.B.A from Marketing
01.2001 - 01.2003
Patna University
Bachelors in Arts
01.1996 - 01.1999
Bishop Johnson School and College
I.SC
01.1994 - 01.1996
Bishop Johnson School and College
I.C.S.E.
04.1993 - 04.1994