Musical Instruments
Ashish Zutshi
Sales Leader
New Delhi
Summary
Performance-oriented Sales Leader offering exceptional record of achievements over 20-years career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and turning low-performing organizations into top revenue producers. An engaging personality with expertise improving customer relationships, sales and success, with an exposure of working with both, large MNCs and Start-up organizations. Let's aim for the stars, keeping foot on ground.
Overview
17
17
years of professional experience
8
8
years of post-secondary education
2
2
Certifications
Work History
Associate Director, Sales
Axtria
08.2022 - Current
- Managed Demand Generation and Direct Sales teams targeting named accounts and SMB segment respectively catering to Life Sciences Industry. Current total direct reports- 15 people
- Markets tapped - USA, EMEA, Japan
- Attained team goals for Demand Generation at $4M and Direct Sales at 8M, and expanded overall team and revenue targets for 2024 by $20M
- Streamlined sales process for increased efficiency. Including procurement and adoption of new technologies, like ZoomInfo, LinkedIn Sales Navigator, Salesforce CRM.
- Created entirely new training program for Sales Skills, covering BANT, BMANTR, FAINT, SPIN, SNAP, MEDDPICC, Relationship Sales, Consulting Sales, Challenger Sales, Straight Line Sales, 10X sales, battle cards, cheat sheets etc. resulting in 5 times more leads, and increased sales opportunity conversion rates to 50%.
- Instrumental in winning first SMB RFP for direct sales. conducting thorough market research and analysis to identify potential opportunities.
- Closed individual targets of $2M in 2023 and on road to closing $6M in 2024
- Revamped internal communication channels to foster greater transparency between departments and improve overall organizational cohesion to speed up the sales kanban
- Managed cross-functional teams for multiple large-scale projects, successfully completing each on time and within budget constraints.
- Mentored junior staff members, providing guidance on professional development opportunities and career progression paths within company.
- Implemented data-driven decision-making strategies, leading to more informed business choices and positive outcomes.
- Managed Sales P&L, and Budget Codes for delivery teams.
- Enhanced team productivity by fostering positive work environment and providing support to colleagues as needed.
- Increased software sales by developing and implementing strategic sales plans and maintaining strong relationships with key clients.
- Increased services sales by developing and implementing targeted campaigns, and strategies.
- Cultivated extensive network of industry contacts, leveraging relationships to access untapped new business growth opportunities.
- Consistently meeting or exceeding monthly/quarterly/yearly quotas for new business opportunities for both teams and individually.
- Utilized CRM tools effectively to manage leads, track customer interactions, forecast revenue accurately, and report progress updates regularly.
- Collaborated with cross-functional teams to develop targeted marketing materials for prospective customers.
- Delivered compelling product demonstrations, highlighting unique features and benefits that drove customer interest and investment.
- Negotiated favorable contract terms with clients, ensuring long-term relationships while maximizing profitability.
- Drove sales by developing and executing million dollar multi-year contracts.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
Vice President, Sales
Jinactus Consulting
12.2018 - 08.2022
- Managed P&L while developing comprehensive plans to grew sales to boost profits by applying proactive management strategies along with enhancing sales methodologies, trainings, etc. to accomplish organizational profitability.
- Engaged with customers to effectively build rapport and lasting relationships for various software products and services, like Salesforce CRM, Process Management Software, Custom Developed Software, etc.
- Trained and developed new sales team associates in products, selling techniques and company procedures.
- Boosted sales by conferring with customers to evaluate purchase requirements and recommend best-fit company offerings.
- Solved customer challenges by offering relevant products and services.
- Trained and developed new hires in company processes, product knowledge, customer service and selling techniques.
- Hunting and Farming Sales, with 2X target accomplishment
- Managed sales department and associated partner teams
- Territories include - India, APAC, & USA
- Industry Segment - BFSI, Logistics, Govt., Non-Profits, FMCG and Manufacturing
Manager, Client Partner
MarketsandMarkets
03.2018 - 11.2018
- Market Research SaaS software sales, along with managing small team.
- Enterprise sales for 20 tier 1 accounts globally.
- Accomplished multiple tasks, and managed over 100 tasks per day for various activities.
- Developed and maintained relationships with customers and suppliers through account development.
- Evaluated employees' strengths and assigned tasks based upon experience and training.
- Cross-trained existing employees to maximize team agility and performance.
Territory Account Manager
Adobe
09.2015 - 03.2018
- Exceeded individual targets while building, directing and motivating high-performing sales team.
- Increased EMEA business from $300,000 per quarter to $3,000,000 per quarter.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Documented time, calls and results, and submitted reports.
- Hunting and Farming role
- Received multiple accolades on performance, including Rookie of Quarter, MVP, Data Scientist, and Top Sales Person of Year (awarded in Las Vegas, during world wide sales conference)
Sr. Product Consultant
Cvent
03.2012 - 04.2015
- Demonstrated products to help customers try out offerings before making purchases.
- Assisted customers with product needs and introduced new offerings.
- Compiled and analyzed customer data and reports to prepare for adequate engagements.
- Attended trainings and workshops to learn about new products and then shared this information with customers.
- Established long term customer relationships by using effective communication and active listening skills.
- Built customer loyalty and retention by delivering excellent experiences.
- Customer success role in professional services from setting up website, registration process and upselling product add-ons and options
- Decreased project completion time by 30%
Client Servicing
Momentum Communications
01.2011 - 09.2011
- Established, initiated and optimized business development strategies based on company targets, market data, and existing customers
- Handled entire corporate film making division alongside BTL operations for technology customers
- Managed technology customer, customer teams and vendors.
- Managed PAN India operations and increased company performance by 10%
Intern
Mindshare (GroupM)
01.2010 - 03.2010
- Created and presented real-time reports on current market conditions to upper management.
- Conducted end-to-end market research processes through primary and secondary research methods.
- Devised and evaluated methods and procedures for collecting data such as surveys, opinion polls or questionnaires.
- Prepared reports under prescribed time of 3 months while completing 100+ surveys for findings, and illustrated data graphically to translate complex findings into written text.
- Handled Accounts - Yahoo.com and Pepsi Co. during internship
Manager, Client Servicing
Unique Multimedia Advertising
07.2007 - 06.2009
- Expanded cross-functional organizational capacity by 25% while collaborating across departments on priorities, functions and common goals.
- Maximized performance by monitoring daily activities and mentoring team members.
- Applied customer feedback to develop process improvements and support long-term business needs.
- Managed PAN India, ATL and BTL activities
- Maintained customer satisfaction with forward-thinking strategies focused on addressing customer needs and resolving concerns.
- Business Development and Customer Services role
Education
MBA - Marketing, H.R., Leadership & Strategy
Indian Institute of Planning And Management
Delhi 07.2009 - 06.2011
Advanced Management Certification - Business And International Managment
Judge Business School, Cambridge University
United Kingdom 11.2010 - 02.2011
BBA - Business Management
JIMS, Kalkaji
Delhi 04.2003 - 03.2006
International Business Diploma - International Business Management
JIMS, Kalkaji
Delhi 04.2003 - 03.2006
Skills
Story pitching
Issues resolution
Business Development
Strategic planning
Team Management
Negotiation
Verbal and written communication
Customer Success
Sales proficiency
Account management
Process improvement specialist
Vendor/ Partner Management
Additional Information
- Always open to new learnings
- 80% deal closure rates in sales and customer handling
- Handled teams from size 8 - 80
- Always generated more revenue than target
- Excel in making subordinates rich by helping them deliver revenues and overachieving targets
Certification
Cvent Certified Professional
Interests
Cooking
New Technology
Always Improving Skillsets
Timeline
Associate Director, Sales
Axtria
08.2022 - Current
Lean Six-Sigma Green Belt from KPMG
02-2022
Vice President, Sales
Jinactus Consulting
12.2018 - 08.2022
Manager, Client Partner
MarketsandMarkets
03.2018 - 11.2018
Territory Account Manager
Adobe
09.2015 - 03.2018
Cvent Certified Professional
06-2012
Sr. Product Consultant
Cvent
03.2012 - 04.2015
Client Servicing
Momentum Communications
01.2011 - 09.2011
Advanced Management Certification - Business And International Managment
Judge Business School, Cambridge University
11.2010 - 02.2011
Intern
Mindshare (GroupM)
01.2010 - 03.2010
MBA - Marketing, H.R., Leadership & Strategy
Indian Institute of Planning And Management
07.2009 - 06.2011
Manager, Client Servicing
Unique Multimedia Advertising
07.2007 - 06.2009
BBA - Business Management
JIMS, Kalkaji
04.2003 - 03.2006
International Business Diploma - International Business Management
JIMS, Kalkaji
04.2003 - 03.2006