Bhaswar Niyogi

This role, as part of the consolidated Global Revenue Operations organization, had coverage responsibility of Asia Pacific, Middle East, and Africa. It integrated India, Middle East, and Africa sales organization, processes, and coverage with Asia Pacific region's sales function, while executing the next 3-year (2022-24) restructure plan for the combined AMEA sales organization.

• Oversaw the implementation of sales technologies to enhance field productivity.
• Led cross-functional teams to optimize revenue processes and drive growth.
• Developed and implemented data-driven strategies to enhance revenue forecasting accuracy.
• Streamlined sales operations by integrating automation tools, reducing manual work.
• Established key performance indicators (KPIs) to measure revenue performance effectively.
• Collaborated with finance and sales teams to align revenue recognition practices.
• Designed and executed training programs to improve team performance and efficiency.
• Oversaw the implementation of CRM systems for improved customer relationship management.
• Coordinated with marketing to ensure consistent messaging and lead generation efforts.
• Managed budgeting and resource allocation to maximize revenue potential.
• Foster a culture of continuous improvement through regular process reviews and updates.
• Built and maintained strong relationships with stakeholders to support revenue initiatives.
• Lead efforts to enhance customer retention and increase lifetime value.
• Championed the use of analytics tools to support data-driven decision-making.
• Spearheaded initiatives to improve operational efficiency and reduce revenue leakage.

Execute organization's 5-year (2018-22) transformation plan around sales organization restructure, redesign sales coverage models, overall organizational savings, digital road mapping, and sales process redesign for the Asia Pacific Region.

• Led strategic sales initiatives to drive revenue growth in the Asia Pacific region.
• Developed and executed sales operations strategies that aligned with corporate goals.
• Managed a cross-functional team/initiatives to enhance sales performance and efficiency.
• Collaborated with marketing to create effective campaigns tailored to regional needs.
• Established sales forecasts and KPIs to measure team performance and efficiency.
• Conducted regular training workshops to boost sales team capabilities and knowledge.
• Utilized sales analytics to monitor progress and adjust strategies accordingly.
• Drove initiatives to expand market share and improve competitive positioning.
• Managed budget allocation for the sales department, ensuring optimal resource utilization.
• Participated in senior leadership meetings, contributing insights on regional performance.
• Regularly reported to executive leadership on sales performance and strategic direction.

This role had responsibility for Sales Training, Enablement, Planning, Compensation, and Strategy.

• Managed Sales Planning & Performance Compensation, Talent Development, Asia Pacific Region.
• Streamlined sales reporting procedures, reducing time spent on data analysis by 20%.
• Developed and implemented comprehensive sales training programs for new hires.
• Enhanced CRM utilization across the sales team to improve customer relationship management and track sales performance.
• Coordinated cross-departmental initiatives to enhance communication between sales, marketing, and product teams.
• Managed sales incentives programs, motivating the team to consistently exceed quarterly targets.
• Created and maintained dashboards for real-time sales metrics and KPIs for leadership review.
• Developed key relationships with stakeholders to ensure alignment and support for sales operations initiatives.
• Drove the adoption of sales enablement tools, enhancing team effectiveness in field operations.
• Mentored junior managers on best practices in sales operations management, enhancing team capabilities.
• Championed a customer-centric culture within the sales organization, improving client satisfaction scores significantly.

This role managed Sales Planning - territory setting, coverage design, and quota setting across multiple sales roles in the APAC region, as well as their Performance & Sales Compensation for the Asia Pacific Region.

• Led sales planning initiatives across the APAC region, driving alignment with corporate strategies.
• Developed and implemented sales forecasting methodologies, improving accuracy by 25%.
• Managed a team of analysts to streamline reporting processes, significantly reducing turnaround time.
• Established key performance indicators (KPIs) to measure sales team effectiveness and productivity.
• Conducted quarterly business reviews with senior management to assess sales performance and strategic direction.
• Fostered relationships with key stakeholders to drive buy-in on sales initiatives and plans.
• Oversaw budget planning and resource allocation for the sales department in the APAC region.
• Championed the use of data analytics to support decision-making and operational efficiency.
• Presented sales performance reports to executive leadership, highlighting successes and areas for improvement.
• Drove the adoption of best practices in sales planning and performance management across the region.

This was a series of special assignments working as APAC region Business Development SME on Intra-Asia business for the Freight Forwarding business entity of UPS.

• Developed and implemented strategic plans to drive growth across APAC markets.
• Analyzed market trends and competitor activity to inform strategic decision-making.
• Established and maintained relationships with key stakeholders and partners in the region.
• Managed budget allocation and resource planning to optimize project outcomes.
• Facilitated workshops and training sessions to enhance team capabilities and performance.
• Collaborated with senior leadership to align regional strategies with overall company goals.
• Identified potential risks in the market and devised mitigation strategies.
• Conducted regular performance reviews to evaluate project success and areas for improvement.
• Fostered a culture of collaboration and open communication within the team.

This role managed Freight Forwarding Sales teams across Asia to develop identified lane pairs for Air Freight transportation business for UPS.

• It worked with Export and Import Operations teams to arrange for consolidation programs, package them for sales to position the cost-benefit value for them to grow revenue, and UPS share on those lanes.
• Developed and executed strategic trade lane plans for intra-Asia logistics.
• Coordinated cross-functional teams to ensure seamless execution of trade lane activities.
• Conducted cost analysis to identify opportunities for margin improvement.
• Implemented process improvements to streamline shipment operations.
• Monitored shipment performance metrics to ensure adherence to service levels
• Provided training and mentorship to junior team members within the department
• Engaged in regular communication with clients to manage expectations and resolve issues
• Analyzed competitor activity and adjusted strategies to maintain market competitiveness
• Managed budget forecasts and ensured adherence to financial targets
• Developed and delivered presentations to stakeholders regarding trade lane performance
• Spearheaded initiatives to enhance customer satisfaction and retention rates
• Conducted risk assessments related to trade lane operations and identified mitigation strategies
• Utilized data analytics to drive informed decision-making within the trade lane

This role managed Freight Forwarding Sales teams in Singapore and India to develop Singapore to India for Air & Ocean Freight transportation business for UPS.

• The role worked with Export and Import Operations teams to arrange for consolidation programs, package them for sales to position the cost-benefit value for them to grow revenue, and UPS share on those lanes.
• The role was expanded to develop Hong Kong, China, and India in 2005.
• Developed and implemented route optimization strategies to enhance delivery efficiency.
• Analyzed transportation costs and performance metrics to identify areas for improvement.
• Collaborated with cross-functional teams to design and refine processes.
• Developed strong relationships with customers to understand their needs and improve service
• Conducted market analysis to stay competitive in pricing and service offerings
• Prepared and presented reports on route performance and operational efficiency to senior management
• Managed budget allocations for transportation and route development initiatives
• Enhanced team productivity by establishing clear objectives and performance metrics
• Resolved operational challenges through effective problem-solving and communication skills
• Participated in strategic planning sessions to align route development with company goals

This was a Direct sales role of managing a territory and key accounts

• In addition to managing the territory of customers, this role culminated in project management of secured deals amounting to USD 8.5M with telecom clients in 2002-04. This included managing the launch of the CDMA network for the first time in India by Reliance Communications and handling air charters and ocean freight breakbulk movements.
• Managed a diverse portfolio of clients, ensuring their needs were met and expectations exceeded.
• Developed strong relationships with clients through regular communication and personalized service.
• Collaborated with cross-functional teams to deliver tailored solutions for clients' unique challenges.
• Conducted regular account reviews to assess performance and identify opportunities for growth.
• Utilized CRM software to track account progress and manage client interactions effectively.
• Analyzed market trends to identify potential upsell and cross-sell opportunities within the account base.
• Prepared and presented detailed reports on account status and performance metrics to stakeholders.
• Negotiated contracts and pricing agreements to maximize revenue, while maintaining client satisfaction.
• Resolved client issues promptly and effectively, fostering trust and loyalty.
• Set and tracked key performance indicators to evaluate account growth and client satisfaction levels.
• Created customized project plans and timelines to ensure successful execution of client initiatives.