CHANDAN KUMAR
Enterprise Sales, Business Development & Client Services
Gurugram,Haryana
Summary
Accomplished Enterprise Sales Manager offering 10+ years of experience in developing and maximizing Data Analytics,Research & IT Products & Service Sales for startups & MNC's.
Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion to achieve market penetration. Successful track record of growing new and existing customer accounts .
Innate abilities in steering strategic business development initiatives viz. pre-sales, business development, key account management and client servicing for Consumer & Economic Research, Analytics & BI, IT & Digital technology based service offerings.
An impressive communicator with honed interpersonal, team building, negotiation and analytical skills
Overview
6
6
years of post-secondary education
10
10
years of professional experience
Work History
Manager - Sales
Datamatics Global Services Ltd
Gurgaon, Haryana
02.2019 - Current
- Responsible to develop key strategies and manage existing customer accounts for all digital offerings including Data Analytics, Data Science, AI/ML, Big Data Solutions as well as other Digital & BPM offerings including (F&A, P2P, Vendor Management, Hyper Automation Services) across industry verticals.
- Role Breakup: Hunting: 40% & Farming: 60%.
- Managing portfolio of 5 large key customer accounts having total combined portfolio of approx 0.75 MN$
- Ensured P&L impact by creating Go-To-Market Plans for Service Propositions across Sales, Delivery, Direct Marketing, and Partnership.
- Held accountable for new logo acquisition as well as amplifying key strategic accounts in terms of increasing their annual revenue size, whilst ensuring client retention and satisfaction through timely interventions.
- Collaborated with Cross-functional Departments / Internal Stakeholders, thereby ensuring better service delivery, business expansion & profitability on current on-going projects.
- Worked in close relation with OEM & Partners to create joint GTM and Focused Account Plan.
- Trained & mentored cross-functional teams by setting higher expectations; initiating individual member accountability.
- Participation in Govt Sales process including, RFP/RFI submission in conjunction with presales & delivery teams Key Achievements.
- Increased business revenue contribution from an existing customer (a leading footwear retailer in country) up by 30% from the last FY through upsell.
- Added 2 new logos each for Research & Analytics offerings and for Enterprise Data management.
- Retained all existing customers during pandemic times despite of massive cuts in IT Budgets within organizations.
Manager
Nielsen India Pvt. Ltd
Gurugram, Haryana
10.2015 - 07.2018
- Brought in to manage tasks involved in managing existing client logos and advance new business development initiatives for Nielsen's Core Solutions in Big Data & Analytics and Economic Research for CPG / Retail vertical across APAC regions.
- Drove business growth through identification & penetration of new market segments for attainment of targets with a view to optimize revenue.
- Instrumental in handling P&L accountability for CPG / Retail Vertical; ensured continuous upward revenue generation from the assigned client portfolio along with proper contract costing to meet the agreed annual operating plans.
- Monitored end-to-end project management functions, bridged between Nielsen's Multiple BU Teams to ensure client satisfaction on the delivered projects. Ensure 99% CSAT on assigned accounts
- Did extensive study and analyzed secondary data & reports, thereby generating insights from the data to build technical and commercial proposal; presented them at thought leadership forums.
- Partnered with Nielsen's Other BU's to build customized offerings for the clients; represented Nielsen's product & solutions offering at various internal, industry and client conferences.
- Holds the distinction of ramping up sales volume of assigned verticals i.e.FMCG & Retail to the total BU sales from 3% in year 2015 to more than 10% by 2017.
- Significant contributions towards bagging and handling project implementation of the industry's first Retail Analytics solution (Micro Estimations of Consumers Demography @1 Sq.km.Area) for the largest retail company in India; Deal Size – $ 1Mn.
- Recipient of "Simply Excellent Bronze Award" by the Client Business Partner of Nestle for displaying Nielsen's Core Value "Useful" at Nestle's Internal Conference "Insights to Initiative-2017".
Marketing Manager
Indicus Analytics Pvt. Ltd
New Delhi, New Delhi
04.2014 - 09.2015
- Raised market awareness among key competitors, drove business growth and increased product features.
- Responsible for creating a market for economic and consumer research-based syndicated product.
- Pivotal in handling & implementing all vertical level business development and sales efforts for Indian & International Customers.
- Essayed a crucial role in leading the transition of organization's syndicated data products from online query-based software to new age online BI platform.
- Steered initiatives towards implementing marketing communication planning & strategy with the leadership team to ensure robust market visibility for the unique economic research products and solutions.
- Led and manged following with 1 direct reporting on Inbound sales queries and close business deals.
- Increased brand awareness through digital marketing campaigns by developing technical and non-technical marketing collateral and presentations, public relations campaigns, articles and newsletters.
Sr. Executive
Absolutdata Analytics Pvt. Ltd
Gurugram, Haryana
03.2013 - 03.2014
- Developed new business opportunities for advanced analytics products & solutions in the North America & EMEA regions
- Provided Pre-sales support for research-based activities entailing drafting of proposals and other sales related collaterals; maintained centralized prospect database (leads, contacts, opportunity) in SalesForce.
- Provide support to onsite sales leadership with market intelligence, competitive analysis and key insights on prospective organizations.
- Identifying and qualifying prospective customers through BANT framework and support sales team in closing deals.
Manager Business Development
Consus Global Pvt. Ltd
Gurugram, Haryana
10.2010 - 02.2013
- Consistently exceeded sales quota through penetration of new accounts for SAP ARIBA Sourcing & Procurement Solution in APAC Region.
- Devised effective marketing, sales and other promotional initiatives.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Product Demonstrations, Pre Sales Support
- Setup, led and managed inside sales & lead generation unit within organization with 6 direct reports
- Acquired 25% hike in sales in 2nd year of its operations; awarded as "Rising Leader" for the contributions in expanding organizations footprints in international markets of S.E Asia & Middle East Geographies
Education
MBA - Marketing & Finance
ICFAI University
Gurugram 06.2008 - 03.2010
Bachelor of Science - Bioinformatics
IASE (Deemed) University
Churu 06.2004 - 06.2007
Post Graduate Diploma - Digital Marketing
Mudra Institute of Communication & Arts
Ahmedabad 03.2018 - 11.2018
Executive Post Graduate Program - IT Management & Analytics
Indian Institute of Management
Kozhikode 01.2021 - Current
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Skills
B2B Sales
Timeline
Executive Post Graduate Program - IT Management & Analytics
Indian Institute of Management
01.2021 - Current
Manager - Sales
Datamatics Global Services Ltd
02.2019 - Current
Post Graduate Diploma - Digital Marketing
Mudra Institute of Communication & Arts
03.2018 - 11.2018
Manager
Nielsen India Pvt. Ltd
10.2015 - 07.2018
Marketing Manager
Indicus Analytics Pvt. Ltd
04.2014 - 09.2015
Sr. Executive
Absolutdata Analytics Pvt. Ltd
03.2013 - 03.2014
Manager Business Development
Consus Global Pvt. Ltd
10.2010 - 02.2013
MBA - Marketing & Finance
ICFAI University
06.2008 - 03.2010
Bachelor of Science - Bioinformatics
IASE (Deemed) University
06.2004 - 06.2007
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