Divya Sivakumar
Bengaluru
Summary
Experienced business leader with 18 years in sales and strategic execution, focused on driving revenue and market expansion. Strong background in business strategy, relationship management, and talent development across various industries. Achievements include leading initiatives in P&L management, revenue optimization, and marketing positioning, resulting in significant growth.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Dy. General Manager- Sales & Marketing and Business Development
Caresoft Global Private Limited
08.2024 - Current
- Led sales, marketing, and business development initiatives across APAC for advanced automotive solutions.
Drove revenue growth through strategic management of sales planning and performance tracking.
Engaged OEMs and Tier-1 suppliers with customized, data-driven solutions.
Executed market and competitor analysis to identify new business opportunities.
Managed key accounts and partnerships to support growth and expansion.
Led technical and commercial alignment for proposals and RFPs.
Increased brand visibility through targeted marketing initiatives.
Implemented HubSpot CRM to enhance sales efficiency and analytics.
Business Advisor
Innomotive Solutions
04.2024 - 07.2024
- Partnered with founders to scale operations and optimize workforce management.
- Designed tailored solutions to address client challenges, improving service delivery.
- Built strategic partnerships to drive market expansion and unlock new opportunities.
- Aligned business goals with market trends to support entry into new sectors.
Head- Key Business Development & Account Management, India
A2MAC1 India Private Limited
06.2022 - 03.2024
- Oversaw commercial functions, including sales forecasting, pricing, and customer approvals to enhance growth and profitability.
- Managed strategic account planning and pipeline development in Zoho CRM, aligning with sales targets and customer needs.
- Established strong client relationships to identify business drivers and support customized solutions.
- Served as subject matter expert on A2Mac1 offerings, aiding product teams in technology proposals and customer interactions.
- Developed and executed comprehensive marketing strategy for India, defining focus areas and long-term objectives.
- Led lead-generation initiatives, pipeline expansion, and performance marketing across multiple channels.
- Implemented effective customer acquisition and retention programs through campaigns, events, promotions, and partnerships.
- Optimized marketing operations and reporting, ensuring alignment with broader Asia team efforts.
Principal Consultant & Head Strategic Business Development
Boston IT Solutions (India)
04.2021 - 05.2022
- Developed and executed GTM and business development strategies aligned with global growth objectives.
- Identified new markets, strategic partnerships, and sales opportunities to expand geographic footprint.
- Built strong relationships with C-level stakeholders to drive revenue and pipeline growth.
- Collaborated with marketing and design teams to deliver tailored collateral for campaigns.
- Conducted market research to track trends, competitors, and inform portfolio expansion.
- Monitored sales metrics and provided insights to leadership for performance optimization.
- Managed documentation (NDAs, MoUs, agreements) to protect business interests.
- Ensured seamless cross-functional coordination from proposal to delivery and invoicing.
- Represented the company at key industry events to boost brand presence and networking.
- Provided customer ecosystem insights to align offerings with market and client needs.
- Maintained detailed records of engagement history and tech spend roadmaps for planning.
Head, Meetings & Events Services
Deloitte India (Offices of the US)
01.2020 - 03.2021
- Managed a 20-member team providing registration, communication, and reporting support for global meetings across US, India, and Deloitte University.
- Spearheaded collaboration with internal stakeholders to enhance learning and non-learning events worldwide.
- Executed a key project with Deloitte University India, delivering impactful registration platforms for national and global events.
- Launched quarterly Rewards & Recognition program to elevate team engagement and performance.
- Oversaw quality control measures, team training, and service excellence initiatives.
- Contributed significantly to Crisis Management team, executing Business Continuity Plan during COVID-19.
Director of Sales
Conrad Bengaluru (Conrad by Hilton)
11.2018 - 12.2019
- Managed and mentored a team of 15 motivated professionals across Room Sales, Portfolio Management, Catering & Convention Services, Reservations, and Revenue Management.
- Served as segment head for Defence and Aerospace, formulating go-to-market strategies and driving targeted business development initiatives.
- Engaged with CXOs, diplomats, government ministries, consulates, social media influencers, PSUs, travel managers, procurement leads, TMCs, international partners, and sales offices to align business strategies and build strong interpersonal relationships.
- Analyzed market data to develop and implement strategies that achieve financial targets for rooms and catering, supporting Revenue Management with accurate six-period forecasts.
- Built and maintained collaborative relationships with off-property sales channels to ensure alignment with property goals and complementary sales efforts.
- Oversaw operational execution of booked business, including sales and financial data analysis, total account management, revenue maximization, and profitability management.
- Initiated lead generation campaigns and actively participated in networking events and brand marketing activities, delivering accurate business metrics, monthly forecasts, commitments, and pipeline reports.
- Achieved a 25% increase in revenue, 15% growth in occupancy, and doubled MICE business through strategic initiatives.
- Conducted competitor analysis and monitored market trends to inform strategies for increasing market share.
- Ensured sales teams were fully equipped with necessary tools, including collaterals, presentations, and market intelligence, to effectively manage client relationships.
Director of Business Development
Shangri-La Hotel Bengaluru
05.2016 - 11.2018
- Led end-to-end account acquisition, including business case development, pricing strategy, RFP sourcing and solicitation, negotiation, and ensuring smooth business stabilization.
- Developed and executed comprehensive sales and marketing plans, driving growth initiatives and maintaining competitive positioning within local markets.
- Managed global account acquisition and market oversight for Delhi, Chennai, and key Southeast Asian markets including Singapore, Kuala Lumpur, and Hong Kong, generating cross-selling opportunities for sister properties.
- Independently developed the Defense and Aerospace segments, along with Consulate and Embassy accounts, increasing hotel occupancy by 12% and 5% respectively, in line with market trends and conditions.
- Represented the hotel at international trade shows and industry conferences, enhancing brand visibility and market presence.
- Co-managed a sales and marketing team of 15 members, overseeing all related functions and ensuring alignment with business objectives.
- Consistently exceeded targets and budgets, achieving positive occupancy rates, and higher average room revenue.
- Directed sales solicitation efforts, ensuring effective communication and oversight of rate, date, and space commitments for group bookings.
- Spearheaded business opportunity identification and strategic account management initiatives to drive new business growth for both the hotel and the city.
Account Director
The Westin Chennai
07.2014 - 05.2016
- Reporting to the Director of sales and marketing. Handle RFP & RTB exercise for the hotel.
- Handle Hotelligence for the team, Identify the new companies entering the Chennai and Bangalore market and tap them to use hotel and constantly reviewing competition hotels on GDS production via Hotelligence and working on the new agencies entering the city or competition.
- Highly focused on facts & trends-based business decisions to optimize total hotel revenue and exploring opportunities of revenue maximization in catering, food & beverage, spa as well as other revenue generating departments.
- Motivating the team and self to increase the enrollment for our loyalty program SPP, Star choice and SPG restaurant and BAR.
- Visit and entertain all key accounts regularly (a minimum of 20 sales activities per week is expected, via Face-to-Face appointments / Client entertaining and trade shows).
- Meet with in-house guests to build relationship and to obtain guest comments.
- Meet with key banquet customers to build relationship.
- Be proactive in obtaining sales leads from various sources such as newspaper, internet, TV etc. and assign sales associates to follow up on the leads.
- Leverage Global Sales Organization ensuring that it is kept abreast with hotels key selling strategies and Unique Selling Propositions.
- To ensure that all information related to all accounts are recorded in Opera Front Office and Sales & Catering applications and filed accordingly, and to maintain the accuracy of information in the systems.
- Assist all sales associates in the set up on strategies and tactics for each account and to ensure that the planned actions are followed up.
- Attend weekly Sales Strategy Meeting to share information on competitors' activities, customer feedback and other market intelligence.
Senior Sales Account Manager- Global Accounts
The Leela Palace Chennai
10.2011 - 07.2014
- Responsible for total rooms division, yield strategy formulation & implementation, Territory management includes acquisition strategies for conversion of key prospects to key accounts.
- Efficiently managed and performed during the Pre- Opening phase of the hotel.
- Managed, developed and conceptualizing of the Conventions business of the hotel.
- Accountable for market performance and meeting budgets, forecast and Optimal business mix targets.
- Competition Analysis & Tracking, Daily Statistical Analysis, Market Share Analysis & Networking.
Assistant Manager Sales
Hilton Chennai (Hilton Worldwide Sales)
09.2010 - 10.2011
Sr. Sales Executive
The Raintree Hotels
08.2009 - 09.2010
Sales Executive
GRT Hotels & Resorts
05.2007 - 08.2009
Education
Digital Marketing Masterclass -
Udemy
01.2020
MBA - Business Administration
ICFAI University
Sikkim01.2016
Bachelor of Studies - International Hospitality & Hotel Administration and Tourism Management
Shevaroys Institute, Alagappa University
01.2007
Skills
- Strategy development and execution
- Revenue optimization
- Strategic partnerships
- Competitive analysis
- Sales management
- PR, Communication and marketing
- Business relationship management
- Contract negotiations
- Budgeting and forecasting
- Acquisition and development
- Team building
- Decision making
- Change management
Websites
Certification
- Customer Centric Selling - Shangri-La Bengaluru
- Emerging Leadership Program - Shangri-La Bengaluru
Accomplishments
- Achieved highest long-stay penetration at Conrad Bengaluru.
- Doubled occupancy at Shangri-La Bengaluru in 2017; consistently delivered revenue growth at the city's largest luxury hotel.
- Led execution of India's largest hackathon - GE Hackathon 2018 (12 consecutive days).
- Successfully hosted high-profile and HNI events, including national day celebrations, and parliamentary delegations.
- Launched 'Indulge' Business Travel Planner Reward Program at Shangri-La Bengaluru with 200+ enrolled corporate partners.
Crm Rfp Tools
- Zoho
- Salesforce
- Delphi FDC
- HubSpot
- Opera
- ISAC& Revenue Optimization System
- OnQ (PMS) by Hilton
- Cvent
- Lanyon
Languages
- Kannada
- English
- Tamil
- Hindi
- Telugu
Awards Recognition
- Star Performer, Guest Delight Program - Shangri-La Bengaluru
- Best Sales Performance Award & Class Topper - Hilton Worldwide (Sales Negotiation & Customer Focused Selling)
- Best Performance- Global account strategy in partnership with Preferred Hotels - The Leela Palace Chennai
- New Service Adoption Award - A2MAC1 India
- Best Performer - New Business Development, C-level Engagement - Boston IT Solutions
- Chairperson, Internal Complaints Committee - The Westin Chennai
Hobbies & Interest
Traveling, Cycling, Home Organizing & Clutter management
Timeline
Dy. General Manager- Sales & Marketing and Business Development
Caresoft Global Private Limited
08.2024 - Current
Business Advisor
Innomotive Solutions
04.2024 - 07.2024
Head- Key Business Development & Account Management, India
A2MAC1 India Private Limited
06.2022 - 03.2024
Principal Consultant & Head Strategic Business Development
Boston IT Solutions (India)
04.2021 - 05.2022
Head, Meetings & Events Services
Deloitte India (Offices of the US)
01.2020 - 03.2021
Director of Sales
Conrad Bengaluru (Conrad by Hilton)
11.2018 - 12.2019
Director of Business Development
Shangri-La Hotel Bengaluru
05.2016 - 11.2018
Account Director
The Westin Chennai
07.2014 - 05.2016
Senior Sales Account Manager- Global Accounts
The Leela Palace Chennai
10.2011 - 07.2014
Assistant Manager Sales
Hilton Chennai (Hilton Worldwide Sales)
09.2010 - 10.2011
Sr. Sales Executive
The Raintree Hotels
08.2009 - 09.2010
Sales Executive
GRT Hotels & Resorts
05.2007 - 08.2009
Digital Marketing Masterclass -
Udemy
MBA - Business Administration
ICFAI University
Bachelor of Studies - International Hospitality & Hotel Administration and Tourism Management
Shevaroys Institute, Alagappa University