Dwaraka N

Set up & leading the first-of-its-kind HNI Team at Pickyourtrail, dedicated to delivering top-tier service to High Net Worth Individuals. Drive strategic sales initiatives and ensure an exceptional sales to support experience for exclusive clientele. | Timeline : Oct 23 - Present

• Implemented and maintained stringent service standards for the HNI Team, establishing processes, SLAs, flows, and metrics to ensure exceptional customer experiences.
• Mentored and groomed fresh talent for the HNI Team, equipping them with skills in Relationship Building, Consultative Selling, Product Knowledge, Upselling, Cross-selling, Inter-functional Relationship Management, and maintaining confidentiality.
• Executed the "HNI Niner and Sales Handover" initiative, covering 180+ aspects of travel itineraries for exclusive clientele. This meticulous maker-checker approach reduced losses, minimized errors, and ensured a hassle-free on-trip experience.
• Worked on building Loyalty Workflow from sales to support including delights and executed to an average of 25 clients per month
• Contributed to over 5Cr+ Topline addition as an IC + Support team in H2 of 2023 through HNI clients
• Recognitions -
• Personally Handled some notable profiles include Bouncing Board members (10 Famous south India origin companies) - Kaveri Hospitals, BharatMatrimony, CavinKare, Srikrishna Sweets, etc , Many founders and leadership team of SaaS Companies (Chargebee, Freshworks, Paperflite, Atomberg, Pickyourtrail investors, etc) , Large Industrialists, Attorneys (Judges, Advocates, Advisors)
• Recognised to Visit Australia for Trade event called as G’day Australia in 2023 representing Pickyourtrail.

Established and expanded the Curators team, playing a pivotal role in empowering women through the implementation of a Work-from-Home Revenue model || Timeline : Apr 22 - Oct 23

• Multitasked to build an In-house team across Chennai and Delhi and Curators Pan India overseeing 65+ indirect reports.
• Attained top contributor status by generating 79.57 Crores NBV and an average of 8 Crores in revenue across two units from April '22 to March '23. This accounted for 25% of the organization's top line and 23% of the bottom line in 2022.
• Managed diverse teams, including Curators, Enablers, In-house teams in Chennai and Delhi, and Training, overseeing approximately 40 Curators, 2 Enablers, 15 in Chennai, 5 in Delhi, 1 in Training, and affiliated parties.
• Initiated and developed a business unit in April '22, with Curators contributing 32.32 Crores across 1543 conversions during the initial period.
• Formulated and executed a comprehensive business plan, encompassing operational, functional, and organizational strategies for scaling PYT Curators, involving workflows, RnR, payout models, and recruitment and training efforts.
• Successfully scaled the team from 36L in April '22 to 5.16C by October '23, managing over 50+ Curators.
• Introduced and conducted extensive training for the Long Haul with Curators, ensuring a focus on preventing misselling.
• Implemented a strategic shift to a Conversion % lead model from a Revenue model, enhancing overall Customer Acquisition Cost (CAC) by increasing Conversion % from 4.4% at 450+ leads in Apr '22 to 11.3% at 5000+ in Oct '23.
• Regular Grassroots level to Manager Level oscillations in working style to identify operational bottlenecks & solve faster. Eg: Margin splits on commission, Discount Kitty, Resort Availability Communication, Curator Availability forecast, etc.
• Recognitions:
• Awarded Standout Chief JAS 2022
• Proudly became the first female Sales Manager at PYT, handling an 8 Crore book at 26-27 years old.
• Won a FAM visit to the UK for Commonwealth games

Sales Manager - Built a high performance , culture-first team post covid growing into a team of 25+ diversified across Chennai, Delhi selling Long Haul, Short Haul & Domestic. || Timeline - April 2021 - March 2022

• Developed the Sales Training module during the COVID period, providing monthly training to new hires on the entire product range, funnel management, sales processes, and input metrics.
• Effectively led three teams in 2022 – In-house sales, Curators, and Training – achieving a 4x growth in Topline to 75Cr compared to the previous year.
• Fostered Camaraderie within team to build a promising work place to positively effected employee life cycle - lowest attrition team in 2021
• Demonstrated competent management skills by overseeing daily lead flow, strategising lead allocation based on regions and team tenure, breaking down targets, conducting reviews focused on conversion ratios and input metrics, investing in one-on-one connects
• Hired extensively for the team over managing campus and lateral recruitment contributing to 2X team growth in JAS , OND 22
• Drove the ownership of clean selling through regular call coaching to maintain CX Scores at 9.1+ throughout 2021 & 2022 - highest amongst all other sales teams.
• Recognitions:
• Honored with the prestigious award - 10X Impact Leader of 2021

• Managed a 12 member team with a consultative sales approach with high discipline delivering 90% consistently.
• Ended the year 2021 as the highest grossing sales manager amidst Covid waves at 95%
• Improved and monitored daily plans to maximize revenue and enhance pulse accuracy, including funnel management and strict adherence to input metrics.
• Braved through Covid by working on Domestic packages, A loyalty group PYTCLUB , revamping packages and was instrumental in the bounce back with Maldives.

• Buddied and Led a 5 member team along with IC contribution.
• Topped the table on Long Haul Selling with highest customer happiness score 9.7
• Managed funnel and provided lead intel with high accuracy and implemented process improvements to overachieve.
• Diversified my product knowledge from SH to Complicated LH regions.

• Learned the rhythm of sales for continuous number delivery every week
• Thought Through day to day tasks effectively to do 40+ calls & follow up, build client relationships and improve pulse accuracy.
• Planned over 200+ itineraries while learning the nuances of on-trip breaks