Gaurav Bajpai

Heading Business for NICMAR University and its Group of Institutions – India’s leading institution dedicated to Construction, Real Estate, Infrastructure & Project Management (CRIP) education, with a legacy of 40+ years & campuses in 4 locations.

Leading end-to-end business functions: enrolments, revenue growth, marketing, admissions, digital strategy, partnerships, and product positioning across all four campuses – NICMAR University Pune, NICMAR University of Construction Studies Hyderabad, NICMAR Delhi NCR (AICTE Approved Business School) & NICMAR Executive Education Mumbai.

Spearheaded NICMAR’s transformation into a modern, industry-aligned, student-first brand.

Key Outcomes:

• Doubled the count from 1.5K to 3K+ National and International Admissions across all campuses with maximized profitability & generating $30M in revenue.
• Scaled high-performance inside sales and multi-city outreach/BD teams.
• Revamped brand, performance marketing, and CRM systems for conversion.
• Established NICMAR as a category-defining institution in CRIP education.

• Heading the Business Unit – Manipal MedAce.
• Responsible for Lead Gen, Strategy, Revenue Generation through Sales, BD & Digital Channel.
• Responsible for Brand Promotions, Influencer Marketing, Digital & Performance Marketing.
• Responsible for Student Enrolment through all parallel channels - Partnership & Acquisitions.
• Responsible for Expansion into new geographies.
• Functions reporting to this role: BD, Sales, Content, Ops, CX, Marketing - Digital and Influencer.
• Roles reporting into: Regional Heads, Customer Support Head, Head of Inside Sales, AGM – Product, AGM – Tech, Program and Product Managers.

Key achievements:

• Scaled MedAce from Launch to 12000 Subscriptions in 180 days post launch, contributing to 18 Cr of Topline.
• Scaled the team from 0 to 70 post launch.

• Heading the Business Development - Sales Team of 250 plus professionals in NEET PG, UPSC, CAT & GATE Categories, contributing to more than 180 Cr of Revenue from B2C and B2B2C sales channels across India.
• Responsible for Growth, Network Expansion, Student Ambassador Channel, GTM Strategy & Expansion and End to End revenue generation.
• Responsible for scaling BD team across categories alongside scaling business in new categories.
• Functions reporting to this role: BD, Sales, Marketing – Digital and Influencer
• Roles reporting into: Director of Field Sales, Director of Inside Sales, Associate Directors of 5 Regions, Associate Directors of Marketing, Program Managers and MIS Manager.

Key achievements:

• Revenue grew from 90 Cr to 180 Cr (FY 21-22 vs 22-23)
• BD contribution in revenue increased from 12% to over 50% of overall business.
• BD productivity increased by 5x on monthly basis - 20 Lacs per month.
• Productivity in Campus Ambassador Channel increased to 1.5 Lacs per month with 600 active ambassadors on the overall base of 5000+ Ambassadors.
• Active College Count grown from 120 Colleges in FY 21-22 to 434 Colleges in FY 22-23.
• Inside Sales Conversions improved from 48% to 88%

City Head - Operated Business:

Profitability Management, High Value Real Estate Acquisition, Operations & Transformation, Marketing - Lead Generation, Team Management.

• Network grown to 70+ property with 2200+ rooms across region.
• Collection of 5 Cr plus of Non-Refundable Franchise Fee.

Revenue Lead - VAS:

• VAS revenue generation by monetizing every square inch of unused real estate in operated hotels property through - Short term space leasing (for training, conferences) and Long term space leasing (to Retail, F&B, Laundry, Gym, Spa etc)
• Added another 1.80 Cr to monthly revenue of region

Business Head Supply - Franchise Business:

• Responsible for FOFO Property Acquisition, Collections, Operations Management, Lead Generation, Marketing, Managing Churn and Win-back Lost Cases.
• Team Size - 60+, Increased the Monthly Acquisition rate to 500 rooms & Monthly Collections to 40-45 Lacs, Controlled the Churn to 3% with increased focus on minimizing UH and CID.

Global Supply (SEAME):

• Working on Product Ops, looked after the adoption & impact of products (SAAS, Consumer, Merchant) on Sales, Business Development, Revenue, Cost etc.
• Responsible for Product Tech Communications both Internal (Weekly Town-halls, Release Notes, Monthly product updates for CXOs, Publication of High Impact Awards & Events on different forums) & External (Awards - Identifications - Nominations - Documentation - Application & Coordination, Articles, Events, Social Media, Other Media Platforms etc), Strategy & Prioritization, Coordination with different Product Leaders & Managers on Delivery timelines, support & execution.
• Prior to this, Established Lead to Live Projects for 100% adoption of CRM Tools across Global Supply Teams.

Franchise Acquisition for Preschool and K12 brands, Launch, Strategy & Lead Generation, Profitability at Unit & Regional Level, Branding & Marketing - ATL, BTL, Recruitment, B2B & B2C Sales, Team Management.

• Revenue Generated: 15 Cr plus annually.
• FOFO network grown from 7 to 250 plus units.
• Enrollment count grown from 500 to 10000 plus students

High Value Product Sales across K12 Schools, Lead Generation, Requirement of Coaches & Interns, Events & Activities, BTL Marketing, Operations & Execution at Unit Level, Institutional & B2C Sales.

• Revenue Generated: 5 Cr plus annually
• Network raised from 1 to 32 Schools
• Student base grown from 320 to 7500 plus across region

Business Development, B2C Sales, Franchise Acquisition, Profitability, ATL BTL Marketing, Enrolments, Team Management, Tie-up with Schools/Colleges/Coaching Institutes.

• Team Size : 25+ across company owned branches.
• Raised business to 30 Lacs per month.
• Conceptualized & Executed Job in 99 days program