Gulshan Roy
Category Head
Bengaluru
Summary
9+ years experienced and result oriented Category Manager skilled in Business Development, managing Business Operations, Team Management & Building and Optimizing processes. Posses a diverse experience of working with Corporate and Startups, with a mixed experience from Operations and Sales.
Overview
10
10
years of professional experience
6
6
years of post-secondary education
Work History
Category Head
NoBroker.com
06.2022 - 07.2024
- Led Cleaning category business contributing to 70% of the overall Home service deliveries. Directly led a team of 25+ individuals consisting of Category managers, Associates, and Trainers. Managed an overall business of 5.5 Cr revenue monthly.
- Category metrics: Improved fulfillment% from 79% to 92%,Customer Nps improved from 28% to 55%, Partner rating reached 4.75/5 (Highest among home services category), AOV enhanced from 1200 to 1600, partner-earning increased by 55%.
- Launched New skus in Cleaning helping to acquire rental target audience seeking basic cleaning at an affordable price, created industry first Steam cleaning sku for Kitchen cleaning services.
- Launched Commercial cleaning category to tap into new market segments. Created category playbook from scratch and scaled from 15 jobs to 100+ jobs monthly, bringing in a monthly revenue of 15 lakhs in a duration of 4 months.
Regional Manager
NoBroker.com
03.2021 - 06.2022
- Led the conceptualization, program design, and launch of Full-stack Painting services at-home category.( Scaled the category from 15 monthly orders to 1500 orders in 5 cities in 9 months. Topline revenue of 3.5 Cr.
- Created the category playbook consisting of Dealer distribution model, Margin calculator, Onboarding /Payout program for partners and partner support system (Helpline).
- Supply: Onboarded 60+ trained painting partners. Improved partner earning from average 15k to 30k monthly.
- Category metrics: Maintained 90%+ fulfillment metrics, Nps of 60% (Highest among Nobroker home services), Improved earning margin from 15% to 26%,
- Parallelly Launched Handyman services for Nobroker in 5 cities and Scaled it to 5000+ jobs monthly in a duration of 6 months. Led a team of 4 associates.
- Created pricing structure,defined sops, collaborated with cross functional teams to create a smooth flow for Customer as well as Partner app.
- Maintained delivery% of 88%+ ,Nps of 50%, Repeat%(customer) improved from 6% to 34%, AOV improved from
Senior Category Manager
Urbancompany Private Limited
10.2019 - Current
- Responsible for managing Cleaning and Handyman services in Delhi-Ncr with a monthly revenue of 1.5+cr.
- Managing a pro base of 1300+ service professionals by leading a team of 15+ across Delhi-Ncr
- Contributing 25% of the pan india revenue in cleaning (Diwali Season) and recovered the cleaning business 110% to the pre-covid revenue through successful scale up of 500+ service professionals in 2 months.
- Launched UC in Lucknow and established the entire Home and Repair vertical (Ac/Appliances/Cleaning/handyman) scaling the city from launch month 570 (Sep 2019) deliveries to 9500 deliveries (May 2019) with an overall vertical month revenue at 20+ Lakh.
Category Manager
Urbanclap India Private Limited
09.2017 - 08.2019
- Responsible for handling Cleaning Category for Urbanclap Bangalore with a GMV of 60+lakh monthly. Contributing 20% of the entire booking pan India and 25% of the entire revenue of Cleaning category Pan India.
- Piloted Individual supply in Cleaning removing the current system of Aggregators hence reducing the ongoing SKUs price by 40% and increasing Deliveries from December 2018 ( ) to July 2019( )
- Sourced individual supply through traditional and non-traditional methods and Increased active count of Individual professionals from 45 pros (December 2018) to 312 (July 2019). Lead a team of 8+ employees.
- Launched sourcing plan of Facility Management professionals and On-boarded 115 professionals which helped in improvement of Overall rating from 4.31 (December 2018) to 4.64. (July 2019). Overall push in Nps from 12% to 31% in a time span of 6 months. Created playbook for the sourcing plan and replicated the same pan India resulting in on-boarding of overall 650 Housekeeping professionals pan India
- Achieved highest supply utilization 41.6 jobs/monthly and lowest churn of 4.6% pan India.
- Designed and executed selection SOP for High quality professionals thus overall improvement of service rating from 4.35 to 4.56 pan india.
- Responsible for handling Electrician,Plumber & Carpenter Category from September 2017 to December 2018. Scaled the category from 5000/month deliveries to 14,000/month deliveries (2.8x growth in a time span of 15 months.
- Achieved highest number of deliveries pan india for the month of November and December 2018 with lowest request loss of 7%.
Senior Business Development Associate
Urbanclap India Private Limited
01.2017 - 08.2017
- Responsible for leading a team of 4 Business Associates (Operations team) to reduce Bad Customer Experience in Non-Booking category (30+ Categories) within Urbanclap Lead Generation Business
- Identified critical categories with High fulfillment BCE and optimized SKUs in alignment with Category Managers and Customer detractors feedback.
- Automated requests fan-outs through product changes and Questionnaire changes to filter out low intent customers in Critical categories (ex Packers&Movers) hence reducing FBCE from 36% to 11% in a time span of 7 weeks.
- Responsible for carrying out Supply addition forecasting/ Supply activation targets and sharing insights with Business teams according to High FBCE contributing categories.
- Carried out changes in Lead pricing, Questionnaire changes, Matchmaking to streamline Operations teams intervention.
- Designed and Executed Pro communication sop to ensure better pro activity especially on weekends reducing the FBCE from 27.5% to 11.1% in a time span of 3 months.
Business Development Associate
Urbanclap India Private Limited
06.2016 - 01.2017
- Part of the Launch team for Kolkata. Launched multiple Non- booking Lead Generation categories through Cold calling, Sms campaigns, FB froups and Conference calls on databases collated through platforms such as JD, Sulekha,Yellow pages etc
- Launched 4 cities for Packers & Movers through multiple channels and onborded 70+ professionals in a month. Achieved highest sales number in a team of 50 Business Associates.
Patent Analyst
Sagacious Research Private India Limited
08.2015 - 04.2016
- Conduct searches on patentability, validity, freedom-to-operate and infringement.
- Communicating effectively with clients in determining the scope of research and draft informative reports/deliverables that clarify and summarize search results.
Trainee Engineer
Vakratunda Engineering & Technical Services Pvt Limited
06.2014 - 06.2015
- Drafting & checking isometric piping with Material take off.
- Calculated all project estimates and material requirements.
- Ensured completeness and accuracy of all bills of material.
Education
B.Tech - Mechanical Engineering
Global Institute Of Technology
09.2010 - 05.2014
Higher Secondary School - PCM
DAV Public School
04.2009 - 03.2010
High School - Science Education
DAV Public School
04.2007 - 05.2008
Skills
Business Operations
Category Management
Data analysis
Performance improvement
Stakeholder relations
Business development
Tableau
SQL
Accomplishments
- Recognized as "UC Champion" for the month of April & May 2019 for completely revamping the Supply pool for Cleaning Category and growing order by 1.7x in a time span of 2 months.
- Recognized as Best Category manager for the Month of FY-2018 for the Highest number of jobs Delivered in EPC category
Timeline
Category Head
NoBroker.com
06.2022 - 07.2024
Regional Manager
NoBroker.com
03.2021 - 06.2022
Senior Category Manager
Urbancompany Private Limited
10.2019 - Current
Category Manager
Urbanclap India Private Limited
09.2017 - 08.2019
Senior Business Development Associate
Urbanclap India Private Limited
01.2017 - 08.2017
Business Development Associate
Urbanclap India Private Limited
06.2016 - 01.2017
Patent Analyst
Sagacious Research Private India Limited
08.2015 - 04.2016
Trainee Engineer
Vakratunda Engineering & Technical Services Pvt Limited
06.2014 - 06.2015
B.Tech - Mechanical Engineering
Global Institute Of Technology
09.2010 - 05.2014
Higher Secondary School - PCM
DAV Public School
04.2009 - 03.2010
High School - Science Education
DAV Public School
04.2007 - 05.2008
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