HETAL KARELIA
Strategic Account Manager
Mumbai
Summary
Strategic Account Leader with 11+ years driving revenue growth across E-commerce, HoReCa, Retail, and SaaS. Proven track record managing ?50Cr+ portfolios, exceeding targets by 20–35%, and building C-suite relationships that convert to multi-year contracts. Recognized twice as "Stellar Performer of the Month" for delivering category-leading profitability gains.
Overview
1
1
Language
12
12
years of professional experience
Work History
STRATEGIC ACCOUNT MANAGER
Blenheim Chalcot India
Mumbai
09.2023 - Current
- Manage a ₹40 Cr+ portfolio across 12 companies, delivering 28% YoY revenue growth through strategic upselling and renewal optimization.
- Negotiate complex, multi-year contracts worth ₹8 Cr+, achieving a 95% renewal rate, with improved commercial terms.
- Elevate NPS from 42 to 67 by implementing a structured QBR cadence and proactive escalation protocols.
- Partner with Product and Ops to launch three integrated solutions, unlocking ₹2.5 crore incremental annual value.
NATIONAL KEY ACCOUNT MANAGER
Reliance Retail – JioMart
Mumbai
08.2022 - 08.2023
- Led West India and PAN-India HoReCa vertical, managing 85+ strategic accounts, generating 65 Cr annual GMV.
- Delivered a 32% profitability improvement by restructuring pricing tiers and eliminating margin leakage.
- Earned "Stellar Performer of the Month" (2x) for exceeding quarterly targets by over 25% consecutively.
- Reduced churn by 18% through data-driven account health scoring, and early intervention playbooks.
MANAGER – SALES & ACCOUNT MANAGEMENT
DotPe
Mumbai
10.2021 - 08.2022
- Onboarded 15 premium restaurant chains (Bastian, Social, Farzi Café), adding 4 Cr ARR to the portfolio.
- Grew account revenue by 45% through consultative selling—identifying automation gaps and deploying tailored POS solutions.
- Improved retention rate from 72% to 88% by building dedicated success protocols and monthly value reviews.
KEY ACCOUNT MANAGER / GROWTH MANAGER
Zomato Ltd.
Mumbai
03.2018 - 10.2021
- Managed 50Cr+ national key accounts (QSR chains, cloud kitchens), expanding wallet share by 30% over three years.
- Built and led a team of four Account Executives, achieving 115% of the team quota while reducing ramp time by 40%.
- Launched data-driven growth campaigns using marketing intelligence, contributing to 6 Cr incremental revenue.
- Established governance frameworks adopted company-wide for enterprise account management.
BUSINESS DEVELOPMENT MANAGER
RUSSSH
Mumbai
03.2016 - 02.2018
- Generated over 200 qualified leads monthly, building a pipeline worth over 3 crore in potential contracts.
- Closed $1.8 million in B2B partnerships by developing compelling, ROI-focused proposals and presentations.
- Managed the end-to-end sales cycle from prospecting to contract execution, maintaining a 35% close rate.
BUSINESS DEVELOPMENT MANAGER
ECFY Consulting (WebXpress)
Mumbai
03.2014 - 03.2016
- Generated $2 million in revenue for logistics SaaS through targeted outreach across India, Malaysia, and Singapore.
- Partnered with Product team to refine mobile app features based on client feedback, resulting in 25% increase in adoption.
- Conducted 50+ product demonstrations for enterprise prospects, achieving 22% conversion rate to paying customers.
Education
MBA - Marketing
Thakur Institute Of Management Studies & Research
Mumbai01.2014
Bachelor of Mass Media - Mass Media
NK College,Malad
Mumbai03.2011
Skills
Sales strategy development
Competitive analysis
Pipeline management
Territory management
Timeline
STRATEGIC ACCOUNT MANAGER
Blenheim Chalcot India
09.2023 - Current
NATIONAL KEY ACCOUNT MANAGER
Reliance Retail – JioMart
08.2022 - 08.2023
MANAGER – SALES & ACCOUNT MANAGEMENT
DotPe
10.2021 - 08.2022
KEY ACCOUNT MANAGER / GROWTH MANAGER
Zomato Ltd.
03.2018 - 10.2021
BUSINESS DEVELOPMENT MANAGER
RUSSSH
03.2016 - 02.2018
BUSINESS DEVELOPMENT MANAGER
ECFY Consulting (WebXpress)
03.2014 - 03.2016
MBA - Marketing
Thakur Institute Of Management Studies & Research
Bachelor of Mass Media - Mass Media
NK College,Malad