Kunal Sawhney
Gurgaon
Summary
Encouraging Leader and analytical problem-solver with talent for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance.
Overview
13
13
years of professional experience
5
5
years of post-secondary education
Work History
Business Manager – Direct Acquisition
Shyam Spectra Pvt Ltd
Gurgaon, India
06.2023 - Current
- Managing team of Sales Managers and Territory Sales Managers for driving B2B revenue, Sales, Market Share & productivity for the assigned geography through products like -Internet lease Line, SD WAN, Security, Managed Services, AiVis and BB
- Responsible for planning & execution of GTM strategies for driving direct sales team
- Market analysis by meeting lost/Won and competition customer, team, partner for better understanding of dynamic B2B Market
- Relationship building with key clients for more stakes in customer IT spend
- Responsible for Sales Forecasting by reviewing Trends, Funnel, Big Accounts and New Product penetration for Quarter
- Responsible for driving Inside Sales team for generating Leads through multiple campaigns
- Responsible for Service Delivery and assurance of picked order with timely delivery
- Managing Compliance by regularly scheduling Mock Calls, Meeting Won customers, Cold Visits and process check.
- Established new revenue streams through targeted marketing initiatives and product diversification efforts.
- Developed strategic partnerships with key stakeholders, leading to significant growth opportunities for the company.
- Cultivated a high-performance team through targeted recruitment efforts, training programs, and performance management systems.
- Enhanced customer satisfaction levels by implementing an effective feedback system and addressing concerns promptly and efficiently.
- Managed cross-functional teams, ensuring timely completion of projects within budget constraints.
- Evaluated current market trends and competitor strategies, guiding the development of innovative solutions to stay ahead in the industry.
TL – Indirect, SMB
Reliance Jio Infocomm Ltd
Gurgaon, India
07.2022 - 06.2023
- Managed a team of 8 CSM, 50+ Partner and 120+ FOS for driving DataProduct, FL, IOT, COCP and Cloud Business through Partner and Direct team
- Responsible for Hiring, building team and their grooming
- Responsible for Building Infrastructure on existing as well as New Partner
- Channel Partner engagement and building relationship
- Responsible for revenue upgradation in assigned territory
- Timely delivery by managing cross function relationship
- Strategic engagement in Big account to penetrate multi product stickiness
- Responsible for Sales Planning, strategizing and enabling team to achieve targets
- Responsible for Zero Inflight cancellation and Churn reduction.
- Proven ability to develop and implement creative solutions to complex problems.
Zonal Sales Manager – Emerging Business & Mid Market Accounts
Bharti Airtel Ltd
Gurgaon, India
08.2017 - 06.2022
- Managed Team of 8 TSMs, 120 Account Managers & 20 Channel Partner for Driving Sales and Revenue in assigned region through new and existing accounts by adding new revenue streams, acquiring new logos or through deep product penetration for the existing set of accounts
- Also Responsible for GTM Strategy Planning and Implementation, Sales Strategy and Planning, Pricing and Product Discussion, Network Rollout, Market Insights, Creating New Opportunities, Funnel Validation & Management, Sales & Revenue Forecasting, Technical Solutions, Bids and Process Compliance
- Making a business model to effectively reach target customers
- Effective allocation of tasks & responsibilities to Sales Managers and Account Managers
- Weekly Cross Functional Engagement with Marketing, Network, Finance, Product, CE, Projects and HR for Smooth Operations
- Plan the quarterly targets for the team basis the AOP
- Ensure right hiring, team motivation and alignment to set goals and priorities
- Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions
- Identify learning needs of the team and partner with HR to get the same delivered
- Ensure the cascade and implementation of Serve-to-Sell model across the team for building and promoting stronger long-lasting Customer relationships
- Identify emerging trends in the geography, especially for the new products and plan to leverage the same along with the relevant stakeholders
- Keep track of competition plans and market insights and use them for enhancing the ARPA, NAP in the geography
- Account Management – Retention, Churn, Up-Sell, Cross-Sell, Customer Engagement Programme, RMS Increase through Multiple Product Penetration and Relationship Building.
Territory Sales Manager B2B
Bharti Airtel Ltd
Karnal, India
10.2012 - 08.2017
- Responsible for ensuring sales, revenue and churn in assigned territory to deliver Data (Internet Bandwidth, MPLS, Cloud etc.), Voice (Postpaid) and Fixed Line Business in the assigned regions
- Design and implement competitive customer offerings, vertical specific customer value proposition, organize and run customer engagement programs and launch new products to ensure CMS and RMS growth
- Managed a team of 16 Channel Partners with 30 FSE and 15 Direct Sales Team for overall sales, customer service, distribution, recruitment & training as well
- Build and develop new channels in assigned areas
- Managed KPI’s Like High Value, DATA Attach, MNP, Pre to Post, M4 Decay
- Collect market and competitor information about targeted market and provide valuable analysis and proposal to support business growth in the area
- Effectively utilize company’s and partner resource to achieve assigned sales target
- Driving sales target for postpaid products (Voice, Data & 4G) by executing the distribution strategy at the channel-partner level
- Managing the relationship with the channel partner of stores/CSA’s & Retail outlets by RnR activities
- Providing training and sales support to the channel partners
- Periodic reviews and audits of the channel partner operations to ensure highest standard of customer satisfaction
- Implementing pre-post marketing activities for successful launch of new products and responsible for planning & execution of various go to market strategies as defined
- Responsible for ROI and viability of CP
- Ensuring smooth functioning of CP by timely updating them on new schemes, Policies, plans and processes by regular training at Zonal level.
Channel Sales Manager - Operations & Sales – Branded Retail
Tata Teleservices Ltd
Ludhiana, India
12.2011 - 10.2012
- Managed team of 12 Franchisee & COCO store for overall operations & sales at Hisar, Sirsa & Fatehabad
- Responsibilities – Sales, Profitability of Stores, Recruitment, New Stores Roll Out, Stocks Management, RnR, Compliance, Grooming, Learning & Development, Training, Schemes Rollout, Walkin Boost Strategies, Audits
- Products Managed – Postpaid, prepaid, Handsets, Data Cards, Recharge, WCC.
Store Manager – Operations & Sales
Reliance Communications
New Delhi, India
04.2011 - 12.2011
- Managed company owned store at Lajpat Nagar, New Delhi for overall Operations, Customer service, Profitability, Inventory Management, People Management, Cross Selling, Revenue up gradation & Process compliance with Sales management of 2 other franchisee stores.
Education
MBA Dual Specialisation(Retail & Marketing) -
DAVIM, Faridabad
Faridabad 07.2009 - 04.2011
BBA(Industry Integrated) -
DAVIM, Faridabad Affiliated To MDU, Rohtak
Faridabad 07.2006 - 04.2009
Skills
Client Relationship Management
Customer Service
Strategic Planning
Analytical Thinking
Project Management
Team Building and Leadership
Data Analysis
Business Forecasting with Market Analysis
Technical Product & Solution Selling
Interpersonal Skills
Communication & Presentation Skills
Enterprises, B2B, Corporate Sales
Home Town
Saharanpur, UP
Personal Information
Date of Birth: 06/10/88
Timeline
Business Manager – Direct Acquisition
Shyam Spectra Pvt Ltd
06.2023 - Current
TL – Indirect, SMB
Reliance Jio Infocomm Ltd
07.2022 - 06.2023
Zonal Sales Manager – Emerging Business & Mid Market Accounts
Bharti Airtel Ltd
08.2017 - 06.2022
Territory Sales Manager B2B
Bharti Airtel Ltd
10.2012 - 08.2017
Channel Sales Manager - Operations & Sales – Branded Retail
Tata Teleservices Ltd
12.2011 - 10.2012
Store Manager – Operations & Sales
Reliance Communications
04.2011 - 12.2011
MBA Dual Specialisation(Retail & Marketing) -
DAVIM, Faridabad
07.2009 - 04.2011
BBA(Industry Integrated) -
DAVIM, Faridabad Affiliated To MDU, Rohtak
07.2006 - 04.2009