Mahesh Shukla
Project & Program Manager
Bengaluru
Summary
I have built categories and businesses from the ground up for multiple technology companies and internet startups. I have worked on key projects closely collaborating with the product and business operations teams. My expertise lies in bringing structure to ambiguity to drive measurable business results. Currently, I am leveraging my startup experience to help eCommerce businesses scale revenue, optimize listings & improve conversion on online marketplaces like Flipkart and Amazon.
Overview
14
14
years of professional experience
Work History
CONSULTANT (Multiple Nascent e-Com Businesses)
eCommerce Consulting
05.2023 - Current
- Scaled seller orders from zero to 10,000+ per month through optimisations
- Drove INR 4M+ in GMV within a year by enhancing product visibility & pricing
- Reduced cart abandonment by 19% through competitive pricing and offers
- Optimized listings and PPC campaigns, increasing product rankings & sales
- Guided sellers in scaling their order volume on Amazon & Flipkart Marketplace
- Helping sellers analyse their sales to stock right inventory at the FBF warehouse
- Analysing the category for sellers and arriving at right SKU & price point to list
- Maximising PPVs (visibility) & conversion (orders) for marketplace listings
- Sophisticated product listings with optimal pricing and offer participation
- Guiding sellers on PPC Ads on FK & AZ to maximise visibility & conversion
- Guiding sellers on collating reviews and ratings to achieve higher page ranks
- Setting up of import supply chain from China & other international sourcing markets
CATEGORY LEAD (HOME BU)
Flipkart
02.2022 - 04.2023
- Delivered a 30% GMV growth MoM in the Big Billion Days (TBBD) 2022
- Achieved a demand weight opt-in of over 65% in critical offers essentially driving 2x spike
- Latest selection on platform through monthly addition of over 40000 listings
- Ensured a consistent edge of 20% demand weight in pricing index vs competitor platforms
- Scaled the Ads revenue to 1.6 Cr from 1Cr in the festive period of Aug-Sep-Oct 2022
- Implemented the deals process to get 8% of business on deep discounting
- Identified growth opportunities & ensured category growth through investments
- Researched trending SKUs and ensured their uninterrupted supply from sellers
- Analysed over 1800 Torso accounts in cohorts and created strategies for growth
- Analysed the historical trends of key category metrics to deliver growth
- Built strong relationships with key suppliers to achieve category objectives
- Close collaboration for execution with operations, sell-side and finance
- Analysing seller PPVs to maintain the conversions above 1.5% for Home BU
- Ensured a discount width of 65% for over a month for 'The Big Billion Days 2022'
- Hired and trained two analysts to set up reporting of key business metrics
- Managing over 65 AMs & 5 TLs to grow & manage the Home BU torso sellers
BUYING HEAD (FASHION BU)
Flipkart Wholesale
02.2021 - 01.2022
- Scaled the GMV to over 5Cr in a period of 7 months starting from a GMV of few lakhs
- Achieved a MOM growth of over 60% in GMV and sustained it in subsequent months
- Built the selection to over 30,000 listings from a few thousand in seven months
- Launched the FK Gold Seal for 1000 listings to boost high margin unbranded sales
- Achieved the best selection through competition benchmarking (online & offline)
- Optimised the selection for target buyers i.e Tier 2 & tier 3 resellers
- Achieved a pricing index of 1.01 through extensive analysis of prices online & offline
- Achieved the presence of all key footwear brands on the wholesale platform
- Onboarded over 200 footwear sellers on the Flipkart Wholesale platform
- Ensured contribution in BBD offers & campaigns from all sellers live on the platform
- Hired six relationship executives in key manufacturing/supply hubs
- Hired and trained four KAMs for rapid scaleup of GMV, selection & seller onboarding
GTM Lead (Founding Team)
EDLP Retail Solutions Pvt Ltd
07.2020 - 01.2021
- Achieved a daily sales GMV of INR 15000/- from scratch in 60 days
- Achieved a 50% increase in sales of over 30 stores & supermarkets live on the platform
- Shortlisted a list of fast-moving SKUs basis the analysis of historical data
- Maximised sales by modelling inventory restocking for every provision store
- Onboarded FMCG & Grocery vendors basis the demand from customers
- Standardisation & optimisation of store management processes for business scaleup
MARKET CATEGORY HEAD (JAIPUR)
UDAAN
11.2019 - 06.2020
- Achieved over 1800 transacting buyers with over 600 daily orders from scratch
- Achieved an assortment of over 8000 SKUs to match the best in Rx category
- Achieved rapid growth in GMV (from zero to 5Cr/month) in less than six months
- Negotiated better margins with distributors as we scaled the business
- Complete ownership of Jaipur P&L while managing demand, supply & business Ops
- Hiring and planning of FOS and TLs to maximise orders from retailers
- Market research & data collation to ensure the best selection availability
- Procurement modelling for restocking and rapid category scale-up
- Managing relationship with over 20 suppliers to procure stock at best margins
- Managed a team of over 80 in functions of demand, supply & business Ops
- Deployment of incentive structure customised to drive central/local initiatives
STATE BUSINESS HEAD (GM, Karnataka)
ZOMATO INDIA
08.2018 - 10.2019
- Achieved dominant market share (>50%) across cities in Karnataka for online ordering
- Increased the number of live cities from 19 to 37 in less than 60 days
- Achieved discount campaign conversions of greater than 50% in key markets
- Introduced & cross-sold new products viz
- Ad-Sales & Zomato Gold in Karnataka
- Deploy investments on select sellers to hold order volume while reducing burn
- Ensured parity on selection & pricing vis-à-vis the competitor platforms
- Achieved at least 20% supply exclusivity for Zomato to repel competition
- Ensured the best supply selection availability amongst all online food ordering platforms
- Trained merchants on the nuances of online ordering & associated details
- Initiate and maintain restaurant partnerships with over 2000 merchants
- Executed on ground activations through standees, flyers & paper insertions
- Forecasting order volume & aligning logistics to hire partners to minimise app shutdowns
- Hire and train account managers who are an interface with merchant partners
- Successfully established a new cluster structure & trained 4 new cluster heads
KEY ACCOUNT MANAGER (Nestlé & PepsiCo)
STAR INDIA
07.2017 - 07.2018
- Achieved a 40% YOY growth in revenues from Nestlé on Star Hindi movies
- Secured an INR 6 million sponsorship by PepsiCo after a 30-month hiatus
- Achieved a 10% CPRP hike even against a client ask of steep discount
- Create custom plans for clients to achieve KPIs on their TV marketing campaigns
- Complete execution of brand campaigns from pre-evaluation to post analysis
- Negotiated annual deals with Nestle & PepsiCo agencies for Star movie channels
- Managed Nestle and PepsiCo that contributed to INR 28 Cr to revenue
EXECUTIVE ASSISTANT TO SVP (BUSINESS HEAD)
STAR INDIA
05.2015 - 06.2017
- Pitched Emami and closed a higher share of their Ad spends on TV
- Increased the billings from top 20 accounts (INR 1500Cr) to increase market share
- Analysing and understanding revenue trends for clients on Star network
- Analysing client GRP/FCT trends across networks (Star, Viacom, Zee, Sony etc.)
- Maximise revenue on the network by optimising client mix across products (channels)
- Modelling revenue & the market potential of enterprise accounts
CONTROL STRATEGIES GROUP
BAJAJ AUTO LTD (R & D DIVISION)
08.2011 - 05.2013
- Member, Calibration Team, KTM Duke 200: Awarded BBC Top-Gear Bike of the year 2012
- One of six selected from a pool of 105 applicants as GTE for Bajaj Auto Ltd from NITK-Surathkal
- Data acquisition on board a live test vehicle & parameter optimisation
- Vehicle behaviour and response analytics of data acquired in varied test conditions
Education
PGDM - Business Administration
Indian Institute of Management
Ahmedabad, India 01.2015 - 12 2015
B.Tech - Mech
National Institute of Technology - Karnataka
01.2011 - 12 2011
CBSE - XII
Military School, Bangalore
01.2006 - 12 2006
CBSE - X
Military School, Bangalore
01.2004 - 12 2004
Skills
Strategic planning
Process improvement
Project implementation
Business planning
Business analysis
Data analytics
Forecasting and reporting
Project analysis
Project leadership
Client rapport
Awards
Certificate of Merit, Institution of Engineers, For academic excellence (Rank 2/102) in B.Tech (3rd Year), 2010
Timeline
CONSULTANT (Multiple Nascent e-Com Businesses)
eCommerce Consulting
05.2023 - Current
CATEGORY LEAD (HOME BU)
Flipkart
02.2022 - 04.2023
BUYING HEAD (FASHION BU)
Flipkart Wholesale
02.2021 - 01.2022
GTM Lead (Founding Team)
EDLP Retail Solutions Pvt Ltd
07.2020 - 01.2021
MARKET CATEGORY HEAD (JAIPUR)
UDAAN
11.2019 - 06.2020
STATE BUSINESS HEAD (GM, Karnataka)
ZOMATO INDIA
08.2018 - 10.2019
KEY ACCOUNT MANAGER (Nestlé & PepsiCo)
STAR INDIA
07.2017 - 07.2018
EXECUTIVE ASSISTANT TO SVP (BUSINESS HEAD)
STAR INDIA
05.2015 - 06.2017
PGDM - Business Administration
Indian Institute of Management
01.2015 - 12 2015
CONTROL STRATEGIES GROUP
BAJAJ AUTO LTD (R & D DIVISION)
08.2011 - 05.2013
B.Tech - Mech
National Institute of Technology - Karnataka
01.2011 - 12 2011
CBSE - XII
Military School, Bangalore
01.2006 - 12 2006
CBSE - X
Military School, Bangalore
01.2004 - 12 2004
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