Mani Pushkar
Chennai
Summary
Experienced sales professional with a diverse background in sales management, business development, and technical solutions engineering. Skilled in optimizing revenue streams, driving sales growth, and fostering client relationships. Proficient in CRM utilization, pipeline management, and sales forecasting. Strong leadership abilities with a track record of motivating teams to exceed targets. Expert in problem-solving, cross-functional collaboration, and market analysis. Exceptional communicator with a demonstrated ability to support marketing initiatives and gather business requirements.
Overview
9
9
years of professional experience
Work History
Sales Development Manager
Freightify
Chennai
02.2024 - Current
- Led the SDR team to increase SQLs from 40 to 130 per month, resulting in a pipeline of USD 65,000 in Annual Recurring Revenue (ARR) per month, with a closure rate of 10%.
- Successfully managed a team of 7 Sales Development Representatives (SDRs), providing guidance, training, and support to drive performance and exceed sales targets.
- Developed and implemented sales strategies and tactics to increase the number of Sales Qualified Leads (SQLs) generated per month.
- Collaborated with cross-functional teams, including sales and marketing, to optimize lead generation and qualification processes.
- Analyzed sales data and metrics to identify areas for improvement and implemented actionable solutions to drive results.
- Conducted regular performance evaluations and provided constructive feedback to team members to foster continuous improvement.
- Monitored and reported on key performance indicators (KPIs) to track team performance and identify trends.
- Cultivated a positive and collaborative team culture that encouraged innovation, creativity, and accountability.
Regional Sales Manager
Freightify
Chennai
05.2023 - Current
- Took on a dual role as a Sales Development Representative (SDR) and Account Executive (AE) for the Europe region, responsible for generating SQLs and completing sales cycles.
- Consistently generated 15 SQLs per month and closed a total revenue of USD 360,000 ARR.
- Developed and maintained relationships with clients and prospects to understand their needs and provide tailored solutions.
- Conducted product demonstrations and presentations to showcase the value proposition and benefits of the company's offerings.
- Negotiated and finalized agreements to secure new business and drive revenue growth in the Europe region.
- Collaborated with internal teams to ensure smooth implementation and onboarding processes for new clients.
Revenue Operations - Lead
Freightify
Chennai
02.2023 - 01.2024
- Implemented new pricing policies, CRM systems, contracting structures, and churn management processes as a Revenue Operations Team Lead, resulting in improved accuracy, reduced churn, and increased revenue visibility.
- Led the Revenue Operations team of 3 Revenue Operation Associates, implementing new pricing policies, CRM systems (HubSpot), and contracting structures to streamline processes and improve accuracy.
- Centralized contract creation and approval, reducing errors and pricing conflicts, bringing control to the head office level, and reducing misfit accounts and churn.
- Implemented a new churn management process to mitigate customer churn and improve revenue retention.
- Introduced new reports for clear visibility of revenue to management, enabling informed decision-making and strategic planning.
Manager-Technical Solution Engineering (Pre-Sales)
Freightify
Chennai
04.2022 - 01.2023
- Managed a team of 6 Solution Engineers, providing leadership and support in pre-sales activities to drive revenue growth.
- Led the team in supporting sales efforts, resulting in closing a total revenue of USD 720,000 of ARR.
- Collaborated with sales and product teams to develop technical solutions tailored to meet customer needs and address business challenges.
- Conducted product demonstrations, presentations, and technical workshops to showcase the company's offerings and value proposition.
- Built and maintained relationships with key stakeholders, including customers, partners, and internal teams, to drive successful outcomes and customer satisfaction.
Technical Solutions Engineer (Presales Consultant)
Freightify
Chennai
02.2021 - 04.2022
- Played a key role in supporting sales efforts in the Europe region, contributing to closing a total revenue of USD 215,000 in ARR.
- Conducted Proof of Concepts (PoCs), demonstrating the feasibility and value of the company's solutions to prospects.
- Addressed technical queries and concerns of prospects, providing expert guidance and support throughout the sales process.
- Collaborated with the product team to understand technical requirements and feasibility, coordinating feature delivery timelines with prospects.
- Assisted sales representatives throughout the sales process, aiming for successful closures and customer satisfaction.
Assistant Manager - Sales
Cargo-Partner Logistics India Pvt Ltd
Chennai
09.2020 - 01.2021
- Led sales efforts in Tamil Nadu region, managing a team of 3 Business Development Managers (BDMs).
- Generated a total revenue of INR 12,00,000 in just 5 months through effective sales strategies and client management.
- Implemented CargoWise, a rate management software, and multiple digital processes to streamline sales operations and enhance efficiency.
Business Development Manager
Damco India Pvt Ltd (An A.P. Moller - Maersk Company)
Chennai
09.2019 - 08.2020
- Worked as an individual contributor in freight forwarding sales, reporting to the Regional Sales Manager.
- Generated a total revenue of INR 40,00,000 through proactive business development efforts and successful client acquisitions.
Sales Executive
Dachser India Pvt Ltd
Chennai
06.2018 - 08.2019
- Conducted freight forwarding sales activities, generating a total revenue of INR 15,00,000 through client acquisition and retention strategies.
Intern
Mumbai Port Trust
Mumbai
06.2017 - 08.2017
- Part of gate modernization project with installation of RFID technology, contributing to enhanced security and efficiency at the port.
- Supervised the renovation of Ballard Pier, ensuring adherence to project timelines and quality standards.
- Structured the customs chaapa system, streamlining customs clearance processes and reducing turnaround time for shipments.
Head Bank Teller
The Karur Vysya Bank Ltd
Chennai
07.2015 - 07.2016
- Managed bank teller operations, overseeing cash transactions, deposits, withdrawals, and other banking services.
- Provided leadership and guidance to a team of bank tellers, ensuring smooth and efficient branch operations.
- Maintained compliance with banking regulations and internal policies to safeguard customer assets and maintain trust.
- Delivered exceptional customer service, resolving inquiries and addressing customer concerns in a timely and professional manner.
Education
MBA - Port & Shipping Management
04-2018
MBA - Logistics & Supply Chain Management
04-2018
Bachelor of Commerce - Business Administration
04-2015
Higher Secondary School Certificate -
04-2012
Secondary School Certificate -
04-2009
Skills
- Account Servicing
- Business Development
- Business Requirements Gathering
- Client Relationship Management
- Communication Skills
- Cross-Functional Collaboration
- CRM Proficiency
- Market Research and Analysis
- Marketing Support
- Negotiation
- Pipeline Management
- Problem-Solving
- Revenue Optimization
- Sales Forecasting
- Sales Growth Strategies
- Team Leadership
Languages
English
First Language
Hindi
Proficient (C2)
C2
Tamil
Proficient (C2)
C2
References
References available upon request.
Timeline
Sales Development Manager - Freightify
02.2024 - Current
Regional Sales Manager - Freightify
05.2023 - Current
Revenue Operations - Lead - Freightify
02.2023 - 01.2024
Manager-Technical Solution Engineering (Pre-Sales) - Freightify
04.2022 - 01.2023
Technical Solutions Engineer (Presales Consultant) - Freightify
02.2021 - 04.2022
Assistant Manager - Sales - Cargo-Partner Logistics India Pvt Ltd
09.2020 - 01.2021
Business Development Manager - Damco India Pvt Ltd (An A.P. Moller - Maersk Company)
09.2019 - 08.2020
Sales Executive - Dachser India Pvt Ltd
06.2018 - 08.2019
Intern - Mumbai Port Trust
06.2017 - 08.2017
Head Bank Teller - The Karur Vysya Bank Ltd
07.2015 - 07.2016
Indian Maritime University - MBA, Port & Shipping Management
University of Madras - MBA, Logistics & Supply Chain Management
Dwaraka Doss Goverdhan Doss Vaishnav College - Bachelor of Commerce, Business Administration
Janaki Ramachandran Kalalayam Mat. Hr. Sec. School - Higher Secondary School Certificate,
Kendriya Vidyalaya - Secondary School Certificate,
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