Milan Dabroi
Gurgaon
Summary
Dynamic National Sales Manager with a proven track record at Policybazaar.com, driving 23% sales growth through strategic leadership and operational excellence. Expert in B2B sales strategy and team development, I excel in enhancing customer retention and optimizing revenue streams, consistently achieving ambitious business objectives.
Overview
17
17
years of professional experience
1
1
Certification
Work History
National Sales Manager
Policybazaar.com
05.2022 - Current
- Sales Head in the Online Call Center for Health Insurance.
- Managing a team of 1100+ people, organized into segments such as NRI, Bengali, Family Floater, PED, and Individual teams.
- Oversee the segmentation of leads and optimize team allocation.
- Drive business performance, manage people, and ensure retention.
- Develop alternative lead sources, such as referrals, to mitigate fluctuations in lead volume.
- Oversee the national direct sales team, driving sales revenue, growth, and customer retention.
- Implement cross-selling and upselling strategies to maximize policy value and customer satisfaction.
- Oversee the training and development of sales team members to enhance performance and productivity.
- Successfully spearheaded the establishment of 85 retail stores nationwide, with a strategic focus on expanding into smaller, underserved cities.
- Pioneered the development and execution of a comprehensive framework for optimizing resource utilization, enhancing lead allocation, and implementing robust tracking mechanisms to drive operational efficiency and growth.
- Key Skills: Sales Revenue | Sales Growth | Conversion Rate | Average Policy Value | Sales Pipeline Health | Customer Retention Rate | Team Performance | Cross-Selling and Upselling | Training and Development
Head Of Retail Sales
RIVIGO
07.2021 - 06.2022
- Successfully managed a nationwide team of 130 Business Development Managers (BDMs) and Channel Business Managers (CBMs), overseeing a network of 400+ channel partners to drive business development and consignor management.
- Boosted sales rates by 23% through effective inventory management and locating requested items.
- Led sales promotions and advertising strategies to increase profits and attract new customers, while also training team members to meet operational and sales targets.
- Implemented daily operating procedures to ensure a clean, well-stocked, and organized environment, and effectively allocated tasks during high-traffic times to maintain smooth operations.
- Key Skills: Revenue Growth | Profitability Management | Collections Management | New Business Development | P&L Management | Channel Management | Strategy Development
Regional Business Manager
RIVIGO
03.2020 - 07.2021
- Successfully led sales and business development in the North Zone, driving significant revenue and profitability growth while managing a business volume of ₹5 Crores and 4,200 tons.
- Oversaw a team of 23, including Cluster Managers and Business Development Managers, to achieve key KPIs in revenue, profitability, and collections.
- Spearheaded the development of sales and marketing strategies, product planning, and market share targets, while driving new business initiatives, channel management, and the launch of new products in emerging micro markets.
- Held full P&L responsibility, ensuring sustainable growth and the successful appointment and management of business partners across the region.
- Key Skills: Sales Operations | Business Model Development | Market Expansion | Product Planning | Market Share Targets | Profitability Management
Alliance and Corporate Sales Lead
Hero Electronix
08.2019 - 03.2020
- Managed the development and execution of sales and marketing strategies, including product planning, revenue, profit, and market share objectives.
- Focused on acquiring B2B clients and expanding business opportunities across the country.
- Partnered with leading brands such as Syska, Wipro, and smart home automation integrators to enhance market presence.
- Key Skills: Corporate Sales | Partnership Development | Sales Strategy | Product Planning | B2B Client Acquisition | Business Growth
National Acquisition Lead
RIVIGO
01.2019 - 07.2019
- Acquired 100 clients in one month during the cluster role.
- Expanded business by optimizing market knowledge and targeting the right customers, resulting in substantial revenue growth.
- Increased profitability by focusing on yield optimization, raising it from 11% to 15%.
- Directed national acquisition efforts, working closely with the business head to develop and implement sales strategies.
- Key Skills: National Acquisition | Sales Strategy | Business Development | Stakeholder Management | Strategic Planning
Cluster Business Manager
RIVIGO
05.2018 - 12.2018
- Spearheaded revenue collection efforts in the market, ensuring timely and efficient collection processes.
- Oversaw yield management and business development, collaborating with business partners to drive growth within designated clusters.
- Proactively identified issues, conducted thorough analyses, and implemented effective solutions.
- Key Skills: Corporate Sales | B2B Sales | Retail Sales | Business Development | Revenue Collection | Team Leadership
Market Development Lead
Vodafone
07.2015 - 04.2018
- Pioneered the establishment of alternate distributors, significantly enhancing the M-Pesa model.
- Led the NRLM (National Rural Livelihood Mission) project in collaboration with the National Livelihood team, funded by the World Bank.
- Implemented the B2B money aggregator model, integrating M-Pesa into various financial distribution systems.
- Led a project with the Rajasthan government under MNREGA, simplifying loan repayments for women in remote areas.
- Managed the digitalization of the ecosystem, focusing on mobile banking and cash flow solutions for corporate and SME clients.
- Led initiatives to build a cashless ecosystem, driving the rollout of Vodafone M-Pesa in the region.
- Key Skills: Market Development | Digitalization | Mobile Banking | Cash Flow Solutions | Ecosystem Building | Strategic Initiatives
Deputy Manager
Vodafone
06.2011 - 05.2014
- Managed business operations for Vodafone M-Pesa in the Alwar zone, focusing on distributor and agent appointments, training, and business compliance.
- Coordinated with the Zonal Business Head, Retail Head, Customer Service Lead, DAMs, RMs, and HDFC Bank to ensure smooth business operations, including regular training and motivation for branch and bank staff.
- Led the development of distribution, retail, and agency businesses by identifying and appointing retailers as agents.
- Key Skills: Business Operations | Distributor & Agent Management | Training & Development | Compliance Management | Market Penetration
Territory Manager
Vodafone
06.2008 - 05.2011
- Developed counter strategies to increase market share by assessing marketing opportunities, identifying target markets, and analyzing potential customer segments.
- Led a team of 35 subordinates, including 5 PSRs and 30 DSEs, ensuring effective management and goal alignment.
- Initiated the creation of additional Vodafone Mini Stores (VMS) and Associate Distributors (ADs) to enhance customer service and drive sales growth.
- Key Skills: Territory Management | Sales Growth | Channel Expansion | Customer Service | Market Analysis | Revenue Generation
Education
MBA - Marketing
NIMS - National Institute of Management Solutions
01.2010
Bachelor of Commerce -
University of Rajasthan
01.2007
Skills
- National Sales Management
- Strategic Leadership
- B2B & B2C Sales Strategy
- Market Development
- Team Leadership
- Business Growth
- Client Service Excellence
- Channel Partner Management
- Go-to-Market Strategy
- Operational Excellence
- Profitability Management
- Business Development
- Stakeholder Management
- Product Planning
- Revenue Growth
- Corporate Sales
- Market Expansion
- Compliance Management
- Training & Development
- Customer Retention
- Presales
- Channel Sales
- Marketing Strategy Execution
- Competitive Analysis and Reporting
- Product Branding and Positioning
Certification
- How to Create a Perfect Elevator Pitch
- B2B Marketing Foundations
Significant Contributions
- National Sales Management, Successfully led the direct sales team at Policybazaar.com, achieving a significant increase in revenue and conversion rates, while maintaining a healthy sales pipeline and customer retention rate.
- Strategic Leadership, Spearheaded the development and implementation of key sales strategies across various roles, including at RIVIGO and Hero Electronics, resulting in substantial business growth and the successful launch of new products and markets.
- B2B & B2C Sales Strategy, Developed and executed successful sales strategies across B2B, B2C, and C2B domains, consistently achieving year-over-year growth and expanding into new territories.
- Market Development, Played a pivotal role in launching and scaling new business models and micro-markets, particularly in the mobile banking and logistics sectors, contributing to increased market share and revenue.
- Team Leadership, Provided effective leadership and guidance to large teams, fostering a culture of high performance, operational excellence, and superior client service across various roles in the Telecom, Fintech, and Logistics industries.
Affiliations
- Worked with World Bank and the National Rural Livelihood mission during M-pesa stint
- Solved complex problems of Retail Delivery during Covid days
- Built up Insurance Stores with Policy Bazaar which was itself one of its best experience
Accomplishments
- Awards on execution of M-pesa projects in Rajasthan which was recognized in National Platform for Govt.
- Inter state Sales competition awards
Languages
Hindi
First Language
English
Proficient (C2)
C2
Timeline
National Sales Manager
Policybazaar.com
05.2022 - Current
Head Of Retail Sales
RIVIGO
07.2021 - 06.2022
Regional Business Manager
RIVIGO
03.2020 - 07.2021
Alliance and Corporate Sales Lead
Hero Electronix
08.2019 - 03.2020
National Acquisition Lead
RIVIGO
01.2019 - 07.2019
Cluster Business Manager
RIVIGO
05.2018 - 12.2018
Market Development Lead
Vodafone
07.2015 - 04.2018
Deputy Manager
Vodafone
06.2011 - 05.2014
Territory Manager
Vodafone
06.2008 - 05.2011
MBA - Marketing
NIMS - National Institute of Management Solutions
Bachelor of Commerce -
University of Rajasthan
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