Nalini Gujral
Sales
Gurgaon
Summary
Branch Vertical Head driving ₹75+ crore annually across multi-sector media portfolios while managing 100+ key accounts and 25+ agency partners per year, with deep experience in vertical planning, key account management, and agency partnerships. Delivers integrated advertising solutions across print, digital, and branded content while aligning internal teams to close business and protect client growth. Well suited for Senior Leadership Sales roles that need market expansion, negotiation strength, and cross-functional execution.
Overview
2
2
Certifications
28
28
years of professional experience
Work History
Branch Vertical Head
Bennett Coleman & Co Ltd
01.2016 - 10.2025
- Verticals anchored: eBusiness | Clothing | F&B | Sports Media & Entertainment | Airlines | Travel & Tourism | Consumer Durables | Human Capital
- Drove vertical strategy to optimize client engagement and helped the business grow YoY.
- Managed the eBusiness category for four years with an average annual growth of ~7%, covering major accounts across travel, commerce, and consumer segments.
- Led the Education vertical across multiple sub-sets and delivered ~20% YoY revenue growth through consistent target achievement.
- Managed Consumer Durables and Human Capital portfolios, driving ~6% and ~15% growth
- Held the Airlines and Travel portfolio for 2 years+ and delivered ~9% growth while managing key client relationships.
- Strengthened agency relationships through cross-functional coordination with sales, content, innovation, and strategy teams.
- Executed digital campaigns for product launches across TOI and ET digital platforms, aligning messaging to client objectives.
Mirrors Business Lead
06.2007 - 01.2008
- Drove 100% revenue growth during the initial launch years by building advertiser and agency strategies across Delhi, Mumbai, and Bangalore.
- Managed 25 client relationships weekly to support business development and maintain steady demand across the market.
- Developed advertiser and agency strategies to expand business opportunities and strengthen market presence for Mirror titles.
- Accounted for business generation across Delhi for Mumbai Mirror and Bangalore Mirror, coordinating outreach from the regional base.
- Built sales opportunities through negotiation, account planning, and pipeline management to support ongoing revenue development.
WWMMagazines
12.2005 - 06.2007
- Managed 60 client accounts quarterly across fashion, beauty, lifestyle, auto, and telecom verticals to sustain cross-category business.
- Drove 25 advertising campaigns monthly across marquee magazine titles, supporting revenue growth and client retention.
- Anchored Femina and Filmfare business, owning magazine-side advertising strategy and day-to-day revenue delivery.
- Developed creative innovations for major verticals, aligning brand messaging to audience segments and commercial objectives.
- Collaborated with editorial and events teams to deliver integrated marketing campaigns and brand activations with pageant winners.
Indian Express Newspapers P Ltd
02.2000 - 09.2005
- Delivered 100% of sales targets annually through disciplined display print advertising execution and follow-up.
- Managed 20 large client accounts monthly across display print advertising for consumer durables, automobiles, and FMCG.
- Built long-term advertiser relationships that strengthened retention and supported repeat business across key categories.
- Specialized in display print advertising solutions for consumer durables, automobiles, and FMCG brands.
- Applied strategic sales planning and account planning to prioritize high-value opportunities and improve pipeline focus.
Ushakkaal Advertising
10.1997 - 09.1999
- Coordinated 5 campaign deliveries monthly across briefs, timelines, and vendor handoffs.
- Managed 10 client accounts weekly while supporting print advertising service requests and follow-ups.
- Built client relationships through responsive servicing and Account planning across varied accounts.
- Applied print advertising knowledge and agency relationship management to guide placements and campaign options.
- Resolved delivery issues through Cross-functional collaboration with internal teams and external partners.
Education
PGDBM - Business Management
Institute of Management Technology
01-2000
PGDAM - Advertising & Marketing
National Institute of Advertising
01-1997
Skills
Strategic sales planning
Vertical Stratgey
Key client management
Team leadership & development
Revenue forecasting
Integrated media sales
Sales pipeline management (Salesforce)
Print advertising sales
Digital advertising sales
Agency relationship management
Account planning
Cross-functional collaboration
Contract negotiation
Channel partner management
Budget ownership
Accomplishments
- Delivering results consistently
- Identified as potential key manager for ACE Group
- Part of leadership Development Programme on Business Strategy and Innovation at ISB
Certification
Leadership Development Program in Business Strategy & Innovation
Timeline
Branch Vertical Head
Bennett Coleman & Co Ltd
01.2016 - 10.2025
Mirrors Business Lead
06.2007 - 01.2008
WWMMagazines
12.2005 - 06.2007
Indian Express Newspapers P Ltd
02.2000 - 09.2005
Ushakkaal Advertising
10.1997 - 09.1999
PGDAM - Advertising & Marketing
National Institute of Advertising
PGDBM - Business Management
Institute of Management Technology