Nikhil Kumar

"Took a break just after 4 months because of family medical emergency"

• Led pan-India online revenue for Licious, managing a 15-member team spread across all four regions.
• Redesigned the dark stores network in the top seven cities to enable 30-minute deliveries, as well as increasing TAM coverage.
• Built a BTL playbook to generate demand at a micro-market level.
• Generated city-level insights through primary research at a category level (chicken, mutton, fish, etc.) to improve assortment and pricing.

• Launched the food delivery category through the ONDC network in five cities (Mumbai, Pune, Bangalore, Hyderabad, and Delhi NCR).
• As part of the core team, I was involved in restaurant supply scale-up, demand planning, as well as building the product roadmap.
• Improved restaurant supply coverage from 30% penetration of the universe to 50% currently, through seller network partners on ONDC.
• Directly influenced the onboarding of top national brands, such as Domino's, Rebel Foods, and McDonald's.
• Delivered 100,000 orders in the first 10 months of launch.
• Achieved CM1 profitability within nine months of launch, trending at +2%.
• The food category delivered a 30% better CAC for acquiring new users to the Tata Neu app.
• Leverage Tata Neu ecosystem, such as financial services, Neucard, partnerships, and the central marketing team, to drive new user acquisition through the food category.
• Identify and target the customer cohorts, and drive channel efficiencies (CRM, paid channels, and merchandising).
• Conducted funnel analysis to identify gaps and addressed them through product, merchandising, pricing, and supply interventions.

• P&L responsibility for West and Central Region, achieved CM1+ profitability for the region by improving revenue line items such as commission, AOV, ads revenue, and optimised cost per delivery.
• Managed a distributed team across 106 cities in sales, account management, growth, and last mile logistics.
• Improved market share by 5pp in the assigned region by working on brilliant basics.
• Managed a monthly GMV of 100 crores, growing at 5% M-O-M.
• Drove initiatives to improve traffic and conversion, driven through supply, last-mile operations, as well as regional marketing projects.
• Rigorous focus on maintaining price and selection parity with respect to competition.
• Executed multiple 360-degree focused growth projects associated with regional festivals, such as Ganpati, Navratri, and Shravan.
• Significantly improved experience metrics with respect to cancellations, egregious delays, and refunds because of quality issues through strict governance.
• Achieved restaurant supply parity of 100%+ in all the assigned states.

• Leading supply strategy and operations for the South and West Region, which contributed 50% of the overall food delivery business.
• Drive restaurants' partners' growth, experience, and hygiene through a team of account managers.
• Worked closely with the product team to ideate and build a sales CRM tool (SalesMate) to drive in-person meetings with restaurant accounts.
• Influenced discounting and visibility mix to drive market share for the region.
• Support the region in meeting business goals through strategic supply projects, initiatives, and central projects.
• Own revenue part of P&L, which are commissions and Ads revenue for the region. Scaled up ads revenue by 40% within a year.
• Act as an escalation point and decision-maker for regional issues through supply initiatives that impact orders per day, repeat rates, customer experience, etc.

• Business Growth and P&L Management: Scaled the city to 200,000 monthly orders, 2,500 monthly active merchants, 2,000 monthly active delivery partners, and 10 Cr monthly GMV by registering a 10% M-o-M growth.
• Last Mile Logistics: Owning end-to-end last-mile logistics for the city, right from ensuring the right supply, training delivery partners,NPS, as well as higher efficiency, leading to lower cost of delivery.
• Profitability: Made Hyderabad GM positive at the city level by reducing the cost per delivery, increasing the AOV, and take rate.
• Demand Generation: Experimented with BTL activities, offer constructs, and drove efficacies in the activation rates, which resulted in improving the CAC by 30%, from Rs 1,000 Rs to under Rs 700.
• Customer Experience Improvement: Improved the quality of service from merchants and delivery partners by launching operational initiatives, thereby increasing on-time, contact-free, price-edits-free orders from 65% to 85%.
• Sales and Account Management: Designed the monthly sales plan to onboard new merchants, and improve the merchant coverage and density on the marketplace.
• Team Management: Managed a team of 20+ employees across Sales, Operations, and Account Management.

• Leading a value-added revenue charter for Pan India, driving multiple projects around AOV increment, which helped increase the AOV of the platform by Rs 5.
• Formed brand partnerships with multiple FMCG brands to create supply for desserts and beverages, in association with restaurant partners.
• Working closely with Product, Data Science, and Catalogue to build products to drive upsell and cross-sell.

• Responsible for driving city revenue targets through commissions and ads revenues.
• Extracted market intelligence, built strategies, and action plans to achieve 60%+ market share in the city.
• Identified growth opportunities from each of the key strategic partners, maintaining a strong relationship with restaurant owners, specifically key accounts of the city and country.
• Handled a team of 50, which includes Area Sales Managers, KAMs, and vendor managers.
• Generated Rs 1.5 crore monthly revenue from direct sales of ads properties on the app, and grew month-on-month.
• Acquired 150 local gems on an annual exclusive programme.

• Managed end-to-end P&L of the cluster (Goa and NCR).
• Built supply in the territory, while adding new cities and properties in strategic micro-markets.
• Managed overall operations and quality governance of partner hotels with the help of Quality Ops managers.
• Built offline sales channels through local marketing and sales initiatives.
• Closely liaised with the revenue and pricing team to maximise GMV.
• Managed a team of key resources comprising Business Development, Quality Ops, and Offline Sales.

• Drive profitability through streamlined operations, boosting demand through local channels, ancillary sources of revenue, and seamless guest experience.
• Led the operational efficiency of the self-operated business in the city.
• Identified and launched new markets to expand by analysing the demand and supply side of budget accommodation.
• Negotiated with hotel owners on rentals, and also convinced them to invest in hotel infrastructure to provide a good guest experience.
• Launched the Pune market for a self-operated business (OYO Townhouse).