Nishit Chhabra
New Delhi
Summary
Results-driven category growth leader with 15 years of experience in B2B and B2C, with a proven track record in driving business and revenue growth, optimizing sales performance, building high-performance sales teams, and managing P&L. Well-versed in sales management, account management, customer acquisition, retention, partnerships, and alliances, I have extensive experience in building businesses from scratch through growth & customer focused and business efficiency initiatives.
Overview
14
14
years of professional experience
Work History
Category Head - Digital Lending
CARS24 Financial Services Pvt Ltd
Gurgaon
12.2021 - Current
- Own P&L for the used car refinance category, delivering INR 15 cr in monthly revenue, focusing on gross margins above 10%, while optimizing pricing, acquisition costs, partner payouts, and profitability.
- Build strategic roadmaps for growth in terms of expansion, partnerships, competition insights, and new offerings while executing GTM strategy and CRM campaigns to unlock new business potential.
- Drive key strategic, data-driven, customer-centric growth initiatives and campaigns to manage sales funnel & improve conversion across all channel partners while ensuring VAS income growth .
- Onboard and manage relationships with over 100 dealers, DSAs, and channel partners, contributing 50% to the monthly revenue to improve lead management, feedback, and reconciliations, thereby improving partner satisfaction.
- Source and manage channel partners - dealers, DSAs, and fintech partners to improve TOF, negotiate commercials, payouts, and build long-term strategic alliances.
- Balance growth with potfolio quality: Align policies & scorecard with risk team, monitor bounce rates, delinquency, collection efficiency & identify early warning signals in portfolio & use analytics to refine & improve quality
- Establish & execute robust KPI driven performance management system to build high performing sales team through regular reviews, training, mentoring & incentives
- Identify bottlenecks in the entire customer journey to lower drop offs, improve NPS, turnaround time & complaint resolutions
Regional Supply & Growth Head - South & West
OYO Hotels and Homes
Gurgaon
03.2018 - 12.2021
- Oversaw hotel supply growth & expansion of OYO's Self Operated business in South & West India with a team of City Heads, Area sales managers, BDMs& 200+ channel partners with over 1000 hotels generating monthly sales of INR 30 Mn
- Accelerated supply & revenue growth through strategic hotel acquistions using data by analyzing revenue patterns & performance trends across categories, negotiate commissions, pricing & contract terms, market & competition insights & new city expansions while bridging demand-supply gaps
- Managed end to end relationships with hotel partners, resolving operational issues like tariffs, cancellation to improve partner satisfaction & retention while ensuring partners adhere to brand standard & quality.
- Led lead generation and sales growth initiatives, including brand promotion, call center campaigns, inside sales, and cold calling & channel partners to acquire new partners and generate qualified leads.
- Managed partner revenue & P&L through dynamic pricing strategies, corporate tie ups & improved conversions on OTA listing to optimze demand & occupancy
- Collaborated with cross functional team like business finance to forecast revenue on hotel acquisition, assess strategic long-term implications, and margins to negotiate deals with hotel partners, marketing team for partner promotion & listing, legal team for contract negotiation & transformation team for smooth go-live.
- Drove sales discipline, sales excellence, partner management excellence & execution with the team through KPI drive performance management, Incentivization, regional sales drive & target setting
Enterprise Sales Head - North
Hero Mindmine
Delhi
05.2017 - 03.2018
- Spearheaded acquistion & retention of enterprise accounts generating monthly sales revenue of INR 1.5 Mn by defining enterprise sales trategy & building sales playbook
- Managed entire sales cycle from lead generation, presales, conversion & closure with a team of 8 account managers to drive category revenue growth, demonstrations, client servicing & retention
- Built & strengthened relationship with CXOs of 20+ enterprise accounts to identify additional business avenues while ensuring smooth onboarding, adoption & retention
Team Leader - Key Account Management
Times Internet Ltd
Gurgaon
09.2015 - 04.2017
- Account Management | Sales | Client Acquistion & Retention | Revenue Growth | Sales Excellence | Team Management | Relationship Management | Negotiation
- Acquired, managed & Retained corporate clients through regular client servicing & product demonstrations
- Led team of 6 account managers to sell SaaS recruitment solutions & ad sales clocking monthly revenue of INR 2 Mn
Relationship Manager - Corporate Sales
ICICI Bank Ltd
Delhi
08.2011 - 09.2015
- Acquired & managed portfolio of 100+ SMEs & Enterprise accounts while generating revenue from products like Loans, Insurances, investment products.
- Conducted GTMY & lead generation campaigns at client location to cross sell banking assets & liabilities products
- Resolved customer queries & disputes quickly & effectively to improve CSAT
Education
MBA - Sales & Finance
ICFAI Business School
Hyderabad, India01-2011
B.Tech - Computer Science
Institute of Technology & Management
Gurgaon, India01-2008
Skills
- P&L management
- Customer experience
- Strategic partnerships & Alliances
- Relationship & networking
- Enterprise sales
- Team leadership
- Problem solving
- Sales planning & forecasting
- Analytical and critical thinking
- B2B & D2C Sales
- Business development
- Account Management
- Enterprise Sales
- Supply & category Growth
- Revenue Management
- Performance Management
- Negotiation and communication
- Sales Strategy, planning & analysis
- Customer Success
- Dealer & Partner Management
- Client Servicing
- Market research & insights
- Customer experience
- Cross functional collaboration
- Sales operations
- Retail Sales
- Stakeholder Management
- Commercial Excellence & pricing
Accomplishments
Founder of Refinance Business at CARS24, built the business from scratch & led 0 to 1 journey clocking INR 150Mn monthly in just 13 months
Timeline
Category Head - Digital Lending
CARS24 Financial Services Pvt Ltd
12.2021 - Current
Regional Supply & Growth Head - South & West
OYO Hotels and Homes
03.2018 - 12.2021
Enterprise Sales Head - North
Hero Mindmine
05.2017 - 03.2018
Team Leader - Key Account Management
Times Internet Ltd
09.2015 - 04.2017
Relationship Manager - Corporate Sales
ICICI Bank Ltd
08.2011 - 09.2015
MBA - Sales & Finance
ICFAI Business School
B.Tech - Computer Science
Institute of Technology & Management