Ojas Yadav, Key Accounts Manager
Bengaluru
Summary
An independent and self-motivated graduate, an MBA majored in Marketing & Operations with proven and tested negotiation, partnership, account management sales and marketing skills. Aiming to gain experience in vivid sectors of the industry to widen the horizon of my knowledge with an eye in the field of Marketing by learning Marketing Analytics and strategies pertaining to sales & brand growth.
Overview
5
5
years of professional experience
Work History
Key Account Manager-Seller Relation & Partnerships
Tata Business Hub (Tata Nexarc)
09.2022 - Current
- Identify and develop new business opportunities with new-to-TATA organizations
- Convert viable prospects to active TATA clients (members), leading the full sales conversation and negotiation, through to the transition of new clients to the account management team
- Connect with the C-level executives from various organization and interest them in conversation about TATA nexarc offerings.
- Own the full sales cycle from prospecting to closure and managing these accounts by means of relationship building and inculcating growth
- Responsible for providing approval for pricing, discounts, product portfolio before the sales team sales any product to the client.
- Secure strategic partnerships with industry influencers and industry leaders that increased brand exposure & recognition and drove qualified leads
- On-boarded 5 new strategic partners to the TATA nexarc marketplace and designed the Go-to-market (GTM strategy) for their launch
- Grew customer base by 5% by leveraging strategic partnerships and leveraging referral networks
- Setting up SOP's for Seller Onboarding, Pre-sales, and Post Sales to ensure standardized process being followed resulting in smoother operations
- Creating road map for category expansion and growth. Introduced 2 new categories namely Cloud Telephony & CRM
- Manage Sales and Implementation operations for the Sellers and Identified opportunities to improve the Marketplace business through scalable solutions and managing the roll-out of these solutions.
Key Accounts Manager (Business Analyst)
Zomato Limited
08.2019 - 09.2022
- Managed portfolio of 100+ accounts having Gross Merchandize Value (GMV) over 2 Crore monthly, and quota of over 15 lakhs monthly including Chain restaurants in the online ordering vertical
- Basic use of Power BI and building Excel dashboards for city level Data analytics to identify defects that lead to poor service experience for customers, design metrics to capture these defects, understand their relative importance, and establish prioritization based on customer impact.
- Identifying root cause defects to understand underlying causes, and design inputs to address root causes for these defects
- Based on insights into performance and relative prioritization of defects published a corrective action plan at the right frequency with service partners.
- Assisted various accounts in increasing revenue, building strategies for Customer attraction, satisfaction & retention, account growth & Improvement of Click Through Rate (CTR)
- Worked towards improving GMV of the city by continuously achieving MoM order growth of 3%
- Made progress towards increasing the Average Order Value (AOV) to reduce the burn of the company incurred per order by 5%
- Created a playbook for triggering different workflows that help dive & save customers, safeguard the next 7 days performance and implement long-term fixes to avoid these defects in the future
- Maintaining competitive knowledge and focus along with account planning & territory management
- Launched new vertical - Zomato Groceries in the city within a span of 1 month during Covid times.
- On-boarded brands such as Patanjali, HUL, Jovees Herbals[PAN India] and local supermarts and hypermarts
- Engaged in upsell & cross sell of products - Zomato Pro, Zomato Gold for Online ordering, Cost per click in-app Ads product
- Accomplishment of 100% Ads sales targets every month
- Onboarded 500+ new clients on the platform in online ordering vertical
- Launched new localities within Ahmedabad to extend the service radius of the company.
Education
MBA - Marketing & Operations
Institute of Management, Nirma University
Ahmedabad, India04.2019
B.Tech - Information Technology -
Maharashtra Institute of Technology, Pune University
Pune, India03.2017
Skills
- B2B Partnerships & Strategic Alliance Management
- Strategic Negotiations
- Stakeholder Management
- Client Success Management
- Conflict Resolution
- Communication and Presentation
- Account Management
- Analytical Skills
- B2B Sales & Enterprise Sales
- Business Strategy & GTM Strategy
- Microsoft Office
- Power BI
Languages
English
Hindi
Projects And Achievements
- Strategic Shift - Offline to Online: Taking corrective measures to shift the current working model from offline dependency to online transparent process. Analyzing each step of sales cycle to introduce new measures to automate processes.
- TBAD - The Big Acquisition Drive: Responsible for acquisition of new restaurant partners for the city. Topped in the city continuously for 2 months with most number of acquisitions in a span of 4 months into SM role. Launched 5 new localities in Ahmedabad which helped in increasing the serviceability radius. Helped in increasing the penetration by 15%.
- Meal Time Orders Improvement Drive: Responsible for increasing the late night orders. Achieved the growth of 5% in late night orders by help in increasing cuisine supply and time extension.
- Zomato Groceries Launch: Responsible for acquiring new clients for this new launched vertical, and for their growth afterwards. Topped in the city by acquiring the most number of brands for Zomato groceries during lockdown which includes categories from supermarkets, global cosmetic brands, FMCG brands, local retail stores, fruits and vegetable stores. PAN India sign ups of brand like Jovees Herbals, and state level sign up of brand like Patanjali. Contributed towards most number of orders in the city as well as highest GMV in the city. Helped brands from different verticals to grow their business on online portal. Build some brands from the scratch by making their logos to helping them in category and inventory management.
- UX Improvement Drive: Responsible for maintain a low order rejection rate for the city. Daily monitoring of orders data meal time wise and keeping rejections in check. Follow up with the clients for my accounts and with other AM's for their respective accounts to ensure rejection remains under control for the city as a whole. Brought the city rejection from 3% to less than 1%
- ADS Sales Drive: Responsible for bringing in monthly revenue from clients through in app products. 100% ads target achievement every month since Jan 2020
Hobbies and Interests
- Cooking
- Badminton
- Gymming
Timeline
Key Account Manager-Seller Relation & Partnerships
Tata Business Hub (Tata Nexarc)
09.2022 - Current
Key Accounts Manager (Business Analyst)
Zomato Limited
08.2019 - 09.2022
MBA - Marketing & Operations
Institute of Management, Nirma University
B.Tech - Information Technology -
Maharashtra Institute of Technology, Pune University
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