PANKAJ KOLEKAR

Lead a team of 6 Account Managers & 4 Customer Success Responsible for a portfolio of 220 customers & Book of Business of $6M

• Key Responsibility Areas – customer retention, customer happiness, account base expansion and team management

• Consistently met and surpassed retention, customer happiness, account expansion targets QoQ

• Successfully drive product adoption and consumption in-order to reduce customer and revenue churn

• Drive Renewals planning, upsell and cross-sell, risk mitigation strategies on account base

• Design key initiatives to build and implement processes to drive product adoption, value creation for customer and long-term success

• Hiring, Training/Onboarding new team members, constantly coaching the team through ICI model (Inspire, Coach, Inspect) for achieving excellence

• Single point of escalation for customers' who were part of my portfolio

• Regions managed – INDIA

Accolades:

Awarded best team in Q1 & Q4 FY 2013-14 for highest revenue growth and lowest customer MRR churn rates.

● Handled a portfolio of 60 Mid Market level accounts worth ARR $1M

● Responsible for account growth and customer success through account mining and customer success activities

● Identify and capitalize on growth and expansion opportunities within accounts through consultative sales

● Responsible to forecast churn and new revenue growth numbers for the team

• Worked with C Level employees to increase Yellow.ai footprint within the organization

Accolades:

- Top performer in Q1, Q2 and Q4 of FY 2021- 22

- Achieved 200% of target. Increased account base by 25% in FY 2021-22

• Strategic business plan & sales strategy development and enablement with experience in managing a Business Development team
• Handle a team of 8 inside sales representatives; manage the team's pipeline, Collaborate with sales leaders across the geographies
• Coordinate with marketing to ensure leads generated are routed to the respective sales team
• Responsible for new business development involving prospect development, understanding business and technology scenarios and needs, identifying opportunities, solution offerings and business cases to the prospect
• Responsible for marketing alliances, relationship building, account management and mining of existing clients
• Connecting with decision makers like CIOs, CTOs, SVPs, VPs, Directors, Global heads

• Finding prospects from various industries and identifying a need for online marketing strategies from USA, UK international accounts
• Providing Multi-channel marketing services like email marketing, email campaigning and telemarketing options to a company
• Maintaining existing Accounts and responsible for generating Repeat Business from existing accounts and up-selling other marketing services like SEO, SMM, Blog Marketing etc
• Keep abreast of competitor activity and recommend any necessary tactical action.

• To proactively do high-level research (account and competitive both), profiling and qualifying new business and existing customer sales opportunities predominantly through telemarketing and social media
• Have handled end-to-end client relationships including pitching, negotiation, contracting, billing/ invoicing, payment collection and troubleshooting
• Allocating leads, tracking and monitoring the work of each team member along with ensuring the efficiency and effectiveness of their work
• Maintaining Area Reports, which include revenue numbers, payment collections and evaluation of team performance, and reporting the same to the CEO

• End-to-end client relationships like Generate leads for Jaro education working through various marketing campaigns, Cold calling, prequalified leads generated by data mining team, social media (LinkedIn) or by way of own individual efforts
• Ensuring customer service within service level period on day-to-day basis
• Training leading & monitoring the performance of team members to ensure efficiency in process operations
• Meeting of individual & group targets.