PANKAJ KUMAR
Azamgarh
Summary
Sales & Operations Leader with 10+ years of experience across EdTech, Telecom, and B2C sales ecosystems. Currently leading UPSC Offline Centre operations with revenue targets up to ₹80L+ per month in peak cycles. Strong track record in scaling revenue, managing multi-functional teams, improving sales productivity, and building training frameworks that deliver measurable business growth.
Overview
10
10
years of professional experience
Work History
Centre Head (UPSC Offline Centre)
Unacademy
04.2025 - Current
- Leading 12 counselors, marketing leadership, and field teams (35+ total staff).
- Drove lead generation through seminars, walk-ins, and local campaigns, generating 2400+ leads during peak seasons.
- Improved centre revenue and admissions by 30%.
- Managed monthly revenue targets of 40L-80L based on admission season.
Senior Assistant Manager (Sales)
Testbook
09.2024 - 04.2025
- Led 3 team leaders and ~25 BDAs to drive inside sales revenue growth.
- Streamlined lead allocation, tracked conversion rates, and enhanced campaign performance analysis.
- Coordinated team efforts to enhance customer engagement and satisfaction levels.
- Developed training materials for staff to improve service quality and consistency.
- Managed scheduling and resource allocation for various departmental projects.
Senior Training Manager (L&D;)
Testbook
12.2022 - 09.2024
- Implemented training interventions that resulted in 120% revenue growth.
- Trained 52 BDAs, increasing productivity from 77K to 3.5L in 3 months.
- Led nationwide sales training initiatives to enhance team capabilities.
Business Development Manager
Doubtnut Learning
07.2020 - 03.2022
- Led 30 BDAs in selling EdTech subscriptions with average ticket size of 15K.
- Drove team to generate 50L in monthly revenue.
- Developed strategic partnerships with educational institutions and organizations.
- Identified market trends to inform product development and marketing strategies.
- Conducted competitor analysis to enhance business positioning and offerings.
Business Development Associate
BYJU'S
07.2019 - 06.2020
- Managed B2C sales, driving lead conversion through targeted strategies.
- Earned top performer award for exceptional sales performance.
- Developed strategic partnerships to expand market presence and enhance brand awareness.
- Conducted market research to identify new business opportunities and trends.
- Collaborated with sales teams to align strategies and improve customer engagement.
Retail Sales Trainer & Zonal Trainer
Bharti Airtel
12.2015 - 06.2019
- Developed and delivered training for 40+ sales staff on product knowledge, CRM usage, and sales processes.
- Achieved 120% sales growth through training programs.
- Coordinated training programs for 38 retail stores, ensuring consistent knowledge delivery.
Education
Bachelor of Business Administration -
Institute of Environment & Management
LucknowDiploma in Electronics Engineering -
Jawaharlal Nehru Polytechnic
SitapurSkills
- Center Operations
- Sales Leadership
- B2C Sales
- Revenue Strategy
- Sales forecasting
- Market analysis
- Data decision-making
- Team building
- Team Coaching
- Training development
- Relationship management
- Problem solving
- conflict resolution
- CRM (Salesforce, Darwinbox)
Accomplishments
• Managed 20L-80L monthly centre revenue through structured admissions funnel and marketing campaigns.
• Delivered 30% growth in admissions and revenue after taking over centre leadership.
• Led 35+ cross-functional staff including counselors, marketing teams, and academic operations.
• Generated 400+ walk-ins and 2000+ seminar leads in peak admissions cycle.
• Improved BDA productivity from 77K to 3.5L within 3 months through structured training.
• Training initiatives contributed to 120% nationwide revenue growth.
• Managed 30 BDAs generating 50L monthly sales revenue collectively.
• Delivered 30% growth in admissions and revenue after taking over centre leadership.
• Led 35+ cross-functional staff including counselors, marketing teams, and academic operations.
• Generated 400+ walk-ins and 2000+ seminar leads in peak admissions cycle.
• Improved BDA productivity from 77K to 3.5L within 3 months through structured training.
• Training initiatives contributed to 120% nationwide revenue growth.
• Managed 30 BDAs generating 50L monthly sales revenue collectively.
Awards
- Top 3 Revenue Achiever - UP Region
- Best Presenter Award - Softpro India
- Best Beat Trainer - Bharti Airtel (2018)
- Certified Trainer - Centum Learning
Timeline
Centre Head (UPSC Offline Centre)
Unacademy
04.2025 - Current
Senior Assistant Manager (Sales)
Testbook
09.2024 - 04.2025
Senior Training Manager (L&D;)
Testbook
12.2022 - 09.2024
Business Development Manager
Doubtnut Learning
07.2020 - 03.2022
Business Development Associate
BYJU'S
07.2019 - 06.2020
Retail Sales Trainer & Zonal Trainer
Bharti Airtel
12.2015 - 06.2019
Bachelor of Business Administration -
Institute of Environment & Management
Diploma in Electronics Engineering -
Jawaharlal Nehru Polytechnic