Pranav Shukla

Company Overview: Elsevier is a world-leading provider of information solutions that enhance the performance of science, health, and technology professionals, empowering them to make better decisions, deliver better care, and sometimes make groundbreaking discoveries that advance the boundaries of knowledge and human progress. Elsevier provides web-based, digital solutions - among them ScienceDirect, Scopus, Elsevier Research Intelligence and Clinical Key - and publishes over 2,500 journals, including The Lancet and Cell, and more than 33,000 book titles, including several iconic reference works. Elsevier is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.

• Fostered strong relationships with key opinion leaders, influential institutions, and domain societies within the South Asia academic and government markets.
• Drove new business sales by acquiring new logo clients and expanding the customer base.
• Generated new revenue streams from countries including Sri Lanka, Pakistan, Bhutan, and the Maldives.
• Managed channel sales distribution strategies to enhance customer satisfaction, engagement, and retention.
• Cultivated partnerships with potential new collaborators to broaden the reach of Elsevier’s solutions, integrating offerings through educational technology providers.
• Developed and executed compelling commercial propositions through strategic partnerships.
• Created long-term strategic account plans aimed at maximizing both existing and new revenue streams.
• Managed key accounts, including the Defence sector, Ministry of Science & Technology, Department of Atomic Energy, IITs, IIMs, and various academic universities and institutes across South Asia.
• Conducted regular strategy meetings with Key Stakeholders of clients to identify their needs and align them with the organization's product/service strategies.
• Drove total account and territory revenue growth through both new sales and renewals.
• Mentored and coached new team members to enhance team performance.
• Conducted thorough research to understand customer goals, business requirements, and advised on how Elsevier's solutions could help achieve their objectives.
• Ensured growth and retention across all solutions, including ScienceDirect, Scopus, Reaxys, Mendeley, and Knovel.
• Maintained pipeline hygiene in Salesforce, setting an example for the team in terms of forecast accuracy.
• Enhanced professional and technical knowledge within the sales organization by delivering workshops, establishing networks, and participating in industry events and conferences.
• Led high-value negotiations at consortia or country levels, navigating complex and politically sensitive discussions.

• Responsible for Meeting or Exceeding the annual Revenue Targets.
• To achieve long-term growth of Overall Elsevier Business.
• To achieve Total Account and Territory Revenue Growth (Both New Sales and Renewals).
• Responsible for retention and nurturing of Account Base worth USD 14 Million.
• Responsible for growth and retention for all Solutions i.e. ScienceDirect, Scopus, Reaxys, Mendeley & Knovel.
• To manage and close all renewals (all products/solutions).
• Establishing sales management by forecasting and developing annual sales target in my region; projecting expected sales results for existing and new product line.
• Managing professional and technical knowledge of self and sales organization by delivering workshops, establishing personal networks and participating in professional events and conference.
• Handling end-to-end electronic solution sales lifecycle by establishing customer relationship and closing high individual and consortium deals.
• To prepare and lead high value, complex and potentially highly political negotiations (e.g. at consortia or country level).
• Responsible for strategic account planning (Gold Sheet), ensuring appropriate input from other stakeholders, and focusing on the customer’s business strategy. Ensures alignment to deliver holistic Elsevier value/revenue to the account, in line with the institution’s strategic objectives.
• Overall account stewardship owns the overall institutional strategy and planning of the customer engagement plan.
• Owns the overall Elsevier customer relationship with the customers in the territory assigned.
• Build and maintain relationships with key decision makers in- and outside (e.g. government influencers) key accounts; continue to expand executive level relationships at current customers.
• Responsible for customer loyalty and customer satisfaction.
• Key expert on the customer- knows everything about the customer’s business, strategy and research needs, budgets, competitive products at the customer. Able to translate this knowledge into the implications for the holistic Elsevier value proposition and the solutions we offer.
• Institute a robust channel of sales delivery through vendor management.
• Spearheading the Team’s Sales Compliance.

• To provide efficient, timely and accurate service in queries pertaining to subscriptions requests, agreements and invoice management for Elsevier customers purchasing electronic products.
• To provide stakeholders with detailed weekly report on Renewal Status.
• To co-operate with the sales team and support them in processing new deals and subscription renewals.
• Order Entry, contracting and invoicing management (order to cash) for commercial sales closure.
• To Work closely with Print Customer Support, regional E-Sales Support, regional E-Helpdesk, Central Processing Unit and other teams to ensure that contractual obligations to customers are met.
• Key resource & support for the Account Manager in the Sales process.
• Preparation of pre-sales call reports (3-year history, attrition analysis, print spend analysis) by utilizing Business Objects and Siebel systems.
• Conduct required analyses for the sales call, including Web page analysis (review of institution mission, budget and digital library initiatives) and other relevant information analysis and preparation.
• Assist the salesperson with preparation of the presentations, materials and collaterals for their account sales call.
• Act as central point of contact for the customer.
• First line of contact for customer’s queries related to agreement status, invoicing, title reconciliation and other (similar) non-sales related questions.
• Prepare and send proposals and agreements to prospects upon request from salesperson, ensuring achievement of all state models, approval of all terms and sign-off by appropriate authorities involved.
• General customer service where applicable, returning phone calls and emails in a timely manner.
• Responsible for agreement execution which includes: all correspondence and agreements from the customer and lining up all required internal and external resources/contributors to get the agreement executed.
• Periodic subscription renewals and revenue reporting.
• Keep the salesperson aware of all internal sales-related activities.

Company Overview: Tribal Fusion is the leading site representation firm in the online advertising industry, delivering 18 billion monthly ad impressions to more than 100 million Internet users around the world. They partner with top quality website publishers to provide advertisers with targeted ad placements.

• Provided sales support to Account Managers for the processing of the Orders.
• Managed a team of 8 people to exceed service level targets.
• Responsible for improving individual and team productivity through well-defined KPIs and continuous feedback.
• Defined performance standards and KRA’s for the team; reviewed team performance & operational metrics for performance rating and salary changes.
• Conducted one on one feedback sessions with the team members.
• Maintenance & updating of support and subscription Contracts Data Base report.
• Issuance of RFP to the potential agencies’ basis on their Credit Summary.
• Processing of Media Insertion Order into the Database with all the details.
• Allocation of Fund for the campaign based on the credit available for agency.
• To ensure that the details are updated before sending them to the other departments.
• To collaborate with the sales Team regarding the online Campaign Implementation.
• Single point of contact for all Order Management Issues.
• Campaign Management by going through the flights.
• Building of the flights as per the Campaign Summary provided by the client.
• Responsible for managing eCPA.
• Revenue Analysis according to the Region, Sales Rep and Advertiser.

Company Overview: Zones, Inc. is a direct marketer of information Technology products to small-to-medium sized businesses and the public sector. Zones sell products through catalogs, the Internet and legions of account executives. Zones sell more than 150,000 products made by manufacturers such as Apple, Cisco, Epson, Hewlett Packard, IBM, Microsoft, and Sony, among others.

• Single Point of Contact for Issues pertaining to Client’s requirements, reporting to Director of Sales.
• Provide sales support to Account Executives.
• Maintenance & updating of support and subscription contracts summary for proactive renewal.
• Issuance of RFQ to potential suppliers, arranging quote & preparation of commercial comparison sheet.
• Preparation of Inventory Allocation Sheet based on requirement.
• Efficiently managing supplies from across the globe and from the vendors like Ingram Micro, Tech Data and Synnex among others.
• Preparation of Daily Reporting like Backorder Report, Open Orders Report.
• Maintaining records for proactive renewal of maintenance contracts.
• Provide Tier 1support to Sales for all non-technical, issues encountered.
• Primary point of contact for sales/customer related requests.
• To ensure requests are accurate before forwarding them to other support departments.
• To meet the Service Level Agreement (SLA) under any circumstances.
• Handling accounts for Customers like: Fidelity, HSBC, State Farm Insurance, National City, H & R Block, AT&T Inc., Valvoline, Comcast Entertainment, Perkin Elmer, and Mount Sinai Hospital among others.

• Provided email & Chat Support to the End User.
• Prepared Reconciliation reports on MS Excel.
• Provided accurate and complete description of issues, inquiries and service requests for all cases.
• Escalated issues according to the defined processes.
• Managed simultaneous tasks/cases.
• Collaborate with other teams like System Administrators, Development Team, Strategists, etc. to ensure quick and complete issue resolution and obtain client concurrence of acceptable solution.
• Sales order, tracking and preparing of profit margin report.
• Supervise different reporting functions as Sales order Processing, Product Delivery Reporting.
• Accounts payable and Accounts Receivable.
• Processing of checks and Journal Entries in accounting software QuickBooks.