Rajan Dokania
Noida
Summary
Accomplished Sales Leader with a demonstrated history of leading sizeable teams, expanding Operations and significantly increasing revenue and profit margins swiftly. With a total of over 13 years of professional experience, specializing in Sales, Revenue Generation, Strategy Development and P&L Management for over 10 years.
Overview
18
18
years of professional experience
Work History
Director - Sales
Gradeup/Byjus Exam Prep (Noida)
07.2021 - 09.2023
- Successfully managed a PAN India Sales team of over 300 BDAs, focusing on all major government exams with turnover in excess of 100 crore
- Implemented advanced CRM functionalities and introduced new calling software, resulting in a twofold increase in team productivity
- Revamped target-setting, incentive structures, and performance-related policies, leading to a 40% boost in team output
- Expanded the team from 50 BDAs to 300 (a six fold increase) within a span of two years, elevating monthly revenue from 1 crore to 6 crore
- Worked directly with company founders and Senior Leadership on various strategic initiatives and P&L projects
- Oversaw multiple facets of the business segment, including recruitment, training, strategy development, and day-to-day operations
- Worked closely with diverse cross-functional teams such as HR, Category Management, Marketing, and Product Development.
Regional Head - North
Vedantu
05.2020 - 07.2021
- Managed a span of 500+ Sales folks with 100 crore revenue
- Responsible for MoM Revenue Planning, Hiring, Incentives, Attrition, Performance Management
- Coordinated with central team for incentive planning, new product development, training requirements and any other process gaps
- More responsibilities include product pitch training, process set-up, reporting and daily planning
- Scaled team 8X in flat 1 year
- Increased revenue by 500% in the very first 2 quarters and gave 100% MoM revenue growth in the initial few months
- Awarded Best Regional Manager 3 times in a row and have been consistently in the top 2 RMs out of 12 RMs.
Manager-Sales
Paytm (Noida)
05.2018 - 04.2020
- Responsible for selling different kind of payment collection instruments to schools, colleges and universities in Delhi NCR
- Further leading Integration with existing systems of institute and driving adoption and getting larger wallet share
- Drove annual payment collection of 2000 crore (GMV) with roughly 50 odd institutes.
Manager - Corporate Sales
Mettl (Gurgaon)
09.2017 - 05.2018
- Acquired Large corporate clients for solve their hiring and L&D needs
- Ensured regular orders and up sell cross from acquired accounts
- Ideation with execution teams to create custom products and hel them in driving the usage of platform and product
Sales - Corporate Hospitals
Practo Technologies (Delhi)
11.2015 - 09.2017
- Acquired large corporate hospitals ( Like Max, Fortis) for SAAS technology solutions of Practo (Qikwell)
- Drove end to end Product Implementation till success
- Drove usage of platform and generation of revenue
- Cross Sell Up Sell Renewals
Systems Engineer
Infosys (Pune)
08.2010 - 01.2013
- Worked as system engineer on technical projects for overseas clients
Sales Head (North India)
Wiz Freight (Gurgaon)
09.2023 - 04.2024
- Managed monthly Revenue of 10 cr with with a team of 15 Direct reports (Included acquisition, Account Management and Customer Service Delivery)
- Collaborated with exporters/importers for cross border logistic requirements to ensure growth in Ocean and Air freight
- Researched and explored major manufacturing hubs of North India to map large accounts industry wise
- Closely coordinated with Pricing and Operations Team to get optimum buy rate and space on Vessel and to ensure seamless execution
- Managed entire P&L for North along with Hiring, Training, Performance Planning, Incentives etc.
Entrepreneurial Stint
Silly Mistakes
01.2006 - 01.2010
- Built an algorithm to match tutors with students basis, subject, locality, gender, fees
- Catered to more than 1000+ tutors and 5000+ students
- Looked after all the aspects of business from onboarding tutors to generating student leads managing Sales, marketing, Operations end to end.
Education
MBA -
IIT, Kanpur
01-2015
Skills
- Growth Strategy
- Revenue Growth
- Hiring, Training & Performance Management
- Sales Analytics
- CRM
Accomplishments
- Top Regional Manager among 12 Regional Managers PAN India in Vedantu. Awarded RM of the month trophy 3 times in a year. Received almost Bonus equivalent to almost 100% of fixed Salary
- Quadrupled revenue in a year from 20 core to 80 crore keeping profitability intact
Timeline
Sales Head (North India)
Wiz Freight (Gurgaon)
09.2023 - 04.2024
Director - Sales
Gradeup/Byjus Exam Prep (Noida)
07.2021 - 09.2023
Regional Head - North
Vedantu
05.2020 - 07.2021
Manager-Sales
Paytm (Noida)
05.2018 - 04.2020
Manager - Corporate Sales
Mettl (Gurgaon)
09.2017 - 05.2018
Sales - Corporate Hospitals
Practo Technologies (Delhi)
11.2015 - 09.2017
Systems Engineer
Infosys (Pune)
08.2010 - 01.2013
Entrepreneurial Stint
Silly Mistakes
01.2006 - 01.2010
MBA -
IIT, Kanpur
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