Ravi Raj
AGM- Strategic Account Manager
Hyderabad
Summary
An MBA Professional with progressive experience of 10 years in Account Management, Customer success, Team Handling, Client Service, Projects and Stakeholders management. Worked with large global and domestic players and have developed a keen and strong capability in Projects and Stakeholder Management. Skilled in building operational efficiency, planning and execution of support function related activities. Skilled in creating dashboards and interactive visual reports. Understanding the stakeholders business process and designing the important KPI to address various needs like Profitability, accountability etc. Excellent communicator, negotiator and relationship builder.
Overview
10
10
years of professional experience
6
6
years of post-secondary education
2
2
Certifications
2
2
Languages
Work History
AGM-National Account Manager- National and Global Accounts
Vodafone Idea Ltd
4 2023 - Current
- Managed a portfolio of 350 Enterprise Corporates along with a team of 6 account managers
- Spearheaded the team to sell SAAS products of Vodafone( Cyber security, cloud (AWS), Vi secure, etc)
- Managed the recurring revenue of 25 crores across 230 enterprise customers
- Exceeded annual revenue targets by an average of 51%
- Managed to convert 45 lakhs worth of business from competitors through existing client referrals
- Responsible to prepare open-ended questions to thoroughly understand and clarify customer objectives
- Developed and executed strategic plans for the territory and documented and distributed competitive information
- Addressed and resolved complex customer issues and communicate initiative's impact to key stakeholders
- Shared insights of the market with the product and marketing team
- Proactively identifies, monitors, and mitigates actual and potential blockers to consumption through data analysis and customer feedback
- Highlight: Streamlined service procedures, raising client satisfaction by 30% in last 6 months
Key Accounts Manager- National and Global Accounts
Bharti Airtel
01.2022 - 04.2023
- Attend in-person meetings with stakeholders to build and nurture relationships
- Managed high-stakes customer accounts, facilitating a 15% increase in quarterly revenue over an 8-month period
- Handled a portfolio of 180 corporates with a combined revenue of 30 crores along with a team of 4 Account Managers
- Launched a customer referral program, creating 150+ new business leads within the first year
- Increased the ROI of client accounts by 43%, resulting in incremental upsell opportunities worth 15 lakhs
- Mapped C-Level executives in accounts to assess the strength of the account relationship and create an account outreach strategy
- Closed new business constantly above quota level
- Created reliable forecasts and customer pipeline
- Improved processes to enhance customer experience
- Responsible to take monthly/quarterly reviews of the team
Enterprise Account Manager
Tata Teleservices Ltd
01.2020 - 01.2022
- Maintained the enterprise portfolio of 90 enterprise customers along with 5 channel partners
- Understand end to end problems and create processes that solve for all stakeholders involved
- Utilize data and insights to support recommendations or address customer objections
- Proactively mitigate churn risk through a customer-centric approach
- Identified sales opportunities and optimization tactics to drive revenues
- Collaborated with service, pricing and other cross functional teams to deliver the project on time to ensure maximum customer satisfaction
- Analyze profitability and policy to ensure optimal business results
Business Development Manager
Medlife International Pvt Ltd
08.2017 - 12.2019
- Managed the portfolio of 120 enterprise customers
- To collaborate and work with cross-functional teams and external third party agencies to acquire information and resolve service issues on projects
- Improve processes to enhance customer experience
- Continuously monitor, assess, anticipate, and meet requirements of the field sales to support the brand in the market
- Boosted customer lifetime value by 40% through structured up-selling and cross-selling initiatives
- Boosted team performance through targeted coaching initiatives, leading to a 55% reduction in customer complaints.
Area Service Manager
Vodafone India
12.2015 - 08.2017
- Deliver maximum customer retention by controlling suspensions
- Follow up with the internal team and make sure the project gets completed on time
- End to end project Management
- Monitor customer and competition performance and generate scorecards and performance overviews (quarterly) for the categories and customers
- To identify sales opportunities and optimization tactics to drive revenues
- Achieve target retention/churn targets for SMEs by managing customer relationships through the entire customer life cycle (includes sales and service)
- Manage and coordinate stakeholders and partner relationships
- Analyzing the churn data and customer usage on Tableau/excel and accordingly prepare the dashboard
- Identify training needs and methods to correct gaps to performance.
Management Trainee
Indusind Bank
06.2014 - 12.2015
- Analyzing the client's need and accordingly pitch the desired product
- Convince the client about product benefits and close the deal accordingly
- Preparing monthly/quarterly dashboards.
Education
Masters in Business Administration -
IBS Hyderabad
Hyderabad, Telangana 06.2012 - 05.2014
B.Tech - undefined
Faculty of Science and Technology, Dehradun
Dehradun, Uttarakhand 08.2007 - 05.2011
Skills
MS Excel
Microsoft Powerpoint
Salesforce
Tableau
Python
SQL
Certification
Integrated Program in Business Analytics- IIM Indore, IIM Indore, 11/2022
Personal Information
- Gender: Male
- Nationality: Indian
Timeline
Key Accounts Manager- National and Global Accounts
Bharti Airtel
01.2022 - 04.2023
Enterprise Account Manager
Tata Teleservices Ltd
01.2020 - 01.2022
Business Development Manager
Medlife International Pvt Ltd
08.2017 - 12.2019
Area Service Manager
Vodafone India
12.2015 - 08.2017
Management Trainee
Indusind Bank
06.2014 - 12.2015
Masters in Business Administration -
IBS Hyderabad
06.2012 - 05.2014
B.Tech - undefined
Faculty of Science and Technology, Dehradun
08.2007 - 05.2011
AGM-National Account Manager- National and Global Accounts
Vodafone Idea Ltd
4 2023 - Current
Integrated Program in Business Analytics- IIM Indore, IIM Indore, 11/2022
Project Management- ISB Hyderabad, ISB Hyderabad, 03/2023
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