Rohit Jha

[Sales Excellence ]Owning client engagement function to enable 3X revenue growth

• Leading the sales enablement and operations, ensuring high service levels and ~ 50% client retention
• Lead Corporate strategy, AOP and Budgetary plan to Improve client conversions by 12% by revenue
• Built sales operations and customer success to enable client loyalty and increase in wallet share of 17%

[GTM - Product Strategy ] Building and launching new products from 0-1 journey and achieving PMF

• Launched Data Labs, a leading startup intelligence platform and grew to 10K users within 90 days
• Built the monetization roadmap, ideal customer profile and leading discussions with potential clients

[B2B Growth and GTM ] Leading B2B growth efforts to establish Inc42 presence within Institutional Verticals

• Built and leading Sales & Account Management efforts for Institutional vertical achieving INR 1 Cr MRR
• Owner of GTM, marketing funnel & penetration strategy leading to 5X growth in vertical’s share of revenue

[Revenue Growth] Created and Implemented roadmap to enhance revenues by ~INR 30M monthly

• Led advertising revenue growth of Entertainment Times over 24% year-over-year to a book of INR 80 crore.
• Built the customer success function and transitioned Account Managers to a customer service led model, achieving 8% growth in farming book size
• Led GTM for new products on video and subscriptions to over 37% growth in revenue at the same cost base.

[Building Sales function] Built and enabled the dedicated Sales team for TOI new revenue verticals

• Designed sales strategy, playbook & training materials for Sales function for TOI+ to reach 10 Cr in Year 1
• Owned revenue paths including growth in international markets (APAC) such as direct ads and content sales

[Optimization] Program Owner for optimization of advertising strategy for both direct & programmatic ads

• Streamlined ad tech implementation to reduce TATs, improve ECPM and yields through floor management
• Optimized ad base to remove redundant ads and increase performance metric by 17% and revenue by 15%.

[Analytics] Owning the decision matrix through data dissemination and strategic roadmapping

• Leading analytics function for reporting for internal and external teams including board reporting
• Notional owner of 300 Cr AOP and ensuring KPI adherence for product, marketing & sales through analytics

[Strategic Planning/PMO] Design and Implementation of Retention Program in APAC (3% overachievement)

• Program owner responsible for the establishment of a new Key Accounts program, delivering an ROI of $7.2 million.
• Successfully led multiple stakeholders across sales, product, and services, keeping the contract lifecycle on pace.

[Process Reengineering] Continuous Improvement in Sales Enablement, Throughput, and KPI Outcomes

• Driving client acquisition and account strategy via service value demonstration for Gartner product lines, achieving retention effectiveness of 81% against a target of 78%.

[Market Entry/CDD] Commercial Equipment OEM: Validation of Business Model for JV with a Leading NBFC

• Facilitated discussions among JV partners for creating a lending entity with an asset base of Rs. 4,500 Cr+
• Validated the venture model and business plan for the client from a CDD and strategic oversight perspective.

[Process Excellence & PMO] Major Health Insurer - Revised Operating Model Due to Operating Structure Shift.

Led the transition of the operating model for the client in the wake of a shift in the operating structure while reducing gaps.

• Trading derivative commodities products in the form of futures contracts on global exchanges
• Analyzed macro-economic data, historical patterns, news & technical indicators analysis