Saurabh Tiwari

I am handling the demand side (Solution Based Sales), where I take care of PAN India Sales Process and Sales Operation. Being pioneer in the segment we are aggressive on new GTM/RTM to penetrate industries and create use cases. Have contributed 50-60% increase in the new account acquisition and revenue. Instrumental in building the team through-out India and developing new revenue streams.

- Closely worked with Enterprise segments:

(FMCG/FMCD/Automotive/IT ITES/Edtech/Logitech/Ecommerce)

- Played a integral part in securing series B funding round.

-Owner of Sales Process and Sales Operation.

-Intelligence and Process building for better GTM/RTM.

-Adoption of new age tools to understand and penetrate market

-Conceptualized hedge strategies to safeguard from seasonal demands

-Drove the adoption of CRM tools for better process

-AOP Planning, Revenue Forecasting and new initiatives

• Revenue Handled Collaboratively : 100Cr+, Region Handled: PAN India, Team Size Handled: 40+ Resources.
• Manage demand operations, P&L on PAN India level. Expert in managing business operation across market with key focus on top line and profitability by ensuring optimal utilization of resource.
• Increased PAN India coverage by adding new location for business development. Developed Delhi (NCR), Mumbai and Bangalore market from scratch, also worked extensively in Tier 1 cities like, Chennai, Pune, Hyderabad.
• Created organic sales plan for assigned territories - Identification of key accounts, building pipeline of prospects, managing conversion of pipeline for new customer acquisition.
• Develop and nurture performing teams and mentor them improve growth and revenue generation avenues. Ensure training of sales/inside sales to update and support PAN India operations.
• Liaise with internal team to develop account plans which can be implemented for achieving new business from current customer base. Collaborated with central teams to bridge gap of various operational metrics and changes.
• Initiate facilitate and manage regular meetings with -C- level customer/business managers to develop and expand market relationships and drive opportunities for new/retention business.
• Prepare and manage quarterly business reviews with customers to review service delivery quality and services. Forecasting and managing AOP plans. Monthly reviews to track and understand sales funnel and achievements.
• Spearheaded national P&L functions with hands on experience in revenue generation and cost management. Coordinate account financial implications with regards to timely billing, invoicing and revenue management.
• Develop GTM strategies and formulate roadmap for new markets and categories. Identify and implement new tech solutions to smoothen overall operations. Develop SWOT / Market analysis of competition for better understanding of objection's and revenue share.

• As being at infancy stage Planhop had spread wings to 10 beautiful locations of India. Being 6-member team it’s very easy to pick up any job and get it done.
• Closely working with other founders and co-founders on customer cycle on app, like downloading, exploring ideas, creating travel plan and booking.
• Working closely with team to better UI and UX of app, started idea to explore on iOS.
• With ticket size of 15K-35K, we were booking almost 25 to 30 customers monthly with actual growth of 25% to 30% month on month with minimal marketing and manpower.
• Optimization is major cost, involved in developing skeleton app into functional one over a period of 6 months. Includes regular testing of App to find out bugs and lags in the process.
• Took up customer engagement and streamlined the process by talking to the customer who have finished the trip and in process understanding the mindset of customer for better service. One of the findings in the process for us was the transportation problem in new places, we pushed forward and tied up with transportation vendors to add seamless traveling experience.
• Used my digital marketing IP to help on paid platforms like Google AdWords, analyzing daily transaction and GA reports. Also looking at the PPC to actual conversion, area wise, location wise and doing changes accordingly in the budget. We also created a FB page to direct some traffic on the same.
• I also started overseas services, starting with Srilanka, tied up with Panoramic Tours and Travel to start in the month of Jan'2020.
• The App is featured in TIMESNEXT (timenext.com) and has been invited to be featured in YourStory. We were also looking for an Angel Investor for our further growth and expansion for the next 12 months so that we can have a solid growth trajectory plan to present to VC for Series A funding.

• Revenue Handled: 15Cr Region Handled: PAN India Team Size Handled: 100 Purelyherbs is into ayurvedic supplements, with all regulatory approvals.
• I have been associated with Purelyherbs from inception. We started operating with 20 seats in Bangalore and expanded business to current seat of 100.
• Managing all aspect of eCommerce business, including business planning, marketing planning, content strategy and development, category development/liaising (Paid category, Social media, organic, affiliates, direct traffic), overall operations, P&L analysis, budgeting, identifying and creating new dept from scratch as and when required.
• Planning and ownership of the dept reporting in like HR, Training, Sales, Retention, Quality, Logistics, Courier Analysis, Accounts, Warehouse, Procurement, Marketing.
• Leads generation decisions based on natural calamity, for e.g.: a region with high flood will have less productivity as the delivery of services, won't be possible.
• Profit and Loss: - Salary and Incentive planning based on the monthly budget - Understanding the revenue flow to cover expenses like marketing budget, salaries, infrastructure cost, technology cost.

• Revenue Handled: 35Cr Region Handled: PAN India Team Size Handled: 40 KRA and KPI:.
• Business Development, New Region Development.
• Established New Market Development Team
• Established and spearheaded Go-to-market strategy.
• Business Networking.
• Customer Engagement.
• Cross-Functional Team Leadership.
• Increased 150% Demand Generation.
• Negotiation.
• Budgeting/Annual Business Planning.
• Sales Plan, Sales Strategy, AOP Plan.
• Product Analysis.
• Profit and Loss (Cost and Profit Centre).
• Cost management (Cost Cutting/Cost implementation).
• Manage sales operations, P&L on PAN India level for group teams (Sales, Marketing, Revenue, HR, Finance).

• Business Development
• New Market Development
• Key Account Management
• Marketing
• Profit Centre Operations
• General Management