Shatabdi Banerjee

Field Sales/Direct Sales:

• Orchestrated exponential growth for toothsi, from delivering 5 kits a month to 2500+ smile makeovers a month over last 5 years
• Launched toothsi across 7 cities in India
• Skyrocketed revenue by 10x (Y-O-Y) for FY 18-19 and 20-21 and 5x and 2.5x respectively after that by boosting marketing (experimenting various channels of lead gen), reviewed pricing strategies and expanded reach of last mile logistics
• Drove conversion efficiency ratio up by 100% by piloting spot sale concept and later implementing it across the country through right hiring, rigorous training and establishing strong audit protocols
• Fostered a data driven culture & implemented various CRM systems. Leveraged the same to monitor input and output metrics and thereby improved agent productivity by 30% Y-O-Y

Field Operations & Supply Chain(last-mile logistics & hyper-local logistics):

• Drove the business from 30 clients being serviced a month to 10K++ clients being serviced on monthly basis across the country
• Drove utilization of fleet & assets associated with it by ~25% Y-o-Y
• Drove reduction in TAT for smile makeover plan from 7days to under 24hrs via cross functional collaboration there by improving customer experience
• Managed production and supply chain to deliver kits in initial years to spearhead TAT reduction by 10% Y-O-Y

P&L initiatives (ROI, Value Chain profitability, Agent Productivity):

• Championed profitability enhancements, reducing cost to revenue ratio by 50% Y-O-Y (FY23 -22) through various initiatives like productivity improvement, capex optimization, manager span restructuring
• Headed cross functional initiatives to boost lead-to-conversion ratios resulting in increased ROAS (Return on Ad Spend) and revenue per lead
• Delivered a noteworthy 15% YoY increase in Average Order Value (AOV), thereby improving unit economics and reducing burn rate without impacting traffic to lead ratio

Inside Sales & Call Center Operations:

• Established operations for pre-sales, inside sales, and sales support teams in FY 18-19 & 20-21, ensuring effective hiring, training, CRM implementation, and Cloud Telephony. Transitioned to new leadership post successful launch of teams and process
• During FY 21-22, as part of second stint , in a span of 6 months, doubled agent productivity, connectivity ratios, and talk time, significantly enhancing profitability and funnel efficiency.
• Successfully conducted pilots to outsource the pre-sales team and implement lead scoring, effectively driving profitability and optimizing operations.

Other Key Pilots & Projects:

• DIY impression kit channel – In FY 19-20, successfully launched the impression kit (DIY) sales channel, utilizing spill-over leads and improving toothsi's profitability. This involved establishing last-mile logistics and reverse pick-up in 26 Indian cities, designing the kit and its contents, setting up processing facilities, and providing video consultations for customer guidance. Scaled up from 0 kits per month to 200 kits on a monthly basis, subsequently handing over operations to new leadership. Presently, selling over 2000 kits monthly.
• Customer Satisfaction Score – Implemented CSAT for toothsi HS channel in FY 20-21, elevating it from 4.94 to an impressive 9.32 within a quarter. Achieved this through well-defined hiring and training SOPs, along with regular audits.
• Marketing – Managed digital marketing and SEO for toothsi in FY18-19, and partnered with a top agency for scaling up. Collaborated with the marketing team to explore additional lead generation sources, such as BTL retail partnerships over the years
• Retail Operations & Franchise:– Oversaw retail operations for toothsi, operating as Simply Braces, expanding partnerships from 3 to 12 centers in Mumbai during FY 18-19.

Business Development & Sales:

• Managed a 100Cr export brand portfolio across Europe, Africa, Gulf, and Far East.
• Executed strategic product line expansions and new market entries in the region.
• Evaluated potential channel partners, conducted trade negotiations, and established distribution channels to enhance profitability and drive sales.
• Oversaw secondary sales and importer stock levels, implemented trade schemes and promotions.

Marketing:

• Developed Go-to-Market (GTM) and launch strategies for new product lines and brands. Successfully introduced 5 SKUs in the GCC.
• Budgeted annual marketing spends for regional export brands and developed promo calenders and merchandising plans

Key Achievements:

• Launched Aashirvaad brand in 4 new European and African geographies.
• Improved loadability of a specific range by 36% through packaging changes, reducing shipping costs by 20%.
• Optimized shipment cycle time to the Gulf region, leading to a 15% year-on-year increase in sales turnover.
• Identified cost reduction opportunities, achieving a 3% decrease in production costs and a 10-day reduction in lead time.

• Developed a robust long-term growth strategy (next 3years) by selecting strategic geographies and identifying market-specific entry modes and potential channel partners via in-depth market analysis
• Enhanced backend capabilities by optimizing exports order processing and logistics, resulting in a 15-day reduction in intermodal transport time and a 10% cost reduction for exports.
• Successfully negotiated and revitalized business operations in key SAARC geographies, ensuring compliance with annual targets.
• Led the implementation of the Retail Value Chain Mapping (RVM) initiative there by did market mapping and increased dealer base by 22%
• Launched five new market-specific SKUs in Q4 based on deep consumer and channel insights.
• Managed pricing for over 300 SKUs across current and new geographies, and finalized trade and channel policies for these markets.

• Understood how to manage a national B2B sales force for Oncology Business, navigating unique challenges distinct from B2C sales of OTC drugs.
• In-depth understanding of the complexities and dynamics of Pharmaceutical Sales & Distribution channels.
• Received Letter of Appreciation from Janssen (J&J) Director of Human Resources for going above and beyond to achieve project outcomes besides being an adaptable, collaborative & solution oriented individual with high level of commitment & passion for work