Shikhar Singh
Bengaluru
Summary
An accomplished Associate Director with 7+ years of experience in Product Operations, Sales Operations, and Growth Projects, specializing in the EdTech industry. Currently heading the Central Sales Operations Team (B2C) at UpGrad, overseeing both Inside Sales and Offline Verticals. I manage a team of 30+ professionals and lead cross-functional initiatives aimed at optimizing operations, scaling sales processes, and driving growth. I have a proven track record in CRM automation, sales data analytics, lead management, process optimization, dashboard creation, and driving impactful growth initiatives. Having worked at UpGrad, Byju's, and InfoEdge, I am skilled in handling large-scale integrations, operational mergers, and ensuring alignment across diverse teams and business units.
Overview
7
7
years of professional experience
Work History
Associate Director - Growth Initiatives & Operations (B2C - Inside Sales and Offline)
UpGrad
10.2019 - Current
- Lead and oversee B2C sales operations across UpGrad's diverse business units, including Working Professional, Study Abroad, International, Degree Programs, Franchise, Channel Partners, and Offline Stores
- Manage a team of 30+ professionals to ensure scalable and seamless operations across sales, content, and learner enrollment functions
- Spearheaded CRM automation and optimized lead management processes, improving lead conversion rates, assignment efficiency, and overall sales performance
- Managed CMS (Content Management System) and OMS (Order Management System) operations, including content maintenance on the UpGrad website, learner shortlisting, and end-to-end enrollment processes
- Developed sales analytics dashboards and reporting systems, generating actionable insights to inform business strategy and enhance team performance
- Created and implemented sales targets and incentive structures, aligning teams with organizational goals and driving motivation
- Led the development of new sales channels, including BTL (Below The Line), churn management, and other emerging channels, fueling business growth
- Played a key role in Post-Merger Integration, managing CRM migration, sales team restructuring, and streamlining sales processes for acquired companies
- Collaborated cross-functionally with Product, Content, Tech, Marketing, Sales, and Finance teams to optimize operations and ensure smooth execution of organizational goals
Senior Operations Associate
BYJU'S
02.2018 - 10.2019
- Handled sales and operations for the UPSC/JEE/K12 sales teams (120+ members)
- Monitored and improved team performance to increase revenue and operational efficiency
- Played a key role in enhancing sales processes and implementing operational improvements to support revenue growth
Sales Executive
InfoEdge India Ltd
08.2017 - 02.2018
- Managed sales activities for InfoEdge's business verticals, contributing to revenue generation and sales performance improvement
Education
Bachelor of Technology (BTech) - Electronics and Communications Engineering
APJ Abdul Kalam Technological University
01.2017
High School - Science
Central Board of Secondary Education (CBSE)
01.2012
Skills
- Sales Funnel Management
- Order Management (OMS)
- CRM Automation & Lead Management
- Sales Data Analytics & Reporting
- Process Optimization & Efficiency
- Cross-Functional Collaboration
- Target & Incentive Strategy
- Post-Merger Integration
- Growth & Channel Development
- Team Leadership & People Management
Timeline
Associate Director - Growth Initiatives & Operations (B2C - Inside Sales and Offline)
UpGrad
10.2019 - Current
Senior Operations Associate
BYJU'S
02.2018 - 10.2019
Sales Executive
InfoEdge India Ltd
08.2017 - 02.2018
High School - Science
Central Board of Secondary Education (CBSE)
Bachelor of Technology (BTech) - Electronics and Communications Engineering
APJ Abdul Kalam Technological University
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