Shubham Kumar
Mumbai
Summary
Proven sales and growth leader with 9+ years of experience scaling revenue and building high-impact teams across India’s top startup sectors — including edtech, healthtech, and e-compliance. As a leader, I’ve led the launch and expansion of new markets, owned sales funnels across B2B and B2C, and driven sustainable growth through data-backed strategy and on-ground execution. I bring a founder’s mindset, deep operational ownership, and a strong track record of delivering results in fast-paced, high-growth environments.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Cluster Head (West) + Non-Core Cities (29)
toothsi
Mumbai
08.2021 - Current
- Driving B2B & B2C sales, managing cross function operations, new initiatives/pilot with tech to attain profitability, sales for growth MakeO: toothsi & skinnsi vertical for the west (Mumbai | Pune)
- Sales & Operations planning for the city to deliver 30% growth MoM~ 2.5+ Cr. P.M. for Mumbai & 1.25 Cr Pune
- Spearheaded the successful launch of 29 non-metro operations across India for Toothsi in 2024, leading cross-functional teams including Retail, Field Ops, FOFO doctors, and Dentists; drove an Annual Recurring Revenue (ARR) of ₹2.68 Cr from these markets.
- Played a pivotal role in the early scale-up phase for Toothsi Mumbai in 2021, driving sales from the ground, ATL/BTL activities and scaling the business from 0→10 by building teams, optimizing operations, and establishing a strong local market presence.
- Distribution of targets amongst the team members to ensure that the monthly targets are achieved - Hiring/PIP
- Coordinated closely with Central Operations and Customer Experience teams to ensure seamless city-level execution; monitored post-sales journey through the Smile Buddy team, maintaining an 80% SOF fill rate, 60% full payment conversion, and consistently high CSAT scores with minimal escalations.
- Updating the management team with progress, challenges, and developments on a periodic basis
- Sales/Operations review weekly/monthly/quarterly for the city for better resource utilization and productivity & chasing aggressive sales target
- Led multiple revenue-boosting pilots, including launching the D2C home visit model in Mumbai, increasing revenue by 150%, introducing paid scan pilots that boosted AOV by 21% (₹51,500 to ₹62,500), and optimizing SOF operations to reduce refunds by 65% while enhancing net SOF fill levels by 87%.
Business Development Manager (Group Lead)
jaro education
Mumbai
01.2019 - 01.2021
- Spearheaded team of 25-30 BD's, scaling up revenue generation from 0 to 1 Cr. in monthly sales report within 6-8 months of working.
- Enable the team to meet and exceed weekly and monthly revenue targets
- Daily review of campaigns performance, management & lead allocation
- B2B School, Coaching centre-tie ups (Sales of educational technology products to schools)
- Responsible to drive new business opportunities, thereby maintaining a robust sales pipeline
- Building credible, value based long-term business relationships with new & existing clients
- Strategic planning & execution with BTL team to generate quality leads through various campaigns
Senior Business Development Consultant (Team Lead)
BYJUS (Think & Learn Pvt. Ltd.)
Mumbai
04.2017 - 01.2019
- B2C Conduction, B2B Sales - Tie up with Centre's, Schools
- Direct Sales - Meeting parents - teachers pitching the e-learning module & closing spot sales, tailormade as per the requirement of the end user
- Strategic Customer Relationship Management
- Customer Retention
- Post Sales Service
Relationship Manager
Webtel Electrosoft Pvt. Ltd.
Mumbai
01.2017 - 04.2017
- Formulating the Strategies To Increase Client Base. New Client Acquisition And Revenue Generation.
- Timely follow-up on all the product leads opportunities.
- Achievement of Product wise targets, overall targets as per budgets. Regular contact with all mapped clients through daily/weekly/monthly calls so as to maintain 100 % Renewal Business.
- Ensuring regular update of call reports in relevant systems. Responsible for Corporate Sales. Visiting and Meeting with the CFOs Directors, or the Decision Makers of the Corporate.
- To explore new opportunities for new business development by thinking innovative and creative for new business development.B2B Sales. Software Sales
Education
MBA - General Management
Indian Institute of Management Kozhikode
Kozhikode, Kerala06.2025
Bachelor of Engineering - Electronics Engineering
University of Mumbai
Mumbai, Maharashtra06.2016
Skills
- Strategic Execution & Territory Planning
- Sales Excellence & Funnel Ownership
- Team Leadership & Field Force Management
- Operations & Process Optimization
- Stakeholder Management & Cross-Functional Alignment
Certification
- Google Analytics Certification (GAIQ)
- Management 2.0 & Leadership
- Google Ads Search Certification
- Microsoft Excel - Beginners to Advanced
- Business Analysis Fundamental
Timeline
Cluster Head (West) + Non-Core Cities (29)
toothsi
08.2021 - Current
Business Development Manager (Group Lead)
jaro education
01.2019 - 01.2021
Senior Business Development Consultant (Team Lead)
BYJUS (Think & Learn Pvt. Ltd.)
04.2017 - 01.2019
Relationship Manager
Webtel Electrosoft Pvt. Ltd.
01.2017 - 04.2017
MBA - General Management
Indian Institute of Management Kozhikode
Bachelor of Engineering - Electronics Engineering
University of Mumbai
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