Subhra Swain

As an Account Director for B2B Corporate Sales in the Corporate Travel division at Cleartrip, my role is pivotal in managing the extensive portfolio of Adani Enterprise Limited and driving substantial revenue growth. Here's a breakdown of my responsibilities and achievements:

• Portfolio Management: I oversee the entire portfolio of Adani Enterprise Limited, which comprises 115+ entities. This involves understanding the diverse needs of each entity and tailoring solutions accordingly to ensure maximum value for the client.
• Revenue Growth: My efforts have resulted in an impressive revenue of 15 crore month-over-month (MOM) from the Adani account. Moreover, you have projected a substantial annual revenue of 200 crore, demonstrating effective sales strategies and account management.
• Client Engagement and Relationship Building: I am responsible for end-to-end agreement signing and negotiation with Adani Enterprise Limited. My focus on building strong relationships and understanding the client's objectives is crucial for long-term partnership success.
• Onboarding and Team Management: My role encompasses overseeing the entire client onboarding process, including setting up accounts, establishing standard operating procedures (SOPs), and training the team to ensure seamless service delivery.
• Financial Management: I am actively involved in financial aspects such as invoice modeling and payment structure building to streamline the billing process and ensure timely payments from the client.
• Supply and Platform Management: I coordinate with various internal teams to manage supply and platform capabilities, ensuring that the services offered to Adani meet their requirements. This involves cross-functional collaboration and effective communication to optimize platform usage.
• Service Expansion: I have enabled over 7 business categories on the platform for the client, including Air, Rail, Bus, Cabs, Visa, Forex, and an expense management module. This diversification enhances the client's travel experience and adds value to the partnership.
• New LOB activation : Currently I am working on a project for Adani's external corps business travel. The go-live program is in progress. The YOY projected revenue for this project alone is 800Cr, which should go live in the JAS.
• My extensive experience in managing enterprise accounts like Aditya Birla Group, WeWork, 1MG, NDTV, Myntra, Flipkart and Randstad for their corporate travel brings invaluable depth to your role as an Account Director at Cleartrip.

Overall, my role as an Account Director involves driving revenue growth, fostering strong client relationships, managing internal processes, and expanding service offerings to meet the evolving needs of a major corporate clients.

• Developed and implemented strategic sales plans to increase customer base and ensure customer retention for E-COM division.
• Handled Key Accounts like Flipkart, Zomato, 1MG, Big Basket, Swiggy, Purple etc with 2-3Cr MOM revenue.
• Established and maintained relationships with key customers to identify new business opportunities.
• Conducted market research to identify industry trends, pricing strategies and competitive landscape.
• Analyzed data on customer buying habits, preferences and demands in order to optimize product offerings.
• Directed all aspects of the sales cycle from initial contact through successful closure of deals.
• Negotiated contracts with potential clients while maintaining a focus on profitability objectives.
• Supported management team by providing timely feedback regarding operations efficiency.

• Develop and maintain strategic long-term trusting relationships with high volume clients to accomplish organic growth and long-term company objectives
• Research key customer wants and needs and help in delivering the best media services to them
• Handled key accounts like Sony, Novotel, Purvankara, Texas Instruments etc with MOM of 1-2Cr. digital ad sales.
• Suggest solutions that answer clients’ pain points and help in troubleshooting the escalations
• Ensure the on boarded projects are delivered in a timely manner
• Serve as contact point for key customers and internal teams
• Resolve customers' complaints in an effective and respectful way
• Gather, report and communicate customers' feedback on service, technology and product delivery
• Research and source new potential clients of PAN India.
• Measure, track and analyze key account metrics
• Keep abreast with industry and market trends and best practices

• Build long-term relationships with clients
• Investigate and determine clients wants and needs
• Plan and implement digital strategies for clients and Pitch the best suitable solution
• Always work towards the common goals of achieving Client’s KPI and internal revenue margin
• Analyze effectiveness of digital campaigns & coordinate within the internal team to make it effective
• Recommend, design and implement digital projects to increase their ROI
• Set up a list of KPIs to track for each client’s success rate
• Work with execution team to ensure campaign progress is on track
• Review campaign progress & chart out correction plans
• Bridging the gap between the Pre-sales and Operation Team internally
• Work with clients on a regular reporting structure of campaigns
• Maximize working opportunity with each client through up selling and cross selling.

• Collect data on consumers, competitors and market place and consolidate information into actionable items, reports and presentations
• Understand business objectives and design surveys to discover prospective customers’ preferences
• Compile and analyze statistical data using modern and traditional methods to collect it
• Perform valid and reliable market research SWOT analysis
• Interpret data, formulate reports and make recommendations
• Use online market research and catalogue findings to databases
• Provide competitive analysis on various companies’ market offerings, identify market trends, pricing/business models, sales and methods of operation
• Evaluate program methodology and key data to ensure that data on the releases are accurate and the angle of the release is correct
• Remain fully informed on market trends, other parties research and implement best practices.