Sukanta Malakar

Marketplace:

• Designed and developed the GTM for in-house SME Onboarding Process, leading to set the productivity benchmark to 15 per BDE.
• Designed the Retention process (KAM) through SME segmentation leading to retain 85% of the SMEs from 60%.
• Implemented and executed cost effective offline marketing to identify un-digitized SMEs within NCR, helping to lower the CAC by 30%.

Fuel:

• Analyzed and researched different markets of India to set GTM for the Fuel business encouraging 50000 Truck Operators to transact fueling digitally.

Sales Excellence:

• Designed and executed the Incentive Policy for Field Sales team leading to increase the share of Multiyear GPS from 7% to 32% as a result the average revenue per Unit has increased by almost 30%.
• Designed, structured and built the PAN India ground Sales Hiring and Training process capable to hire 600 people in a month.
• Designed and implemented the city wise salary distribution model leading to optimization of CTC from 26.5k to 23k.
• Spearheaded a strategic pilot and scaled to PAN India to increase the retention of customer by 10% in a year.

• Reached out to potential customers via telephone, email, and in-person inquiries.
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Consistently met or exceeded monthly target of 1.2 Lakhs.
• Drove revenue growth by identifying and securing new business opportunities in untapped markets.
• Re-onboarded 20 churned customers with the organization.