UMESH YADAV
New Mumbai,Maharashtra
Summary
An accomplished sales professional with 12+ years of post-MBA experience in managing key accounts across various verticals and territories. Excellent track record in driving sales and revenue growth through a consultative, results-driven approach. A tactical thinker with exceptional communication, technical, and organizational skills.
Overview
16
16
years of professional experience
Work History
Account Director
Sonata Information Technology Limited
05.2024 - Current
- Established trusted relationships with key stakeholders by providing consistent communication and exceptional service throughout the account lifecycle.
- Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches.
- Delivered measurable success by consistently meeting or exceeding client expectations, solidifying reputation as a reliable account partner.
- Applied business and marketing knowledge to develop briefs and pitches for customer projects.
- Maintained deep understanding of company services and products in order to offer most knowledgeable customer support.
- Developed comprehensive account plans to align client objectives with actionable strategies for success.
- Expanded revenue streams with the development of strategic partnerships and cross-functional collaborations.
Account Manager
Noventiq Services India Pvt Ltd
07.2023 - 04.2024
- Develop the business plan for each account and each product category to arrive at forecasts, targets, and sales strategies
- Developed strong and influential customer relationships with CxO-level contacts, resulting in the elimination of competition and increased market share within Public Sector Undertakings (PSUs) and large enterprise accounts
- In-depth knowledge of pricing and licensing requirements of major OEMs
- Liaise with internal technical teams, Operations, Finance, Legal, and Delivery teams for end-to-end implementation of multi-crore projects
- Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
- Spearhead the complete sales pipeline for key accounts, from lead generation and invoicing to post-sales and customer support
- Collaborate with vendors, distributors, and large customer accounts to drive profitability and revenue growth.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
Sr. Alliance Manager
Tech Mahindra Ltd
07.2022 - 06.2023
- Develop & Manage large Strategic Partner Relationship for India Region
- Managing strategic and operational aspects of Partnership ecosystem
- Work with BFSI, Retail account manager to generate new business leveraging the partner ecosystem
- Resolving licensing/ agreement related conflicts with partners
- End to End working on the opportunities provided by the OEM's.
- Streamlined internal communication processes for more efficient coordination between cross-functional teams.
- Evaluated potential partners for strategic fit and alignment with the company''s goals, ensuring long-term success.
- Spearheaded joint marketing activities to generate leads and expand brand awareness in the market.
- Initiated cross-functional meetings to address challenges proactively and identify areas for improvement in the alliance ecosystem.
Senior Business Development Manager - Product Alliances Group
TATA CONSULTANCY SERVICES LTD. (TCS)
10.2015 - 06.2022
- Responsible for developing the business plan for arriving at forecasts, targets, and sales strategy for each product category
- Work collaboratively with vendors, distributors, and large customer accounts to drive profitability & revenue growth
- Spearhead the complete sales pipeline for key accounts from lead generation and invoicing to post-sales and customer support
- Liaise with internal Operations, Finance, Legal, and Delivery teams for end-to-end implementation of multi-crore projects
- Day to day management of Account Managers, including training, mentoring, target setting, and performance monitoring
- Exceeded revenue targets by sales of 116% against quota in FY 18-19 (USD 5.8 Mn) 132% against quota in FY 17-18 (USD 5.0 Mn) 129% in FY16-17 (USD 4.4 Mn)
- Achieved Year on Year margin growth of 10% by expanding product portfolio and generating business via new service contracts
- Drove sales in existing accounts and generated additional business by adding a minimum of 2 new accounts each year
- Forged strong referential customer relationships with CxO-level contacts leading to elimination of competition and deeper penetration into PSUs & large enterprise accounts
- Hands-on involvement with customers & vendors right from requirement gathering phase to ensure that TCS wins contracts
- In-depth knowledge of pricing and licensing requirements of major OEMs.
International Market
CMC
12.2012 - 09.2015
- Devising strategies to make an entry into new markets, establishing the company region
- Collecting market intelligence and fine-tuning the go-to-market strategies
- Proficient at analyzing market trends to provide crucial inputs for business development initiatives and formulation of strategies
- Responsible for developing clients in Ports n Cargo & Healthcare for US region (East & Midwest)
- Brand building and lead generation through e-mail campaigns
- Preparing opportunity-specific sales collaterals such as capability and expertise documents, project case studies and references, Marketing PPTs
- Experience in exploring and developing markets/ clients, thereby accelerating growth and achieving desired goals
- Lead generations/ Business Development activities via email marketing & client servicing
- Experience of working on different Domestic & International RFP's, EOI's.
Executive
ICICI SECURITIES LTD
06.2012 - 11.2012
- Accurate & timely creation of Accounting Segment for Products of Dow Agro Sciences
- Handling end to end customer Channel Sales
- Handling Hot leads
- Coordinating with Sales team to convert the leads
- Preparing different MIS and Reports on the conversion, unattended lead
- Supervising reports of Regional Managers for different states.
Process Associate
TCS BPS Services
06.2008 - 07.2010
- Accurate & timely creation of Accounting Segment for Products of Dow Agro Sciences
- Monthly analysis of Production order variances and reporting to Business Cost Accountants
- Monthly follow up for Goods in Transit for Dow Agro Sciences
- Quarterly analysis of deviations in different types of product cost and reporting to Business Cost Accountants
- Quarterly updating of different types of product cost
- Extensive co-ordination with Material data stewards, planners, and Business Cost Accountants for maintaining accurate cost
- Sending weekly MIS reports to Management about processor productivity and error %
- Conducted training sessions for new joiners in team on different process related activities
- Recharging costs to different cost centers and activity-based management recharges to different business for Dow Chemical's Agro sciences in Europe.
Education
Post Graduate Program in Management - Marketing -
PDVV FOUNDATION INSTITUTE OF BUSINESS MGMT & RURAL DEVELOPMENT
Bachelor of Accounting & Finance -
K.P.B HINDUJA COLLEGE OF COMMERCE
Skills
- Business Planning
- Vendor/Distributor Management
- Channel Sales & Business Dev
- Contract Negotiations
- Pre-Sales & Bid Management (up to 50cr)
- Strategic Alliance Management
- International Market Research
- Customer Relationship Management
- Account relationship management
- Verbal Communication
- Strategic development
- CRM software proficiency
- Account Management
- Analytical problem solver
Additionaldetails
ABAP (Advanced Business Application Programming), Google Analytics Certification, GLR (Get Licensing Ready) Certification from Microsoft., Watching Football and keeping myself updated about Geo-Politics, Basic German & Portuguese
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
German
Beginner (A1)
Portuguese
Beginner (A1)
Timeline
Account Director
Sonata Information Technology Limited
05.2024 - Current
Account Manager
Noventiq Services India Pvt Ltd
07.2023 - 04.2024
Sr. Alliance Manager
Tech Mahindra Ltd
07.2022 - 06.2023
Senior Business Development Manager - Product Alliances Group
TATA CONSULTANCY SERVICES LTD. (TCS)
10.2015 - 06.2022
International Market
CMC
12.2012 - 09.2015
Executive
ICICI SECURITIES LTD
06.2012 - 11.2012
Process Associate
TCS BPS Services
06.2008 - 07.2010
Post Graduate Program in Management - Marketing -
PDVV FOUNDATION INSTITUTE OF BUSINESS MGMT & RURAL DEVELOPMENT
Bachelor of Accounting & Finance -
K.P.B HINDUJA COLLEGE OF COMMERCE
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