VIJAY SHANKAR
Summary
• Over 11 years of cross-functional and multi-industry experience in E-commerce, BFSI, and ITES sectors.
• Expertise in value selling at the CxO level, strategic partnerships, monetization, advertising solutions and digital transformation.
• Proven experience in delivering rewarding Customer Experience in B2B SaaS products and services
Overview
13
13
years of professional experience
Work History
Assistant Vice President
Refyne India
06.2024 - Current
- Overseeing the complete sales process, including lead generation, initial pitches, client interactions, solution design, objection handling, negotiations, contracting, troubleshooting, onboarding, and extending to client retention and growth
- Expert in designing solutions for a diverse range of financial wellness products and services, including Liquidity, Earned Wage Access (EWA), Salary Advance, Financial Literacy, Employee Privilege Programs, and Car Leasing
- Accountable for generating over ₹100 crore in Assets Under Management (AUM) and securing 200+ enterprises annually across various industries and categories
- Drove the enhancement of decks, collaterals, process notes, proposals, commercial simulators, contracts, and addendums, while implementing templates to optimize processes and reduce turnaround times (TATs).
Strategic Sales Director
ANS Commerce (Flipkart Entity)
04.2023 - 06.2024
- Proven excellence in designing solutions for a diverse range of full-stack E-commerce products and services, spanning Technology, Marketing, and Supply Chain.
- Responsible for driving 900+cr GMV and 100+ cr Ad Spends annually across major Ecommerce Marketplace & D2C
- Successfully closed deals with over 90 brands, including prominent names such as American Tourister, Arctic Fox, boAt, Columbia, Dabur, Dr. Morepen, Ekart, Fab India, Fynd (Reliance group - 10+ brands), GOAT brands, Godrej, Hempushpa, iGear, ITC (Engage, Fiama, Dermafique), Killer Jeans, Rakuten Kobo, mCaffeine, Myntra Roadster, Patanjali Nutrela Nutrition, Pidilite, Protinex, Sassafras, Stovekraft (Pigeon, Black & Decker), The Pant Project, TVS iQube, and many more
- Championed sales for Kartify - a SaaS webstore development platform & company’s key product - navigating stiff competition from industry giants like Shopify, Adobe & WordPress while addressing apprehensions around cost, timelines, security, and trust - closing multiple deals, including the highest ever one-time fee of ₹ 50 lakhs
Senior Manager- Strategy
Moglix.com
12.2020 - 03.2023
- Handled strategic engagements with enterprise customers across Automotive, FMCG/CD, Chemical Industries
- Attained 2X topline growth, driving AOP of INR 100 Cr (Hunting + Farming)
- Developed and executed strategies for the business P&L, focusing on key metrics such as top line, bottom line, collections, and expenses
- Launched new territories in North for business engagement and made them independent revenue centers
- Conceived and developed the Technology-as-a-Service vertical, driving agility in procurement and supply chain solutions
- Designed operation blueprints for automating service level metric RFQ/OTIF etc for improved customer NPS
Senior Manager- Digital Strategy
IndiaMART.com
07.2017 - 11.2020
- Consulting C-Level partners build online presence & grow their digital business through IndiaMART’s offerings (like Demand Generation, Media Advertising, Data Analytics, LMS & Payment Gateway Solutions etc)
- Oversee revenue generation through Enterprise Accounts - Acquire, retain & upgrade 500 Cr+ top-line clients with avg ticket size of INR 2.5 M- INR 7.5 M+
- Hunting & farming potential partners, Lead exploratory talks, build consensus with CxO's, negotiate complex strategic partnerships & close high value deals via consultative selling approach
- Influencing digital planning by effective requirement gathering, stakeholder management, organization mapping & providing excellent client service, category research & online market analysis
- Anchoring business planning, forecasting and analytics for organic opportunities & KPI tracking like CMR%, Churn, MYR, Up-sells, ROI, CPL, CPA, CPM, high user adoption, engagement & growth etc
- Achievements: Among TOP 1% employee shortlisted by management for Executive Program from FMS Delhi in FY’19-20
- Helped in Building & Scaling the Enterprise business from 50+ lakh annually to 25 Cr+ in 3 years
- Strategic tie-ups with Industry Leaders like Airtel Payment Banks, Zebra Technologies, Siemens Hearing Aids, MP Birla Cement, Philips HealthCare, Eastman Group, Zeco Aircon, Polycab Wires, Honeywell, HDFC Standard Life, Escorts Limited, Kohler, Medtronics, Haier, PI Industries, Jaquar, Konica Minolta etc
- Contributed revenue 20.4% in FY’19-20, 18.6% in FY'18-19 in IndiaMart’s enterprise business.
Strategic Account Manager- Corporate Sales
HDFC Standard Life
07.2015 - 06.2017
- Focused on business development across various product categories & achieving growth target in relationship value, revenues & improved client stickiness
- Maintained a healthy sales pipeline to ensure revenue & margin targets are met on regular basis along with Project Management experience of handling the digital journey along with multiple stakeholders
- Provided solutions to the Customers/Corporates for Financial Planning and advisory role to meet the needs
- Product Branding along with positioning, segmenting and targeting the campaigns
- Channel Partner Management and Partner Marketing: Handling Corporate Salary Relationship Management and Bancassurance managing a direct team of 16 members coupled with cross functional departments
- Customer Power/ Digital Marketing Campaigns: Planning, designing and executing various digital campaigns like User Specific Mailers, Online Banners and Seasonal Campaigns specialized and customized notifications creating a better user experience to enhance sales and increase renewals.
System Engineer- ERP & SaaS Solutions
Infosys Limited
06.2011 - 06.2013
- Worked in an end-to-end ERP transformation project based on Content Management System (CMS) for a US based client (Sears/Kmart)
- Handled Web Services module of “Offer Validation” & redesigned some of the major screens for the application to flow through and received client Appreciation
- Worked closely with global clients & prepared RFQ document, use cases & test scripts to analyze IT system needs and requirements to implement & fulfill client’s expectations
- Gave online presentations & product demos to global clients & resolved queries for streamlined execution
- Good understanding of ERP, Cloud Solutions, AWS (Amazon Web Services), Data Centre Solutions
- Maintained an in-depth knowledge of software lifecycles concepts like Waterfall, Agile, Prototype, Spiral etc.
Education
Executive Program - Management & Leadership
Faculty of Management Studies, Delhi University
01.2020
MBA - Finance-Marketing
Symbiosis Institute of Business Management (SIU, Pune)
01.2015
B.Tech - Computer Science
Amrita College, Ettimadai Coimbatore
01.2011
Skills
- Value selling @ CxO level
- Strategic partnerships and Client Collaborations
- Digital transformation
- Large account management
- Solution design for financial wellness products and services
- Driving GMV and Ad Spends
- ERP and SaaS solutions
- Content management system (CMS) transformation project
Dateofbirth
11/23/89
Personal Information
- Date of Birth: 11/23/89
- Gender: Male
Languages
- English
- Hindi
- Tamil
Timeline
Assistant Vice President
Refyne India
06.2024 - Current
Strategic Sales Director
ANS Commerce (Flipkart Entity)
04.2023 - 06.2024
Senior Manager- Strategy
Moglix.com
12.2020 - 03.2023
Senior Manager- Digital Strategy
IndiaMART.com
07.2017 - 11.2020
Strategic Account Manager- Corporate Sales
HDFC Standard Life
07.2015 - 06.2017
System Engineer- ERP & SaaS Solutions
Infosys Limited
06.2011 - 06.2013
Executive Program - Management & Leadership
Faculty of Management Studies, Delhi University
MBA - Finance-Marketing
Symbiosis Institute of Business Management (SIU, Pune)
B.Tech - Computer Science
Amrita College, Ettimadai Coimbatore
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