Vinil Shankar
Senior Manager - PnL & Biz Planning
Bank Colony, Boudha Nagar, Hyderabad,Telangana
Summary
PnL & Campaign Planning senior executive offering over 8+ years of supply execution and demand planning experience, recognized in implementing successful sales strategies and motivating the highly galvanized team to produce significant bottom-line results. Distinguished background in recruiting and developing “A Players” to drive revenue across multiple sales functions. Adept at designing and executing effective sales strategies & PMS to optimize market opportunities and employee growth path. Exemplary communicator with the passion and drive needed to cultivate and foster professional and profitable relationships while maintaining trust.
Overview
5
5
Languages
6
6
years of post-secondary education
7
7
years of professional experience
Work History
D4B - City Lead
Dunzo Pvt Ltd
Hyderabad, Telangana
2020.10 - Current
- Spearhead the scale-up of D4B(aka B2B) services in the city while setting up industry-first benchmarks.
- Collaborated with national Ent & MSE's to built effective partnerships devoted to capitalizing on emerging and sustainable sales opportunities.
- Represented city and interests with community organizations, government agencies and general public.
- Lead, manage and take end to end responsibility to balance growth and sustain PnL of the vertical for the city.
- Plan and drive team D4B acquisitions, explore potential categories and expand geographies for the city.
- Ensure cadence for internal and client reviews along with city & enterprise accounts.
- Launch and execute incentive & performance management system nationally
- Work closely with community operations team to ensure D4B customers are provided best in class customer support and quick issue resolution through necessary interventions and escalation
- Device projections for seasonal and festive business and plan supply accordingly parallelly assist the marketing team with Digital and BTL marketing
- Maintained department productivity and standards through proactive management of teams and policies.
Sr. Area Sales Manager & Area Sales Manager
Swiggy Pvt Ltd
Hyderabad, Telangana
2019.05 - 2020.10
- Strategize & negotiate city targets with internal stakeholders and plan city level assignment with assessment to achieve based upon the self created CDB analysis.
- Responsible in end to end monetization deliverables assigned by the leadership for the city to balance overall revenue.
- Instrumental in achieving ~70% of ads revenue of pre-covid ads revenue of 1Cr while orders density was just at 50% against pre-covid days.
- Manage and grow the corporate side of the city which contributes ~60% of the city's revenue and ~70% of order density
- Responsible for achieving financial and non-financial goals such as net take rate, revenue per order, plugging cuisine gaps, and maintaining good participation of merchants in all promotional activities
- Constantly analyzing real-time data to design, implement and monitor growth plans for the assigned territory
- Instrumental in product launch and design first draft playbook for Swiggy Food court
Sr. Key Account Manager
Swiggy Pvt Ltd
Hyderabad, Telangana
2018.02 - 2019.04
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Elevated account management by predicting potential competitive threats and outlining proactive solutions.
- Manage GMV portfolio of 4.2Cr with the highest ads revenue in the city with 11% GMV contribution
- Maintained the highest city level retention of exclusive renewals which contributed 12% of city's order density
- Maintaining strong relationships with the merchants and advise them on issues related to the market competition and provide tailored solutions for the same
- Responsible for growth of the managed accounts through trade & cross-marketing deployment, increasing AOVs
- Responsible, trained & mentored fellow peers or new recruits for the team
- Leveraged strategic planning to penetrate key accounts.
Key Account Manager
Zomato Pvt Ltd
Hyderabad, Telangana
2016.12 - 2018.02
- Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors.
- Responsible for 36% of the city's ads portfolio of Night Life category.
- Overseeing customer account management, including negotiating contracts and agreements to maximize profit.
- Develop and generate new business with existing clients and/or identify areas of improvement to meet sales quotas.
- Manage projects within client relationships, working to carry out client goals while meeting the company’s goals.
- Ensure the timely and successful delivery of our solutions according to client needs and objectives.
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
Sales Manager
Grofers India Pvt Ltd
Hyderabad, Telangana
2016.07 - 2016.12
- Managed order cycle to enhance business development and maintain sustainability and customer satisfaction.
- Effectively search for prospective clients and generate sales lead with the team.
- Understand the client’s requirements and advice on the benefits of outsourcing from Grofers.
- Manage end-to-end client relationship including pitching, negotiation, contracting, billing/invoicing, payment collection, and troubleshooting along with sales support team.
- Do a frequent mystery audit at client locations for SOP and Quality breach.
- Increases revenue through the development of specific account plans which include new product introduction, development of promotional
- And plans for the category programs, pricing management, along with day to day account management.
- Establishing scalable sales processes and customer feedback loops with operations, field marketing, and product/engineering.
- Work with operations team to define and manage in-stock metrics across the channel
Store In-charge/Demonstration Specialist
BOSE India Pvt Ltd
Hyderabad & Chennai, Telangana & Tamil Nadu
2015.01 - 2016.06
- Provide excellent customer service and address the needs of customers in a timely and effective manner.
- Educate, train and supervise a team of retail trainee’s and demonstrators to meet company standards.
- Work to ensure all demonstrations are efficiently and effectively facilitated including set up, clean up and completing paperwork for each demonstration.
- Handle and supervise store and its activities when in the absence of store manager.
- Communicate with Regional and Store Managers regarding in-store product availability or changes, in sales and demonstration schedules.
- Communicated product value, quality and style to educate and entice potential customers.
Lead Process Associate/Retention Ass
Just Dial Ltd
Hyderabad, Telangana
2014.06 - 2015.01
- Lead a team of Telemarketing and on-field Marketing Executives.
- Maintain 75%+ client retention to sustain business flow with various initiatives and business plans.
- Personal relationship manager for HNI clients/companies associated with Just Dial and its subsidiaries.
- Design and monitor suggestible packages and custom create for a category client/company.
- Consolidate data procured from the analytical team for a better understanding of market place to organize social activation plans.
Education
MBA - Marketing Management And Research
Welingkar Institute of Management
Mumbai 2015.04 - 2018.03
BPR - Public Relations
Georgian Business School
Hyderabad 2011.04 - 2014.03
Skills
Collaborative Leadership
Capacity planning
Revenue and profit maximization
Relationship building and rapport
Prospect targeting
Effective negotiator
Accomplishments
- Swiggy - "Swiggster Award" for AMJ: 2018
At Swiggy "Swiggster Award" is considered to be prestigious and is given to an all-rounder who outperformed in given/assigned KRAs in a cluster for a quarter - Swiggy - "The Swiss Army Knife" for JFM 2019
Received "Swiss Army Knife" for multitasking skills and adhering to task/project before deadlines - Swiggy - "Jack of Boxes" for JAS 2019
Received "Jack of Boxes" for being an out of the box thinker and providing out of the box solutions - Zomato - "Old Monk" for 2016 - 2017
Received "Old Monks" award for being the most consistent performer in the city for three straight quarters
Timeline
D4B - City Lead
Dunzo Pvt Ltd
2020.10 - Current
Sr. Area Sales Manager & Area Sales Manager
Swiggy Pvt Ltd
2019.05 - 2020.10
Sr. Key Account Manager
Swiggy Pvt Ltd
2018.02 - 2019.04
Key Account Manager
Zomato Pvt Ltd
2016.12 - 2018.02
Sales Manager
Grofers India Pvt Ltd
2016.07 - 2016.12
MBA - Marketing Management And Research
Welingkar Institute of Management
2015.04 - 2018.03
Store In-charge/Demonstration Specialist
BOSE India Pvt Ltd
2015.01 - 2016.06
Lead Process Associate/Retention Ass
Just Dial Ltd
2014.06 - 2015.01
BPR - Public Relations
Georgian Business School
2011.04 - 2014.03