Summary
Overview
Work History
Education
Skills
Awards
Timeline
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Vishal Salunkhe

Vishal Salunkhe

VP, Business Head
Singapore

Summary

Business Head & P&L owner for 6 APAC markets of Singapore, Hong Kong, Malaysia, Taiwan, Indonesia and Philippines. I manage a team of 100+ across Category Management, Sales, Marketing and Operations teams for the Carousell Brand which is the biggest BU under Carousell Group. I have over 18+ years of experience in general management and business operations roles across tech and services industries, where I have driven revenue growth, launched new products and commercial initiatives, optimized existing products and go-to-market strategies, and led dynamic and cross-functional teams across SEA markets.

Overview

18
18
years of professional experience
9
9
years of post-secondary education
1
1
Language

Work History

Vice President & Regional Head of Commercial

Carousell Group
03.2020 - Current
  • Business Head leading the Carousell brand P&L for 6 APAC Markets including all teams under Sales, Country Marketing, Product Marketing, Brand, Category Mgmt and Revenue Operations of around 100 HC
  • This is the biggest BU across all group entities in terms of both users and revenue
  • My role focuses on scaling revenue growth across SG, HK, TW, MY & PH by shaping and executing innovative go-to-market strategies, launching new monetisation products, empowering teams, and creating value for our users and partners
  • Key Highlights:
  • - Revenue and Growth Leadership: Drove revenue growth through streamlined sales processes, strategic partnerships, and high-impact marketing campaigns, while maintaining gross & net profitability targets
  • Delivered 44% YoY sales-led revenue growth in my 2023 portfolio and 21% YoY in my broader 2024 portfolio across 5 markets, while reducing costs by increasing sales $ per HC by 399% from 2020 to 2024
  • - Transforming Recommerce Perception: Spearheaded efforts to reposition Carousell from a classifieds platform to a trusted recommerce leader, with a focus on driving adoption of the Buy Button in generic goods categories, enabling seamless and secure transactions for users
  • - Building High-Performing Teams: Recruited, mentored, and developed a diverse, high-performing team
  • Inspired collaboration and accountability, fostering a culture of excellence and innovation
  • This includes the current Carousell BU Head of Sales, Head of Marketing & Head of Category Management teams
  • - Scaling Net-New Business models: Developed roadmap to scale netnew business models like goods recommerce launches in 2023-24 to grow revenue while working within tight budget constraints, leveraging operational excellence
  • - Innovation in Monetization: Worked closely with product and data teams to unlock new monetization opportunities like paywalls and visibility products to continue adding net new revenue growth and improve ROI for merchants on the platform

Director & Head of Business Operations (Services), Asia Pacific & Japan

Red Hat
06.2017 - 03.2020
  • I led Business Operations for the Red Hat Consulting Services & Training Services Business across the Asia Pacific region that included ASEAN, ANZ, China, Hong Kong, South Korea, Japan & India
  • The span of control included leading a dynamic team of 30+ HC in 6 countries, consisting of Operations Leaders, People Managers, Process / Program management, Reporting & Analysis, and In-country project coordinator/admin roles
  • Responsibilities:
  • (a) Act in an advisory capacity and as Chief Of Staff for the overall functioning of the business to the APAC Services VP and Regional services leaders on Go To Market support, Sales Planning / Budgeting / Commissions, Complex Deal stitching, Approvals, Processes, Tools & Governance, Reporting & Data Analysis and financials
  • (b) Create and roll out operational processes around sales, revenue recognition, cost accounting and reporting
  • (c) Collaborate closely with stakeholders in Legal, Sales, Finance and Sales Operations teams on a regional and global level
  • (d) Manage a diverse team across multiple countries
  • (e) Implement regional dashboards and analytics to provide business with key real-time metrics enabling decision making
  • (f) Be single point of contact for facilitating exception approvals needed for deal processing
  • (g) Act as an integral part of the business planning process and provide insight into quota setting, headcount planning, etc
  • (h) Work with the regional stakeholders and global teams in rolling out critical automation tools for business
  • (I) Implement consistent, simple, and scalable processes across regions for efficient delivery of business
  • (j) Be single point of contact for Services business process related work around Sales CRM, Quoting, sales & services compensation, revenue reporting, forecasting, sales force automation, etc

ODP Sales Programs Operations Leader, APAC

Oracle
01.2017 - 06.2017
  • I was tasked to build, lead & manage operations for the ODP APAC Sales Programs office
  • This role was an integral part of APAC governance model in Tech Sales programs office, supporting 5 regions within Asia Pacific
  • The role worked on course correcting the GoToMarket strategy, and reporting on the execution of Digital programs and sales activities to meet the pipeline and revenue goals for the Digital Prime org
  • I also provided support & guidance to Sales managers and Sales Programs managers on how best segment the market, and create pipeline on their territories
  • I worked closely with the Oracle Digital Sales Leadership team and Sales Programs Managers as business advisor and reported directly to the Head of Sales Programs office
  • Responsibilities:
  • (a) Working closely with the Oracle Digital Sales Leadership team and Sales Programs Managers as a business advisor
  • (b) Building the governance process for Sales Programs engine and improving regularly the reporting model of sales campaigns
  • (c) Interpreting white space and Installbase market data, analyze results using statistical techniques and provide ongoing reports
  • (d) Developing and implementing databases, data collection systems, data analytics and other strategies that optimize statistical efficiency and quality
  • (e) Supporting Data acquisition plans from primary vendors or secondary raw data sources and look over the maintenance process of the databases
  • (f) Identifying, analyzing, and interpreting trends or patterns in complex Market data sets across APAC
  • (g) Assigning whitespace Territory and pipeline targets to sales reps and ensure continues updates
  • (h) Keeping Oracle Digital Prime sales management team informed by preparing reports, making presentations, interpreting information and making recommendations
  • (i) Locating and defining new process improvement opportunities and enhancing Sales programs visibility and data integrity across the board

Head of Sales Operations, India & South Asia

Red Hat
02.2014 - 01.2017
  • I led the Operations function at Red Hat for the India & SAARC sub-region that included India, Sri Lanka, Bangladesh, Nepal and Pakistan
  • The role was part of the India Leadership team and included managing end to end Sales Operations, Order Management & Data Management teams
  • Responsibilities:
  • (a) Sales Operations Team: Business Process Governance, Territory & Quota Planning, Route to Market Support, Deal Management support, Salesforce.com management, Sales Training, Sales Effectiveness, Sales Reviews, Sales Enablement, Account Planning, Commissions and Price Book Management
  • (b) Customer Data Management Team: Account Creation, Segmentation, Mapping, Partner Onboarding, Account Hierarchy, Merging Duplicates, Credit Check audit, etc
  • (c) Sales Analysis Team: Topline Planning, Sales Forecasting, Reports & Dashboards
  • (d) Order Management Team: Order Fulfillment - booking & entry, Inventory closing, Distributor / Partner engagement, Stock Valuation for Training business, Assisting audits, etc

Service Improvement Manager

A.P. Moller - Maersk
11.2010 - 02.2014
  • Service Improvement Manager: (2013 - 2014)
  • I led the Service Improvement function in 'One Team Customer Service' unit of the Mumbai Global Service Centre (GSC) for Maersk Line
  • The service improvement team was responsible for continuous process & service improvement through deployment & implementation of Road map Projects in Mumbai GSC site
  • Span of control consisted of leading a dynamic team of Project Managers / PMO, Developers, SME's, MIS Analysts & Process Trainers
  • Sales Excellence - Assistant Manager: (2010 - 2013)
  • Prior to service improvement role, I worked in the Sales Excellence team spearheaded from the headquarters in Denmark
  • The teams charter was driving a 3 year Global Sales Transformation journey called 'Changing the way we Sell' through a range of Sales Improvement initiatives
  • The Job Profile entailed working closely with the Sales leadership teams on Global projects across 122 countries worldwide, collectively making 6 Regions & 49 country clusters
  • Responsibility areas included all projects and initiatives under the Sales Planning & Execution umbrella including Industry segmentation, Customer prioritization, Sales optimization, Sales productivity, Minimum Sales Standards and Weekly Sales Management Model

Sales Operations Advisor, APAC

IBM
06.2009 - 11.2010
  • I supported the IBM Software Group - Renewals Sales Operations for APAC, ANZ and LA / CEEMEA regions
  • My key role was to assist Business Unit Heads of different regions with the sales planning process, through execution of key sales operations projects/assignments for enhanced sales/seller effectiveness
  • Responsibilities:
  • (a) Business analysis, Decision support and working within various reporting systems for enhanced sales execution
  • Working on Sales Reports like Sales Dashboards, Forecast Reports, Pipeline Reports and Weekly Roadmaps
  • (b) To Recognize and articulate problems related to the simple project or segment of the project
  • To apply creativity and judgment in development of solutions or deliverable objectives
  • (c) To Review existing systems/projects and challenges the validity of given procedures and processes with a view toward enhancement or improvement
  • (d) To Perform analysis on performance issues and provide supporting data for leadership and executive presentations and reports
  • (e) To Analyze data entered into Siebel Sales CRM extracted from the Global Enterprise Data-Warehouse (EIW), using Business Intelligence tools like Hyperion/Brio and PM Cube
  • (f) To Provide strategic analysis of the pipeline to all Asia Pacific sales community / stakeholders - including areas like pipeline size, weighted figures, aging analysis, net new opp added, renewal reports for software group, forecast reports, etc
  • (g) Developing innovative dashboards based on given pipeline metrics for the APAC sales heads

Sales Operations Analyst, Global

Tech Mahindra
06.2007 - 05.2009
  • I was part of the Global Marketing & Communications unit in the xSell Assurance Team - that owned and handled end to end support for all Sales Automation tools, Sales Process, Change Management and Sales Analytics for Satyam globally
  • Responsibilities:
  • (a) Sales CRM Implementation and support to the Global Sales Fraternity
  • (b) Making and Analysing different Sales Pipeline reports like Pipeline, Win-Loss, Forecast, Dashboards for global stakeholders
  • (c) Helping the PreSales fraternity in automating the presales process, at the same time co-ordinating with the RFP Response related activities
  • (d) Designing and promoting team based marketing initiatives
  • (e) Handling and Coordinating trainings for Global Sales associates for Automation tools, sales process frameworks, new initiatives, etc

Education

Executive Program in Managing Business Decisions - Management Sciences and Quantitative Methods

Indian Institute of Management, Calcutta
01.2013 - 01.2014

2022 Cohort - Growth | Monetisation

Reforge
03.2022 - 12.2022

Master of Business Administration (MBA) - Marketing & Finance

International Management Institute
01.2005 - 01.2007

Post Graduate Programme in Planning & Entrepreneurship - Marketing & Finance

Indian Institute of Planning and Management
01.2005 - 01.2007

Bachelor's Degree - Hospitality and Hotel Administration

Institute of Hotel Management, Catering Technology and Applied Nutrition, Mumbai
01.2001 - 01.2004

Skills

Revenue Operations

Growth

P&L Management

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Awards

  • C360 Project Rollout Appreciation
  • Top Performing Leader
  • Award of Excellence
  • Certificate of Achievement
  • Special Achiever Award

Timeline

2022 Cohort - Growth | Monetisation

Reforge
03.2022 - 12.2022

Vice President & Regional Head of Commercial

Carousell Group
03.2020 - Current

Director & Head of Business Operations (Services), Asia Pacific & Japan

Red Hat
06.2017 - 03.2020

ODP Sales Programs Operations Leader, APAC

Oracle
01.2017 - 06.2017

Head of Sales Operations, India & South Asia

Red Hat
02.2014 - 01.2017

Executive Program in Managing Business Decisions - Management Sciences and Quantitative Methods

Indian Institute of Management, Calcutta
01.2013 - 01.2014

Service Improvement Manager

A.P. Moller - Maersk
11.2010 - 02.2014

Sales Operations Advisor, APAC

IBM
06.2009 - 11.2010

Sales Operations Analyst, Global

Tech Mahindra
06.2007 - 05.2009

Master of Business Administration (MBA) - Marketing & Finance

International Management Institute
01.2005 - 01.2007

Post Graduate Programme in Planning & Entrepreneurship - Marketing & Finance

Indian Institute of Planning and Management
01.2005 - 01.2007

Bachelor's Degree - Hospitality and Hotel Administration

Institute of Hotel Management, Catering Technology and Applied Nutrition, Mumbai
01.2001 - 01.2004

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Vishal SalunkheVP, Business Head