ZOYA FATHIMA
Summary
Seasoned Sales Head with 10+ yrs’ experience, having exposure in multiple markets & industries in all aspects of Selling. Have demonstrated expertise in using Team, Account & Partner management skills, to build & nurture profitable markets, driven by robust sales strategies & best practices based on critical data analysis & effective performance metrics.
Overview
10
10
years of professional experience
9
9
Years of sales leadership
5
5
Languages
Work History
Vice President (VP) Sales – Part time
Taj Sky View Residences
Chennai
07.2024 - Current
- Spearheaded establishment of business vertical / model for uber luxury ‘Branded Residences’ segment in Chennai pioneered by Taj at Ampa SkyOne partner GTB (GT Realty + Bharathi Meraki)
- Structurally designed, trained & engaged internal & external teams for maximized sales outputs through accurate customer profiling from reporting associate vice presidents (AVPs), agency, BTL (brand exclusive events), channel partners & primarily referrals
- Additionally, entrusted with above accountability for upcoming Taj branded villa residences in premium city outskirts along with building knowledge-base for team in terms of SoPs, guidelines’ adherence, market research & competition mapping
City Head (CH) / General Manager (GM) / Associate Vice President (AVP) Sales
NoBroker Technologies
05.2022 - 08.2024
- Successfully headed 2-Tier reporting / 20+ sales team of cluster heads & client advisors
- Partnered with 45+ builders catering to 135+ projects
- Enhanced sales performance with multiple strategic initiatives- selection of projects basis locality, budget, velocity, inventory & market share criteria; definition of micro-markets / cohorts mapping available supply to demand; competition analysis for identification & adherence to market best practices documented as SoPs; content creation, training team for effective sales presentations with accurate market orientation
- Ensured sales planning with expansion for market growth from 20 to 50Cr (150%) in value; 6 clusters | 1 Metro + 2 Tier-2 cities | 3 states in geography; at unchanged operational costs yielding the highest RoI
- Smoothly managed & resolved inter-stakeholder conflicts among clients, builders & team leading to fruitful negotiations driving target achievements & revenue generation
- Overachieved 130% FTM, 300% MoM growth & the highest ticket size of 2.6Cr in the first month, consequently 3.5Cr, 3Cr & 4Cr in various quarters
- Consistently continued to deliver 15Cr avg
- Per month
- QoQ growth observed since market inception with acquisition potential of 1-5Cr enlarged to 15-20Cr therefore, 4/5 rating received in both annual appraisal cycles
- Highest season target achievement of 23Cr with 24 active bookings / agreements in Jan’23
- Highest consistent sales funnel conversion efficiency of 15-20%
- Achieved back-to-back 100% monthly top line from Feb-Jul’24 followed by 100% bottom line revenue collection leading to break-even & profitability after, with highest per resource productivity
- Chennai sustenance is the only profitable market among pan India NoBroker builder channel
Regional Sales Operations Manager (TN)
Ather Energy
TN
05.2021 - 05.2022
- Retail: B2C / Direct Sales – Ensured process adherence & achievement of sales funnel conversion efficiency from a large product specialists’ team of 20+
- Sales Operations – Demonstrated agility in learning warehouse, inventory, vehicle registry, delivery, invoice & service management for strategic sales planning & achievement
- Market Activation – Initiated, formulated & implemented a BTL calendar for Chennai, Coimbatore & Trichy i.e., overall TN market
- Distributor / Partner / Channel Sales: Launched Ather retail operations in partnership with dealerships at Trichy (Jul’21), Coimbatore (Sep’21) also in Chennai (Dec’21) to cater suburban market
- Corporate Sales / B2B: Identified from existing customer base, corporates that in order to reduce carbon footprint for compliance issues intend to invest in electric, leading to additional bulk sales
- Headed product specialists & back-end teams, implementing the strongest follow-up post FAME subsidy announcement achieving TN’s highest sales count of 480 vehicles in Jul’21
- Doubled capacity at retail outlet to bring down delivery TAT from 15+ to 6 days i.e
- Within a week
- Highest pan India per day sales of 60+ despite product price increase from effective planning & strategy
- Added additional average sales of 100 from Coimbatore, 60 from Trichy, 70 from Chennai dealerships & 50 from company owned Chennai retail outlet that earlier averaged @ 150 (currently stands @ 200+)
- Overall TN exponential growth of 187% i.e
- From monthly 150 to currently 480 vehicle sales
Launch Sales Head
Natural Hege / Better-source Beverages
02.2021 - 05.2021
- Devised sales strategy & drafted sales & manpower plan for Startup
- Recruited & trained sales team on processes & approach for planned digital & BTL campaigns
- Headed the sales team for market activation & sales funnel generation
Regional Sales Manager (FMCD / Consumer Durables)
Dyson Technology
02.2019 - 02.2021
- Direct Sales / B2C: Headed team for all category door to home demonstrations & service, up-sell & cross-sell; Reported performance through MIS & data analysis of conversion metrics from LMS & CRM applications; Planned & provided strategic insights for market, business, sales & team development
- Distributor / Partner / Channel Sales: On-boarded distributor for local warehouse & immediate supply / order fulfilment; On-boarded multiple General Trade (GT) channel partners as resellers; Periodically reviewed competition, margins & trade promotions to maximize sell in & sell out
- Retail: Modern Trade (MT) – Partnered with Croma, Reliance, Viveks & Sephora (key chains) for strategic sales display
- Corporate Sales / B2B: Partnered with Luxury Salons – Wink, Vurve, Page 3 & Green-Trends for strategic sales display; Developed & grew large accounts – Infosys & Accenture for recurring seasonal corporate gifting orders
- Established & expanded Dyson outreach in south zone – TN & Kerala by leading multiple sales operations to the scale of 1.1Cr monthly revenue
- Delivered 206% annual growth & managed P&L for region with consistent avg
- Monthly profitability of 10L, highest for an emerging market
- Consistently delivered from all channels – from direct customers avg
- 40L monthly revenue, from distributor linked General Trade partners avg
- 30L monthly revenue, from Modern Trade retail partners avg
- 25L monthly revenue, from corporate clients & accounts avg
- 15L monthly revenue
- Created a distributor base of 11 GT & 21 MT i.e
- 32 channel partners
- Promoted from Area Sales Manager to Regional Sales Manager in FY20-21 for activating additional channels & geographies apart from Direct & City, contributing to business growth
Area Sales / Business Manager
ICICI Prudential Life Insurance
09.2016 - 02.2019
- Consistently delivered 1-2 Cr monthly revenue, highest in AP-Telangana region / zone
- Designed investment portfolios for UHNI negotiating for maximum insurance share
- Periodically reviewed portfolios & initiated changes as per market fluctuations to ensure capital gains re-invest
- Devised & executed sales strategy based on bank’s transactional data & other business triggers
- Generated monthly sales plan & ensured target delivery through adequate sales calls, follow up & prospecting
- Effectively pitched product variants, handled customer queries & objections leading to sales closures
- Managed P&L & contributed to channel profitability by ensuring YOY growth, product mix, business retention & over 95% renewal collection
- Successfully trained channel partners & sales team with all members completing their goal sheets
- Awarded by SVP at regional conclave for 110% business revenue target achievement in Aug’18
- Awarded by SVP at regional conclave for business revenue target achievement in Jul’18
- Ranked no
- 1 on overall business revenue with top branch & Hyderabad city leading pan India in Jul’18
- Exceeded high value cases’ target with an overall achievement of 218% in Jun’18
- Awarded top performer overall business revenue & high value cases in Feb’18 at FastTrack regional event
- Awarded Leadership Champion for effectively using bank’s transactional data for insurance business in De’17
- Consecutively delivered highest business revenue for entire Q3 FY17-18
- Entrusted with additional responsibility of wealth branch (currently the top branch in channel) & relationship responsibility of Global Private Banking (GPB) channel in new financial year for consistent value delivery
Key Account / Marketing Manager
The Manipal Group / Technologies
10.2014 - 09.2016
- Business growth by effective client engagement & client relationship management
- Up-sold primary SKUs & cross-sold emerging digital solutions
- Ensured adherence to quality / TAT policies & shared timely dashboards / reports as consistent service
- Executed key initiatives to optimize process & simplify solutions for complex issues
- Achieved 150% revenue growth from the BFSI category alone
- Consistently scored a customer satisfaction index of 98% & above through all quarters
- Increased margins on primary products & SKUs by an average of 10%
Sales & Marketing Intern
Marico Limited
07.2014 - 09.2014
- Managed pan India shopper campaign for market activation of a new product launch end to end
- Surveyed & mapped customers for conception & planning of campaign
- Coordinated with R&D, creative agency & trade outlets for development of marketing collateral
- Monitored sales revenue across campaign outlets, also reviewed & trained product promoters
Education
P.G.D.M. - Marketing / Sales
T. A. Pai Management Institute (TAPMI, Manipal)
01.2012 - 01.2014
B. Tech. - Computer Science
Jawaharlal Nehru Technological University (JNTU)
01.2008 - 01.2012
L&D - Strategic Leadership; Leadership with AI.
Indian School of Business (ISB)
01.2022 - 01.2025
Skills
Sales Management
Sales Strategy
Sales Planning
Product B2C Sales
Business Head
Team Leadership
Team Management
Process
Target & Performance Drive
Market Growth
Business Development
Key Account Management
Channel B2B Sales
Client Relationship
Customer Experience
Revenue Generation
Team leadership
Strategic planning
Coaching and mentoring
Decision-making
Timeline
Vice President (VP) Sales – Part time
Taj Sky View Residences
07.2024 - Current
City Head (CH) / General Manager (GM) / Associate Vice President (AVP) Sales
NoBroker Technologies
05.2022 - 08.2024
L&D - Strategic Leadership; Leadership with AI.
Indian School of Business (ISB)
01.2022 - 01.2025
Regional Sales Operations Manager (TN)
Ather Energy
05.2021 - 05.2022
Launch Sales Head
Natural Hege / Better-source Beverages
02.2021 - 05.2021
Regional Sales Manager (FMCD / Consumer Durables)
Dyson Technology
02.2019 - 02.2021
Area Sales / Business Manager
ICICI Prudential Life Insurance
09.2016 - 02.2019
Key Account / Marketing Manager
The Manipal Group / Technologies
10.2014 - 09.2016
Sales & Marketing Intern
Marico Limited
07.2014 - 09.2014
P.G.D.M. - Marketing / Sales
T. A. Pai Management Institute (TAPMI, Manipal)
01.2012 - 01.2014
B. Tech. - Computer Science
Jawaharlal Nehru Technological University (JNTU)
01.2008 - 01.2012