Pankaj Bisht

Results-driven Account Management and B2B Sales professional with 5+ years of experience across e-commerce and quick commerce environments. Demonstrated ability to manage vendor portfolios, negotiate commercial terms, drive category performance, and retain key accounts. Hands-on experience with Tata 1mg's 30-minute quick commerce expansion, vendor onboarding, and inventory optimization. Currently exploring growth opportunities in Category Management, Account Management, and Vendor Management.

Lead Associate – Key Accounts & Vendor Management - Tata 1mg

(2023-09 - 2025-11)

• Managed end-to-end vendor onboarding for 30+ brand partners, negotiating Terms of Trade (ToT) that standardized category margins and strengthened Tata 1mg's share of sales.
• Led the Elderly Care and Water Purifier sub-category build-out, overseeing vendor selection, assortment planning, and availability KPIs from scratch to steady-state operations.
• Coordinated cross-functional teams across supply chain, logistics, and tech to support the 30-minute quick commerce delivery rollout, meeting launch timelines and operational targets.
• Managed a portfolio of 800+ accounts and revived 60+ underperforming accounts by resolving out-of-stock and dead inventory issues, recovering blocked working capital and restoring consistent revenue flow.
• Renegotiated vendor contracts to close margin gaps, resulting in improved category-level profitability and more favorable commercial terms for Tata 1mg.
• Tracked category performance metrics via Metabase dashboards, using data to flag gaps and drive vendor-level corrective actions.

Demand Manager – B2B Sales & Client Retention - OYO (Prism)

(2022-09 - 2023-06)

• Managed a portfolio of B2B corporate clients, maintaining high retention rates through consistent engagement, tailored product recommendations, and proactive issue resolution.
• Developed and executed quarterly sales plans to exceed revenue targets, identifying new business opportunities within existing and new corporate accounts.
• Maintained monthly sales trackers for BTC recovery and account health monitoring, ensuring timely payment collections and minimizing overdue balances.
• Gathered structured client feedback to refine service delivery and improve satisfaction scores across assigned accounts.

Management Trainee – Operations & Sales - Earth Crust Pvt Ltd

(2020-07 - 2022-06)

• Oversaw logistics operations including supply tracking and coordination with warehouse teams and e-commerce partners, ensuring seamless order fulfillment.
• Collaborated with the sales team to develop territory growth strategies, contributing to a 15%+ improvement in sales performance over the engagement.
• Enhanced brand visibility and activation across assigned territories through structured field activities.

Business Development Executive (Intern) - ITC Ltd

(2019-06 - 2019-07)

• Analyzed sales distribution chain to identify gaps in low-selling and newly launched product categories.
• Coordinated with vendors to investigate root causes of low outlet coverage and developed actionable recommendations to improve product turnover and market penetration.

Master of Business Administration - MBA - Army Institute of Management & Technology, GGSIPU Dwarka, Delhi (2020)

Bachelor of Arts - BA - HNB Government PG College, Kumaun University, Nainital (2017)