GTM Strategy, Channel Sales & Business Development Advisory at Multiple Clients (Construction & Wellness) (2025-07 – Present)
Advising manufacturers on GTM strategy, territory planning, AOP structuring, and channel partner development, applying AI-powered tools for market analysis and sales-team effectiveness.
- Generated INR 2.7 Cr in incremental revenue over 9 months by identifying high-potential business segments and building 15+ channel partner outlets across Punjab and Haryana.
- Conducted market research, competitor benchmarking, and demand analysis to support business planning and expansion decisions.
- Trained and mentored client sales teams on consultative selling, structured pipeline management, MIS discipline, and account ownership.
- Restructured a D2C wellness brand's product portfolio by eliminating low-performing SKUs, sharpened channel focus, and improved online customer acquisition by 25%.
Cluster Head – North Zone | Enterprise & Key Accounts at Gro Digital Platforms Ltd (Hinduja Leyland Finance & Ashok Leyland JV) (2023-05 – 2025-06)
Core founding team member of the MTS (Managed Transport Solutions) vertical that helped conceptualise and commercialise a proprietary TMS/RFQ platform, driving platform adoption across 9 enterprise accounts and demonstrating measurable ROI through digitised manual fleet procurement and transportation management for large enterprise clients.
- Owned Annual Operating Plans (AOPs) for every new manufacturing plant onboarded with projected revenue, justified costs against client proposals, maintained minimum 4%+ margins, and tracked performance in bi-monthly reviews with National and Business Heads.
- Scaled North Zone revenue from INR 6 Cr to INR 21 Cr (250% YoY); expanded team from 3 to 10 and client base from 3 to 9 enterprise accounts through disciplined territory planning and account expansion.
- Engaged CXOs, Operations Heads, and Procurement Leaders at large manufacturing companies for structured long-term managed transportation contracts with average ticket size of INR 20L per month.
- Partnered cross-functionally with operations and finance teams to design post-sales support solutions for fleet owners, including daily fleet financing, fuel financing arrangements, and load sourcing from manufacturing clients, improving customer adoption and platform stickiness while keeping fleet vehicles productive and earning.
- Served as channel bridge between potential fleet operators and the Switch EV team (Ashok Leyland's EV subsidiary) by facilitating introductions for operators exploring EV transition, supporting early-stage EV adoption within the client ecosystem.
- Led executive business reviews (QBRs/EBRs) with CXO stakeholders, using Power BI-backed MIS reporting to demonstrate business impact, sustaining 90%+ client retention and NRR >100% via a land-and-expand strategy.
- Managed end-to-end sales lifecycle: opportunity identification → RFQ/RFP → solution design → pricing → negotiation → contract execution → SLA governance.
City Sales Manager – Enterprise Accounts at Blowhorn Logistics (Catbus Info Labs Pvt. Ltd.) (2022-04 – 2023-04)
Blowhorn's first City Sales Manager in Punjab; established the hunter-farmer model, opened 2 new enterprise accounts, and expanded 3 existing national accounts into the region.
- Managed last-mile and long-haul logistics services for marquee e-commerce clients including Amazon, Flipkart, BigBasket, and Milk Basket & overseeing SLAs, route management, capacity planning, and EV fleet integration.
- Built trusted relationships with Operations Heads at e-commerce fulfilment hubs and regional distribution centres by structured fleet solutions around their delivery cycles and supply chain requirements.
- Scaled monthly revenue to INR 50L through wallet share expansion by upselling additional routes, capacity, and service tiers within existing accounts.
- Implemented structured CRM workflows on Vtiger for pipeline discipline; led a team of 6 client associates across account management and customer service.
Head – Business Development, Channel Sales & Distribution at Matchless Hosiery Factory (2017-06 – 2022-03)
Led full P&L and channel sales strategy for a woollen products manufacturer; managed 10+ member field sales team across distributor, wholesale, and institutional channels.
- Drove strategic production shift to uniform sweaters by reduced raw material complexity, enabled pre-production planning, and cut operational costs by 9% while improving delivery predictability.
- Expanded into 4 new geographical markets including North-East India, built distributor and institutional channel networks from zero.
- Operated as de facto General Manager across sales, operations, and supply chain; overseeing outsourced manufacturing, quality control, inventory coordination, and demand forecasting.
Senior Business Development Officer – Mumbai → Relationship Officer – Goa at Asian Paints India Ltd (2013-05 – 2017-05)
- Managed a high-value portfolio of 50+ corporate, architect, and consultant clients across South Mumbai with INR 4 Cr annual revenue at 86% client retention.
- Ranked #1 Pan-India as the first officer to cross INR 10L in premium wall-covering sales, delivered through structured customer education and channel product penetration.
- Built Asian Paints' Colour Pro channel presence in Goa from zero as the first-ever representative & grew territory revenue from 0 to INR 1 Cr in 2 years through field sales, cold outreach, and relationship-based selling.
- Won the ROTS (Recognition on the Spot) award for cross-functional collaboration and new product adoption.
