Sanjay Bhardwaj
Chennai
Summary
Proven revenue leader with demonstrated track record of close to 10 million USD revenue delivery. Experience spread across B2B SaaS along with B2C in a very demanding start up environment. High agency motivated individual currently looking for opportunities in revenue/account ownership roles. Offering 11+ years of experience in fast growing start-up's.
Overview
10
10
years of professional experience
Work History
Global Head - Sales and Account Management
Freightify
04.2024 - 11.2024
- At 130% achievement rate with respect to expansion and new logo targets across all segments
- Responsible for driving CRM setup and deriving goals from it. This helped in improving pipeline velocity, lead to close time, conversion % and overall health
score of customer - Worked with rev-ops function to setup dashboard and KPI reporting for team members to provide visibility in their input metrics
- Supervised and mentored team of 8 globally
Senior Director - Revenue and Customer Experience
Vajro
07.2021 - 03.2024
- Supervised and mentored a team of 43 in total across Sales and Success to surpass annual targets in 2022 and 2023. (Grew ARR by 70%, Reduced churn by 65% and Credits/refunds leakage by 80%)
- Analyzed competitor activities and developed strategies to counteract their efforts, resulting in a 10% increase in Shopify marketshare and a 5% increase in customer retention.
- Opened up new channels opportunities (Collaborating with Integration partners and affiliate partnerships)
- Played a pivotal role in new pricing strategy. This helped in almost doubling the conversion % along with opening up expansion opportunities with all high usage customers.
- Resource planning and hiring - Grew team size by 3x in 6 months.
- Was responsible for finalizing the right key feature/integration requests for customer's and adding it to our product roadmap
Head of Sales
Pickyourtrail
09.2018 - 06.2021
- Increased company's revenue growth by 2.8X after joining in one year.
- Defined hiring process for Sales with HR team & grew it in strength to 3x in less than year.
- Added close to 8MN USD (~60 Cr worth of Sales - highest by sales leader at Pickyourtrail till date)
- Holds record for both highest deal size+no of customers on-boarded in one single deal.
- Introduced concept called "Checklist" for Sales consultants to reduce breaks from Sales end. This resulted an increase in CX scores(averaging at 9+ score for Sales over 1000+ customers)
- Completely re-shaped in-house CRM with product & tech team to improve efficiency of travel consultant. This improved calling rate for travel consultants from 12-18 calls in any given day.
- Worked with HR/content teams to build very first online training program for Sales consultants. This helped them bring them up to speed (meaning picking full target) from 3 months to 50 days.
- Worked with supply team to identify right product fitment for PYT target audience to directly contract with them. This helped in increasing revenue opportunity in one single market (by 2x) and also bottom line revenue (by 45%)
Assistant Vice President - CX
Pickyourtrail
09.2017 - 08.2018
- Re-modeled in-house CRM completely to improve efficiency. This enabled Account managers handle 35 accounts from 23 same time.
- Hired,trained and handled team of 10 members
- Developed checklist concept to ensure we record overall 9+ CX score in any given month consistently given we were averaging only 8.3. (Post this, 6 months straight we were able to produce 9+ avg score on a monthly basis,Highest being 9.4 and lowest being 9.06)
- Bottom line revenue addition through supplier relationship - Post a sale,our team always had scope of improving bottom line revenue by negotiating harder or finding new supplier for same product sold. Introduced revenue added as performance metric for each operations executive helped us push the bar higher. After this min.1.5-2% got added to overall bottom line revenue made.
- Increased repeat/referral business by 50% (Moving from 40 to 60% contribution to business)
Senior CX Manager
Pickyourtrail
09.2016 - 08.2017
- Was directly made responsible for all high touch clients for better service quality.
- Maintained CX score of 9.4 across 38 clients traveled in this period
- Bringing in checks and features to have CRM records clean and reliable. Given its internal CRM, this was important to have actionable insights for Org.
CX Manager
Pickyourtrail
09.2015 - 08.2016
- Outdid previous record of highest no of accounts handled in a month by one single associate. (1x to 1.8x)
- Converted all departure clients in a given month to 10/10 score.(Totally 17 clients departed and all of them gave 10/10) - Best at that time
Assistant CX Manager
Pickyourtrail
09.2014 - 08.2015
- Handled most number of accounts in one single month till then. Second best was 60%.
- Had best CH score for associate in any given month. Recorded 9.6 across 21 accounts which was joint highest back then
- Zero errors found in my 218 CRM entry records. Got appreciated in our internal communication forum for having high "attention to detail" skill.
Education
Master of Science - MS - Actuarial Science
Madras School Of Economics
Chennai, TN04.2014
Bachelor's degree - Mathematics
Ramakrishna Mission Vivekananda College
Chennai04.2011
Skills
- Market Research
- Trend Analysis & Process setup
- Sales - Revenue goal attainment
- Team Management
- Sales&CX Enablement
- Microsoft Office
- Sales Operations
- Hiring & training
- Account management
- P&L Management
Timeline
Global Head - Sales and Account Management
Freightify
04.2024 - 11.2024
Senior Director - Revenue and Customer Experience
Vajro
07.2021 - 03.2024
Head of Sales
Pickyourtrail
09.2018 - 06.2021
Assistant Vice President - CX
Pickyourtrail
09.2017 - 08.2018
Senior CX Manager
Pickyourtrail
09.2016 - 08.2017
CX Manager
Pickyourtrail
09.2015 - 08.2016
Assistant CX Manager
Pickyourtrail
09.2014 - 08.2015
Master of Science - MS - Actuarial Science
Madras School Of Economics
Bachelor's degree - Mathematics
Ramakrishna Mission Vivekananda College
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