VIKAS KHATTRI
Abu Dhabi
Summary
Sales Manager with 22 years of experience in Key Account Management, B2B Sales, Cloud, Cybersecurity, IoT, 5G, and ICT. Working with Etisalat UAE – as a Sales Manager of Enterprise Business. Managing a revenue base of 110 million AED.
Overview
22
22
years of professional experience
Work History
Sales Manager - Enterprise
Etisalat UAE
06.2017 - Current
- Won Monthly Excellence Awards for going that extra mile and overachieving my targets
- Managing large/key accounts and contributing 40% of the vertical revenue
- Regularly meeting the CXOs/Top Management, building, and maintaining the relationship with them
- Finding the gaps and taking measures to make their processes more effective and cost-saving by 10-20%
- Being a trusted and confidential partner for their Digital transformational journey, helping and suggesting the right products
- Increasing our wallet share, staying abreast with the competition's offerings
- Sharing use cases like – RPA, Industrial IoT, NICE, Smart Helmets, Smart Watches, and Smart Buildings
- Selling products like – Cisco Meraki, HPE Aruba, Fortinet, Palo Alto, Cylance AI Endpoint Protection, Z-Scaler, Juniper, Cisco ISE, Microsoft/O365, Data Centers, Azure, Apple, etc
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
- Ensuring repeated business by staying close and ensuring that we are on Top of their Minds for every requirement and growing the portfolio by 3-5% YoY
- Bidding for large projects in RFPs/RFQs.
Lead - Data Business
MTS India
09.2010 - 10.2016
- Won quarterly ‘COO Sales Champion Award' 4 times (the most prestigious award in Sales) for consistently exceeding sales targets by 150% to 250%
- Led and motivated a team of 4 Territory Sales Managers and 48 Sales Executives with less than 5% attrition
- Built the entire team and business from scratch and brought it up to the level of 900 High-Speed Data activations p.m
- Thus, increased ARPU from Rs 400 to Rs 900
- Increased by 5% MoM by acquiring big accounts like Northern Railway/North-Eastern Railway, Indian Army, IET, Pearl International, RDSO, L&T, CIPET, HT Media, Standard Chartered Bank, Holisol Logistics, Frigoglass India, Wings Brand Activations and Acxiom Consulting
- Won ‘MTS Star Award' 6 times (second most prestigious award in Sales) for exceeding sales targets by 125%
- Contributed to 1/3 of the entire Enterprise Business at Delhi/NCR
- Increased efficiency by 30% by introducing a Daily Call Report at Lucknow for monitoring day-to-day Sales activities for the Sales Executives
- Won a trip to ‘Thailand' in Aug 2011 for being a consistently high performer for 4 months.
Circle Lead - Data Business (Prepaid)
MTS India
12.2009 - 08.2010
- Data business in Bihar was ranked PAN India No.1 for Q1, Q2, and Q3 – 2010 in terms of Sales
- Built the entire team and the business from scratch and brought it up to the level of 1100 data activations p.m
- With 50% high-speed data contribution
- Managed a team of 6 Channel Sales Managers
- Managed and appointed dealers and distributors at every District headquarters in Bihar.
- Average data card revenue was increased from Rs 250 to Rs 350 p.m
- 30% of the Bihar market was captured; the total market size was 3500 data cards p.m.
Circle Lead - Modern Trade and Rural Distribution
Reliance Communications
09.2008 - 11.2009
- Managed a team of 5 Senior Managers and 32 Prepaid Managers
- Was responsible for sales at The Mobile Store, Go Mobile/Phir Bol, Hot Spot, Vishal, etc
- Was responsible for Rural Distribution of all the Prepaid products.
Manager - Prepaid Sales
Reliance Communications
06.2007 - 08.2008
- Was ‘Best Prepaid Manager' for a continuous 6 months (Mar 2008 to Aug 2008) contributed 20% business in the Cluster/Zone and got promoted as Circle Lead - Modern Trade at Punjab in Aug 2008
- Increased the width and depth of distribution from 300 to 900 CDMA activations p.m
- Within 6 months
- Also increased the revenue from Rs 5 Lacs p.m
- To Rs 10 Lacs p.m
- Managed 2 Prepaid Distributors, 4 Sales Executives, and 400 CDMA Retailers
- 100% achievement of primary targets of handsets and recharge vouchers (RCVs)
- Monitored the performance of distributors, and key retailers and took corrective actions.
Area Sales Manager
SBI Cards
12.2006 - 05.2007
- Built the entire team and the business from scratch and increased business from 100 applications to 1200 applications p.m
- With a 45% approval rate, thus, 540 accounts p.m
- Managed a team of 3 Sales Managers, 11 Business Managers, 10 Team Leaders, 135 FOS and 10 Tele-callers
- Engaged in planning and implementing promotional activities for lead generation and prospective development through teleselling, canopy activity, etc
- Contributed to 30% of total business at Punjab region p.m.
Sr. Executive, Sales
Bharti Airtel (ABTS)
06.2005 - 11.2006
- Contributed 30% of business at Ludhiana cluster with 450 NAD's p.m
- Managed a team of 4 Team Leaders and 32 DST/FOS
- Pivotally contributed to controlling the first bill and second bill default by less than 2% through proactive work on potential defaulters and resolving their grievances.
Officer Cadre, Petroleum Business
Reliance Industries Limited
06.2004 - 05.2005
- Managed a dealer/franchisee network of Retail Outlets (RO) with a daily throughput of 200KL HSD and 10KL MS.
Executive, Web Stores
Reliance Industries Limited
06.2002 - 05.2004
- The best-rated employee in the year 2003 for outstanding performance - Rated ‘A'
- Managed the store and a team of 6 members.
Education
MBA - Marketing
UP Technical University
Lucknow, UP, India05.2003
Bachelor's - Commerce
University of Lucknow
Lucknow, UP, India05.2001
Diploma - Computer Science
NIIT
Lucknow, UP, India05.2001
Skills
- Account Management
- Pipeline Management
- Strategic Account Development
- Client Relationship Management
- Problem-solving
- Relationship Building
- B to B Sales
- Key Account Management
- Solution Selling
- Technical proficiency
- New Business Development
- Market Intelligence
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Punjabi
Intermediate (B1)
Timeline
Sales Manager - Enterprise
Etisalat UAE
06.2017 - Current
Lead - Data Business
MTS India
09.2010 - 10.2016
Circle Lead - Data Business (Prepaid)
MTS India
12.2009 - 08.2010
Circle Lead - Modern Trade and Rural Distribution
Reliance Communications
09.2008 - 11.2009
Manager - Prepaid Sales
Reliance Communications
06.2007 - 08.2008
Area Sales Manager
SBI Cards
12.2006 - 05.2007
Sr. Executive, Sales
Bharti Airtel (ABTS)
06.2005 - 11.2006
Officer Cadre, Petroleum Business
Reliance Industries Limited
06.2004 - 05.2005
Executive, Web Stores
Reliance Industries Limited
06.2002 - 05.2004
MBA - Marketing
UP Technical University
Bachelor's - Commerce
University of Lucknow
Diploma - Computer Science
NIIT
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