VIKAS KHATTRI
Enterprise Sales Manager
Abu Dhabi
Summary
Sales Manager with 21 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
8
8
years of post-secondary education
4
4
Languages
Work History
Sales Manager - Enterprise
Etisalat UAE
Abu Dhabi
2017.06 - Current
- Won Monthly Excellence Awards for going that extra mile and overachieving the 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 the wallet share, staying abreast with the competition 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
- 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
New Delhi
2010.09 - 2016.10
- 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
Patna
2009.12 - 2010.08
- 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
Chandigarh
2008.09 - 2009.11
- 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
Chandigarh
2007.06 - 2008.08
- 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
Ludhiana
2006.12 - 2007.05
- 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)
Ludhiana
2005.06 - 2006.11
- 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
Kanpur
2004.06 - 2005.05
- 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
Lucknow
2002.06 - 2004.05
- The best-rated employee in the year 2003 for outstanding performance - Rated ‘A'
- Managed the store and a team of 6 members.
Education
Master of Business Administration - Marketing
UP Technical University
Lucknow, UP, India 2001.06 - 2003.05
Bachelor of Commerce - Accounting And Business Management
University of Lucknow
Lucknow, UP, India 1998.06 - 2001.05
Diploma - Computer Science And Programming
NIIT
Lucknow, UP, India 1998.06 - 2001.05
Skills
Stakeholder Management
Account Management
Pipeline Management
Revenue Growth
Collaborative Mindset
New Business Development
Solution Selling
Relationship Building
Market Intelligence
Timeline
Sales Manager - Enterprise
Etisalat UAE
2017.06 - Current
Lead - Data Business
MTS India
2010.09 - 2016.10
Circle Lead - Data Business (Prepaid)
MTS India
2009.12 - 2010.08
Circle Lead - Modern Trade and Rural Distribution
Reliance Communications
2008.09 - 2009.11
Manager - Prepaid Sales
Reliance Communications
2007.06 - 2008.08
Area Sales Manager
SBI Cards
2006.12 - 2007.05
Sr. Executive, Sales
Bharti Airtel (ABTS)
2005.06 - 2006.11
Officer Cadre, Petroleum Business
Reliance Industries Limited
2004.06 - 2005.05
Executive, Web Stores
Reliance Industries Limited
2002.06 - 2004.05
Master of Business Administration - Marketing
UP Technical University
2001.06 - 2003.05
Bachelor of Commerce - Accounting And Business Management
University of Lucknow
1998.06 - 2001.05
Diploma - Computer Science And Programming
NIIT
1998.06 - 2001.05