Pankaj Deb

I lead a team of 7 Inside sales account manager who jointly works with the Front end seller based out of different US geographies. I oversee the Inside sales team for Payer(Health Plans in US markets) and Government (Medicaid) Market. Responsible for helping the IS team for: Identifying the target personas; Identifying the key accounts which can be included in a campaign executed by Demand generation team; Creating and Finalising the email messaging for the SME to review which gets included in the campaign; Identifying SI(System Integrator) and Cloud partners e.g for key account with the help of partnership team. Set up meeting the account executives to gather further ingtelligence about the account and prepare a GTM model to approach the prospect; Identifying healthcare related conferences where the org can participate to generate new pipeline as well as to grow realtionship with existing prospects; Planning regional events in collaboration with events team by organizing several in- person and virtual events like Basketball, Football, Golf, Wine tasting, cocktail mixing, Magic Shows Etc to drive maximum impact on the pipeline; Engaging the Executive leadership team with prior connect or context about the target accounts to progress the ongoing discussion; Guide the inside sales team in all of the above avenues to generate more leads and progress the deals. Timely Performance Evaluation for the inside sales reps. Keeping a track of the reps OKR to provide feedbacks. OKR reporting on previous quarter performance and providing the projections on Stretch/Commit deals for the next quarter.

As a part of Avail Finance's Strategic Partnership team, I was responsible for: Identifying the organization who employees blue collared workers; Identify the employees credit requirement; Engage HR, HR Manager, Finance team, CXO to present the value preposition of Avail Finance's lending process; Presenting ROI analysis to the key stakeholder; Sign the contract and engage the post sales team for the credit disbursals.

Managing the Profit & Loss of 2000+ rooms at OYO. Generating lead using OTA(online travel agent) websites like Makemytrip, booking.com. Managing a healthy pipeline for ensuring completion of target for the month and upcoming months. Identifying and finalizing new properties which are running successfully as a hotel or service apartments. Maintaining relation with all stakeholders to run these properties profitably. Selecting the ideal model for Hotel owner which will make them profitable. Negotiation on the commission and minimum business guarantee promised to the owners. Coordinating with internal team and client to make the property as per OYO standards. Responsible for making the signed rooms live within specified timelines. Ensuring the profitability of OYO and owner goes hand in hand. Handling escalations at property level. Coordinating with Assistant general manager of the hotel for good customer rating and feedback. Launching and Building OYO's in new geographies. Cross-functional approach - coordination with multiple teams (Operations, Sales, On -boarding) in inter and Intra geographies.

As a part of sales team at Mu Sigma I was responsible for: Handpick fortune 500 companies who uses data analytics to derive decision out of data. Identifying right stakeholder and connect using market research tools like data.com and Dun and Bradstreet Hoover and LinkedIn. Reviewing company’s financials, past and present performance, recent developments and annual report for a better picture of the organizations scenario before approaching the stakeholders. Analyzing the stakeholder’s interest areas using LinkedIn Sales Navigator. Running customized email campaigns for lead generation which is targeted to right stakeholder with their interest areas and Mu Sigma use cases. Cold calling the stakeholders after the email campaign as a part of follow up. Scheduling meeting with interested CXO, CEO and CIO. Aligning sales leader for the upcoming meeting. Preparing intelligence on meeting attendees about their interest area to keep the discussion contextual. Setting up follow ups and next steps discussion. Coordinate with delivery team for use cases presentation. Coordinating with leadership for a client visit or onsite visit. Helping the pre sales team to prepare the proposal by giving input regarding client interest areas. Driving the closure along with sales leader thought out the sales cycle. Aligning the delivery team and client as per the completion timelines of projects.

Accountable for lead generation and closing deals by fixing appointment with Hr executives and HR managers. Progressing the discussion to CEO and CXO or CHRO level. Demo solution assessment solutions as well as campus hiring solutions and its value prep. Meeting tech leads and CTO/End user to access the coding simulators with a realtime scenario based questionnaire. Share results with the CXO who are evaluating the solutions. Negotitate and sign contract. Introduce customer success for a smooth transition.

Accountable for expansion of customer base through new business development. Actively involved in identifying new clients and fixing appointments with them for generating leads. Successfully dealt and interacted with potential clients to provide end-to-end branding and recruitment solutions and thereon-developed excellent interpersonal skills. Worked over on uncracked, lapsed accounts and brought new clients to the account of the company. Assisted the Senior Managers in creating, adapting and executing market strategies for achieving the assigned targets. Took initiative and gathered comprehensive knowledge of other job portals & analysed its impact on the prevailing market. Prepared proposals, mails and documentation for the potential clients. Analysed client’s requirement with company’s core competencies, researching potential market and analysing business opportunities. Successfully coordinated and managed various walk-ins and Job Fair events for the clients. Provided daily/monthly business & collection report to reporting manager.