Ajay Khanchandani
Business @ Paytm | IIM Calcutta Alumnus | Leadership / BD / GTM / Sales Excellence | Structured Problem Solver
π€
Team Managementπ»
GTMπ»
Cross Functional Leadershipπ€
Business Developmentπ»
Sales Excellence
Bengaluru, India
Experienced marketer with 11+ yrs of expertise in Sales & Distribution, GTM strategies, and New Product Launch. Worked with renowned companies like Paytm, PhonePe, and Toppr. Skilled in Change Management, People Management, and Scalability. #MarketingPro #SalesExpert #GTMStrategist
Sound Devices Category Head, Paytm
October 2022 - January 2024
Bengaluru, Karnataka, India
- Worked on the Soundbox business on revenue planning, pricing management, features, forward inventory planning, forward and reverse supply chain, GTM, refurbishment planning and P&L
Sound Devices Category Lead, PhonePe
November 2021 - October 2022
Bengaluru, Karnataka, India
- Led Sound Devices National Launch Strategy, Distribution & GTM - An INR 375 Crs Annual Capex Project
- Shaped strategy in tech, product, logistics, sales planning, new policies, analytics, training partnering with 10+ cross func. teams
- Decided target merchants, setup national distribution network, asset tracking systems & risk reduction/audit frameworks
- Shaped strategy in tech, product, logistics, sales planning, new policies, analytics, training partnering with 10+ cross func. teams
- Decided target merchants, setup national distribution network, asset tracking systems & risk reduction/audit frameworks
Regional Head - Mid Market Key Accounts West (Guj/MP) & South (Kar/Ker/TN), PhonePe
June 2020 - November 2021
Bengaluru, Karnataka, India
- Led 2 teams-Premium Store & Regional Enterprise Key Acs acquisition & retention with 150+onrolls team size
- Increased acquisition rate to 2X of national avg with near 100% hygiene creating new national benchmarks
- Increased acquisition rate to 2X of national avg with near 100% hygiene creating new national benchmarks
Regional Head, Toppr
November 2019 - June 2020
Ahmedabad Area, India
- Promoted to Regional Head after growing business 110% in H2 2019 vs H2 2018 and H1 2019 with 1 more business unit added in Ahmedabad
Ahmedabad Business Unit Head, Toppr
April 2019 - October 2019
Ahmedabad Area, India
- Leading Ahmedabad , across Sales, Marketing, Training & HR with 50+ employees
- Increased revenue 4X from <2 Million/month to highest ever >8 Million/month in <8 months
- Took City from Bottom 5 to Top 3 across metrics like conversion, revenue & orders per man-month
- Awarded by CEO Zishaan Hayath for highest revenue growth rate & cleanest business for OND'2019
- Initiatives included helping change national performance management policy & customer communication
- Increased revenue 4X from <2 Million/month to highest ever >8 Million/month in <8 months
- Took City from Bottom 5 to Top 3 across metrics like conversion, revenue & orders per man-month
- Awarded by CEO Zishaan Hayath for highest revenue growth rate & cleanest business for OND'2019
- Initiatives included helping change national performance management policy & customer communication
Prepaid Acquisition Marketing Manager, Airtel
July 2017 - June 2018
Ahmedabad, Gujarat, India
- Leading the prepaid acquisition strategy for Gujarat along with ensuring right product mix & quality
- Awarded for contribution towards making Gujarat highest 'unlimited cards' penetration challenger circle
- Reduced Non first-recharge customers by 5% to 11.5% through insights, annual revenue impact - 90 Lacs
- KPIs: Gross targets with quality, Trade schemes & payouts, Sim management, visibility, communication, etc
- Responsible for developing channel schemes with a monthly budget of 6 crores & ensuring payouts
- Multiple stakeholder management with functions like Sales, Finance, Supply Chain & Customer service
- Awarded for contribution towards making Gujarat highest 'unlimited cards' penetration challenger circle
- Reduced Non first-recharge customers by 5% to 11.5% through insights, annual revenue impact - 90 Lacs
- KPIs: Gross targets with quality, Trade schemes & payouts, Sim management, visibility, communication, etc
- Responsible for developing channel schemes with a monthly budget of 6 crores & ensuring payouts
- Multiple stakeholder management with functions like Sales, Finance, Supply Chain & Customer service
Zonal Sales Manager, Airtel
October 2016 - July 2017
Ahmedabad, Gujarat, India
- Leading a team of 7 Territory Managers in an area with 50Cr annual turnover & 300k new acquisitions
- Area comprised 3700 stores with 35 distributors/98 FSEs/70 sale executives - 200 direct stakeholders
- Driving customer market share, distribution width, servicing levels, primary and secondary sales
- Achieved No.1 Rank among 20 prepaid ZSMs in Gujarat Circle in Jan/Marβ17 and 2nd Rank in Febβ17
- Achieved targets in 7/9 months along with highest ever monthly sales &MNP among other accolades
- Area comprised 3700 stores with 35 distributors/98 FSEs/70 sale executives - 200 direct stakeholders
- Driving customer market share, distribution width, servicing levels, primary and secondary sales
- Achieved No.1 Rank among 20 prepaid ZSMs in Gujarat Circle in Jan/Marβ17 and 2nd Rank in Febβ17
- Achieved targets in 7/9 months along with highest ever monthly sales &MNP among other accolades
Manager-Corporate Sales and Relationships, Citibank India
November 2014 - October 2016
Ahmedabad Area, India
- Managing a team of 10 Citibankers sourcing full palette of Consumer Products with lowest attrition rate
- Won Best Sales Manager award twice for highest % over achievement on plan
- Increased the approval rate of credit cards business by >30% through various process efficiencies
- Best learnings include B2B sourcing, team motivation, effective delegation and sales contest structuring
- Won Best Sales Manager award twice for highest % over achievement on plan
- Increased the approval rate of credit cards business by >30% through various process efficiencies
- Best learnings include B2B sourcing, team motivation, effective delegation and sales contest structuring
Key Accounts Manager, ICICI Bank
October 2013 - November 2014
Ahmedabad Area, India
- Managing a book of ~200 Clients with average AUM of ~25 Lacs; ensuring end to end relationship
- Advised HNI clients on investment opportunities & plan their asset allocation basis their risk profile
- Products dealt with include working capital finance, loans, mutual funds, structured products, etc
- Advised HNI clients on investment opportunities & plan their asset allocation basis their risk profile
- Products dealt with include working capital finance, loans, mutual funds, structured products, etc
Management Trainee - Marketing, Nokia
June 2012 - October 2012
Gurgaon
- Worked under the Program Manager for Nokia Asha 308 and experienced the entire Go To Market process for the launch
- Worked across teams like consumer insights, product management, activation, retail channel management and field force training
- Benchmarked competitive offerings, developed a target consumer profile, briefed the Ad agency on the proposition, developed POSM material and training decks
- Worked across teams like consumer insights, product management, activation, retail channel management and field force training
- Benchmarked competitive offerings, developed a target consumer profile, briefed the Ad agency on the proposition, developed POSM material and training decks
Brand Management Intern - Pampers, P&G
April 2011 - June 2011
Singapore
- Analyzed reasons for unimpressive growth of S Size Pampers diapers/pants
- Structured the problem into 5 parts: Reach, Pricing, Communication, Distribution & Pack Counts
- Made recommendations to increase reach, distribution, reduce irrelevant spends, and increase pack size
- Laid foundation for starting Hospital Sales Program
- Structured the problem into 5 parts: Reach, Pricing, Communication, Distribution & Pack Counts
- Made recommendations to increase reach, distribution, reduce irrelevant spends, and increase pack size
- Laid foundation for starting Hospital Sales Program
Outbound Sales Representative, Etech Inc.
April 2007 - August 2008
Gandhinagar
- Responsible for achieving sales targets of AT&T value added services
- Awarded 'STAR PERFORMER' 5 times
- Amongst top 5% performers consistently for all 16 months
- Generated INR 2.25 Million revenue
- Awarded four times more incentives than the average employee
- Offered promotion as Mentor to a team of 20 people
- Awarded 'STAR PERFORMER' 5 times
- Amongst top 5% performers consistently for all 16 months
- Generated INR 2.25 Million revenue
- Awarded four times more incentives than the average employee
- Offered promotion as Mentor to a team of 20 people
Build your resume
Education
PGDM
2010 - 2012
Sales and Marketing
Master of Business Administration - MBA
2010 - 2012
Sales, Distribution, and Marketing Operations, General
Bachelors in Commerce
2007 - 2010
Business Administration and Management, General
HSC
1992 - 2007
Business/Commerce, General
