ABHISHEK NARAYAN

Mobile – 9013413508 | Email – [email protected] | LinkedIn – https://linkedin.com/in/abhinary

Profile Snapshot / Summary

A proven, mid-management Enterprise Sales / Business Development Professional with 7.5+ years of experience
in SaaS Sales and 5+ years of Team Management in Healthcare Technology [HealthTech] and Financial
Technology [FinTech]. Specialized in SaaS Sales, Solution Sales, Concept Sales, Digital Transformation and
Strategic Innovation and Partnerships. Excels Strategic Alliances and CXO-level engagements for Contract
Negotiations and closure. Bagged Multiple Promotions, Awards, and Appreciations for stellar performances.
Academically, a Post Graduate in International Business Ops and graduated with B.Tech - Computer Science.

Key Skills / Core Competencies

- SaaS Sales (Software as a Service) - Strategic Partnerships, Alliances - CXO Level / C-Suite Engagement
- B2B Sales, Enterprise Sales - Key Account Management - Project Management
- Digital Solution Sales - Channel Sales Management - MS Office – Word, Excel, PowerPoint
- Healthcare Business Consulting - International Sales - CRM - Salesforce.com (SFDC), Zoho
- Business Development, Retention - P&L Management - Social Media, ATL/BTL/TTL Marketing
- Team Management & Leadership - Contract Negotiations - Customer Success, Upsell
- Learning & Development [L&D]

Work Experience Total 7+ years

National Account Manager - THB [Technology, Healthcare, Big Data Analytics] - Oct 2018 – Present

- Pharma Digital Transformation Sales – Selling ROI-driven Digital Transformation, Branding / Marketing and
Strategic Decision Making tools to leading Pharma organizations in the IPM [Indian Pharmaceutical Market].
- Healthcare Sales, Business Development – Selling THB’s full-stack or modular Digital Transformation and Patient
Engagement tools to healthcare providers/ hospitals in India and neighbouring countries like Bangladesh, etc.
- Sales Leadership – Leading a 4-member sales team and achieving Team Targets, budding next leaders.
- Business Ownership and P&L – Managing a business turnover of INR 6 Crores and positive Cash Flow.
- GTM Strategy – Discuss Market definition, Customer Segmentation, Positioning and Pricing & Marketing inputs.
- Customer Relationship Management – Enhance CSAT / NPS score to improve performance of business cycle.
- Team Player – Motivated, supported existing & new team members in quick onboarding and assisted in closure.
- Key Account Management – Interfaced with top management - CEO, CXO, Chairman, Director in key accounts.
- Channel Partnerships – Collaborated & managed Channel Partner Network with HIMS & LIMS vendors.
- Manpower Resource Planning – Interviewed, Campus hired and managed a new sales team of 7 sales personnel.

Top Achievements in this role :

§ Quick Closures – Onboarded 2 Pharma companies for 4 Digital projects invoicing INR 45 Lacs in initial 3 months.
§ Large Tickets, Big Logo acquisition – Onboarded 12 of the largest healthcare providers of India [Strategic Accounts]
viz. CK Birla, Zydus, Shalby, Santosh, Nayati, Action Balaji, Healthians, etc.
§ Business Growth & Expansion – Boosted approx. 2.5x Revenue Growth, 9x growth in the count of Managed
Accounts, acquiring 45+ new customers and delivered approx. INR 2 Crore in account revenue by acquisition.
§ Clocked MRR [Monthly Recurring Revenue] of INR 40 Lacs+, ARPU [Average Revenue per User] of INR 1.25 Lacs+.
§ Awarded for Highest Achievement in Q3-20 and received one of the highest bonus / performance hikes YoY.
Regional Sales Manager - Udyog Software India Ltd [an Adaequare, Inc. company] - Aug 2017 – Oct 2018

- Multi-Portfolio Management – Managed 4 Businesses [ERP, Asset Management, POS, Tax Filing] for North India.
- Corporate / Enterprise Sales – Managed 8 members team for the sales of FAM & ERP to 60+ organizations.
- Channel Partnerships – Onboarded 15-20 Channel Partners every month to sign up for Master Franchises / Business
- Marketing – ATL (Radio Ads, Delhi Metro Ads) and BTL [banners, posters, camps] promotional activities.

Top Achievements in this role :

§ Go-to-Market and Product Launch – co-designed GTM Strategy and launched 2 new products – uGST and SureFile.
§ Revenue Growth – Contributed to an overall increase of revenues by 135% over the previous year [YoY].
§ Head of Learning & Development – As an appreciation, given the additional charge as Head of L&D team and took
regular Internal training sessions and reinforced Sales Process Engineering for the whole organization.

Area Sales Manager | Practo Technologies Private Limited | Jul 2014 – Aug 2017

- Promotion – Promoted from Assistant Area Manager and managed Digital Ad Sales in pan-Delhi and NCR.
- Team Management – Managed a team of 2 ASMs and 8 Territory Managers + 6 account managers
- Account Acquisition (Hunting) – Responsible for onboarding new Hospitals for Practo Reach - Sponsored Ads.
- Account Management (Farming)– Managed Account Renewals, Upselling; by Profitable higher CPL (Cost per Lead).
- CRM Compliance – Strictly ensured SalesForce CRM compliance and reviewed basis Central BI reports.
- Business Planning and Sales Forecasting – Conducted business plan and review meetings with Zonal Sales Manager
- Performance Management – induced Performance Improvement Plan [PIP] for non-performing members of team.

Top Achievements in this role :

§ Promotion – Promoted to Area Sales Manager from Asst. Area Manager due to consistent charting in Top 5 AAM.
§ Awarded – International trip for Highest sales [228% target achievement, top 3 in the country] in Mar-2017.
§ Customer Success – Enhanced CHI (Customer Happiness Index) by 12% in 2 months, 20% reduction in Churn Rate.
§ Leadership & Team Growth – 2 of the team members I induced PIP, excelled in skills and became Star Performers.

Assistant Area Manager [AAM] ----- later promoted to ASM ----- Apr 2016 – Mar 2017

- Team Management – Managed a team of 4 TSMs to handle East Delhi, Ghaziabad, Noida.
- Digital Clinic and Concept Ad Sales – Responsible for Practo PMS software and Practo Ad Sales.

Top Achievements in this role :

§ Promotion – Promoted to Assistant Area Manager from Territory Sales Manager (out of 30+ TSMs).
§ Awarded – Won DSLR camera in ‘The Best Managers’ Category in Sep 2016 for being in top 5 countrywide
§ Target Over-achievements – 100+% Target Achieved every quarter and 63% drop in Churn Rate in 2016.

Territory Sales Manager [TSM] ----- later promoted to AAM ----- Jul 2014 – Mar 2016

- B2C / Retail Sales – Sold to Medical Practitioner / Doctor; assess practice workflow needs and expectations
- Smart Clinic Solutions – Prepared SRS and delivered Practo Ray (PMS), Practo Tab, EMR Specialty Modules.
Top Achievements in this role :

§ Chose and handled toughest Territory - East Delhi and in 1 year, made it the 2nd most profitable in NCR.
§ Awarded in March 2015, for ranking in Top 10 Sales Hunters - Nationwide Sales Challenge 'Battle for Glory'.
§ Awarded in September 2014 for maximum sales, in 2nd month of joining and won iPhone as prize.

Education
Year Course University
2018-19 PG Diploma in International Business Indira Gandhi National University, New Delhi
2010-14 B.Tech [Computer Science Engineering] Guru Gobind Singh Indraprastha University, New Delhi