Feb 2023 – Aug 2024 · 1 yr 6 mos · Bengaluru, Karnataka, India · On-site

• Joined early for a 0 to 1 business enabling unbundled ecommerce for Indian D2C brands, with exposure to all things that sit at the intersection of business, product and strategy in a fast, dynamic and highly competitive space dominated by couple of established players.
• Oversaw the growth of partner portfolio from a handful of early beta stage to a steady state portfolio of 1000+ merchants across categories such as fashion, electronics, health, beauty & personal care, and others in 1.5 years
• Hired and nurtured a team with growing business requirements to enable top notch business growth partnership, product innovation, PnL management and KPI delivery
• Shaped significant programs and practices in developing merchant and customer understanding, commercial outlook of the business, merchant lifecycle management, cross/upsell strategy and GTM
• Drove an analytics+business context based approach to run BAU operations across the portfolio
• Worked on an ever-evolving strategy encompassing merchant acquisition enablers, pricing framework, merchant retention and churn control mechanisms
• Influenced the product strategy keeping a complex mesh of platform, competition and partner priorities front and center while optimizing for speed of growth and long term stability of business
• Contributed significantly to turning the business CM3 positive ahead of goal timelines through mass migration of merchants from a free to a paid pricing model with close to 0 churn
• Modeled and scaled key strategic relationships at an early stage of the business that served as playbooks for growth for the larger portfolio
• This was indeed and unforgettable stint as it involved building from scratch in a testing environment with ever changing variables around partner growth, product delivery at scale and speed, world class aggressive competitors, platform constraints, and beyond all working with people across all streams internally and externally.

Jul 2021 – Feb 2023 · 1 yr 7 mos · Bengaluru, Karnataka, India

• Owned the most strategic accounts for Zomato with focus on growth and profitability in ultra competitive and dynamic food tech space
• Handled a portfolio with ~10 mn orders/year and $80 mn/year GMV
• Lead a team with wide ranging portfolio of brands operating across multiple cuisines, and operating models (cloud kitchen, dine-in heavy, franchise, company owned and company operated)
• Delivered on growth and profitability during unfavourable macro headwinds post covid and rising logistics and platform overheads
• Gained market share against competition brands and competition platform, by aligning critical mid-term goals with partner brands
• Drove highest Ads/GMV realisation across the platform by developing deep partnerships with partners based on customer charters on new, repeat and lapsed users
• Delivered multiple strategic projects with brands by aligning and influencing their expansion plans, selection, pricing, and launch strategies
• Executed many one of a kind projects with brands on solving customer experience in traditionally difficult food delivery categories through deep engagement on operations

Mar 2021 – Jul 2021 · 4 mos

• Owned an Electronics sub-category with uber goals around growth, profitability and market share
• Managed Electronics sub-category PnL with portfolio size of $200 Mn+/Year
• Delivered on both profitability and growth targets for category during CY 2021 YTD
• Worked on private label and new D2C brands strategy to de-risk portfolio from overdependence on few brands
• Focused on service, cross-selling, premiumization, investments in external marketing channels & branded selection in retail, and marketplace consolidation
• Improved platform market share on the category 3% percentage points by widening focus on selection, inventory depth, competitive pricing and merchandizing strategy

Jul 2019 – Feb 2021 · 1 yr 7 mos

• As part of this role, I worked on retail and marketplace for Electronics business focusing on demand, supply, customer strategy, growth and PnL facing projects as detailed below
• Owned and executed the demand planning framework for Electronics business with annual revenue of ~INR 13,000 cr including events and BAU
• Planned units, GMV and traffic accuracy of 95-105% for BAU and events that helped category in reducing peak season exit DOH by 25% YoY, easing working capital pressure on the category
• Prepared Electronics category speed sensitivity and fulfilment strategy with dedicated plans on improving Metro-T1 and T2-3 delivery keeping customer expectation in mind
• Deployed traffic, inventory and sales reporting measures by coordinating with analytics and integrating multiple independent data pipelines
• Program managed stock buildup of 1cr units for Big Billion Days with 20% better sell throughs while delivering ~85% YoY on revenue
• Prepared an automated dashboard for event space management with dynamic inventory, scheduling, PO raising and sellout view
• Co-owned top 5% Gold seller accounts with Electronics BU KAMs and grew their GMV contribution to business from 15% to 33% in 1 year
• Engaged top sellers on pricing, selection, offer opt ins, and PLAs for boosting discovery leading to GMV YoY of 43% in managed accounts
• Scaled up the Fulfilled by Flipkart marketplace model of the BU by 150% in BAU DRR terms through seller and selection based interventions

Jun 2017 – Jun 2019 · 2 yrs · Hyderabad, Delhi NCR, Kolkata, Chennai

• Worked as a Strategy and Ops Consultant with clients from Energy, Renewables, Mobility, Government, Infrastructure and Regulatory sectors.
• Key Highlights from the projects include
• Helping country’s 4th largest DISCOM in estimating sales, revenue and cost basis model accounting for customer growth, capital investments and generation, transmission and distribution costs into account
• Worked with 4 different city / state administrations in deploying India’s first Public Electric Vehicles Charging Infrastructure basis various operating (Capex, Opex, Leasing) models based on global best practices, local regulations, battery manufacturing and automobile sector dynamics
• Supported one of India’s leading Infrastructure regulators in developing and deploying financial restructuring measures aimed at improving tax and cost transparency, and creating viable profit pools for future growth of the sector

Apr 2016 – May 2016 · 1 mo · Mumbai Area, India

• Worked with the Bombay office of the Transaction bank. The key objective of the project was to develop an end to end cashless ecosystem for corporate banking clients from FMCG, eCommerce, NBFC, Insurance and Telecom.
• The deliverables included
• Sector wise payments and cash management deep dive
• Engagement with clients from each sector to understand cash management impact on PnL
• Developing a repository of potential fintech and payments partners, and evaluate their tech and business fit across the client matrix of the bank
• Simulate cash management PnL for clients from each sector with various solutions explored with partners
• Ensure feasibility of each sector / client solution proposed from security and deployment perspective

Nov 2014 – Jul 2015 · 8 mos · Noida Area, India

• Worked on multiple market research assignments with Fortune 500 clients from sectors such as Retail, Oil & Gas, Automobile, Electronics, Pharma, Aviation, Quick Service Restaurants, Industrial chemicals
• Go to market strategy
• Procurement optimisation
• Competition assessment
• The projects entailed detailed primary and secondary research and delivering actionable insights for clients basis
• Financial / cost benefit analysis
• Sourcing and supplier redesign
• Formulating RFPs / RFIs for vendor rationalisation