Shikha Gulati

VP of Engineering

South Delhi, Delhi, India15 yrs 1 mo experience

Most Likely To SwitchHighly Stable

Key Highlights

Over 12 years of experience in E-commerce leadership.
Expert in Key Account Management and Business Development.
Proven track record in revenue growth and strategic initiatives.

Stackforce AI infers this person is a seasoned professional in Fintech and E-commerce with a strong focus on B2B business development.

Contact

Skills

Core Skills

Key Account ManagementBusiness DevelopmentClient Relationship ManagementMarketing Management

Other Skills

AnalysisAnalyticsBenefits NegotiationBrand ManagementBusiness AnalysisBusiness GrowthBusiness PlanningBusiness StrategyBusiness-to-Business (B2B)CRMClient EducationClient RelationshipClient ServicingCommunicationCompetition Mapping

About

MBA, with more than 12 years of experience; currently leading the E-com vertical for Enterprise Business (Key Accounts) at Razorpay. Have previously worked with Snapdeal, Franchise India, and Naukri.com (InfoEdge group). Experienced in successfully leading a team, strategy, marketing scoping and planning, new business development, cross-sell and upsell, and Key Account Management. Successfully executed projects based on market research, bundled selling, revenue generation, PnL management, sales promotions and customer relationship management. Specialised in Enterprise and Key Account Management, Business Development, Brand Servicing, B2B Negotiations and more.

Experience

15 yrs 1 mo

Total Experience

2 yrs 9 mos

Average Tenure

8 yrs 7 mos

Current Experience

Razorpay

4 roles

Associate Director

Promoted

Apr 2024 – Present · 2 yrs 2 mos

Leading the Domestic Payments business unit for enterprise businesses across India
Responsible for revenue growth, upsell and cross sell within the domestic payments vertical.
Leading a team of 7 people managing the investments, lending and ecommerce portfolio for India business.
Strategising for revenue growth, churn prevention and escalation management.
Proactively responsible for ironing out internal processes for efficient functioning of interdependent business and sales teams
Implementation of strategies and new initiatives across the portfolio to ensure loss prevention, success rate improvements and deeper penetration of products within the portfolio.
Regular interaction with CXO level and other senior level connects across businesses for strategizing on payment goals.
Constant progress on gaining better wallet share across the portfolio and highlighting Razorpay's technological and innovation prowess.
Flagbearer for Razorpay's culture and willingly responsible for driving it within the team and org.

Team ManagementRevenue GrowthStrategic PlanningCross-SellUpsellKey Account Management+1

Sr. Manager, Key Accounts

Promoted

Apr 2021 – Mar 2024 · 2 yrs 11 mos

Leading the E-com vertical for Enterprise Business. Job responsibilities include but are not limited to-
1. To maintain and manage a healthy and prolific relationship with accounts managed by my team.
2. Enabling Upsell and Cross-Sell across the portfolio on a use-case basis, basis careful negotiation, planning and strategic approach.
3. To ensure a healthy bottom line and managing the portfolio PnL by monitoring monthly and quarterly numbers in terms of Gross and Net Revenue as well as GMV.
4. To retain and grow the portfolio by implementing strategic initiatives.

Relationship ManagementUpsellCross-SellPnL ManagementStrategic InitiativesKey Account Management+1

Manager, Key Accounts

Promoted

Mar 2019 – Mar 2021 · 2 yrs

Managing key merchants for North Region for Razorpay. Job responsibilities include but are not limited to-
1. To maintain and manage a healthy and prolific working relationship with my client base.
2. Upsell and Cross-Sell across the portfolio on a use-case basis.
3. To ensure a healthy bottom line by monitoring monthly and quarterly numbers in terms of Revenue and GMV.
4. To retain and grow the existing merchant base.
5. To solve day to day operational issues for merchants.

Client RelationshipRevenue MonitoringUpsellCross-SellKey Account ManagementBusiness Development

Assistant Manager, Key Accounts

Sep 2017 – Mar 2019 · 1 yr 6 mos

Managing key merchants for North Region for Razorpay. Job responsibilities include but are not limited to-
1. To maintain and manage a healthy and prolific working relationship with my client base.
2. Upsell and Cross-Sell across the portfolio on a use-case basis.
3. To ensure a healthy bottom line by monitoring monthly and quarterly numbers in terms of Revenue and GMV.
4. To retain and grow the existing merchant base.
5. To solve day to day operational issues for merchants.

Client RelationshipRevenue MonitoringUpsellCross-SellKey Account ManagementBusiness Development

Snapdeal.com

Manager- Seller Relationship

Jul 2014 – Mar 2017 · 2 yrs 8 mos · New Delhi Area, India

At Snapdeal, my job responsibilities included the following:
1. Managing critical seller accounts and their business on Snapdeal.
2. Educating sellers about ongoing and upcoming trends, guiding them to grow their business on Snapdeal.
3. Encouraging and convincing sellers to sell more on Snapdeal, by adding more assortment and giving additional margins.
4. Increase participation of assigned sellers in periodic promotions hosted on Snapdeal.
5. Understanding and resolving seller issues.
6. Manage the rating of sellers on the website and help them maintain the same.

Seller ManagementBusiness GrowthClient EducationIssue ResolutionBusiness DevelopmentClient Relationship Management

Franchise india brands limited

Senior Manager Business Development

Jan 2014 – Jun 2014 · 5 mos · New Delhi Area, India

My responsibilities at FIBL included:
1. Market Research and New Market Development.
2. Competition Mapping, Price Planning and Sales Planning.
3. Formulation of proposals and customizing Solutions as per the needs of the client.
4. Customer Relationship Management and Client Servicing.
5. Brand management and servicing
6. Cross Selling of Solutions.

Market ResearchClient ServicingBrand ManagementCross SellingBusiness DevelopmentClient Relationship Management

Mbs gymkhana ltd. - addiction india

Manager - Marketing and CRM

Mar 2013 – Dec 2013 · 9 mos · Noida Area, India

MBS is a diverse business group with their presence into Financial consultancy, Marketing consultancy, real estate channel partnership, fitness & Health Care management, and clubhouse construction in townships & Facility management.
MBS Gymkhana Ltd. owns the brand addiction.
As their Marketing and CRM manager, I was responsible for overall revenue generation from their Gyms and health Clubs. My responsibilities included:
1. Setting targets for all the centers.
2. Defining roles and responsibilities of individual Gym Managers.
3. Formulating Marketing and Sales Promotion strategies for all the centers on regular basis.
4. Overall Brand Promotion through Local newspapers, Pamphlets and Magazines.
5. Managing the digital presence of the brand.
6. Ensuring regular inflow of revenue through proper guided follow up on Renewals and Inquiries.
7. Formulating weekly and monthly reports to track overall progress.
8. Developing the marketing mix for all their centers and executing the same.
9. Making appropriate and relevant presentations and drafting proposals for corporate tie ups of the brand.
10. Managing the franchising of the brand.
11. Sourcing of franchise outlets for clubs.
12. Overall Management of Gyms and Clubs.

Revenue GenerationMarketing StrategySales PromotionMarketing ManagementClient Relationship Management

Snapdeal

Intern-Lifestyle Category

May 2012 – Jul 2012 · 2 mos · New Delhi Area, India

As an intern at Snapdeal.com, I learnt the intricacies of the e-commerce set up and the procurement process therein. I also conducted competition mapping and contributed to the development of the category.

E-commerce KnowledgeCompetition Mapping

Perfect web service

Freelance Web Content Writer

Jul 2010 – Sep 2013 · 3 yrs 2 mos

Developing high quality content for UK and US based clients.

Content Development

Naukri.com

Customer Support Executive

Jul 2010 – Jul 2011 · 1 yr

As a "Customer Support Executive", at Naukri.com, I was responsible for the following:
1. Handling job postings and Database search for top 500 revenue generating accounts of Naukri such as HCL, Thomson Reuters etc.
2. Inbound Customer Service.
3. Training regarding Naukri Products and Services.
4. Providing assisstance to various companies hiring through Naukri.com.

Customer ServiceJob Posting Management