Electrical Engineer Sales

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MBA - Richard Ivey School of Business, Canada (2003). GMAT score: 98 Percentile

Electrical Engineer- JMI University, India (1990): Data mining expertise including SQL, Financial Modeling, Excel

WORK Experience

Director (Pricing & Yield Management -PYM) YAHOO Sep 2009 – Apr 2015

Successfully lead PYM for Canada thru content, data, programmatic & native digital evolutions leading to: “Yahoo Canada has one of the best margin performances globally” (Internal McKinsey report). Endeavor to grow revenue at right price by developing & managing all aspects of revenue management, including:

1.Setting & auditing ALL pricing - Rate Cards; discount strategies & price promotions - influencing agency direct revenue of $40million in 2014 (2015. Revenue growth = 8-10%);

2.Control, manage all CRM quote approval: Provide rate flexibility based on data, trends, inventory-management & strategic rationale. Use technology & team training to bring SLA down from 2 day to <2 hours (set a global Yahoo benchmark)

3.Analytic support to ALL product/business development initiatives, page-layout modeling for editorial; initiate data driven packaging solutions/key sales pitches – collectively impacting $15M+ in 2014 revenue

4.Engage with senior leadership on key Revenue issues review; successful global cross-functional pricing projects Lead weekly revenue/pricing discussions with cross function teams

5.Providing concise monthly and ad-hoc reporting to sales and company leadership on successes & opportunities. Use data analytics to present compelling story around trends, opportunities and risks.

Core Strength: Work independently, experienced in influencing senior leadership; manage cross-functional teams; extensive large-set data mining abilities to draw actionable insights / spot risks-opportunities

Sr. Manager (Pricing) Acklands-Grainger Inc. June 2006 - Sep 2009

Improved margins by 5%+ by developing a 6-sigma pricing protocol around dynamic pricing of the 1 million+ SKUs to minimize price dispersion. Lead cross-functional teams on strategic initiatives like:

1.Conceptualized & implemented analytics based “Market Driven Pricing”; provided revenue management support ALL reverse auction; Implemented strategy behind Gross (catalog) vs.Net pricing for >1M items.

Provided comprehensive tactical coverage based on insights gathered from data, product and sales team:

1.Daily monitoring, reporting of contract yield; revenue-trend & win-loss reports by customer segmentation

2.Weekly data driven actionable insights to CEO Staff for customer acquisition and retention;

Core Strength: Creative revenue &profit strategies based on data & financial modeling - cluster analyses to create homogeneous customer segmentation; Price Mix analyses to identify revenue & margin opportunities, trend reporting for early detection of win-loss. Proficiency in Excel, SQL, mathematical modeling

Consultant (Pricing Strategy) Pricing Solutions Limited 2004 – 2006

Worked on many concurrent consulting projects to help clients in diverse industries achieve their margin targets:

MEDIA (US and Canadian newspapers):

Designed Ad rate-card for a U.S. newspaper by analyzing subscription data & market research (discrete-choice price scenarios). Identified profitable segments and pricing strategies based on core attributes. Resulted in the 2nd highest subscription growth rate among leading newspapers in the region.

RETAIL (Distribution strategies to offset impact of private label products):

Establish the brand vs. private label retail strategy for one of the biggest dairy products companies in Canada. Conducted price analytics (Sales-mix, price-dispersion, customer segmentation) and strategy interviews. Established product pricing guidelines that resulted in $5 million profit improvement

Core Strength: Fast learning, extract insights from people interviews and survey results, and efficient project management abilities helped me deliver strong performance in my consulting assignments

Research Analyst (Consulting) Info-Tech Research Group, Canada 2003 to 2004

Various companies in INDIA 1991 to 2001

Vendor-development for manufacturing companies; Inventory Management; Finance Journalist

Investor and Media Relationship team-leader for some of the biggest financial institutions in India

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