Sanjay Kumar

+91 7028009748 I skumar2877@gmail.com

OVERALL PROFILE

Professional life is 15+ years, earned a few million USD deals, hundred signups, several
innovative marketing campaigns, few diversified profiles, an author of five academic books,
angel investor, a startup enthusiast, and a bunch of mistakes as Founder, Co-Founder,
entrepreneur.

Have huddled around cabin-less, designation-less, department-less office environments.

techno- commercial professional having worked across technology, education, travel, B2B,
eComm, media, social marketing, and CSR. Is also part of the Gerson Lehrman Group
(Management Council) for consultancy projects across domains.

NOTABLE ACHIEVEMENTS

Featured on ET Now's Startup Showdown “ STARTING UP “

Shortlisted as one of the twelve exciting startups selected to demo at the prestigious
PuneConnect 2011 organized by the Software Exporters’ Association of Pune (SEAP) ,
PuneTech and the Pune Open Coffee Club.
Shortlisted for Ventura'12 : The International Business Plan Competition, organized by
Entrepreneurship Cell of NIT Trichy
Shortlisted for Pioneering Spirit -3 , organized jointly by Lufthansa and ET NOW , to
make an oral presentation to Mr Rajendra Pawar Chairman & Co-Founder NIIT.
iTraveller, selected as one among the 30 global innovators for the year at the
prestigious travel innovation summit (TIS) in Los Angeles.
iTraveller, raised US$1 million in series A funding from ah! Ventures, LetsVenture, and
Mantra Ventures.
Was part of the founding team at iProf Learning Solutions, signed more than 20
centre’s in West in the first 90 days of its launch.
Was instrumental leading the growth of Western business partner network, moving from
5 to 16 centers during my stint with CL
EMPLOYMENT HISTORY

Vice President - Retail Business, www.itraveller.com ( acquired by lastminute.com )

Lastminute.com is a Switzerland-based, publicly listed $2 billion, online travel firm which is

C OTA
the largest I Vin the
I LUK, Italy,
E Germany,
N G Switzerland,
I N E EFrance R and Spain.

https://www.crunchbase.com/acquisition/lastminute-acquires-itraveller--311bd5bc
https://www.thehindubusinessline.com/companies/lastminutecom-acquires-bengaluru-
based-start-up-itravellercom/article32043272.ece
04/2019 – 04/2020, Pune

Primary Responsibilities:

Lead all aspects of Franchise Development strategy & process, to include management of
the retail stores ( COCO & FOFO ), sales process, lead generation, new franchise territory
sales, territory creation, and existing franchisee transfers and renewals
Participate in P&L goal setting and deliver budgeted top and bottom line results
Define and implement a cost-effective lead generation strategy utilising both traditional and
non-traditional mediums
Liasing with existing and new franchise for their end to end operational requirements.
Ideate and implement launch of new stores with end to end marketing support that
includes- creatives, digital, ATL & BTL etc.
Work closely with head of operations for making annual franchise plans and their
implementation.
Conduct ongoing analysis of and adjustment to key sales metrics
Develop and deploy sales messaging through various mediums to most effectively convey
the company's value proposition
Incorporate the value of the company's brand, Mission Statement and Core Values
throughout a managed selling process

Secondary Responsibilities:

Interface with executive team members to help shape the company’s overall strategic
direction

Vice President, iProgrammer Solutions Private Limited

iProgrammer is a galloping provider of Information Technology (IT) services focusing primarily

on software development, web development, ecommerce, mobile applications and other
business solutions.

06/2017 – 03/2019, Pune

 To manage the entire sales life cycle from strategic planning to tactical activities -
Understanding customers' diverse &
specific business needs and applying services /product knowledge to meet those needs.
Develop strategies for increasing opportunities to develop new prospects /business logos /
accounts
C I /V clients.
I L E N G I N E E R
Strategizing effective sales plans and meeting sales targets, thereby also contributing to
team targets.
Target and grow business within existing accounts by mapping stakeholders and key
decision makers in the business, and pitching in for various services.
Defining markets and development of sales strategies and a business plan for the region
prior to the start of and during each
FY, including targets and objectives.
Identify opportunities for campaigns, services that will lead to an increase in sales.
Delivering presentations and demonstrations to the clients with support from the Delivery
team.
Generating new business leads by identifying and developing new business through
networking. Hunt new logos.
Networking with existing customers in order to maintain links and promote additional
products and upgrades - Promotion of
products/services portfolio.
Conceptualizing and designing global sales campaigns / webinars / seminars, to create
awareness and interests, thereby
generating leads for reference sales.
Responding to any bid documents, writing or reviewing proposals, reports and supporting
literature.
Providing Business development leadership within your region or area of responsibility to
ensure business in accordance with
company policy that will maximize the company's income potential and profitability.

Chief Sales Officer, iTraveller Technologies Private Limited

iTraveller, founded in early 2012, have created a proprietary technology back bone, which
functions as a market place for holidays. The travellers can discover, plan and book their
trips, with options to completely customize & buy their trips online.

09/2013 — 06/2017 , Pune & Bangalore

Direct the sales activities for the destinations managed & achieve revenue & profitability.
Directly responsible for supplier identification and on boarding.
To manage performance of account managers including coaching, mentoring, hiring and career
development.
Evaluate market trend and gather competitive information, analyze and forecast Business potential
of the regions.
Allocating leads, tracking and monitoring the work of each team member along with
ensuring the efficiency and effectiveness
of their work.
Maintaining destination reports which include revenue numbers, payment collections and
evaluation of team performance
C I targets
Allocating V I and L calculating
E N incentives
G I Nfor theE sales
E R team.
Execute and evaluate cross-channel marketing campaigns.
Hiring and retaining sales employees for different destinations
Acquiring and managing supplier accounts which have higher degree of complexity in
terms of client servicing.
Preparation of annual marketing plan, marketing Calendars & Budgeting for the same.
Online Campaign media and creative strategy.
Managing destination specific online Campaigns to generate leads.
Planning & preparation of Budgets & effective utilization of funds.
Email Marketing
Planning & executing initiatives to promote various online Products to the customers.
Provide regular reporting for website and online marketing initiatives, using internal data
sources and Google Analytics.
Strategize, track and measure online advertising and promotional programs.

CORE SKILLS ACADEMIC HISTORY

Channel Management University of Delhi, New Delhi

Market Penetration
Bachelor in Commerce
Strategies
Market Development Holy Cross School, Bokaro
Team Building
Class X & XII, CBSE
Key Relationship
Management National Book Trust, New Delhi
Public Relations and Event Certificate Course in Book Publishing
Management
Team Member – Leadership & Strategy, ApplyEzee Education Private Limited
09/2010- 08/2013 , Pune

Zonal Manager, iProf Learning Solutions India Private Limited

01/2010 - 09/2010, Pune

Sr Manager, CL Educate Limited

07/2007 - 01/2010, Pune

Manager, PT Education and Training Services Limited

10/2006 - 06/2007, Indore

Area Sales Manager, Orient Longman Private Limited

01/2005 – 10/2006, New Delhi

Territory Manager, Macmillan India Limited

01/2001 – 12/2004, New Delhi

LANGUAGES REFERENCES

English, Hindi, Spanish ( Elementary ) Amit Karanjawala

CEO, iProgrammer Solutions Private Limited

Shiju Radhakrishnan
CEO, iTraveller Technologies Private Limited

Himanshu Jain
President & CEO, CL Educate Limited