AKSHANSH GUPTA

Delhi, India +91 9999464864 akshansh03@gmail.com guptakshansh-iimc

SUMMARY
A management consulting professional with ~6 years of cross-functional experience in managing senior stakeholders (CXOs), teams, and
projects to solve unstructured sales & marketing problems for fortune 500 healthcare clients across North America and Europe

KEY SKILLS
Sales Force Organization Incentive
Go-To-Market Segmentation Market Research
Transformation Re-Structuring Compensation

EXPERIENCE
ZS Associate Associate Consultant Consultant Feb 2018 – Mar 2022

Feb ‘ 18 Dec ‘ 19 Dec ‘ 21

Spearheaded and mentored cross-geographical teams of 10+ associates to deliver 25+ projects worth $10M+ revenue
Consulting Engagements
• Led a team of 15+ members to formulate a post-merger integration strategy spanning 25+ countries for a leading medical device company
▪ Designed business unit-centric sales organizations across 15 markets to support growth objectives; achieved +$20M revenue synergies
▪ Delivered sales force cost synergies of ~$6M across the markets by right-sizing the combined organization
• Consulted one of the largest MedTech firms to surpass competition in Western Europe, growing market share by 2%
• Convinced global leadership to further invest and expand the sales force by 35%
• Performed market research to identify barriers in patient journey; recommendations helped reduce drop-off by 25%
• Identified competency gaps in the sales force across 16 countries to better train for evolving market conditions
• Improved sales rep productivity by 12% ($1.6 to $1.8M/FTE) for a client with business spanning across 6 countries and 7 business units by
segmenting customers, sizing the sales force and time effort reallocation
• Instituted a corporate transformation plan for a capital equipment firm for its US and China market by assessing the market size,
identifying untapped customers and revamping the go to market model; achieved business growth by 10%
• Realized an upside of ~$60M on forecasted sales by redesigning the commercial structure to ensure collaboration in a matrix organization
• Diagnosed salesforce efficiency pitfalls by administering management interviews, sales force survey and primary market research through
customer immersions; reorganized team structuring and defined clear roles and responsibilities to increase sales from 3 to 5 units / FTE

Business Development
• Generated business worth ~$800K by aiding firm partners in cultivating client relationships and converting RFPs
• Built consensus amongst ZS leaders to create POVs on emerging trends i.e Inside Sales and Robotics/Digital surgery
• Liaised directly with cross functional client stakeholders (CXOs) to pitch solutions and build recommendations

Product & Program Management

• Led the development of an enterprise product - GEMS for ZS (global) supporting 10,000+ employees; further led product growth,
requirement gathering, pilot implementation & adoption across 27 offices, reducing administrative effort by ~20%
• Improved mentorship (80%+ approval) by strengthening the mentor-mentee program for MedTech ZSers (70+)
• Conceptualized the MedTech annual summit(s) inviting 10+ firm partners with an audience of 100+ people (2018 & 2019)

Cognizant Jul 2016 – Feb 2018

Programmer Analyst Trainee Junior Product Specialist

Jul’ 16 Jan ‘ 17

• Executed development changes for a US insurance giant for its annuity application suite used by ~25,000 employees
• Responsible for tracking live production changes and undertook change management for functional improvements
• Performed application rollout activities such as preparation of User Training Manuals, Online Self Diagnose Documents, and User Training

AWARDS & RECOGNITIONS

• Outstanding Performer; amongst top 1% employees, fast track promotions (A->AC->C) in 4 years vs 5 years average
• Recognized as a firm teacher for facilitating talent development programs office-wide; 300+ attendees – ZS New Delhi
• Project Champion Award – ZS India, 1/4.5k+ employees for devising a highly impactful post-merger integration strategy
• National Winner - ZS, strategy case competition; competed against 20+ teams for providing the most optimized solution
• Incredible Performance award; recognized amongst 100+ team members at Cognizant
• Community Leader - “Consulting India” on Fishbowl (Glassdoor product); organized content and grew engagement for 200k+ members

EDUCATION
MBA B.TECH. (COMPUTER SCIENCE ENGINEERING)
Indian Institute of Management, Calcutta SRM University, Chennai
2022 - 2023 2012 - 2016