Shaili Kumar

Address: 40/408, Heritage City, DLF Phase-II, Gurgaon- 122002

Mobile No. 9811802125,E-mail: shailikumar2@gmail.com

Professional Summary
A Business Development & Customer Relationship Management leader with over 14 years of total work
experience
Lead & successfully execute end to end presales & sales cycle in Business Outsourcing & Hospitality
industry
Responsible for revenue generation, revenue management& client management
Lead & execute global Rfx,Bid Management & Contract Negotiations
Successfully set up & managed account delivery of mid/large team size (350 ~ 679 FTEs)
Opportunity Identification, build solutions & proposals
Sound knowledge of Operations & Transitions
A diploma in Advertising & Public relation followed by a Masters in Sales & Marketing from Symbiosis,
Pune

Work Experience

Jun2010 till date

Director-Sales and Marketing Hero BPO (Hero Management Service Limited)

Work Profile

Develop India/U.K/US Market for Hero I.T / BPO segment.

Strategic Alliances development, negotiations, management and value creation.
Ensure aligned and consistent communication messaging, branding strategy and PR campaigns
for the company and its varied services
Proven ability to identify and manage Key Performance Indicators, driving profitability.
Initiate new business deals by coordinating requirements including RFI, RFP, Bid walk through;
developing and negotiating contracts; integrating contract requirements with business operations
Manage design, development and execution of Marketing Collaterals and Branding materials that
include Presentations, RFPs, Brochures, Mailers, Portals, Micro-site / website etc.
Provide oversight to deliver quality, cost-effective solutions based on business goals
Initiate and execute communication strategies to raise brand awareness, brand loyalty.
Manage run operate Gurgaon location as standalone business unit.

Achievements

Started the organizaion right from inception,currently it being Debt free, self sustainable with turn
over of 30 Crore
Acquired profitable clients from diverse geographies leading to healthy mix and stable P &L.
Bagged multiple large contracts from India, U.K & US.
Exposure in Tech Support, Utilties, Insurance, E-commerce, Telecom

Sep 2008 till Jan 2009

Assistant Vice President - VERTEX INDIA
Work Profile

I was responsible for Revenue generation for BPO Division which will initiate strategic business
partnerships with domestic clients in India.
Responsible for growing business in key sectors and geographies.
Set up team to manage end to end sales initiatives.
Develop people and teams to outperform.
Responsible for managing cost, for viable business proposition by bringing in more revenue and
growing business.
Spearhead Transition and Migration for all key account processes, from clients base to Vertex
and create knowledge bank for any future requirements.
Initiate and strategize Marketing and P.R activities, for key clients

Jun2004 till Aug2008

Assistant Vice President Sales & Marketing - SPANCO BPO SERVICES LIMITED
Work Profile

In this role I was responsible for overall direction and control of all sales activity at National levels
Specific focus on Brand Positioning, New business acquisitions, Key account Management,
Business unit P&L.
Initiate and Lead the process of selling and closing new business with top Indian
corporations/MNC Banks/conglomerates; responsible for new account penetration
Manage relationships throughout the sales cycle, from prospect to client
Complete the full range of sales activities, from cold calling, presenting, negotiating contracts and
closing
Interact with multi clients to understand requirements and communicate feedback /solutions
Offering customize in- depth and innovative solutions to the client for transacting the client
requirements & business perspective.
Responsible for the entire Sales segments planning, forecasting and execution of the annual
master plan.
Developing the annual Sales and Marketing strategy for the business unit.
Conduct forums with Direct Reports on regular basis.
Responsible for CRM related activities for key accounts.
Initiate and strategize Marketing and P.R activities, for key clients.
Provide leadership and guidance to the team & driving the team towards desired goals & targets
assigned.

May 2003 to May2004

Financial Consultant, Standard Chartered Bank, Friends Colony Branch, New Delhi
Work Profile

To identify and manage relationships with Priority, HNI and Corporate Account holders.
To design/redesign plan for priority and Excel base at branch level.
Develop programs to increase loyalty and manage the portfolio to reduce attrition.
To manage portfolio mix, delinquency, segment mix, service standards & profitability for portfolio
being soured.
Manage investor relationships complying with all regulatory, internal and external guidelines for
mutual funds.

To interface with corporate banking and leverage their relationships for acquisition opportunities.
To cross sale/create sales opportunities for other consumer banking products
Provide support for new product launches and champion new sales initiatives.
Ensuring efficient, effective and timely service to customers.

Sept 2002 to May 2003

Deputy Manager Sales & Marketing, Imperial Hotel, New Delhi
Work Profile

Developed a business strategy for developing new region. The project concluded with
preparation of a business plan covering the revenue model, target customer segment, pricing and
marketing strategy. As a Deputy Manager, I was responsible for ensuring maximum reach and market
penetration for the new region.
Carried out a strategic review of the corporate segment market for the hotel in Delhi. The exercise
focused on identification of strategic options available to the hotel based on the market dynamics,
competitive analysis and growth projections.
Analyzing actual performance vs. budgeted and suggesting proactive and innovative solutions for
revenue maximization.
Responsible for PR activities especially for top end of corporate houses.

Sept 2001 to Sept 2002

Business Development Manager, Mandarin Oriental, Ananda, New Delhi
Work Profile

Handling corporate marketing for the region.

Positioning the concept of, lifestyle Property and Destination Spa in India.
The work involved evaluating the current lifestyle options, recommending attractive alternatives
and developing detailed strategies & business plans to operationalize the entry strategy. The project
included identifying alliance partners & assisting in finalizing arrangements with partners
Setting target for corporate marketing, keeping in mind market trends and novelty of the concept.
Establishing strategies and tactics to achieve targets.
Relationship management with existing accounts and develop new accounts.

Nov 1999 to Aug 2001

Asst. Manager Sales & Marketing, Hyatt Regency, New Delhi
Work Profile

Marketing plan for the above sectors along with budgeting and forecasting.
Data base management & market information accumulation to:
1. Analyze& interpret business results and market trends for monitoring market needs.
2. Adapt to competitor activities.

Feb1998 to Sep 1999

Reservation Supervisor (Out-bound Sales) Oberoi Hotel, New Delhi

Worked with the Regional Sales, Supervising the Outbound Reservations & co-coordinating with
the Unit Sales offices.

Academic Qualifications
Year 2004
Year 1996
Year 1993

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:
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M.B.A from SymbiosisUniversity.

Graduation from DelhiUniversity - B.A. (English) Hons.
XIIth std. from Naval Public School, New Delhi

Other Qualifications:
Year 1994-96

2-year full time diploma course in Advertising and Public

Relations from South Delhi Women's Polytechnic, New Delhi