RAJ KUMAR PASWAN

Mob. +91-9665049060 Email [email protected] LinkedIn https://www.linkedin.com/in/rajpaswan/ Location NOIDA

CAREER SUMMARY
An IIM Indore alumnus with over 14 years of experience in Sales and Business Development, including 7 years in B2B and 8 in Channel Sales. Offers
expertise across SaaS, IT, Telecom, Consumer Electronics, EdTech, and FMCG, including leadership roles. Proven ability to lead large teams, drive
revenue growth, expand customer base, and boost profitability, with a focus on building high-performance teams and delivering consistent results.
EDUCATIONAL QUALIFICATION
IIM Indore MBA - Marketing 2009-11
Prestige Institute of Management and Research BBA - Marketing 2004-07
EXPERIENCE SUMMARY
COMPANY POSITION JOB PROFILE PERIOD
KENT Cam Tech. Deputy General Manager Leading SaaS, IT and IoT Business Nationally Apr’21 – Jul’24
Quess Corp Regional Manager Leading EdTech Business in North and West India Nov’17 – Apr’21
Lava International Zonal Manager Handset Channel Sales in South Gujarat Jul’16 – Nov’17
Bharti Airtel Zonal Sales Manager Prepaid Channel Sales in Pune Apr’13 – Jul’16
Manipal Global Assistant Manager Sales Analysis and Planning Nationally May’11 – Apr’13
ITC Limited Area Executive FMCG Channel Sales in Madhya Pradesh Jul’07 – Sep’08
EXPERIENCE : 14 Years, 4 Months
KENT Cam Technologies Deputy General Manager – National Head NOIDA April’21 – July’24
• Led the Technology Division focusing on SaaS, IT, and Video Telematics, driving Nationwide Sales and P&L in India. Successfully launched cloud-
based SaaS solutions, including HRMS, CRM, VMS, ERP, along with cutting-edge IoT-enabled video telematics and IT hardware innovations.
• Built and managed a strong portfolio of Strategic Accounts, including multiple industry leaders, within three years of its inception. This initiative
positioned the product as a preferred brand in sectors such as automotive, education, IT, PSUs, e-commerce, and manufacturing.
• Crafted and executed a robust hybrid business model that seamlessly integrated Channel and Corporate Sales structures, expanding reach to clients and
prospects. This strategy significantly boosted market penetration, achieving profitability in the fourth year since inception and tripling revenue growth.
• Implemented a structured monitoring mechanism and performance matrix to analyze performances and initiative outcomes, identify gaps and bottlenecks,
and facilitate timely corrective actions. This approach led to a fivefold increase in average manpower productivity.
• Introduced an industry-targeted approach in sales lead and funnel development to enhance team focus. This strategy improved territorial reach and
industry penetration, resulting in a strong list of prospects. It also boosted overall team productivity and significantly increased the conversion ratio.
• Reorganized the Inside Sales Team and realigned its strategy to align with the organizational priority of building a robust list of strategic accounts. By
targeting industry leaders and emphasizing larger ticket sizes, this approach led to a significant increase in per order value and overall productivity.
Quess Corp Limited Regional Manager – EdTech Business New Delhi November’17 - April’21
• Led the EdTech business in North and West India, overseeing sales revenue and business operations. Established and spearheaded a large Sales and
Operations team on both online and offline education products, tailored for Strategic Accounts, as well as B2B, B2G and B2C customers.
• Successfully managed and executed the transition of the business from a Brick-and-Mortar setup to Digital. Built strong sales and delivery teams, helping
a smooth transition and reducing dependency on existing setup. This effort led to the digital platform contributing over one-fourth of the total revenue.
• Leveraged resources effectively during the pandemic to establish and execute a successful EdTech business through an online platform, surpassing first-
year targets and mitigating losses in traditional product lines, ensuring business continuity.
• Secured and delivered seven high-value upskilling projects in North and West India, establishing a robust presence in infrastructure and manpower for
future ventures. This strategic move generated additional business from the existing setup, contributing to a reduction in operational expenditure.
• Awarded the 'Courage Award' an annual recognition for maintaining a high level of INTEGRITY alongside business success.
Lava International Limited Zonal Manager – Handset Channel Surat July’16 – November’17
• Managed Channel Sales for South Gujarat, spearheading the expansion and reorganization of a team of over 200 sales professionals. Scaled the team
sixfold to strengthen sales and distribution in the handset business. Expanded the distributor network by 2.5 times, driving a 40% growth in retail reach.
• Successfully transitioned the business from traditional feature phones to entry and mid-range smartphones by building strong relationships, tailoring BTL
activities and incentive plans, and defining a clear GTM strategy with KPIs. These initiatives expanded access to emerging retail accounts, doubling
revenue within a year of execution.
• Led transformation efforts and new product launches for a fresh customer segment. Designed and executed a robust GTM strategy, achieving 100%
retail placement, doubling segment sales, and driving an 80% increase in overall monthly revenue.
• Developed new leaders by conducting regular role-based field training and providing instruction on distribution and business concepts. This approach led
to the emergence of multiple leaders within the team, who then took on key positions within the organization.
• Achieved 'Superstar Team - Nationally' in Q4-FY’17 and named 'The Best Sales Team – Nationally' for FY’17, acknowledging outstanding performance.
Bharti Airtel Limited Zonal Sales Manager – Prepaid Channel Pune April’13 - July’16
• Led the Pune Prepaid Channel business, achieving a substantial 1% growth in customer base share. By implementing market-focused BTL activities
and improving service quality and frequency, the territory recorded a significant 6% increase in new customer acquisition share.
• Increased CMS-facilitated revenue share (RMS), raising tertiary to INR 70 mn/month, an 11% growth. Enhanced customer association via R-Offer index
to 51% from 33%. Organized BTL activities improved visibility, boosting data penetration and increasing the data share in tertiary to 16% from 9%.
• To amplify market activities, reach, and service frequencies, appointed 13 new distributors in Pune and 7 in Nagpur. This initiative improved service
quality, increased activities, and translated into revenue and customer base growth.
• Topped the Best ZSM Dashboard 5 times in a row, and was awarded the Highest Performance Rating for FY’14 for exemplary leadership
Manipal Global Education Services Assistant Manager – Sales Planning Bangalore May’11 - April’13
• Led the MIS Team, managing long-term sales planning, projections, and initiative monitoring while analyzing performance. Defined KPIs for channel
partners and the sales team, identifying trends for strategic insights. Developed a Projection Model to enhance the accuracy of sales planning.
• Integral part of the strategy team, contributing to new product introductions. Defined target segments and performance indicators for the sales team and
partners. Played a key role in designing the Sales Channel blueprint for newly introduced EdTech products (NRP) targeting a new customer segment.
• Successfully executed the 'Each One-Get One' referral initiative, increasing Referral lead share to Sales from 35% to 42%, with a 60% contribution to
new customer growth. Designed a new channel for NRP products, monitored implementation, and activities, achieving 120% of its 1st year target.
ITC Limited Area Executive – FMCG Channel Sales Bhopal July’07 – September’08
• Contributed to the initiation of a new FMCG business, successfully launching key brands – Vivel, Fiama, Bingo, and Superia, covering 7 districts in MP.
Mapped competition presence and schemes for these brands, ensuring 100% retail presence against competitors.
• Developed market-specific trade schemes and implemented a structured incentive plan, resulting in a 48% increase in grocery sales and a 136% increase
in Superia brand sales. Expanded market reach by adding 4 distributors, particularly strengthening presence in deep rural markets.