Krishna Khandelwal
Desirous of working in an organization which provides adequate opportunity for career development and to
learn to utilize my knowledge and contribute to the success of organization by my sincere efforts
Education: B.Tech (Civil Engineering) | 2016 | Vellore Institute of Technology, Vellore | 8.68/10 CGPA
Experience
Installco Wify Technologies Pvt. Ltd | Category Head | Nov’21-Ongoing
● Generated annual revenue of 3.5 Cr by ground up building 3 categories of Water, Flooring and SaaS. Started
Water and Flooring Business (B2B / B2C) in collaboration with companies like Ion Exchange Ltd. and Welspun
Global for the business growth. Expanded the newly launched categories to 6 different geographies in India.
● Onboarded 1st customer as Hindustan Unilever for Global Partnership for SaaS and led the project
coordinating with different stakeholders. Built B2B Business from 0 to 1 in 4 cities. Made sequence diagram
and was part of multiple projects, designing and enabling the processes to govern the on-field operations
● Launched SaaS product for field service management and onboarded multiple brands to bridge the gap
between on field agents, consumers and the brands, which generated a revenue of 2.5Cr. Part of API
Integration Team and manage multiple stakeholders. Foster relationships with partners to achieve desired
agreed revenue.
● Implement Call Analysis using GenAI with parameters within SaaS Software. Prospect business
opportunities in B2B / B2C SaaS market. Maintain relationships with clients to ensure long-term satisfaction
and loyalty. Present tailored sales proposals to meet client needs and demonstrate the value of Organizations
solutions.
● Started B2B Water Category Vertical and tied up with countries top water purifier brands like Eureka Forbes,
Livpure etc. to provide a master franchise environment, and cater to Services, Installation for 1000s of Indian
households catering to 1 Cr of annual turnover. Strategic planning for business growth & cost optimizations.
● Led a digital transformation of the category's data analysis, incorporating PowerBI to deliver insights that
drove a 12% increase in profit. Brokered agreements with FMCG Brand, securing a 25% more favorable
pricing structure, enhancing margins. Analyse consumer insights, market trends, competitor activity to keep
updated
● Identify growth levers, concern areas, performance at category & product level to show positive trends. Up
to date with industry developments, and emerging trends to maintain a competitive edge. Execute strategies to
penetrate new markets and establish partnerships with high-end clients interested in adopting technology.
● Build and maintain strong relationships with key clients and stakeholders, understanding needs and
ensuring technology meets their expectations. Develop and nurture opportunities that create mutual benefits.
When our customers win, we win. Focus on building partnerships that drive success for both clients and
companies.
UrbanCompany Technologies Pvt. Ltd. (UrbanClap) | Category Manager (Gurgaon, Jaipur, Delhi) | Jan’20 -
Nov’21
● Part of a multifunctional team across various categories where I played a significant role in multiple Business
Development Initiatives, primarily working on projects pertaining to new category launch, service booking
process streamlining, service provider acquisition and quality management, and key account management.
● Leading a team of 10 people, and handling Electrician, Plumbers and Carpenters business for 6 Cities thereby
growing the business from 23 Lacs to 30 Lacs per month in terms of Absolute commission. Monitored and
launched Cleaning Category from scratch across Jaipur and scaled it from 0 to 2500 Deliveries every month.
● Manage 500+ professionals across 6 cities for EPC Business. Designed the entire workflow and modeled the
launch of Home and Car Sanitization Category PAN India, which contributes to 1Cr/month of additional
revenue. Conducted mystery audits to ensure product compliance & understand why customers are booking
us.
● Manage launch of re-modelled flow of different Cleaning services for 10 Cities. Day to day market research
to understand pricing of SKU’s offered on the platform. Introduce Pro Probation Model across country in EPC
business to ensure only good quality supply remains on the platform delivering best service to the customers.
● Designed Remote onboarding Process for Supply building during COVID-19 pandemic. Taking care of
all-important metrics of a business line. Kept BCE% (Bad customer experience) below 6% for the category.
Made changes in selection criteria to ensure that we onboard the right set of professionals to minimize churn%.
Global Collaboration, Business Process Design, Project Leadership, Stakeholder Management, Data-Driven
Decision Making, Change Management, Continuous Improvement, Risk Management
Senior Associate (Gurgaon) | Mar’19-Dec’19
● Acquired more than 700 professionals across multiple categories and contributed around 6 lakhs in revenue.
Connected with the newly onboarded professionals and helped them to see success on our platform through
proper onboarding which helped in increasing the overall hiring percentage for particular categories.
● Bringing down BCE% from 40% to 15% by changing the entire flow of the model for Chartered Accountants.
Reduced the size of the questionnaire for funnel optimization which in turn increased the conversion from 3%
to 9%. Hiring and NPS analysis to find loopholes in the current business model for the CA Category.
● Converted Base Model of CA to Fulfillment model by replacing 1500 CA’s with just 20 CA’s across 8 Cities.
Designed commission of each service by doing deep market analysis. Lead contract negotiation, closing deals
to meet sales targets. Develop and implement strategic sales plans to achieve agreed corporate objectives.
● Collaborate with product and marketing teams to align on strategies and ensure market competitiveness.
Analyze sales metrics and market trends to make data-driven decisions and refine sales strategies. Conduct
market research and competitor analysis to identify growth opportunities and stay ahead of industry trends.
Business Development Associate (Gurgaon) | Dec’17-Mar’19
● Expertise in nuances of multiple markets (construction, home décor, beauty, wellness) across different
geographies and leveraged it to assist local service providers in benchmarking their services to serve
customers on the platform efficiently. Developed go-to-market strategies that effectively penetrated industries
● Led to a significant drop in Bad Customer Experience across categories. (Construction and Home Décor: -22%,
Beauty & Wellness: -9%). Facilitate marketing initiatives undertaken by companies to grow underperforming
categories. These initiatives led to a surge in service provider acquisition rates across multiple categories.
● Maintain a robust sales pipeline, ensuring timely follow-ups and meeting sales targets. Work with product
teams to tailor solutions to meet the unique needs of enterprise clients, incorporating latest innovations and
industry best practices. Represent company at public events, meetings, and functions to enhance reputation.
● Monitor and promote a culture of high performance and continuous improvement that values learning and a
commitment to quality. Negotiate and close sales agreements, ensuring alignment with company policies and
objectives. Negotiated enterprise-level contracts, multi-year agreements and customized service packages.
Think & Learn Pvt. Ltd. (Byju’s) | Business Development Associate (Bangalore) | Jun’16-Oct’17
● Led an 8-member sales team for digital marketing campaigns, design targeting strategies around customer
pain points, increasing revenue contribution of the team. Introduce sales cadence; improved lead engagement
by 40% which optimized the lead usage and motivated that change across 7 teams of 20 sales resources.
● Gain Proficiency in various CRM and Order Management software (namely OrderHive, Freshdesk, Lead
squared) and learnt to leverage it to perform segmentation exercises and target customers more effectively.
Assisted in acquiring 1200 new admissions in classroom city campaigns, surpassing last 3-year records.
● Revision of sales strategy to align with new customer trends, nurturing of sales pitch to various types of
responses from customers through various scenarios. Own the key accounts P&L and lead the portfolio, Build
long term relationships with Account counterparts & ensure seamless operations on delivery of business goals
● Connect with potential clients and grow long-lasting relationships by understanding their needs and pain
points. Achieve sales targets through effective planning, setting sales goals, analyzing performance, data and
projecting future performance. Increased overall lead conversion by 200% by revamping the sales structure.
● Validates research reports given by BD and provides regional inputs. Defines process and guidelines for the
creation and management of sales funnel. Provide support to other functional teams to achieve company
objectives. Collate monthly data on various performance parameters. Manage day-to-day operational duties
Extra-Curricular Activities (IIM/IIT/MBA)
● Organizer of Special Guest Care at Gravita’s ’15 VIT University, Vellore (2015): Managed different teams for
travel and accommodation of guests and coordinated with other organizers for smooth functioning of events |
Handled full responsibility for hygiene and safety of the guest | Restructured the team of 40 to ensure a full
proof work distribution hierarchy and greater flexibility
● Active Member of Sanshray Organization (NGO) (2012-2015)
● Active Club Member of American Society of Civil Engineers (ASCE) (2012-2015)
Krishna Khandelwal
