Dhruv Shah-| -
EDUCATION
ICFAI BUSINESS SCHOOL - Hyderabad | MBA
February 2018
JSS ACADEMY OF TECHNICAL EDUCATION (INDRAPRASTHA UNIVERSITY) | BBA
July 2011
SHERWOOD COLLEGE - Nainital, India | Std 12 ISC Board
March 2008
WORK EXPERIENCE (5 years of cross functional experience across Technology, Account Management and Business Development)
ZENOTI (URENOK SOFTWARE SOLUTIONS PVT. LTD.) - Hyderabad, India
March 2018 - Present
Cloud based, enterprise SaaS provider for the beauty & wellness industry used by over 5,000 businesses in 32 countries
Analyst, Inside Sales
Business Development and Account Management
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Led sales and business development efforts for the Spa & Salon category in the US Market
Generated ~ $4M Annual Recurring Revenue by adding over 800 new business centres using targeted sales strategies
Enhanced lead-to-sales conversion rate by ~15% through improved targeting by conducting in-depth competitor analysis
Created high quality digital content and customised communication to engage leads and solicit interest in SaaS solution
Devised account-based marketing strategies to accelerate product adoption among high engagement prospects
Managed accounts worth ~ $2.5M - ensured smooth onboarding leading to a client satisfaction score of over 98%
Liaised between client and product team to identify product gaps and propose additional offerings
Realised $1.5M monthly revenue from renewal and upsell opportunities through continuous client engagement
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Initiatives and Accolades
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Exceeded quarterly sales target for 4/7 quarters; receiving Exceptional Achiever Rating (top 15% employees) for two years
Initiated project for prospect data clean-up on Salesforce to ensure effective pipeline management and hygiene
Formulated document repository with best practices and guidelines to be followed by the inside sales team
Evaluated new sales engagement tool (Outreach), facilitated transition from Salesloft by conducting training sessions
HDFC BANK – Noida, India
Personal Banker
Business Development and Account Management
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July 2014 – May 2016
Acquired more than 200 premium customers with combined deposit size of over INR 2 Cr
Achieved asset sales worth INR 1.5 Cr through cross selling to existing portfolio
Maintained 100% client profile accuracy in CRM
Monitored operations like locker availability & transfers for clients
Undertook routine branch activities like day end reports for audit compliance
Initiatives and Accolades
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Ensured target achievement of stipulated Income Generating Products within each customer group
Touch based with all portfolio customers regularly.
Identified customers through Large Transaction reports (LTR) and scoped for upsell opportunities
Actively participated in business relationship and lead generation activity for NTB client scoping
ICICI LOMBARD - Hyderabad, India
Jr. Software Engineer
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Assisted Team Lead in resolving glitches in database of new and existing policy documentation using SQL queries
Resolved technical application sync related issues within given TAT for timely processing and generation of user policies
Participated in software upgradation and gave demos remotely to branch staff
Attended user calls to understand enhancements/requirements
CONSUMMATE TECHNOLOGIES - Noida, India
Software Test Engineer
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Liaised with developers and clients on critical application requirements and issues.
Involved testing to deliver bug free applications.
Adhered to the quality standards and processes at project and/or company level.
Research docs shared with the team members and company management.
ADDITIONAL
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January 2013 – October 2013
ISTQB Certified Software Tester (L-1) & Oracle SQL trained
Functional Knowledge of Oracle Flexcube & SalesForce CRM
HDFC Bank’s Modern Banker Program (Feb – June 2014) at TimesPro Institute, Film City, Noida
NISM-Series-V-A: Mutual Fund Distributors
NISM-Series-VI: Depository Operations Certified
September 2011 – March 2012
