Adarsh Kamboj

Managing a team of 10+ Sales Operations Members

Managing Team of 5+ Sales Ops and Planning Members

1. Performance Management- Formulate KRA’s drive scorecard for sales team to drive sales effectiveness 2. Sales Efficiency- Optimal GTM design & coverage, redesigning sales processes and driving CRM best practices 3. Develop and own sales strategy, sales coverage & annual sales planning process including analytics & decision making, Sales tools, data management & CRM architecture 4. Sales Analytics- Improve visibility & predictability of sales revenue driving metrics through sales dashboard & playbook roll out 5. Automation-Set up ongoing, automated processes for data cleanliness, governance & enrichment for improved sales efficiency 6. Process improvement- Transformed sales processes by creating clear & quantifiable definitions throughout the sales cycle to align with buyer’s journey 7. Sales force effectiveness and productivity enhancement - customer segmentation & targeting, sales force resource optimization, territory alignment, quota setting, incentives program design

Improving operational effectiveness, while allowing the existing Sales Managers to focus on customer acquisition, partnership and mentoring with focus on strong in-depth knowledge of Sales cycles and Sales strategies & Sales Operations. This is a strategic role with the primary charter to define, design & drive the Sales Operations for EXL’s Global business across all verticals & service lines of business. KPIs- • To improve sales effectiveness, efficiency and productivity; • connect the dots and helps translate disparate data into actionable intelligence and insights; • conceptualizes and designs effective sales critical metrics and performance indicators; • interprets key sales drivers, trends, and competitor related challenges; and • Enables business leaders to assess sales performance across accounts, verticals, SBUs, service lines, geos / regions and by person. Sales Strategy & Planning •Work with CGO to craft strategic initiatives & bring business insights for sales teams to drive $800M revenue •Design effective sales critical metrics & interpret key sales drivers, insights into market trends & competitors Sales Operations & Enablement •Develop account plans, assess sales performance management & assistance with sales incentive compensation •Define which accounts to pursue, scan & size market, sales forecasting & monitor sales coverage model Analytics •Conduct analytics to measure SF effectiveness, insights into sales behavior & root cause analysis of win loss •Support & facilitate data enabled decision making by providing qualitative & quantitative analysis Sales Force Effectiveness •Ownership for Global CRM- Sales Force- Reporting, adoption, training, data cleaning, automation & new features

Currently working in Business & Solutions Consulting Group as a Senior Analyst/Consultant for APAC region. The Senior Business Consultant the primary consultant and is the solution expert during the pre-sales and design phase of the sales process. Working closely with the customer, the Senior Business Consultant will identify business needs and propose solutions of value. Pre Sales Consulting •Develop process flows to understand current state, build future state and identify gaps for process improvement •Prepare & validate “Return on Investment” analyses for each project pre-sales and post implementation •Analyze plant & warehouse operations to maximize operational efficiency & evaluate possible changes •Review solution since go live, conduct meeting to discuss changes & recommendations for improvements •Help client to design specific operation strategy by implementing best practices for the industry Business Development •Document system design, application requirements with focus on proactive promotion of business case solutions •Present sales demonstrations, coordinate details of proof of concept & lead business review meeting with client Product & Partner Management •Provide in-depth technical support & product assistance & provide feedback for product improvements •Assists with selecting training partners to sell, implement, and support Honeywell Solution in APAC region

Sales Strategy & Operations  Create sales tools-product sales pitch, template, customer presentation, demo to increase sales productivity  Measured sales force productivity and utilized CRM Tool to monitor performance & effectiveness Account Management  Addressed complex client business problems through offering & ensured sales solutions meets customer needs  Developed value preposition for Siemens solution based on business case & its overall impact on client needs  Help manage day to day product line (pricing, issues etc.) within the region & bring back feedback to S&M team Marketing  Drive the business strategy for products across the regions and ensure significant growth and profitability  New product launch, product life cycle, pricing promotion and managing technical support for North Region Vendor & Channel Management  Identify & recommend strong alliances with Vendors to strengthen the product portfolio to improve sales  Assigned targets to channel partners & assessed their performance by channel performance matrix Business Development  Conduct market, competitor & customer analysis for strategy development , win/loss analysis & sales support

The Indian Institute of Management Mumbai (IIM Mumbai or IIM-M), formerly known as the National Institute for Training in Industrial Engineering (NITIE Mumbai) is a reputed graduate business school under the Ministry of Education (India), Government of India located in Powai near Vihar Lake in Mumbai, Maharashtra and is ranked 6th among B-Schools of India as per NIRF 2025 rankings. https://en.wikipedia.org/wiki/Indian_Institute_of_Management_Mumbai