D.O.

B 18th June 1985

PROFILE
5+ Years of hard core in-the-trenches experience in Direct Institutional & Channel Sales & handling a Sales Team
Special expertise in Educational sector catering to Colleges Universities & Educational boards/admin bodies
Highly analytical in Sales Planning & forecasting expert in working with Sales figures
Demonstrated strength in large value deals, dealing with top level executives Directors, Deans, VCs, Chairman etc
Special skill in developing strong & personal level relationships with key customers & traders

CAREER GOAL
Contradictory to popular practice, SALES is a career of choice for me. My Ambition is to establish myself as a reliable
business partner for all my customers & channel partners thereby establishing long term business opportunities for my employer

WORK EXPERIENCE
Cengage Learning (US Based MNC)
Sr. Sales Executive (North India) July 2007 to Present
RESPONSIBILITIES ACHEIVEMENTS
Increased sales from ~50L to 2.5-3 Crs since joining
Achieved Sales revenue targets selling Higher
Education Books to Engineering & MBA institutes Achieved over 15 adoptions amongst top institutes
roughly in the range of 8-10L per deal
Responsible for sales from Western UP, Uttaranchal,
Punjab, Rajasthan & MP. Awarded Best Sales Employee within India; in the
very first year of joining.
Sales forecasting as per target growth objectives,
allocate targets & define responsibilities amongst the Topped the entire Asia Pacific in getting
team to achieve the same. Maximum adoptions Awarded during Asia Pacific
Sales Meet
Developed close relationships with key officials in
educational institutes administrative bodies for bulk Successfully edged out competition from DAVV by
deals UTU, DAVV, UPTECH, RTU, AMITY etc. getting Cengage Titles adopted for over 90% of
subjects as per their syllabus a deal worth 40-50
Guide & lead a team of Jr. Sales Executives to achieve
Lac annually.
target revenue goals from their individual territories.
Assist subordinates in establishing relationship with
LEARNINGS
key customers & channel partners. Also assist in large
value negotiation & closures.
Relationship building with top level executives.
Ensure optimum stock availability of fast & slow
Hands-On experience in Team handling & Delegation.
moving titles at distributors, retailers and library
suppliers in each city. Sales Planning & developing forecasts as per projected
Assist Product team with market feedback on key titles growth; working with Sales Figures & pipeline mgmt
& suggest quantity & right time for print runs. Working independently with minimal supervision

Mayur Vihar Phase II, New Delhi

M: 9971311159 | e: kartik.arora1985@gmail.com
D.O.B 18th June 1985

Oxford University Press MNC

Sales Executive - West UP & Uttaranchal, Dec05 to July07
RESPONSIBILITIES ACHEIVEMENTS

Responsible for direct sales & institutional adoptions,
reporting to India Sales Head
Building Prospect list of Professors, DEANs & other
teaching staff at various Engineering & MBA institutes
Cold Calling & visiting contacts to promote new titles.
Sourcing manuscripts from prospective authors.
Channel development & maintaining appropriate stock
levels
Over-Achieved (+20%) all monthly & Annual Targets
Achieved highest percentage growth rate of 50%
(Projected was 30%)
Closed one bulk deal worth 8L.
Established new channels in Uttaranchal & West UP
LEARNINGS
Market mapping & building sales pipeline
Experience in trade & developing channel partners.
Exposure to author commissioning process.

EDUCATIONAL QUALIFICATIONS
Education Year Board/University

PG Diploma in Management Pursuing Symbiosis University

B.Com 2006 Delhi University

12th (Commerce) 1st Div. 2003 CBSE (KV)

10th I Div. 2001 CBSE (KV)

PROFESSIONAL STRENGHTS
Take ownership of work with minimal supervision; a strong drive to deliver beyond expectations.

Analytical bent of mind, very good working with Sales figures - leading to precise forecasts & indentifying key growth
opportunities

Strong Business acumen with Persuasive & persistent communication style in selling.

Extensive traveler (out-of-desk working approach) - believe in maximizing face-to-face interactions

Proficient in using all MS Office packages Word, Excel, PowerPoint.

Mayur Vihar Phase II, New Delhi

M: 9971311159 | e: kartik.arora1985@gmail.com