SHASHANK KSHTRIYA
Summary
Business Development professional with 10+ years of experience in Logistics and Supply Chain domain. Collaborative leader specialized at identifying untapped opportunities and driving results. Skilled in Negotiation, Import/Export, Operations Management, Freight Forwarding, Vendor management, Customs Brokerage, Trade Compliance, Contract Logistics and Sales- Customer Relationship Management with proven track record for meeting growth & sales targets. Strong in strategy execution, working with cross-functional teams across multiple geographical locations, and gaining support for projects. Excellent interpersonal and communication skills, proactive attitude, and ability to consistently deliver targets. Expertise in Supply Chain Optimization initiatives and Business Process Improvement. Competent in strategy execution and managing customer accounts profitability. Adept at communicating objectives to teams and gaining support for successful project execution. Market trend analysis to provide enhanced understanding from a strategic sales viewpoint.
Overview
15
15
years of professional experience
Work History
Manager – Business Development
DHL SUPPLY CHAIN, SINGAPORE
07.2022 - Current
- Build Market position through developing and closing business relationships. Focus on Retail, E&M, High-Tech sectors.
- Customize solutions for client requirements and address their needs.
- Close Collaboration with Global and Regional teams consisting of Operations, Solution Design, and Finance teams to strategically work on critical component of a business case.
- Conducting Quarterly and Annual Business Reviews with client and focusing on continuous improvement processes.
- Holding portfolio of Euro 23 million Annual revenue. Developing and executing strategic account plans identifying key initiatives and setting clear goals for account growth with regional and global teams
- Utilizing data and insights to track performance, identify trends, and uncover opportunities for continuous process improvement
- Leading investment business cases with top management. Analyzes contract language for risk and reward balance, determine exposures, and advise/provide recommendations
- Mentoring and providing guidance to new Account Managers, fostering a collaborative and high-performance culture within the team, and driving individual and team performance
- Achievements:
- Achieved 202% effectiveness to annual GP target, generating over EUR 8.9M in annual revenue from new opportunities.
- SG NPS score climbed from Q4 23 – 58.5 to Q2 24- 76 (Highest ever since 2017)
- Successfully collaborated with Global Team on implementation of Commercial Automation Project for business development team for enhancing the efficiency and productivity.
- Efficiently coordinated interdepartmental information and action plan to achieve successful implementation and meet customer expectations with positive feedback.
Asst. Manager – Business Development
DHL GLOBAL FORWARDING, SINGAPORE
03.2019 - 07.2022
- Hunting role focused on winning new business in Freight Forwarding that includes Air, Sea and Road Freight for Singapore Market. Client portfolio includes Industrial Manufacturing, Marine & Off-Shore, Chemicals, High-Tech, and Retail sectors.
- Achievements:
- Generated revenue of over EUR 6.5M with Gross Profit of EUR 980K from new accounts.
- Qualified pipeline with potential opportunities of over EUR 9.6 M.
- Successful internal and external negotiations on pricing and solution to achieve a win-win situation and gain client’s trust & long-term relationship.
- Utilized market intelligence to develop a unique value proposition for the client and during business reviews.
Account Manager, Freight Forwarding (West, SG)
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
01.2018 - 10.2018
- The main function of this role is to acquire new business in Freight Forwarding for the Singapore Market while maintaining relationships with existing accounts.
- The focus is on serving clients in Industrial Manufacturing, Marine & Off-Shore, High-Tech, and Retail sectors, providing customized Freight and Supply Chain Solutions.
- Achievements:
- Successfully implemented integration solutions that improve process efficiency.
- Notable accomplishments include generating over SGD 4.6M in revenue for 2018 through new and existing accounts, effectively managing information and action plans across departments.
- Received Prestigious Award- 'World of Champions' Q1 2018.
- (Sales Recognition Program that rewards and recognize the Top 12% Sales & Solutions Professionals worldwide in UPS; for achieving and exceeding targets)
Account Manager- Customs Brokerage
UPS ASIA GROUP, SINGAPORE
03.2017 - 12.2017
- The primary function of this role is to search for new business and identify Custom Brokerage related issues and needs, working closely with clients and internal experts to provide solutions.
- Evaluate information to ensure compliance with country-specific standards and gain a deeper understanding of clients' supply chain operations.
- Provide consultation and solutions for customs clearance based on customer requirements.
- Achievements:
- Secured a significant revenue generating standalone brokerage client.
- Successfully implemented a project for UPS as the standalone broker for clearing shipments, which was well received by clients with global operations.
Account Manager, Freight Forwarding (East, SG)
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
07.2016 - 02.2017
- Successfully secured over 10 new accounts and consistently grew the assigned territory. Managed existing accounts and identified additional business opportunities, resulting in significant growth. Primarily served clients in Industrial, High-Tech, and Retail sectors, providing customized Freight and Supply Chain Solutions.
- Achievements:
- Surpassed sales targets through acquiring new clients and ensuring smooth onboarding.
- Received the prestigious 'World of Champions' 2016 Award for outstanding sales performance(annual).
Sales Executive, Freight Forwarding
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
08.2015 - 06.2016
- Key focus on securing new sales opportunities for Freight Forwarding in Singapore market.
- Achievements:
- Highlights include exceeding sales targets consecutively by over 100% and reducing lead time and sales cycle by providing prompt responses to customer concerns and maintaining close contact and follow-up.
Business Development Manager
ARTEK ENTERPRISES, INDIA
05.2014 - 06.2015
- Responsible for prospecting, evaluating, and driving commercial opportunities to boost product sales.
- Identify untapped opportunities in new industries, analyze entry barriers, and assess competition.
- Initiate and develop relationships with potential customers' senior management, promoting ARTEK products' unique value proposition and business benefits. Collaborate with product development teams to deliver high-quality services for key clients.
- Achievements:
- Managed a successful team of 6 sales resources, coaching and developing their skills.
- Implemented a new MIS to compile relevant data and improve operational efficiency.
- Identified suitable suppliers and end customers, facilitated sales, and drove new business.
- Conceptualize and execute strategies to increase IT Equipment sales in North India, with FY2014 turnover exceeding USD 2M.
Research Intern (Masters Dissertation)
A*STAR SIMTECH-SINGAPORE INSTITUTE OF MANAGEMENT-UNIVERSITY OF WARWICK(UK)
04.2013 - 03.2014
- Studied and analyzed Operational Excellence frameworks from various industries in the Service Sector. Identified key elements and proposed a formalized framework for achieving Operational Excellence.
- The new framework received positive feedback from academics.
Sales Manager
STELLA LABS, INDIA
05.2011 - 11.2012
- Drove sales of prescription drugs in India, maintaining strong relationships with clients and medical partners.
- Utilized market analysis to identify preferred products and promotions.
- Monitored and improved Field Sales Officers' activities and incentive plans to achieve revenue objectives.
- Exceeded sales targets for 3 consecutive months, surpassing the monthly goal by at least 30,000 INR.
- Developed a sales training program focused on understanding customer needs and maximizing revenue.
Field Sales Officer
VISION PHARMA, INDIA
06.2010 - 03.2011
- Successfully supported sales of pharmaceutical drugs to doctors and hospitals in India, achieving sales targets and ensuring efficient product delivery. Generated new business opportunities by targeting various market segments, resulting in over 40 new accounts.
- Streamlined onboarding process for new customers and fostered strong internal and external alignment.
- Exceeded sales targets consistently and reduced lead time and sales cycle through proactive communication and follow-up.
Education
Master of Science - Supply Chain & Logistics Management
University of Warwick
01.2014
Bachelor of Commerce - undefined
National PG College
01.2010
Skills
- Team Management
- B2B & B2C Sales
- Data Analysis
- Business Process Improvement
- Negotiations
- Stakeholder Management
- Customer Relationship
- Consultative Selling
- Business development
- Business development and planning
- Team leadership
- Customer service
- Decision-making
- Relationship building and rapport
- Process improvement
- Relationship building
- Vendor management
- Revenue generation
MISCELLANEOUS INFORMATION
Languages: Fluent in English and Hindi
MISCELLANEOUS INFORMATION
- Volunteered and was heavily involved in planning the National Youth Conference, titled “Let’s Make a Difference” held in Panchgani (Maharashtra), India that attracted more than 200 participants yearly since 2008.
- References available upon request.
Timeline
Manager – Business Development
DHL SUPPLY CHAIN, SINGAPORE
07.2022 - Current
Asst. Manager – Business Development
DHL GLOBAL FORWARDING, SINGAPORE
03.2019 - 07.2022
Account Manager, Freight Forwarding (West, SG)
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
01.2018 - 10.2018
Account Manager- Customs Brokerage
UPS ASIA GROUP, SINGAPORE
03.2017 - 12.2017
Account Manager, Freight Forwarding (East, SG)
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
07.2016 - 02.2017
Sales Executive, Freight Forwarding
UPS SUPPLY CHAIN SOLUTIONS, SINGAPORE
08.2015 - 06.2016
Business Development Manager
ARTEK ENTERPRISES, INDIA
05.2014 - 06.2015
Research Intern (Masters Dissertation)
A*STAR SIMTECH-SINGAPORE INSTITUTE OF MANAGEMENT-UNIVERSITY OF WARWICK(UK)
04.2013 - 03.2014
Sales Manager
STELLA LABS, INDIA
05.2011 - 11.2012
Field Sales Officer
VISION PHARMA, INDIA
06.2010 - 03.2011
Bachelor of Commerce - undefined
National PG College
Master of Science - Supply Chain & Logistics Management
University of Warwick