Kashish Arora Email & Phone Number

Delhi, Dl, In

Pune, Maharashtra, India

Sales Operations Oversight: Independently manage sales operations across North America and global teams, providing comprehensive reporting and data analysis for the Regional Vice President (RVP) of Sales. Ensure the accuracy and consistency of the sales pipeline by proactively identifying and resolving discrepancies, thereby maintaining exceptional data integrity.Reporting and Analysis: Design and maintain various performance reports using Salesforce (SFDC) and Google Sheets to monitor sales team performance, evaluate quotas, and track achievement metrics.Quarterly Business Review (QBR) Presentations: Develop and present detailed quarterly business review decks for senior leadership and investors, highlighting key performance indicators across multiple metrics including year-over-year growth, quota versus achievement analysis, forecasting, high-value deal insights, customer acquisition, renewal performance, retention, churn rates, product performance, channel performance, and annual recurring revenue (ARR) projections.Strategic Planning Collaboration: Work closely with the Financial Planning & Analysis (FP&A) team to establish sales quotas for account executives and participate in team planning and headcount discussions, delivering data-driven insights to support strategic objectives.Project Management: Serve as a project manager, successfully delivering multiple projects simultaneously to support cross-functional business needs across the organization

• Independently oversee sales operations across North America, delivering detailed reporting and data analysis to the Regional Vice President (RVP) of Sales. Ensure accuracy and consistency within the sales pipeline by identifying and resolving discrepancies, thereby maintaining exceptional data integrity.• Reporting and Analysis: Develop and maintain various reports in Salesforce (SFDC) and Google Sheets to monitor sales team performance, compare quotas, and track achievement metrics.• Quarterly Business Review (QBR) Decks: Create and deliver comprehensive quarterly business review presentations for senior leaders and investors, showcasing key performance metrics across multiple slides.YoY Growth | Justification of Gaps between quota vs achievement | Forecast | Insights of High Value Deals | Net New Customers Landed | Renewal Performance | Retention & Churn Rate YoY | Product Performance | Channel Performance | Business Projections | ARR Balance Forecasting • Strategic Planning Support: Collaborate with the FP&A team to develop sales quotas for account executives and participate in team planning and headcount discussion and providing data-driven insights.

Gurugram, Haryana, India

• Utilize and advocate new technologies / methods available to expand overall reporting scale and ensure better engagement of senior leadership / sales teams with the reporting process. Maximized the use of SFDC dashboards and BusinessObjects against Excel / Gsheet based reports • Introduced and implemented the MEDDIC process for the sales team to better understand potential buyer behaviour. Leveraged MEDDIC principles to enhance sales qualification and improve deal closure rates.• Trained sales teams on MEDDIC methodology to ensure consistent and effective application across the organization. Analysed sales data to identify trends and opportunities using MEDDIC framework, enabling strategic decision-making for leadership.• Collaborated with sales executives to optimize the MEDDIC process, ensuring alignment with business objectives and customer needs.• Drive efficiencies and automation projects to constantly improve the business processes to provide near real time or periodical information for data-led decision making. • Drive regular cadence with all geo stakeholders to understand their priorities / strategy and reporting requirements. Support ad-hoc projects for pipeline tracking of named accounts (focused) and high value deals (> $100K) during quarter end. • Worked with cross functional teams such as SFDC admin, Billing team & Quote Support to understand the impact of ongoing changes in the system, exchange best practices & develop internal reports to improve existing operations • Successfully developed Asana and Jira systems for the RevOps team to manage multiple requests, ensuring proper rerouting and delivery among team members.

Gurugram, Haryana, India

Business Insights• Performing Sales Analysis for entire ENR business and providing results in Power-bi. • Generating various reports wherein the Top management can compare across different geographies and business lines e.g., (Upstream, OMDC, Agri).• Played a crucial role in defining business requirements, creating reports, dashboards in Excel & Salesforce used by VP of Operations. Budgeting & Forecasting • Collaborated with the Finance, Sales Leaders for budgeting, forecasting, optimizing costs & improve reporting.• Provided insights to assist with the decision-making process & allocated resources within the budget.Data Quality Metrics• Arranged the conduction of market analysis and analyzed product lines and the overall profitability of the business. • Developed & monitored data quality metrics and ensured business data & reporting needs/requirements are met.Project Planning & Report Generation• Designed & developed projects, deliverables and ensured their timely completion. • Generating weekly/monthly reports to track progress of sales, sales representative and ensuring business process works smoothly.

Gurugram, Haryana, India

Business Insights • Generating various reports wherein the Top management can compare across different geographies and business lines e.g., (Upstream, OMDC, Agri).• Supporting Sales reps with their their sales and marketing needs Budgeting & Forecasting • Collaborated with the Finance, Sales Leaders for budgeting, forecasting, optimizing costs & improve reporting.• Provided insights to assist with the decision-making process, aligned capital & allocated resources within the budget.Data Quality Metrics• Arranged the conduction of market analysis and analyzed product lines and the overall profitability of the business. • Developed & monitored data quality metrics and ensured business data & reporting needs/requirements are met.Project Planning & Report Generation• Designed & developed projects, deliverables and ensured their timely completion. • Generating weekly/monthly reports to track progress of sales, sales representative and ensuring business process works smoothly.

Gurugram, Haryana, India

• Part of the Engagement team, facilitating survey setup, execution, data management, analysis, and report creation for Aon Hewitt's global Engagement consulting initiatives and Global Best Employer Studies, including e360 Surveys.• Led medium to complex Employee Engagement projects across diverse markets, pinpointing problem areas and recommending strategic changes in client growth structures. Emphasized resource allocation, quality assurance, timelines, client satisfaction.• Oversaw planning and execution of projects in the Australia-New Zealand (ANZ) and Asia Pacific (APAC) markets, focusing on resource management, quality control, adherence to timelines, client satisfaction, and team coordination.• Contributed to report writing and interpretation of results, ensuring clear insights and actionable recommendations.Key Deliverable Delivered and handled biggest clients from Thailand market by using VIA GATE the online platform and helped in the elimination of manual and error prone Offline deliveries. Early bird deliveries, for key projects like Toyota Thailand, Tokyo Electron Limited, ADNOC. Worked on Trend analysis and writing Insights for projects by working on both qualitative and quantitative data

Master Of Business Administration - Mba, Business, Management, Marketing, And Related Support Services

Bachelor Of Business Administration - Bba