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Summary
Overview
Work History
Education
Skills
Interests
Timeline

MADHU TIWARI

Digital Sales Leader | Growth - Revenue Driver |Digital Transformer| Brand Solutions Storyteller| Display, Video, Programmatic Ad Sales
Bangalore
Summary

Performance-driven strategic thinker, problem solver and Digital Sales leader with 21 years of experience aligning systems with business requirements, policies and regulatory requirements. Demonstrated ability to exercise outstanding independent judgment, decision making, creativity and initiative. Respected for organizational and interpersonal aptitudes, implementation of strategic initiatives, GTM Strategy, Yield Management, Special project management and results-focused interactions across organization. Strategic in implementing and monitoring progress of important initiatives and actions plans.

Overview
7
7
years of post-secondary education
21
21
years of professional experience
Work History

AVP & National Sales Head

Indian Express Digital
2018-06 - 2021-02
  • Developed and assigned monthly sales quotas to regional sales managers in all 4 zones
  • Identified opportunities for growth in geographies and categories and collaborated with sales teams to reach sales goal.
  • Communicated product quality and market comparisons by creating sales presentations.
  • Accomplished sales goals and boosted revenue by 50% YOY through product knowledge and customer relationship management.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Led solution selling strategy initiatives to maximize sales of Express Studio initiatives
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Attracted new clientele and developed customer relationships by hosting product-focused events.
  • Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
  • Organized promotional events and interacted with community to increase sales volume.
  • Investigated and integrated new strategies to expand business operations and grow customer base.
  • Managed revenue models, process flows, operations support and customer engagement strategies.
  • Increased annual sales volume within 2.5 years by 54% from INR 11.6 Cr to INR 18 Cr.
  • Represented the company in various national events & seminars.

Head - Product Sales - Business News

Times Internet Limited
2017-04 - 2018-05

1. Promoted to Head – Product Sales - Business News Genre ,with a view to give a fresh perspective in selling and market positioning.

2. Led large value deals and strategic branded content opportunities across India. Worked across different Category & Agency teams to drive revenues for ET, BI & Investopedia digital assets.

3. Responsible for GTM pricing and packaging, creating bundled products in conjunction with Ops & Business teams. Work closely with product and editorial team to create a tactical and strategic calendar of IPs and Branded content opportunities.

4. Analyze and implement monetization opportunities across Ad Types -Display, Native articles, Videos, Columbia Audience Network, Programmatic, IPs and International. Deep dive into each revenue stream and figure out opportunities for upsell.

5. Monitor and ensure AOP targets , QoQ and the YoY growth targets were met. Dissect the industry-wise spends and map them to the relevant industry teams to protect and enhance market share.

Regional Head - Timesofindia.com

Times Internet Limited
2009-10 - 2017-03
  • As a senior member of TOI digital sales, was involved in Sales Strategy, Pricing Discussions, Go-to-market Discussions.
  • Ad revenue responsibility for South market. Have successfully grown the business 30% YoY to over Rs. 20 cr+ annually.
  • Work closely with Product, Marketing & Ad Operations to create custom solutions for clients & close high ticket deals. Closed the biggest deal at the time - INR 6 Cr with Amazon.
  • · Responsible for coaching new joinees /junior team members in product positioning, negotiations and structuring complex deals.
  • · Responsible for Business Development and Alliances opportunities for TOI brand in South market.
  • Additionally managed the Languages news portfolio of Times Internet - NBT.com, MT.com, VK.com and Samayam.

Branch Head - East - Dainik Bhaskar, Divya Bhaskar

DB Corp Ltd.
2007-02 - 2009-10
  • Boosted branch sales by developing and deepening customer loyalty through incentive programs and long term deals.
  • As Branch Head – responsible for the P&L of the print business of DB Corp Ltd for the East Zone spanning West Bengal, Orissa and the 7 NE States. Handled a revenue responsibility of 18 Crore +
  • Ad Revenue responsibility for East – grew the business by over 60% in 3 years. Consistently won the Best Market share award with over 70% market share over the nearest competitor.
  • Led a 7 member team with a focus on striking high value annual deals, 360 degree solutions across print, radio and on ground activations.
  • Notable Win – Was instrumental in conceptualizing and sealing the deal with Tea Board of India to sponsor the Largest Tea Party in Indore which was entered in the Guinness Book of World Records. The idea was to beat the earlier record held by Japan. More than 40000 people attended the tea party.

Branch Head - East

Amar Ujala Publications
2003-12 - 2007-01
  • Raising the profitability of the branch – achieved 35% YOY growth
  • Setting up and leading the sales team to achieve annual numbers, review market share, analyse competition data , strategize and execute large ticket deals.
  • Uncovered and resolved strategic and tactical issues impacting sales management and business operations.

Product Specialist

Lifescan - A Division of Johnson & Johnson Ltd
2002-12 - 2003-11
  • Was part of the team that launched Lifescan in Kolkata with 2 Flagship products – One Touch & Sure Step Glucometers
  • Achieved a record growth of 140% in 6 months, making North Kolkata the most potential territory of the Eastern region.

Business Manager

Morepen Laboratories Ltd.
2000-12 - 2002-11
  • Launched Morepen’s pharmaceutical division in Kolkata and established the brand.
  • Delivered brilliant sales results from Central and South Kolkata and contributed substantially in the success story of the company.

Sales Executive

RPG Netcom (Cable Satellite Channels)
2000-02 - 2000-11
  • Responsible for entire billing and recovery of revenues.
  • Maintaining relationships with existing clientele and new client development.
Education

MDP - Certificate Program Key Account Management

Indian School Of Business
2017-09 - 2017-09

MDP - Certificate Program Team Effectiveness

IIM Lucknow
2015-02 - 2015-02

MDP - Certificate Program Managerial Leadership & Team Effectiveness

IIM Calcutta
2009-05 - 2009-05

MBA Sales & Marketing

Institute Of Business Management & Research
1997-12 - 1999-12

Bachelor of Science Botany (Hons)

Lady Brabourne College
1994-04 - 1997-03

High School Diploma

Rajendra Vidyalaya
1992-03 - 1994-02
Skills

    Leadership

Teamwork

Strategic Planning

Solution selling

Direct sales

New Business Development

Analytical problem solver

Campaign planning

Troubleshooting

Critical thinking

Conflict resolution

Good listening skills

Verbal and written communication

Training & Development

Interests

Reading, Traveling, Photography

Timeline

AVP & National Sales Head

Indian Express Digital
2018-06 - 2021-02

MDP - Certificate Program Key Account Management

Indian School Of Business
2017-09 - 2017-09

Head - Product Sales - Business News

Times Internet Limited
2017-04 - 2018-05

MDP - Certificate Program Team Effectiveness

IIM Lucknow
2015-02 - 2015-02

Regional Head - Timesofindia.com

Times Internet Limited
2009-10 - 2017-03

MDP - Certificate Program Managerial Leadership & Team Effectiveness

IIM Calcutta
2009-05 - 2009-05

Branch Head - East - Dainik Bhaskar, Divya Bhaskar

DB Corp Ltd.
2007-02 - 2009-10

Branch Head - East

Amar Ujala Publications
2003-12 - 2007-01

Product Specialist

Lifescan - A Division of Johnson & Johnson Ltd
2002-12 - 2003-11

Business Manager

Morepen Laboratories Ltd.
2000-12 - 2002-11

Sales Executive

RPG Netcom (Cable Satellite Channels)
2000-02 - 2000-11

MBA Sales & Marketing

Institute Of Business Management & Research
1997-12 - 1999-12

Bachelor of Science Botany (Hons)

Lady Brabourne College
1994-04 - 1997-03

High School Diploma

Rajendra Vidyalaya
1992-03 - 1994-02