HIMANSHU MURARKA himanshu_murarka2021@pgp.isb.
edu
+91 8951 631 981
EDUCATION
Indian School of Business | PGP, Strategy & Finance | CGPA (Core Terms): 3.4/4, (Overall): 3.1/4 May’20 – Aug’21
• National Finalists, Amazon Ace (13/3.5K+): Awarded PPI; Presented strategic roadmap for Amazon to become the default marketplace for MSME
- Built a metric to identify top 5 MSME industries and clusters based on their propensity of digital adoption, maturity, and scope
• Campus-Finalist, Honeywell Challenge (13/49) - Developed product, market entry & financial models for IoT products and software
• Consultant to Govt. of Jharkhand: Part of ISB’s initiative to power India’s post Covid-19 recovery; advising the state on its forest economy
- Potential increase in Jharkhand’s revenue by INR 20B; will submit recommendations on value chain integration of 5 forest products
Certification: CFA Institute, USA – CFA Level 1 Passed Dec ‘15
Christ University | B. Com (Finance) | CGPA 3.6/4 | Top 10% Jul’12 – May’15
• Dean’s List (6/115), Baldwin Wallace University, Ohio (Exchange Program) – awarded to top 5-percentile of the cohort for academic excellence
• Rank 2/1100+ JA Titan Business Challenge (98 countries); simulation tested team’s ability to operate a company in a competitive environment
• Lead Coordinator, Prayas 2014 (Annual international business summit); led a team of 120 volunteers and obtained 750 registrations
WORK EXPERIENCE (5 years)
Genpact India Ltd | Assistant Vice President – Growth & Strategy Aug’21 – Present
Aviva Life Insurance Company India Ltd | Manager – Corporate Strategy & Planning Apr’18 – May’20
Owned Defence channel’s P&L with annual turnover of INR 180M with full control over budgeting, resource allocation, goal setting & performance
review; Advised CXOs & business leaders on key decisions; Worked on Aviva’s Asia exit plan – M&A deal worth INR 70B
Awards & Recognitions
• Awarded Best Sales Strategist 2019 for achieving 23% YoY productivity growth (vs. company average of 6%)
• Nominated for ‘Employee of the Year’ (10/1800+); saved INR 140M/year by devising a best-in-class sales incentive payout model
Business Planning & Strategic Initiatives
• Framed 4-yr business plan to add INR 2.1B annual premium equivalent; used competitor benchmarking & economic data for market potential
- Kick-started three new business verticals to enter new market segments; worked with CXOs to design Annual Business Plans
• Enabled topline delivery of INR 180M (1.5x of Annual Business Target) by incubating a new distribution (Defence) channel
- Gained 8% market share within a year from launch; designed and executed GTM strategy (18 locations) in a record time of 180 days
- Produced a delta of INR 48M by proposing & leading the development of a tailor-made product to fit the requirements of the channel
Cost Saving Initiatives
• Generated 13% OPEX savings for the Defence channel by formulating and implementing an industry-exclusive sales incentive model
- Reduced customer acquisition fixed cost to 30% by shifting 150+ full-time employees (FTE) to part-time contracts under semi-variable pay
- Unlocked additional INR 9M (5% increase) OPEX budget by driving the product mix towards higher premium paying term policies
- Reduced headcount budget by 22% (from 250 to 195); introduced processes for branchless operations in key target markets
Project Management & Operational Excellence
• Recovered lost Asset Under Management (AUM) INR 11M & improved customer retention (persistency) by 13% (from 69% to 82%) in 9 months
- Abated customer complaints & false policies by 6% (from 9% to 3%); launched a ‘Meet your customer’ campaign to weed out fraudulent sales
- Improved debit success rate by 9%; introduced option to auto-debit / collect (advance) premium in first week to tackle depleted bank balance
• Saved 500+ staff hours; led automation of real-time incentive calculator for salesforce and 15+ sales dashboard for the leadership team
HDFC Life Insurance | Key Account Manager, Group Insurance Jul’17 – Apr’18
Part of group insurance (B2B) sales-team handling INR 10 Bn AUM; pitched to CXOs to seek investment for employee retirement funds
Award & Recognition
• Awarded ‘Employee of the Quarter’ for highest contribution (INR 38M vs target of 4M) to the ‘annuity’ sales amongst 205 sales managers
Key Account Management
• Delivered quarter-on-quarter (100%) ‘new business’ premium targets; handled AUM worth INR 1Bn+ spread over 50+ corporates
• Added INR 1.2Bn worth of yearly business to the topline by converting LIC’s biggest account (a Maharatna company) in the region
• Got 10K+ individuals (vs average 4K) to sign up for National Pension Scheme, within a year of launch of product, through cross-selling
Urban Eyes Pvt Ltd | Founder & CEO Dec’15 – Jul’17
Urban Eyes leveraged ‘notebooks-as-a-platform’ for brands to reach millions of students. Started the company from the ground up, built a reach
of over 50K students, generated 16M ad impressions, and scaled the company to achieve annual revenue of INR 4M within 1 year
Key Achievements
• Fundraising: Secured seed funding of INR 1M (valuation: INR 10M); bootstrapped for 8 months to generate a delta of INR 300K
• Leadership: Built and led team of 14; attained 100% resource utilization rate (8hrs/day) by introducing real-time geo-tracking of salesforce
• Partnership: Got marquee clients such as Mobikwik & Ola; increased MobiKwik’s app download by 7.5K using unique coupons & QR codes
• Sales & Distribution: Scaled monthly sales from 500 to 15K units (24% MoM growth); built a distribution network of 13 distributors, 200+ retailer
Operations: Branched out operations to 3 cities; shortened cash conversion cycle by truncating inventory flowtime to half (13 vs 26 days)
EXTRA-CURRICULAR ACTIVITIES & PERSONAL INTERESTS
• Sports Management: Team Manager, Bimaldeep Singhbhum Shers - won the maiden season (2011) of ‘Jharkhand (Cricket) Premier League’
- Raised sponsorship and identified additional sources of revenue worth INR 3.5M; cold-called and pitched to 60+ corporates
- Built a winning team (including Varun Aaron & Shahbaz Nadeem); designed a balanced scorecard to evaluate each player before auction
• Options Trading: Executed 206 trades (turnover of INR 14M) in FY19-20; Most profitable trades – Nifty PE (103%) & Hindalco PE (93%)
• Sports: Qualified for U16 Jharkhand state cricket team selection trials (24/1200) by JSCA; scored 246 runs (averaged 62) in a series of 6 matches
• Leadership: Awarded ‘Rotary Youth Leadership Award’ (1/210) for fundraising 1000+ flood relief packages & organised 17 blood donation camps
