Shubham Kumar, Finance Expert in Amsterdam, Netherlands
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Shubham Kumar

Verified Expert  in Finance

Management Consulting Expert

Location
Amsterdam, Netherlands
Toptal Member Since
May 27, 2022

Shubham has designed a go-to-market strategy for a new business in the logistics industry with gross value of $1.2 billion, modeled P&L for a life insurance client, estimated customer lifetime value for financial services companies, and created customer affordability propositions to increase market share by 50%. In his ten years of experience, Shubham has worked with over ten CXOs worldwide and managed P&L worth $150 million. He enjoys working on challenging projects for a diverse client base.

Career Highlights

Consultant
Tata Strategic Management Group
Senior Consultant
Oliver Wyman

Education Highlights

Master's Degree
Indian Institute of Management Ahmedabad
Bachelor's Degree
Indian Institute of Technology Kharagpur

Case Studies

Work Experience

Head of Strategy and Growth

2020 - PRESENT
Hyva Holding
  • Headed the strategy execution and revenue growth initiatives and handled $150 million in profit and loss (P&L) for India as a leadership team member.
  • Secured an annual business worth $35 million from Hyva's largest B2B customer for the tipping solution business. Concluded a pricing strategy after analyzing the demand elasticity and P&L impact, which had a positive gross margin of $4 million.
  • Grew revenue of the environmental solution equipment business by around $10 million in the first 12 months. Expanded a dealer network from 25 to 35 across India and increased a monthly bid participation rate by 100%.
  • Delivered around $500,000 annual savings by overhauling the manual after-sales resolution processes. Conceptualized, built, and deployed a region-first customized SaaS platform and mobile app.
  • Redesigned an annual bonus program for the leadership team to incorporate functional and regional KPIs.
  • Revamped a sourcing strategy to localize production from China to India. Achieved $900,000 in annual savings.
  • Spearheaded an end-to-end program to launch two new products with a $5 million annual sales potential.
  • Mapped the existing organization structure with another subsidiary to identify the right structure. Revamped the sales team to generate around $1 million in savings per annum.
  • Actes as the first point of contact for all investor relations management for Hyva India.
Focus areas: New Business Development, Profit Optimization, Stakeholder Management, Board Presentations, Budgeting, Financial Modeling, P&L Forecasting, Key Performance Indicators (KPIs), Business Planning, Business Strategy, Pitch Decks, Investor Relations, Strategy Planning, Microsoft PowerPoint, Sales Growth, Social Media Marketing (SMM), Competitive Strategy, Profitability Analysis, Communication, Training & Training Content Development, Comparable Company Analysis, Investor Presentations, Market Sizing, Business Development, Operations, Human Resources (HR), Change Management, Process Improvement, Process Mapping, Business Transformation, Innovation, Design, Customer Experience, Transformational Leadership, Value Proposition, Product Branding, Branding, Pricing, Brand Strategy, Go-to-market Strategy, Mobile Apps, Product Launch, Business to Consumer (B2C), B2C, Business to Business (B2B), Growth Strategy, Growth Strategy Consultants

Consultant

2018 - 2019
Tata Strategic Management Group
  • Conceptualized and launched a business with a gross value of $1.2 billion, aiming to digitalize the Indian logistics industry worth $100 billion.
  • Modeled P&L and devised a go-to-market strategy through field visits to more than 500 stakeholders.
  • Launched a minimum viable product (MVP) on key freight routes comprising 8% of the market size.
  • Led a partner engagement with two startups after evaluating more than 50 startups for mergers and acquisitions (M&A) or partnership opportunities.
Focus areas: New Business Development, Go-to-market Strategy, Financial Modeling, P&L Forecasting, Implementation, Project Management, Onboarding, Strategic Partnerships, Board Presentations, Startups, M&A (Buy-side), Market Research, Focus Groups, Minimum Viable Product (MVP), Hiring, Revenue & Expense Projections, Market Research & Analysis, Design, Innovation, Design Thinking, Storytelling, Business Partnerships, Product-market Fit, Partnerships, Pricing, Business to Consumer (B2C), Business to Business (B2B), Product Launch

Senior Consultant

2016 - 2018
Oliver Wyman
  • Designed customer acquisition plans to achieve a 50% increase in India's market share for a smartphone player. Built a customer lifetime value model to partner with three financial institutions for these acquisition plans.
  • Identified growth areas in the life insurance business across channels and products for an Indian bank. Recommended an appropriate entry strategy to reach a 7% market share and gross value of $5 billion by 2028.
  • Revamped a retail-loan collection strategy by realigning customer segmentation models for a leading Thai bank. Conducted workshops with the IT and risk team for over 50 people to integrate the new model.
  • Reduced the workforce cost by around 1% by optimizing operational efficiency for a leading Indian automotive player. Benchmarked the effectiveness of the blue-collar workforce against five global automotive players.
Focus areas: Market Opportunity Analysis, Finance, Financial Modeling, Customer Lifetime Value, Data Analysis, P&L Forecasting, Cost Benchmarking, Credit Risk, Greenfield, Joint Ventures, Market Entry, Strategic Partnerships, Client Relationship Management, Stakeholder Management, Board Presentations, Workshop Facilitation, Training Workshops, Payment Collection, Market Segmentation, Customer Segmentation, Demand Sizing & Segmentation, Market Sizing, Management Consulting, Customer Success, Fintech, Business Process Modeling, Business Process Analysis, Business Partnerships, Partnerships, Pricing, Go-to-market Strategy, Mobile, Growth Strategy, Growth Strategy Consultants

Summer Intern

2015 - 2015
A&M
  • Drafted a white paper on challenges in the Indian bankruptcy process after analyzing an interim report by the Ministry of Finance.
  • Moderated over ten interviews with private equity (PE) and venture capital (VC) firms, law firms, banks, and an asset restructuring company to identify gaps.
  • Published a point of view on changes to be implemented to improve the existing bankruptcy process.
Focus areas: Bankruptcy & Insolvency, Market Research, White Papers, Qualitative Research

Analytics Lead

2013 - 2014
Zinrelo | Formerly ShopSocially
  • Led analytics engagements with a revenue impact of around $500,000.
  • Delivered incremental annual revenue of more than $360,000 by new user acquisition through digital marketing.
  • Sourced $100,000 in organic sales by prioritizing product enhancements after analyzing user data.
  • Improved the customer conversion by around 30% by revising pricing and changing it from a fixed price to utilization-based contracts.
Focus areas: Analytics, Data Analysis, Pricing Plans, Big Data, SQL, Excel VBA, Product Forecasts, Consumer Trends, A/B Testing, Statistical Analysis, SEO Marketing, Web Marketing, Market Fit, Startups, Go-to-market Strategy

Business Associate

2011 - 2013
ZS Associates
  • Coached a team of four analysts to formulate marketing strategies for Fortune 500 healthcare clients.
  • Created an Asian market entry strategy and forecasted ten-year revenue for a new urology product across four markets.
  • Developed physician targeting strategies for a client worth $11 billion to minimize the impact of a generic entrant in the USA.
Focus areas: Analytics, Market Research, Data Analysis, Modeling, Excel VBA, SPSS, SQL, Sales Forecasting, Sales Effectiveness, Marketing Strategy, Sales Strategy, Qualitative Research, Quantitative Research, Brand Identity, Branding, Content Strategy, Product Branding, Go-to-market Strategy
2014 - 2016

Master's Degree in General Management and Business Administration (MBA)

Indian Institute of Management Ahmedabad - Ahmedabad, Gujarat, India

2006 - 2010

Bachelor's Degree in Engineering

Indian Institute of Technology Kharagpur - Kharagpur, West Bengal, India