Shubham Kumar
Verified Expert in Management Consulting
Management Consulting Expert
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
Education Highlights
Case Studies
Life Insurance Market Entry Strategy for a Leading Indian Bank
Customer Affordability Propositions for a Global Smartphone Player
Benchmarking of After-sales Service Across Subsidiaries
Expertise
- Analytics
- Data Analysis
- Market Opportunity Analysis
- Modeling
- New Business Development
- Profit Optimization
- Shares
- Strategy
Work Experience
Head of Strategy and Growth
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.
Consultant
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.
Senior Consultant
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.
Summer Intern
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.
Analytics Lead
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.
Business Associate
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.
Education
Master's Degree in General Management and Business Administration (MBA)
Indian Institute of Management Ahmedabad - Ahmedabad, Gujarat, India
Bachelor's Degree in Engineering
Indian Institute of Technology Kharagpur - Kharagpur, West Bengal, India
Skills
Finance
Data Analysis, Market Opportunity Analysis, Profit & Loss (P&L), Customer Lifetime Value (CLV), Market Research, Financial Modeling, Budgeting, P&L Forecasting, M&A (Buy-side), Cost Benchmarking, Credit Risk, Profitability Analysis, Comparable Company Analysis, Revenue & Expense Projections, Pricing
Output Software
Microsoft Excel, Microsoft PowerPoint
Data & Analysis Software
SQL
Other
Strategy, Finance, Analytics, New Business Development, Profit Optimization, Shares, Modeling, Business Strategy, Objectives & Key Results (OKRs), Bankruptcy & Insolvency, Market Entry, Competitive Intelligence, Focus Groups, Benchmarking, Product Management, Web App Development, Mobile App Development, Pricing Plans, Excel VBA, SPSS, Sales Forecasting, Stakeholder Management, Board Presentations, Key Performance Indicators (KPIs), Business Planning, Pitch Decks, Investor Relations, Go-to-market (GTM) Strategy, Implementation, Project Management, Onboarding, Strategic Partnerships, Startups, Greenfield, Joint Ventures, Client Relationship Management, Workshop Facilitation, Training Workshops, Customer Acquisition, White Papers, Qualitative Research, Big Data, Product Forecasts, Consumer Trends, A/B Testing, Statistical Analysis, SEO Marketing, Web Marketing, Market Fit, Sales Effectiveness, Marketing Strategy, Sales Strategy, Quantitative Research, Strategy Planning, Sales Growth, Social Media Marketing (SMM), Competitive Strategy, Payment Collection, Market Segmentation, Customer Segmentation, Demand Sizing & Segmentation, Communication, Training & Training Content Development, Minimum Viable Product (MVP), Hiring, Investor Presentations, Market Sizing, Business Development, Market Research & Analysis, Operations, Human Resources (HR), Change Management, Process Improvement, Process Mapping, Business Transformation, Management Consulting, Design, Innovation, Customer Experience, Transformational Leadership, Customer Success, Fintech, Design Thinking, Storytelling, Brand Identity, Branding, Content Strategy, Product Branding, Value Proposition, Business Process Modeling, Business Process Analysis, Business Partnerships, Product-market Fit, Partnerships, Brand Strategy, Mobile Apps, Product Launch, Business to Consumer (B2C), B2C, Business to Business (B2B), Mobile, Growth Strategy, Growth Strategy Consultants, Vendor Management
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