Nikunj Vihari
@nikunjvihari
General Manager driving sales growth, partner management, and process transformation across e-commerce and enterprise.
IndiaWhat I'm looking for
I’m a General Manager in Sales & Operations with 28+ years of expertise spanning Partner Management, IT Channel and Retail Sales, Product Planning & Lifecycle Management, Sales Operations, Customer Service Support, Demand Supply Forecasting, and Process Re-engineering including Six Sigma. I’ve led teams to drive online revenue growth, ownership of P&L targets, and operational excellence from catalog and SKU strategy to stock planning and returns management.
At Zeitgeist Retail, I manage sales leadership for online growth—overseeing catalog creation, SKU selection, pricing strategies, and domain listings—while optimizing sales operations through vendor onboarding, customer acquisition initiatives, and marketing promotions to boost traffic and conversion. Previously at Dell, I led business transformation and scalable go-to-market planning, including improving the Dell.co.in purchasing process resulting in a 6x increase in quarterly unit run rate within 2 quarters (from 7K to 45K units).
Across roles up to Sr. Director/GM Consumer Sales, I owned profit and loss responsibilities, partner management, and the full sales cycle—driving primary revenue of over $500 million—and expanded Dell Exclusive stores from 300 to 720+. I also led Path to Profitability, improving Contribution Margin by $64 million over three years, and delivered record outcomes in software/peripherals and Displays, including scaling Displays revenue from $60 million to $110 million per annum and achieving #1 position in the consumer market.
Experience
Work history, roles, and key accomplishments
GM, Sales & Operations
Zeitgeist Retail Private Limited
Dec 2020 - Present (5 years 7 months)
Manage the sales team to drive online revenue growth and achieve P&L targets, including catalog/SKU selection, pricing strategies, and domain listings. Lead vendor onboarding and execute customer acquisition and marketing promotions to increase website traffic and conversion rates.
Led business transformation initiatives, including building three-year consumer sales go-to-market (GTM) plans focused on contribution margins and product differentiation. Improved the Dell.co.in purchasing process (6x increase in quarterly unit run rate) and developed an SMB growth plan to double profitability with portfolio mix optimization.
Owned P&L responsibilities across partner management and the complete consumer sales cycle, driving primary revenue of over $500 million and growing secondary sales through general trade and an extensive network of Dell Exclusive stores. Led GTM and SKU-level planning (including pricing and price band analysis), drove Path to Profitability (+$64 million over three years), and expanded Dell Exclusi
Director Operations – Consumer Sales
Jan 2008 - Jan 2011 (3 years)
Headed consumer sales operations for Consumer Biz India and Dell Exclusive store expansion, including retail channel sales operations, weekly sales dashboards, MIS, logistics, and sales productivity improvement through process simplification. Implemented operational controls for order processing and channel financing, launched a Dell Exclusive stores SOP, created the Dell Gainz channel incentive p
Led customer care operations and process innovation, including supply forecasting, capacity planning/workforce management, weekly call allocation, and aligning supply with demand projections. Established a business process improvement team and drove initiatives modeled after DMAIC, including reducing US tech support Average Handle Time (AHT) by 2 minutes and delivering process savings through exec
Accounts Executive
KMBC Pvt Ltd
Apr 1996 - Sep 1996 (5 months)
Handled accounting responsibilities including maintenance of books of accounts, preparation of trial balance, budgeting and costing, and MIS reporting.
Education
Degrees, certifications, and relevant coursework
Indian Institute of Management Bangalore
Executive MBA, Business Administration
2007 - 2008
Completed an Executive MBA at IIM Bangalore over 2007–2008.
NVP Law College
Bachelor of Law (LLB), Law
Completed a Bachelor of Law at NVP Law College affiliated with Andhra University in 1994.
American Society for Quality
Six Sigma Black Belt (Certification), Six Sigma
2005 -
Earned a Certified Six Sigma Black Belt certification from the American Society for Quality (ASQ) in 2005.
Institute of Cost Works and Accountants of India
Intermediate (Inter), Cost & Management Accounting
Completed the 'Inter' level at the Institute of Cost Works and Accountants of India in 1993.
Availability
Location
IndiaAuthorized to work in
Job categories
Skills
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