Abhishek Naik
GTM & Growth Marketing Manager | Amazon Ads India | Retail Media · AI Analytics · Global Brand Strategy
India
6+ years of work experience
Sep 20224 y 1 moPresent
On-site
Spearheaded Go-to-Market (GTM) strategies and growth marketing initiatives specifically for Amazon Ads, driving significant revenue and market share for key brand portfolios.
* Developed and executed comprehensive Amazon Ads campaigns (Sponsored Products, Sponsored Brands, DSP) that increased product visibility and achieved a 25% average uplift in ROAS across 10+ product lines.
* Leveraged AI-powered audience intelligence to optimize cross-channel media allocation, resulting in a 15% improvement in customer acquisition cost (CAC) for new product launches.
* Collaborated with sales and product teams to align GTM playbooks, integrating Amazon Ads strategies that accelerated market penetration and boosted sales by 30% YoY for strategic categories.
* Analyzed complex performance data to identify growth opportunities, implementing campaign strategy that consistently exceeded quarterly revenue targets.
Oct 20211 yrSep 2022
On-site
Led strategic initiatives for demand generation and revenue maximization across Flipkart's B2C and B2B marketplaces, managing customer growth and retention for high-volume categories.
* Drove 20.3% YoY customer growth (5M+ additions) through multi-channel loyalty programs (Flipkart Plus, Super Coins) and integrated on/off-platform campaigns.
* Optimized substantial annual marketing spend via data-driven allocation across digital and CRM channels, improving wallet share and repeat purchase rates.
* Rationalized traffic across 15+ categories against ambitious revenue goals, optimizing merchandising strategy for 108% goal achievement through data-driven demand forecasting.
* Prioritized categories for vernacular campaigns using ML propensity models and CRM data, targeting Tier 2+ cities for 15% traffic uplift.
Jun 20201 yr 5 mosOct 2021
On-site
Directed GTM strategy and revenue operations for a substantial annual business, managing a 42-member sales organization and 33 distributor partnerships across 30 towns.
* Delivered 30% YTD growth during COVID-19 through data-driven sales optimization and strategic commercial activations.
* Developed Annual Operating Plans (AOP) with distributor-wise profit targets, achieving positive YTD growth for 50% of the distributor base during pandemic challenges.
* Executed commercial activation campaigns across 26K+ retail outlets, managing significant annual marketing budget to drive secondary sales and market penetration.
* Re-engineered sales routes and remapped retail outlet network, reducing order processing time by 12.4% and improving distribution efficiency.
Apr 20192 mosMay 2019
Kolkata, West Bengal, India
Supported market research and operations strategy for East Zone distribution network, conducting primary research across multiple states to identify business opportunities and optimize distribution efficiency.
Market Research & Strategic Insights: Researched wholesale markets across West Bengal, Bihar, Jharkhand, Meghalaya, Assam, and Nagaland by conducting extensive field visits. Conducted primary research on district-level data and demographic trends to show population growth and location dynamics for strategic planning.
Distribution Network Optimization: Mapped distribution network to identify business opportunity regions by analyzing retail locations near major road intersections and railway junctions. Determined optimal distribution points to maximize market coverage and reduce delivery time to retail outlets.
Wholesale Channel Development: Designed wholesale stratification matrix to enroll wholesalers, increase volume offtake, and improve purchase frequency. Carried out pilot implementation by onboarding 20+ wholesalers in record time of 15 days, leading to overall distribution network of 1200+ retail outlets.
Data Analysis & Reporting: Analyzed wholesale market dynamics, pricing structures, and competitive positioning to provide actionable recommendations. Reported findings to Zonal Vice President and Zonal Distribution Head, East Zone, supporting strategic decision-making for market expansion.
Apr 20183 mosJun 2018
Mumbai, Maharashtra, India
Supported ad sales operations and revenue optimization for Disney's Media Networks division in India. Focused on inventory management, deal standardization, and performance tracking to improve revenue generation and operational efficiency.
Revenue Optimization & Performance Analysis: Optimized ad sales inventory management and revenue generation by identifying revenue dependencies on clients. Analyzed historical sales data, effective rates, and volume patterns to provide strategic recommendations for revenue growth and client retention strategies.
Process Improvement & Standardization: Implemented Excel Solver tool for deal standardization and optimization, increasing Net Outlay per deal by 3% while reducing CPRP (expense per client) by approximately 26%. Standardized pricing and deal structures to improve profitability across client portfolio.
Sales Pipeline Management: Implemented Ad Sales Tracking and Reporting dashboard for sales pipeline management, enabling real-time visibility into deal progression, forecasting accuracy, and team performance. Enhanced decision-making through data-driven insights and automated reporting mechanisms.
Data Analytics & Insights: Conducted comprehensive analysis of client portfolios, pricing structures, and market dynamics. Generated actionable insights that informed sales strategy, pricing optimization, and resource allocation decisions for leadership team.
Abhishek’s AI Stack
Education
Master of Business Administration - MBA
Indian Institute of Management, Calcutta
20182 yrs2020
Bachelor’s Degree, Mechanical Engineering
Visvesvaraya Technological University
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