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Arun S. Prema Sales Strategy & Ops Available for Roles
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Arun S. Prema

Revenue Operations | GTM Strategy | Sales Strategy & Operations | Commercial Planning

Pittsburgh, PA (Open to Relocation • NYC, Chicago, SF, Remote) arunshanmugamprema@gmail.com +1 (724) 359-9803 LinkedIn Portfolio
Arun S. Prema

Professional Summary

Revenue Operations and GTM Strategy leader with a track record of building scalable commercial operating systems across enterprise and consumer businesses. At Bajaj Electricals, owned a ~$100M commercial operation across 97 people, 15 regions, and 200+ channel partners; delivered 20% YoY revenue growth through redesigned incentive architecture, territory planning, and VP-level business reviews adopted as national standards. At Allegheny County DHS, built 0-to-1 KPI governance and forecasting infrastructure across a $1B+ portfolio; reduced fund reallocations 80%, compressed QBR cycles from 5 days to 2, and freed ~$100M in misallocated funds. Proven cross-functional leader who bridges field execution, finance, and executive decision-making. Active daily user of generative AI tools including Claude API and Apify to drive productivity across planning, analysis, and reporting workflows. Technically fluent in SQL, Power BI, Tableau, Excel modeling, and Salesforce CRM.

Core Competencies

Revenue Operations GTM Strategy & Planning Sales Strategy & Operations KPI Governance (0→1) Forecasting & Budgeting Incentive Design & Optimization Channel Strategy & Transformation Executive Reporting Commercial Analytics Cross-Functional Leadership Process Transformation Power BI | SQL | Excel | Salesforce

Professional Experience

Sales Strategy & Operations Lead | Regional Channel Marketing Manager Jun 2017 – May 2023
Bajaj Electricals Ltd. • ~$100M Business | 15 Regions | 95 Territories | 200+ Distributors | 80,000+ Retailers | Team: 97
Retailer Incentive Program Redesign | Revenue Operations & Channel Engagement
  • Owned end-to-end redesign of a national retailer loyalty program for 200,000+ retailers and 350+ field reps after structural complexity drove participation to 15%; incentive budget generating zero behavioral change across 85% of the retailer network.
  • Drove cross-functional alignment with Finance and Sales leadership using Excel scenario modeling to migrate from 13 irregular 28-day cycles to a standardized 12-month structure; partnered with Product team to deploy app-based weekly self-tracking.
  • Increased retailer participation from 15% to 55% within 3 to 6 months, reactivated 35% of previously inactive targeted retailers, delivered 15% sales uplift, and drove 25% increase in SKU billing depth.
Distributor ROI Improvement | Revenue Operations & Working Capital Optimization
  • Transformed distributor profitability across 100 distributors and 50 reps to address 18 to 20% ROI performance; well below the 24 to 30% target; driven by market outstanding at 1.5 to 2.0x monthly sales and blocked working capital.
  • Redesigned incentive structure using Excel-based dual-trigger payout modeling to reward both sales achievement and same-day collection milestones; operationalized real-time CRM-tracked collection workflows for 100 distributors.
  • Reduced market outstanding from 1.5–2.0x to 1.2x monthly sales, improved payment collections by 55%, increased distributor ROI by 25 to 50% toward the 24 to 30% target, and reduced distributor churn by 18%.
Stock Availability Optimization | Inventory Planning & Revenue Recovery
  • Led inventory transformation across 200+ distributors, 50 territories, and 600+ SKUs to eliminate a 15 to 25% recurring monthly sales loss caused by chronic stock-outs and distributor volume-only ordering bias.
  • Built SKU-wise stocking norms in Excel for 600 SKUs using sales velocity, seasonality, and demand-frequency analysis; collaborated cross-functionally with Supply Chain to enforce minimum stock thresholds via ERP cadences.
  • Reduced monthly sales loss from 15–25% to near zero, improved SKU availability by 45% across 200+ distributors, and recovered 15 to 18% incremental sales growth within 2 quarters.
0→1 Digital Loyalty Infrastructure & WhatsApp GTM
  • Designed and launched a QR-based digital loyalty program from scratch across 1,000 retailers to address premium product mix stagnating at 15%; simultaneously pioneered WhatsApp-based cross-channel GTM during COVID lockdown.
  • Generated $2M revenue in 3 days with zero incremental spend; cleared 25% of $8M aged inventory; both mechanisms scaled nationally as repeatable commercial playbooks.
Data Analyst II | Budget Analyst II Jul 2023 – Present
Allegheny County Dept. of Human Services • $1B+ Budget | 8 Departments | 12 Divisions | 4 Vendor Contracts
Enterprise KPI Governance | 0→1 Performance Framework Build
  • Built county-wide KPI governance system from scratch across 8 departments and 4 vendor contracts managing $1B+ in annual spend; no unified performance framework existed previously.
  • Used SQL to extract and validate data across 8 departmental sources; defined 8 standardized KPIs covering performance, utilization, and compliance; deployed Power BI dashboards organization-wide with a 2-person team in 2 months.
  • Reduced ad-hoc data requests by 55% within 2 months, standardized 8 KPIs, and enabled leadership to shift from reactive data-chasing to strategic gap-closure.
Multi-Department Budget Forecasting & Planning | $1B+ Portfolio
  • Transformed enterprise budget forecasting across a $1B+ annual portfolio spanning 8 departments; forecast imprecision was generating 50 to 60 fund reallocations per year and approximately $100M in misallocated funds.
  • Queried 5 years of historical spending data using SQL; built multi-scenario forecasting models in Excel; facilitated alignment sessions with 16 department heads; built proactive early-warning system linked to Workday Financials.
  • Reduced fund reallocations from 50–60 per year to 10–15 (80% reduction), cut manual effort per cycle from 12 days to 3 days (70% efficiency improvement), freed ~$100M in previously misallocated funds, and reduced forecast error from 10% to near zero.
Sales Leadership & Commercial Progression Roles 2004 – 2017
Asian Paints | Philips India | Godrej | Samsung | Bajaj Electricals
  • Managed territory P&Ls from $1M to $6M across Tier 2/3 markets; built and coached teams of 4 to 8; ranked top 10% of regional performance cohorts; earned 3 regional performance awards.
  • Bajaj Electricals (Area Manager): Redesigned territory coverage model using data-driven account segmentation; improved revenue per account by 40% within 2 quarters.
  • Philips India: Built sub-partner GTM framework for new product category launch; grew distribution from 0 to 30 active points in 6 months; model adopted across 3 additional regions.

Education

PG Diploma in Data Science & Analytics McCombs School of Business, The University of Texas at Austin
B.Sc. Mathematics St. Joseph's College, Bharathidasan University

Technologies & Skills

Analytics & BI: SQL (PostgreSQL, BigQuery), Power BI, Tableau, Excel (advanced modeling, scenario analysis, Power Query)
CRM & Enterprise: Salesforce CRM, Workday Financials, SAP, ERP systems
Strategy & Ops: KPI governance, Revenue forecasting, Incentive design, GTM planning, Channel operations, 0→1 program builds
AI Tools & Automation: Claude API (Anthropic), Apify, Generative AI (daily practice), Prompt engineering, Workflow automation