Jai Kharbanda

● Successfully negotiated with multiple enterprise-sized FMCG brand companies to commit to a brand new paid data platform, resulting in a new, lucrative revenue stream ● Leveraged the aforementioned partnerships to help us scale more quickly by working with Key Account Managers within these brand companies to onboard their customers onto our platform, leading to a dramatic reduction in CAC ● Spearheaded the company’s expansion plans into EMEA by creating launch strategies, writing playbooks, alongside project managing teams cross-functionally to ensure business readiness ● Created and presented the strategy around aforementioned business model and growth strategy, convincing our SLT to test in the UK before successfully rolling out into new EMEA markets ● Collaborated with Product to redefine our core customer and formulate a brand new roadmap to enhance our offering, leading to a 11x increase in run rate and ~80% in transaction volume ● Developed business plans with brand companies to grow their businesses within our platform, resulting in improved data quality on customers and improved marketing ROI

● Successfully achieved aggressive business targets in a very short space of time (and ahead of schedule) by redefining the company’s expansion strategy for the UK from scratch ● Carried out in-depth data analysis of existing partnerships to understand and redefine core customer, resulting in a more relevant pipeline of qualified leads and a faster sales cadence, from 2 deals per month to 8, with the same headcount ● Created new processes through collaboration with ops, finance and engineering to improve in- ternal tooling, leading to more repeatable processes and contributing to shorter onboarding ● Hired and trained a team of six individuals who began producing within two months, thus allowing the business to achieve an aggressive target previously considered impossible ● Influenced company board and other stakeholders to allocate resources for top-of-the-funnel activities to allow us to expand more quickly across the UK ● Took ownership of entire expansion process in the UK, providing company-wide leadership

● Project Managed the launches of multiple clients in a much shorter space of time than usual for several well-known brands, including training, integration enablement, customer experience, and rollout strategy, exceeding targets by adding £400k ARR within four months ● Grew several strategic partnerships with a variety of platforms, including payments, e-commerce, subscriptions and delivery, leading to lower fees and higher ATV for our clients ● Analysed and liaised with decision makers at key accounts, helping them to identify problems and find solutions through effective up-selling of our product, increasing these to 17% from 3% ● Created new processes and renovated existing ops playbooks through cross-functional collaboration with product and engineering to improve internal tooling, thereby leading to more predictable and repeatable processes, and shorter onboarding times from 4 weeks to 1 week ● Influenced company board and other stakeholders to allocate resources for international expansion through business cases and go-to-market strategies ● Spearheaded the creation of two new revenue streams valued at £2m GMV following consultation with product, engineering, finance and other key internal and external stakeholders ● Expanded technical knowledge of my team to include API implementation and space planning, thereby making us more self-sufficient and improving client health scores ● Oversaw hiring of, and coached 10 new individuals across two new functions within my team to increase capacity and provide support, within a three month period ● Presented at weekly leadership and All-Hands meetings to influence priorities and define strategic goals

● Formulated and developed territory plans for expansion, scaling to 9 regions over 2 years, exceeding sales targets (in hostile, competitive markets) and helped turn us into a revenue generating business ● Managed, coached and scaled teams of sales reps across all new regions, helping to execute on regional sales strategy and acquiring 250+ high-impact supplier partnerships within 18 months ● Unlocked new growth channels through these partnerships, increasing demand-side, new customer acquisition from 80 to 200 accounts/month with near perfect retention (~89% cohorts) ● Analysed performance of teams across the business to ensure commercial consistency on comms, onboarding and support for all regions, including marketing, product, sales and operations, reducing go-to-market from 3 months to 1 month ● Collaborated with COO to define metrics and conditions to initiate handover process and from launch to regional/local teams, ensuring continuity and almost no ops downtime as well as reducing new customer onboarding to same day from 5 days ● Refined sales processes resulting in lower customer acquisition costs from $600 to $150 USD through creation of an inside sales team and by co-creating a growth strategy with marketing ● Co-authored company playbooks on international expansion, green-lighting methodology, including data analysis, market viability evaluation, business cases and go-to-market strategies ● Provided quarterly updates to leadership on sales performance and forecasting as well as contributed to defining business priorities and setting KPIs

● Scaled restaurant partnerships from 150 to 445 within 9 months, beating quarterly targets by around 66%, contributing directly to price of Uncover’s acquisition in December 2015 ● Managed 400 partnerships with no churn, increased booking volumes month-on-month from 2K covers to 6.5K, along with handling engagement, training, complaints, special requests, marketing assistance, invoicing, and essentially acting as gatekeeper for such partnerships ● Rolled out a brand new, pay at table technology including implementing integrations and negotiations with Elavon, our payment gateway, on behalf of each customer ● Coached sales managers on reducing sales cycles, resulting in 18% more closed deals ● Refined a complex sales cycle that reduced venue on-boarding time from 2 weeks to 4 days ● Negotiated with restaurants to increase inventory from 300K to 520K over a 4 month period ● Project managed the migration of our entire restaurant portfolio from same day/next day bookings to 7 days, including pitching, pricing and training within 4 weeks (target: 6 weeks) ● Consulted to CEO on potential acquisitions and provided advice on market growth strategies

● Project managed the implementation of an e-commerce platform, along with management of product distribution with three separate logistics agencies and various suppliers, as well as looking after inventory, pricing, website copy, and complaints ● Developed products and managed their creation to enhance awareness of the Galvin brand and showcase our relationship with producers and suppliers ● Introduced and managed a loyalty programme with a guest database of 84,000 people ● Identified key suppliers and created partnerships to generate marketing opportunities, such as Haig Whisky, Diageo, Uncover Dining, amongst others ● Spearheaded improved coordination between marketing and reservations, leading to better organisation in publicising restaurant availability and special offers with third parties ● Planned and oversaw two photo-shoots, coordinating between staff availability, restaurant layouts for private dining and regular service, guests, as well as kitchen for food shots ● Revitalised private dining and events strategy through renewed relationships with event management partners and EA/PA agencies ● Pioneered a data driven approach to marketing activities, thus better measuring our performance and presenting to key stakeholders at monthly PNL meetings ● Managed social media and grew a guest database of subscribers by 40% ● Implemented a test SEO campaign to promote Sunday lunch, resulting in dramatic upsurge in reservations ● Authored a regular newsletter to guest database and improved engagement through changes to copy and using data to find best time to send newsletters

● Received two promotions during my tenure, including assisting in the creation of a new team ● Mentored, trained and supervised a team of ten in improving their global dining knowledge, workflow efficiency and on best practice to achieve higher member satisfaction scores ● Used my extensive knowledge of, and contacts in, restaurants in the UK, EMEIA and Hong Kong to orchestrate access into most sought after restaurants ● Analysed data on spending and travel habits of membership to decipher best cities to develop business in, leading to more relevant and beneficial partnerships ● Pitched by phone and in person to negotiate access to most sought after restaurants, bars and clubs in the UK, EMEIA and Hong Kong, leading to average 40% increase in successful bookings ● Secured restaurant benefits with new and existing restaurant partners for global corporate accounts, including Amex Global Dining and Visa Dining Europe ● Advised senior management team on market strategy in EMEIA for aforementioned programmes, thereby shaping routes to market ● Collaborated with UK, EMEIA, AP and Americas dining teams with client requests, ensuring best practice followed internally and best results achieved for member ● Generated new revenue streams by negotiating exclusive access to private, unpublicised events, which also resulted in dramatically improved Member Satisfaction scores ● Assisted in launch of pilot scheme with a major international bank by providing global strategic support from Hong Kong ● Increased profitability of all Dining Teams globally through consistently doubling briefed and closed job over targets whilst also maintaining excellent Quality Assessment scores ● Authored fortnightly newsletter on special events, nightclubs and bars to a readership of over 5000 nightlife engaged members, generating over 150 extra requests per month as compared to previous average of 40 ● Provided general knowledge of Indian market and interviewed candidates for new Mumbai office

● Managed company accounts, involving preparation, organization and direction of photo shoots in London and New York City ● Administered a client database of over 1000 businesses in London and New York City ● Arranged the look and feel of restaurant, hotel and retail spaces for interior photo shoots ● Directed and produced content, including photography and post production in Photoshop to create virtual tours for hospitality and retail company websites ● Used contacts and knowledge of London and New York restaurant scenes to generate business

● Delivered solutions to clients in both English and Spanish on branding/marketing strategies ● Consulted on restaurant projects and developed concepts for restaurant owners and investors ● Carried out feasibility studies and contributed to business plans for new clients

Trainee at the Secretariat General