Model Answers
1. Walk me through your career journey so far.
I began my career as a Business Development Executive at Asha Metaliks, where I
gained my initial exposure to B2B sales and client acquisition. After completing my MBA
in Sales & Marketing from IIM Rohtak in 2021, I rejoined Asha Metaliks as Business
Development Manager. In this role, I led a high-performing team that grew annual
revenue from ₹30 Cr to ₹50 Cr within 18 months and diversified our customer base
across four new industries. Currently, as Business Development Head, I manage key
accounts generating over ₹10 Cr annually, lead a 10-member sales team, and drive
market expansion into untapped sectors like thermal power plants and brick kilns.
Throughout my journey, I’ve consistently focused on revenue growth, client retention,
and building scalable business development strategies in the recycling and
manufacturing sector.
2. What motivated you to transition from English Literature into Sales & Marketing?
I come from a business family, so I was exposed to commerce and client interactions
from an early age, which naturally drew me toward business. While pursuing English
Literature, I developed strong communication and analytical skills, but I always knew I
wanted to build a career in Sales & Marketing. That motivation led me to pursue an MBA
at IIM Rohtak, where I honed my business acumen and transitioned into business
development roles. This combination of early exposure, formal management training,
anWhy did you choose to pursue your MBA from IIM Rohtak, and how has it shaped
your career?d practical experience has shaped my career path.
3. Why did you choose to pursue your MBA from IIM Rohtak, and how has it shaped
your career?
I chose IIM Rohtak because of its strong focus on Sales and Marketing, rigorous
curriculum, and exposure to diverse peer groups, which I felt would complement my
business background and sharpen my strategic thinking. The MBA gave me a structured
understanding of markets, consumer behavior, and business strategy while also building
leadership and problem-solving skills through live projects and case studies. It provided
the foundation that has helped me scale revenue, diversify markets, and lead high-
performing teams in my current role.
4. How would your team or colleagues describe your leadership style?
My team would describe my leadership style as collaborative and growth-focused. I
believe in setting clear goals, empowering my team with ownership, and providing
continuous guidance and feedback. I focus on motivating through trust and
accountability, which has helped us consistently exceed targets while maintaining high
morale and retention
5. You’ve led a team of 10 sales executives—what strategies did you use to keep
them motivated and aligned with company goals?
I kept my team motivated by setting clear and achievable targets, linking individual goals
with overall company objectives. I encouraged open communication and involved them
in strategy discussions so they felt ownership of outcomes. Regular recognition of
achievements—both big and small—helped maintain morale, while I also focused on
coaching and upskilling to prepare them for higher responsibilities. During intense
competition, I emphasized teamwork, celebrated quick wins, and ensured transparency
in our progress, which kept everyone aligned and motivated to outperform the market.
6. How did you maintain market leadership despite a 600% surge in competition?
When competition surged, I focused on strengthening client relationships and ensuring
we delivered superior value beyond price. We adopted a two-pronged approach—first,
securing 85%+ client retention through proactive engagement and reliable service, and
second, expanding into untapped markets like thermal power plants and brick kilns to
grow our base by 40% in 18 months. By balancing retention with new acquisition and
keeping my team aligned on customer-first strategies, we not only maintained but
reinforced our market leadership.
7. Can you explain your approach to expanding into untapped markets like thermal
power plants and brick kilns?
My approach was rooted in research and relationship-building. First, I conducted
detailed market research to identify industries like thermal power plants and brick kilns
where our product had strong applicability but low penetration. Next, I mapped decision-
makers and pain points, tailoring value propositions to highlight cost efficiency and
sustainability. We combined targeted outreach campaigns with on-ground visits to build
trust, while I also encouraged my team to participate in industry forums for credibility.
This structured approach helped us expand our client base by 40% within 18 months.
8. What specific tactics helped you achieve 85%+ client retention?
To achieve 85%+ client retention, I focused on proactive relationship management. This
included regular check-ins with key clients, addressing issues before they escalated, and
providing tailored solutions that aligned with their evolving needs. I also ensured
consistent service quality, introduced value-added support like market insights, and built
strong trust by maintaining transparency in pricing and delivery. These efforts not only
secured repeat business but also increased customer lifetime value.
9. Tell me about a time when a sales strategy didn’t work as expected—what did you
learn?
In one instance, we launched an aggressive discount-driven campaign to quickly acquire
new clients in a highly competitive segment. Initially, we saw traction, but many clients
were price-sensitive and didn’t convert into long-term relationships. I realized that while
discounts can open doors, they don’t necessarily build sustainable growth. We quickly
adjusted by shifting focus to value-based selling—highlighting reliability, service quality,
and long-term cost savings. This taught me the importance of aligning sales strategies
with customer lifetime value rather than short-term gains.
