Dhaval Shah

Associate Director

MAY 2024 - APR 2026 · 2 years

Lead product strategy and development for platforms focused on marketplace expansion, AI-driven operational tools, and digital transformation across Copart’s global automotive ecosystem. Partner with engineering, operations, data, and executive leadership to build scalable platforms that connect buyers, sellers, and inventory across the automotive supply chain. Key Impact • Leading development of a digital auto-parts marketplace platform connecting buyers, sellers, and inventory providers across the automotive ecosystem. • Driving product strategy for AI-powered customer service tools designed to assist agents, improve resolution efficiency, and enhance customer experience across high-volume support operations. • Spearheading development of a centralized communication and ticketing platform to streamline interactions between members and support teams. • Defining platform architecture and integration strategy with external data providers and industry catalog systems to enable scalable marketplace functionality. • Transforming legacy operational workflows into scalable digital platforms, reducing manual processes and improving operational efficiency. • Collaborating with global engineering and product teams to deliver complex multi-system initiatives across Copart’s digital marketplace ecosystem. Selected Product Initiatives Auto Parts Marketplace Platform Developing a digital marketplace connecting buyers and sellers across the automotive parts ecosystem, enabling scalable supply discovery and transactions. AI Copilot for Customer Support Designed an AI-driven agent assistance platform providing contextual recommendations and workflow automation for customer service teams. Customer Communication Platform Built a centralized ticketing and communication platform designed to streamline customer interactions and improve operational efficiency.

Sr. Product Manager

MAR 2023 - JUN 2024 · 1.3 years

Managed a portfolio of large-scale vendor brands on Amazon Renewed — owning each brand's P&L, pricing strategy, listing optimization, organic ranking, and PPC investment across the refurbished electronics category. Drove consistent revenue growth across the portfolio, including 23% growth on a multi-8 figure major account within tenure, through hands-on commercial execution and performance marketing. Directed international marketplace launches in UAE and Saudi Arabia — onboarded 70+ vendor brand partners, unlocking $300M+ in new market opportunity through end-to-end ownership of brand selection, GTM strategy, seller onboarding, and launch operations. Built Amazon's first Renewed Marketplace Playbook — standardizing how vendor brands were onboarded, optimized, and scaled across 5 new countries ($750M+ combined opportunity). Reduced vendor onboarding turnaround 70% and recovered $7.5M in lost revenue through process redesign and operational automation — accelerating brand partner time-to-revenue on the platform.

Sr. Program Manager (Amazon Renewed)

MAR 2023 - JUN 2024 · 1.3 years

• Global Expansion: Principal Program Lead for Amazon Renewed’s International expansion. Responsible for marketplace research, ROI analysis, expansion prioritization, go-to-market strategy, resource acquisition, rallying dispersed cross-functional teams and managing project launches. o Led the launch of Amazon Renewed in UAE and SA region enabling the company to capitalize a $300MN opportunity. Established unique 1st practices to prevent cold start and enhance seller experience (360° Marketing, seller conference, seller support teams, fast track onboarding) resulting with onboarding 70 strategic selling partners, highest for any new MP launch, highest 1st day glance views of 12.5MN and 1st day sale of $0.6MN. o Documented processes and created a launch playbook, currently leading the launch of 5 new marketplaces simultaneously with an opportunity size of $750MN. • Streamlined Business Operations: Revamped business processes to improve seller onboarding and integration processes for Amazon Renewed marketplace worldwide. Eliminated redundant processes, created SOPs, best practice sharing, established reporting structures to provide best in class seller experience. o Resulted in a 70% reduction in turn-around-time, a $7.5M reduction in opportunity loss to inefficiencies. o Increased seller onboarding experience scores by 76%.

Sr. Program Manager(Retail Globalisation)

AUG 2021 - JAN 2023 · 1.5 years

Led Global Change Management programs: by defining program vision, designing program strategy, engaging executive leadership, improving business efficiency, mitigating risks, and controlling the program. • Designed Program Strategy: Defined the vendor marketing and Ads adoption strategy, for soon to be launched countries, prompting a change in Amazon’s strategy on vendor marketing worldwide. o Designed Y0 – Y3 strategy, tenets, team roles, program milestones, annual goals, and review process. o Increased vendor participation by $(Confidential) from previous launches. • Executive Stakeholder Management: Wrote multiple docs to align senior leadership (SVP, VP, Country Managers, HODs) on program vision, operations, and cost – benefit analysis that led to expansion of the program from 3 to 10 countries in 1.3 years. • Improved Business Efficiency: Defined RACI, SOPs and tenets that guided teams to deliver on program vision. Eliminated duplicative work, drove cross-functional teamwork and improved efficiency, resulting in FTE savings for Amazon. • Control and Monitored Program: Implemented program management tools to ensure continuous improvement world-wide (defined program metrics, training content, dashboards, risk-mitigation plans, team standups, quarterly reviews). o Conducted Qtrly reviews with country managers, HODs, VPs to appraise them on program impact. o Defined self-service analytical dashboard enabling efficient deep-dive and equipped teams to take data-based action on vendor adoption pipeline resulting in improved Ads adoption. Launched Product Tools Globally: Project managed self-service merchandising tool from conception to implementation using JIRA. • Defined SOW, managed budgets, acquired resources, mitigated risks and managed Project Schedule. o Saved 9600+ hours on manual merchandising. o Solved for poor vendor experience leading to 300Bps improvement in vendor experience scores.

Sr. Vendor Manager (Amazon Fresh Stores)

JUL 2020 - AUG 2021 · 1.2 years

Led Special Projects and Checkout Category: by managing selection, vendor negotiations, defining strategy for co-op, events, pricing and promotions and category innovation. • Selection Management: Ensured relevant category selection by studying Nielson Data, competition mapping and category goals to acquire customers in the checkout category (Gift Card, bags, magazine, candy) in a chain famous for No Checkouts. • Margin Enhancement Project: In-charge of margin enhancement project resulting in margin growth Q-O-Q. o Created events & peak period promotional models. o Implemented programs like Brand Weeks, Cross-Category promotions, Black Friday, Amazon devices promotions, Bundle pricing. o Designed category participation strategy for seasonal selection and HVEs (High Visibility Events). o Defined Co-op marketing strategy for top vendors to enhance store margins. o Strategized monetization of merchandizing assets. (Shelf space, end-caps, gondolas, floor space). • Category Innovation: Innovated in the gift card category by introducing the POD(print on demand) kiosks for gift cards. o Catapulted the category revenue by 6x and category ASP by 2x in a span of 3 months. o Significantly reduced forecasting, supply chain, and planograming hurdles.

Sr. Program Manager(Amazon Fresh Stores)

JUL 2019 - JUL 2020 · 1.1 years

Delivered as Sr. Launch PM: to inventory managers for the launch of the very 1st Go Grocery store and multiple stores thereafter by efficient project planning, stake holder management, risk mitigation, reporting management and creating a playbook for future store launches. • Project Planning: Used Smartsheets to control project timelines, budget, pending tasks, and process development to improve ordering methods. o Launched with a 99.7% in-store stock availability. o Improved fill rate by 3200Bps in 5 months. o Reduced monthly wastage by $150K. • Stakeholder Management: Coordinated with multiple stakeholders (Merchandising, store-ops, logistics, vendor managers) to manage project timelines and achieve launch goals. • Risk Management: Created RAID (Risk, Action, Issues, Decision) logs to mitigate risk by identifying, defining criticality, creating risk response plans, escalation and monitor and controlling risks. o Helped in resolving risks before becoming launch blocking issues. o Created weekly status reports for executive leadership with root-cause analysis and recovery plans. o Developed playbook for future store launches. • Reporting Management: Created a self-service dashboard using SQL to centralize data from various sources allowing inventory managers to deep dive and take action. o Reduced 180+ hours a week on deep dive and reporting for the inventory management team. o Daily bridging to senior leadership appraising them of launch progress, issues, actions and path to green.

Head Sales - Westland Publications - an Amazon company

JUL 2018 - JUL 2019 · 1.1 years

Delivered Revenue Growth: Delivered an ambitious 65% Growth YoY revenue goal through organic and inorganic growth by improving GTM, Loyalty program, team management, defining sales KPIs, demand planning. • Enhanced Distribution Coverage: Designed and implemented distribution strategy. o Redesigned geographical coverage plans of distributors to improve servicing of uncovered stores. o Redesigned sales team coverage plans to cover new stores. o Resulting in an incremental 800 new store coverage in 1 year. • Crafted a retail loyalty program: To meet long term channel sales, deals, events and promotional plans goals. o Resulting in Y-o-Y same store revenue growth. • Team Management: Build the sales team’s capabilities to empower them with the right skillsets. o Created a culture of training and key account planning within the team. o Refined lead qualification process to use data-driven and sound business judgment to achieve targets. o 7 out of 10 Sales Managers achieved annual revenue goals. • Tracking and review mechanisms: Helped define critical sales KPIs and made it easy to track and report on them. o Created dashboards that ensured the organization has transparency and ready access to sales performance data to make decisions and set the pace of the Sales team’s performance to goal. • Demand Planning: Partnered with executive leadership, finance, marketing and editorial to create demand forecasting models to avoid large cash flow stuck in inventory.

National Sales Operations Manager

FEB 2016 - JUL 2018 · 2.5 years

Delivered Revenue Growth: Delivered annual revenue goal of $100MN for the modern retail business for health food beverages, toothpaste and OTC categories. Complete P&L responsibility, at account level. Delivered by defining GTM, implementing Key Account management principles, team management, stakeholder management. • Key Account Management: Implemented Key account management practices for delivering annual goals (Month/Quarter Target setting, Account JBP closures, Trade Terms & Planogram management) o 16% CAGR revenue growth. o 350bps margin saving. o 220bps market share growth and 76% store coverage for new products. • Team Management: Managed a team of 6 managers, 30+ executives & indirect field force of over 300+ FOS. o Designed and managed Account Executive incentive compensation plans to drive performance; help stay appraised of market conditions so we could continue to competitively recruit top tier talent. • Stakeholder Management: Resolved channel conflicts between Cash & Carry and other modern retail key accounts. o Managed various stakeholders through constant engagement, negotiations, and actions. o Developed strategic deals, event, pricing and promotions programs with each key account. o Implemented pricing, margin and differential SKU strategy. Awards & Recognition Won Global Recognition Award (2017) for outstanding work contributions in organized retail during Big Day Sales.

BA Channel Manager

JUL 2014 - FEB 2016 · 1.7 years

Delivered Revenue Growth: Delivered Annual Operating Plan of 28% Growth YoY for Modern Retail & Standalones channels by designing GTM, efficient resource allocation, trade investment plans, team management, defining and conducting scaled training. • Designed GTM: for modern retail and key accounts for new products. o Delivered 89% overall store coverage for new products. o Developed the annual activity calendar & related spends with Marketing & Sales teams for holiday periods, promotional days, and high value events. • Team Management: Managed a team of 4 managers & indirect field force of 600+ Beauty advisors. o Designed and implemented training programs for the Beauty Advisory channel on skin & personal care, brand, product- features, selling skills to ensure BA s are well equipped to drive sales in stores.

Channel Operations Manager

DEC 2010 - JUL 2014 · 3.7 years

Delivered Annual Revenue goals: Complete P&L responsibility for On-Premises businesses (a) Foodservice (HORECA) (b) Corporates (C) Government Institutions (Railways, INCS, CPC etc..) through defining a new GTM process, key-account negotiations, team management, sub-channel wise strategy. • Team Management: Managed a team of 6 managers, 40+ sales executives & indirect field force of 200+ sales reps. • Defining GTM: Devised and executed new route to market and infrastructure as needed to support Sales teams’ to grow emerging channels like highways, universities, hospitals etc… resulting an incremental store coverage of 8500 new touch points. • Sub-Channel wise strategy: Developed Sub – Channel wise SKU strategy, to satisfy the differentiated needs and business requirements of each sub – channel, resulting in 650bps better customer satisfaction scores. Awards & Recognition. Won Managing Director’s Award (2011) for outstanding contributions in the Sales Operations & Efficiency function.

Regional Sales Manager

APR 2009 - DEC 2010 · 1.8 years

Delivered Annual Revenue Goals: Delivered annual sales goals by careful planning, driving team performance, distributor management, and improvised GTM. • Team Management: Delivered best-in-class performance through a team of Area Sales Managers, sales executives and distributors • Planned/reviewed/delivered AOP for West Region – complete Topline responsibility, at account / Geography level; in partnership with cross-functional teams (viz. Sales, Marketing, Finance, Supply Chain ) • Team Capability: Build team capability through regular trainings & reviews; for 5 managers & indirect field force of 100+ Awards & Recognition Won a Trip to South - East Asia for Being the Fastest Growing Region in the country.

Area Sales Manager

JUN 2006 - APR 2009 · 2.9 years

Delivered as Lead for new channels: Created new distribution channels of rural penetration and B2B channels in the lighting category. • Created an entirely new viable distribution channel in the rural areas in the state of Maharashtra, India for improving the penetration of lighting products in rural India. • Successfully created Institutional sales channel for the company for retail lighting products, in the state of Maharashtra, this was then extrapolated Pan India. • Got the products approved at all government institutions and large private organizations, was responsible for the company getting its first large institutional order of $1mn.