Gurgaon, Haryana, India
Experienced Senior Manager with a demonstrated history of working in the telecommunications industry. Strong professional skilled in Management, Pre-sales, Contract Management, Business Development, and Wireless Technologies.
• Driving sales of 10 Mn US$ across diversified B2B market segments • Established the Lighting Component Business from scratch • Customer segment- Lighting OEM, Telecom • Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings • Managed and motivated sales team to increase revenue • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity • Forecasted sales and established processes to achieve sales objectives and related metrics. • Worked closely with product teams and the Principal Partners to understand customer needs and requirements • Exceeded sales quotas and increased profitability through effective sales strategy and business planning while meeting the Working Capital parameter • Coached and promoted high-achieving sales and account management team
Established in 1991, The Sonepar Junior Committee (SJC) was designed as an incubator for future executives while creating extensive collaboration between companies, countries and categories to develop people, ideas, proposals and analysis. Managers from Sonepar locations are appointed for three-year terms of office in one of three working groups: Europe, North America and Asia-Pacific. The members meet regularly to work on case studies assigned to them by Sonepar’s top management, to which they present their findings.
• Accountable for PAN India sales management & achievement of defined target from assigned set of telecom operators. • Presently responsible for Key Account management of Aircel with revenue recognition of INR 850 million per month and Airtel with INR 150 million per month. • Corporate SPOC for customers new business, revenue assurance & escalations, Responsible for end to end contract management which requires continuous interaction with internal departments, such as Acquisition, Finance, Legal, Projects and O&M with a single objective of meeting Operator’s deadline • Actively Engaged with Telecom Operators for understanding their technical requirement for Anchor Sites, Up gradation from 2G to 3G and 4G(LTE) and offering site/solutions to operators for their Network coverage and capacity expansion • Business case and TCO modeling (Total Cost of Ownership - CAPEX, OPEX), Finalizing Energy Billing Methodology with telecom operator & closing fixed energy management contract on PAN India basis • Customer engagement & account mapping at all the levels starting from Network planning stage to O&M. • Planning & implementation of Sales & Marketing strategies to enhance the market share and tenancy ratio, extend support to circle teams across Pan India for enhancing business, collection & resolution of disputes/ issues. • Periodically Account review with Regional Business Heads/ Sales Heads for new business forecasting Un-executed Service Orders, collection plan & relationship enhancement • Actively involved in external reviews with assigned operators for performance measurement.
• Accountable for PAN India sales management & achievement of defined target from assigned set of telecom operators. • Presently responsible for Key Account management of Aircel with revenue recognition of INR 850 million per month and Airtel with INR 150 million per month. • Played pivotal role in performing all presales activity, building complete response to RFPs and RFQs, discussion, negotiation and the closure of MSA and MSA addendums with MTS, Videocon, Aircel, Airtel and Viom • Corporate SPOC for customers new business, revenue assurance & escalations, Responsible for end to end contract management which requires continuous interaction with internal departments, such as Acquisition, Finance, Legal, Projects and O&M with a single objective of meeting Operator’s deadline • Actively Engaged with Telecom Operators for understanding their technical requirement for Anchor Sites, Up gradation from 2G to 3G and 4G(LTE) and offering site/solutions to operators for their Network coverage and capacity expansion • Business case and TCO modeling (Total Cost of Ownership - CAPEX, OPEX), Finalizing Energy Billing Methodology with telecom operator & closing fixed energy management contract on PAN India basis • Customer engagement & account mapping at all the levels starting from Network planning stage to O&M. • Planning & implementation of Sales & Marketing strategies to enhance the market share and tenancy ratio, extend support to circle teams across Pan India for enhancing business, collection & resolution of disputes/ issues. • Periodically Account review with Regional Business Heads/ Sales Heads for new business forecasting Un-executed Service Orders, collection plan & relationship enhancement • Actively involved in external reviews with assigned operators for performance measurement.
Business development, marketing and planning for launching new product in a speculative market driving Internet Bandwidth Data(MPLS,VPN Wireless/Lease line),VoIP services business targeting opportunities, engaging & subsequent closure. Product Management and devising complete wireless/leased line, VoIP solution. Steering activities towards the development and management of Key Accounts. Meeting stringent Service Level Agreements (SLA). Customer Relationship Management & retention, up & cross-selling to the existing customer base. Performing all pre-sales activities, building complete responses to customer RFPs and RFQs. Pre-sales analysis considering cost implications & subsequent revenue generation. Proficient in market research to ensure wider market reach and penetration of unexplored market segments. Monitoring competition and developing programs for market penetration and satisfaction of the customers. Giving techno-commercial presentations to the corporate clients. Exploring different industry verticals with a view to business development. Conduction of Proof of Concepts (PoCs) including live demonstrations. Coordination between technical teams for solution delivery. Customer & Product Profitability Analysis.