Senior Specialist Marketing Enterprise
Oman telecommunications ltd
Total years of experience :19 years, 11 Months
Key Responsibilities:
Product development
Assist in new product development from idea generation, vendor selection, pitching to corporate management team and seeking business case approval for new product roll out
Provide pricing support to Enterprise Business team for new product development and enhancing existing product offering
Pricing
Developing pricing for new products and repricing existing products
Provide pricing guidance and develop strategies to secure commercial competitive pricing/positioning
Gathering market information to prepare shrewd Pricing proposals, which will be competitive as well as profitable to the organization ensuring healthy EBITDA, IRR and BEP
Adherence to company processes, policies and values while generating the discounting models and Pricing proposals.
Ensuring compliance of the DOA policies by completing the necessary documentation of the respective approvals
Use of Excel based Pricing models and BC format (Business case) template for gathering necessary finance approvals and designing final proposal to be submitted to customer
Developing and implementing effective pricing strategies for new customer acquisition as well as existing business growth by supporting sales account managers
Bid Management
Project Manage the bid process from identification of initial opportunity through to submission of final tender to contract signature
Review the RFQ tender documents thoroughly
Prepare, maintain and manage a bid actions log
Prepare bid clarifications to the client
Dissemination of bid requirements and deadlines to the respective stakeholders/ functions
Establish regular bid team meetings and co-ordinate timely status updates to internal stakeholders
Prepare compliance sheet/ matrix to ensure that all compliance aspects are reviewed and adhered to
Maintain an accurate view of latest timeline and key deadlines for the deal
Plan and manage the production and publication of tender submission proposals or contract schedule submissions to the client
Key Responsibilities:
•Coach and support sales team in activities like responding to tender bids, assisting sales in preparing proposals for complex solutions, designing and sharing standard proposal templates, preparing solution diagrams & pricing proposals for managed services like MPLS, ILL, L2 multicast etc.
•Business growth in existing accounts - enterprise, telecom carriers and large accounts
•Business growth in assigned territories/domains for SMEs
•Coaching team to adopt a solutions based and value based selling approach
•Driving team continuously to optimize the L2C (lead to cash) sales cycle
•Initiating and carrying out various marketing and engagement activities across the verticals of the targeted accounts
Key responsibilities:
•Recruit, coach, develop and manage channel partners.
•Driving partners and their resources to penetrate major accounts and increase revenue market share.
•Work with Partner Sales team to support them with competitive pricing and commercial offers for Telecom voice and data solutions and products.
•Thorough Business Case Creation after In-Depth analysis of BEP, EBITDA, IRR.
•Pricing and Commercials Review, Negotiation and Closure after understanding internal Telco and IT infrastructure and Business Case Justifications.
•Studying Client’s current Telecom Set up, applications and network to Design Solution and Pricing for various Managed Services and products offered
Key responsibilities:
•Fixed line New Network Development and New Grid Creation in and around Pune Zone.
•Channel Sales Management - Recruiting, Training, Developing, Managing and Driving Channel Partners for SME Business of High Volume Telecom Products like Centrex Links, GSM SIM cards, Wireless Data cards etc.
•Business Relationship Management - Managing Key Accounts, Carrier accounts and Building Relations across the Verticals to Generate New Business and Enhance Existing Business through up sell and Cross Sell of Data and Voice Products offered by TTL.
•Managing a team of executives by assigning individual targets and driving them to meet COA, AOP, DRR targets.
•Team Training and Development - Training and Developing account managers under assigned zone for Key Account Management and acquisition business.
•Team Management - Responsible for setting and achieving Team Targets towards new Business Development and Revenue Enhancement
Key responsibilities:
•Managing key accounts, carrier accounts for cross sell and upsell of telecom products
•Build relations with key stake holders in the assigned accounts for increasing revenue wallet share
•Mapping the accounts effectively to design strategy for competition revenue churn and existing base revenue growth.
| Aircel, New Delhi & Pune, India
•Part of core team behind setting up sales, marketing and commercial operations of Aircel mobility across north and east of India
First Class
Instrumentation Engineering. 4 years course.