Senior Manager Product Pricing, Usage and Retention at Airtel

Achievement of Product lines Revenue Growth and Profitability Target 

• End-to-end management of existing Enterprise GSM (Voice, Data, SMS) and VAS value propositions to meet targets for profitability, revenue growth and REC base growth
• Own the development of competitively priced value proposition and packages which generates agreed margins for products and services. 

Business Analytics, Customer Insight Analytics, Usage and Retention Target Achievement 

• Accountability for regular tracking of usage (voice, data, sms and VAS) and REC with insights on key contributors to growth or decline across as many dimensions as possible (segment wise, plan wise, account wise, age wise, usage leg wise)
• Develop standardize KPIs which will be tracked on a regular basis
• Regular tracking of REC Churn, REG Churn with insights on key contributors, across as many dimensions as possible (segment wise, plan wise, account wise, age wise, usage leg wise) -
• Analysis of Gross to Rec behavior of the base and insight on early decay
• Ownership of the roadmap of initiatives to grow usage and revenue 
• Execution of revenue simulation initiatives
• Lead strategy, plan and execution of same for inactivity management
• Lead strategy, plan and execution of same for churn and loyalty management
• Analyze the daily, weekly and monthly reports on product portfolio performance, region wise and at pan OPCO level to understand the trend of customer demands and acceptability inclination 

Product Pricing & Package implementation 

• Pricing Design and Strategy - Create price designs, including development of price strategies, structures, models and tools, for products, customer segments and customer bids.
• Conduct sensitivity analysis for deviation from standard pricing for all tariffs and packages
• Work with relevant teams in IT and networks to develop bespoke packages for corporate customers
• Lead all pricing and tariff  approvals
• Assist and advise stakeholders in making informed and effective business decision on product pricing
• Analyze competitor price offerings in order to enhance the Airtel Business value positioning
• Identify, develop and maximize right pricing methodology to meet business objectives 

Market and Customer insight 

• Conduct Market research and leverage same to get insights into consumer behavior and preferences and drive future programs and promotions for GSM (Voice, Data, SMS) and VAS product portfolio
• Effectively liaise with Marketing in analyzing competitor’s activities as well as relevant market development and proposing pre-emptive counter measures

Cross Functional Engagement and Support 

• Act as the Single Point of Contact for all GSM (Voice, Data, SMS) and VAS related engagement across stakeholder departments in head office 

Trade and Sales team information dissemination and Training 

• Carry out regular product training needs analysis
• Coordinate content development and delivery of skill enhancement programs to enhance product knowledge of customer facing teams

• 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.
• An in-depth knowledge of enterprise systems is highly desirable
• Relevant experience in Telecom industry is desirable