Head Acquisition at Airtel

Job Description
The succesful job holder will be primarily responsible for the following:

• Growing mass market usage revenues
• Crafting customer acquisition & market penetration strategies and schemes
• Measurement controls for quality of acquisitions
• Tracking the cost effectiveness of different schemes used for acquisition
• Managing mass market product lifecycle management, number management and mass market specific brands and communication
• Consumer promos and schemes and schemes to drive utilization and usage in low revenue markets
• Collaboration with Customer Lifecycle Management [CLM] Head on customer lifecycle extension

Duties and Responsibilities
Achieving Mass Market usage revenue targets:

• Tracking performance of acquisition product for productivity
• Making required refreshes to acquisition offers
• Analyzing market insights & trends for inputs into new acquisition offers
• Tracking acquisition offers of competition for refreshes to remain marke

Achieve Mass Market Revenue Earning Customer [REC] Number:

• Tracking monthly Gross to REC conversion on Territory and Channel basis
• Instituting trade schemes to drive usage at the point of activation
• Collaboration with CLM to identify causes of REC churn and implements corrective actions
• Field insight on reasons for REC loss and implement corrective actions

Achieve Share of Gross Additions [SOGA] target:

• Weekly tracking of SOGA to identify where causes of drop or growth in SOGA
• Implement corrective actions to sustain growth to achieve SOGA
• Conduct sensitivity analysis for deviation from standard pricing for all tariffs and packages

Achieve Customer Market Share [CMS] target:

• Introduce acquisition schemes
• Track productivity of Know Your Customer [KYC] kits
• Track quality of acquisitions from territories and deal codes.

Acquisition offer product lifecycle:

• Product lifecycle management for acquisition offer
• Enhancing communication for acquisition offer
• Voice of Customer analysis for acquisition offer

Usage stimulation:

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

Relevant Skill and Experience

• A first degree or its equivalent in a numerate science
• Project Management knowledge
• Field Sales and Marketing experience
• 10+ 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
• Product Management
• Business Analysis and Planning
• Presentation & Business Case Development
• Data Analysis and decision support
• Experience developing Mass market value propositions
• Communication slant and nuances for the Mass Market
• Ability to use market research gap analysis to develop profitable products and services
• Ability to manage the product life cycle
• Analytical thinker who can plan/execute action to exploit business opportunities based on data insights
• Ability to present compelling business cases for investment in in-life products and services development
• Innovative
• High drive for results
• Analytical & Strategic
• Team Player, Confident and Objective
• Attention to detail/ Excellent Oral and Written Communication Skills
• Good presentation skills