Airtel - Head - Usage & Retention

Purpose of the Job:

- To plan actions and roll out initiatives for delivering revenue numbers and achieving RMS leadership in Mobile, Data

- To drive higher usage and retention of customers of Voice, Data & VAS through requisite up selling and communication programmes

Deliverables (Maximum 5-6 key responsibilities):

- Own base management to achieve overall gross revenues of the circle in all business streams (voice, data, VAS) and deliver RMS growth

- Design and execute programmes to enhance ARPU & revenue across segments by customer life cycle management through higher customer engagement, loyalty programs leading to higher Daily REC and lower inactive base

- Develop & execute retention tools to reduce churn

- Deploy and direct implementation of strategies to ensure prevention of - Value Loss- for all customer and product segments

- Design product offerings to enhance data usage and penetration in the circle

Major Challenges :

- The incumbent needs to appreciate the challenges in achieving RMS leadership in B2C space (voice, data & VAS). Own base management is a critical vertical as the plans and promotions would ensure revenue growth for the circle.

- As the external market becomes more competitive, holding on the revenues from existing base becomes that much more critical. The key to enhancing revenue is to develop innovative and newer approaches to communicate with customers & devise relevant strategies to engage the customers.

Key competencies:

- Understand financial tools & indices, basic understanding of P&L

- Leadership skills

- Team player with strong interpersonal skills

- Analytical and problems Solving

- High level of planning & execution capabilities

- Ability to multi task & deliver stretch targets

Education: MBA

Working Experience:

- At least 8-10 years of work experience in Telecom/FMCG/White Goods and similar industries

- Handled independent revenue responsibility for a product/segment/geography

- Managerial experience in Sales/ Marketing