Airtel - Territory Manager - Enterprise Sales - Usage & Retention

Job Title: High Value & STD & Roaming Manager Job Level: Manager

Function: Marketing Reporting to: Head - UnR

Version :

About airtel

bharti airtel limited is a leading global telecommunications company with operations in 20 countries across Asia and Africa. With our family extending to a size as big as 250 million and still adding, we at airtel embrace differences and take pride in who we are. We are young. We are confident. We believe in doing things differently. That's what makes us the No. 1 telecom provider in India and 4th largest in the world.

Our brand promise of enriching lives extends to the underprivileged children and young people of our country where, through Bharti Foundation - philanthropic arm of Bharti Enterprises, we help them realize their potential.

Purpose of the Job

The marketing team at airtel is responsible for creating a complete marketing experience that helps maximize revenue growth and market share. The team constantly liaisons with the Acquisition team to help onboard the New Acquisitions & ensure customer delight with various programs. As the head of the team, you will design programs to increase the overall engagement of the customers through segmented offerings in the market.

Deliverables :

Achievement of Overall Prepaid revenue as per AoP

- You work as part of a highly consumer oriented team that works towards improving stickiness of customer and thereby continuously upgrading customers usage by maintaining equilibrium of Customer Rate and Market.

- Your business acumen combined with your analytical abilities will help to reduce the Overall Dormancy in of newly acquired consumers through various Stimulation & Engagement Programs

- You will work in close coordination with sales team for managing the segmented programs which will ensure right offer for right consumer.

- With your strategic direction, the team will surface new and impactful ideas in designing offers for onboarding the customers onto the Network and trying to maximize movement to the HNI segment. The agenda is to ensure that customers who have no Usage for the last 10 days are closely monitored as they as potential customers who would enter Dormancy.

Key challenges will be around:

- Understanding consumer behavior at various touch points

- Communication to NHV customers Privacy Policy allows us to reach to a certain set of customers only. New tools are being experimented to reach out to the customer, like cell Info display, USSD, Segmented EOCN etc.

- Highly regulated environment impedes innovation & creativity

- Competition segmented schemes and offers

Decision level :

Prime :

Final Decision Making authority, accountable to the Management :

- Achieving targets under stringent pricing guidelines and evaluation processes

- Continuous product modifications with speed to market is the biggest challenge. To cope with this, be in constant touch with retailers and distributors with the objective of pre empting competition and be ready with our product offerings

- Coordination between various departments (IT/RA/CSD/CLM)

- Ensuring rate increase through smart rate management

- Monitoring and reducing high value churn

Shared :

- Closely working with sales team

- Working with CS team to manage the Value churn

- Visiting customers at touch points like Retailer / ARC / AEO to understand customers

- Collaboration with different departments, to better fulfill customer needs

Contributory :

- Ensuring segmented communication to High Value Base

- Using innovative tools for communication to customer like EOCN, EDMs etc

- Ensuring focused market communication for trade

- Ensure trouble-free execution of offer, schemes & promotions

- Continuously improve existing processes/products to enhance revenues

- Develop & recommend future course of action to management based on Customer/Market feedback or/and Competition offerings

- Develop new processes or innovate to get around technical/budgetary challenges

Demonstrate (Key competencies)

- Business acumen

- Strong analytical skills

- Be entrepreneurial

- Leadership qualities

- Building Collaborative relationships

- Ability to adapt to situations & challenges

Educational Level : MBA

Working Experience :

3 years plus of Product/Revenue Management experience in industries like Telecom, Banking, Insurance, Retail.

Dimensions :

Impact of position on :

Revenue: Rs. 30 Cr/Month

Subscriber base: 24.7 lacs