Subrata Kumar Email & Phone Number

Kuwait

Managing Sales Operations for both B2C Prepaid & Postpaid functions, which comprises of Distribution Strategy, Product Management Strategy, Channel Enhancement Strategy, Revenue Enhancement, Cost Optimization, Site Monetization, NPS, Brand Building, Retail Shop Profitability & Digital Transformation.

Myanmar

Spearhead all business development, end-to-end sales, and distribution tasks; confirm activities completed by a cross functional team of 10 direct resources comply with industry regulations. Analyse existing processes and determine planning strategies to achieve revenue growth, budgeting, distribution management and development, churn management, channel management, process improvements, cost optimization, and marketing and branding. Planned for long/short term business growth, sustainability strategies, and action plans in alignment with the overall organization vision and business goals. Selected Contributions:• Re-modelled the distribution model typically focused on wholesale business; increased the number of distributors from 136 to 240 and introduced 150+ Rural Distributors in 90 days time.• Revamped the distributor revenue model from fixed to variable model and led to ramp up in the e-platform dealers from 26,000 to 41,000; activated dealers increased by 55% within span of 12 months.• Grew the share of Gross Ads from 23% to 30% and customer market share from 14% to 18.1%.• Launched robust Low Utilization Sites revival program and recovered 392 sites in 60 days.• Revitalized the retail model, led to improved quality of sales, increased recharge value, boost in the customer monthly retention from 40% to 52% and high ARPU customer contribution from 28% to 36%.

Mumbai

Successfully grew company customer base and bottom line through detailed analysis, insight into commercial business, and execution of commercial strategies. Directed Customer Value Management for 5 Circles – Punjab, HP, J&K, Assam and North East with a team of 16 for Vodafone Prepaid & Post-paid business. Utilized analytics to provide millions of customers with personalized, relevant and contextual experience; achieved customer retention and loyalty, monetization of key lines of business, customer experience, new customer acquisitions, as well as cross selling and Up-sell. Designed corporate segment strategy in terms of pricing, new product, and retention offers. Created robust dunning process in collaboration with finance & customer care team. Created and implemented “Best fit offer” for customer value & lifespan maximization. Selected Contributions:• Grew RMS (Revenue Market Share) by 2.1% and CMS (Customer Market Share) by 3.8%; improved profitability by reducing the discount component on segmented products.• Reduced monthly churn by 2.4% through implementation of online trigger-based churn propensity model.• Increased take rate of campaigns by 16.7% through implementation of CISS (contextual, immediate, segmented and scale framework).• Grew Net ARPU by 8.3% (vs control group) through implementation of online RFM (recharge frequency model).• Augmented daily Unique Users by 3.3 lakh and Voice Bonus Card penetration by 7%; improved the data users by launching data products with varied validity and same price point: Incremental Data Users by 2.2 lakh from the non-data users bucket within 3 months. Secured 7% increase in data pack to pack retention.• Achieved 8+ lakh RGE Net Adds, approximately 10% of overall RGE base, for 2 consecutive years: Received the IMAD (I Made the Difference) Award.

Mumbai Area, India

Led the entire product lifecycle from communications to design to brand and revenue enhancing initiatives.Successfully delivered on Gross Service Revenue, Revenue Market Share (RMS), Customer Market Share (CMS), Channel infrastructure and productivity, Distribution spread and throughput, and Brand Scores (Net Promoter Scores). Reviewed existing processes, identified areas that could be improved, and strategized / implemented various online and offline marketing campaigns, cross/up-sales voice packs, and other prepaid/post-paid products from all channels – website, application, retail, call centre and USSD. Implemented radical changes on subscriber acquisition cost structure, innovation in tariff, product structures, and an inclusive Customer First Approach. Deployed a holistic program focused on service quality, personalized communication, preferential treatment, and diversified product basket.Selected Contributions:• Grew the Mumbai Circle business revenues from INR 44 Cr to INR 52 Cr, SOGA from 23% to 35%.• Augmented customer growth from 3.2 Mn to 4 Mn.• Achieved 2X improvement on Acquisition quality parameter and significant market share gain.• Received the Best Marketer Award twice for Campaign Initiative and Innovation.• Increased ARPU; launched several user enhancement programs and instant gratification programs such as ‘Cash Back’ and ‘UMGM’ (Use More Gain More).• Amplified operation intensity through Zonal restructuring.

Pune Area, India

Oversaw the identification and acquisition of new customers; resulting in an expanded client database. Spearheaded the launch and grid management of the Customer Value Management initiative. Performed in-depth analysis to determine key strengths of competition, as well as plan and implement tactics to achieve incremental share of net ads from competition in Prepaid business. Analysed trends of subscriber acquisition and usage / revenue, KPIs, and reporting of critical MIS for the segment, to facilitate effective decision making and devising new product initiatives. Successfully planned and implemented the handsets strategy to gain market share & counter competition. Selected Contributions:• Launched ‘3 ka Funda’ concept for the distributor field force leading to 23% growth in daily participating outlet, 4% increase in bonus card penetration, and 8% improvement in M+2 quality of acquisition.• Achieved 4% increase in acquisition revenue contribution through roll out of various other key marketing programs.• Successfully grew revenue and delivered higher customer value through collaboration with corporate VAS team to map & launch new products.

Rest Of Bengal, India

Led sales and distribution activities of prepaid products thru numerous Channels. Directed activities of a team of 4 Sales Manager; identified and built network of distribution across Traditional Trade. Unlocked channel Retail market, Modern Trade, Wholesale, and Resellers channel. Executed business strategy development; ensured best prioritization of regions and initiatives. Developed channel strategy, penetration plans, and client management relationships to ensure customer requirements are identified and met.Selected Contributions:• Received Mega Starr Award for two consecutive Quarters for Outstanding Sales and Market Growth.• Achieved >100% primary targets for four consecutive quarters.• Doubled the distributor count within a year; achieved 22% increase in activating outlets and 39% in recharge outlets.• Grew gross acquisition by 40% through successful launch of rural distributor model.• Rolled out Vodafone Magic Box successfully; placed in almost 80% multi-brand outlets in less than 3 weeks.

Orissa

Awarded Best Sales Person in Titan for Highest growth in the country in 2005-2006.

Kolkata Area, India

Highlight - Highest Sales growth of 36% in 2003-2004.

Mastering On Digital Marketing, Digital Communication And Media/Multimedia

Digital Marketing Strategies, Data, Automation, Ai & Analytics

Pgcbm, Marketing/Marketing Management, General, A