Tarun Sharma

Product Strategy & Marketing - Voice, Data, Devices/IoTs& Apps || B2B - Business development || CVM & Project Management

Indore, Madhya Pradesh, India

Summary
Customer acquisition & retention Postpaid Enterprise Marketing Enterprise Consulting Leading Projects C-Level Presentations Project Costing Customer Acquisition Strategies IOT Device-to-Device Communications Broadband Networks Customer Segmentation Service Operations Enterprise-wide Business Processes Customer Surveys Product-Market Fit Lead Development Customer Analysis Digital Communications 4G 3G Customer Presentations Pricing Analysis Client Service Retail Buying Customer Research Lead Management CRM Integration Presentations Pricing Strategy Budgeting Productivity Digital Marketing Strategy Account Management CRM Leadership
15+ Yrs experience in multiplying business growth by heading sales, marketing & customer service with telecom giants. My professional experience has been enriched by heading Asia's largest V-SAT (IT Based) project "e-Gram" (project value INR Rs. 101 Cr.)for Broadband Internet connectivity at over 14k+villages in Gujarat and by handling various challenging assignments in Corporate (B2B)Sales (Product & Applications), Account Management, Project Management, Product marketing(Digital/Offline), CVM & Roaming.

I have a core strength of developing & maintaining relationships with key clients and partners, Influencing & Negotiations with CXO Level decision makers, devising Pricing & Cost strategies, fostering team engagement & development, which enabled me in winning multiple profitable B2B sales/service contracts on regional & national level, in hyper competitive environment & helped various organizations to Scale up their core performances with innovative product applications within their business domain.

Having displayed a quick learner approach in understanding various interlinked complex eCRM- Oracle/Billing(BSCS)structure & processes, I was Awarded with the Title (Award) of "MasterMind" (Topmost award in Idea Cellular) among all 22 circles of Idea Cellular for revenue enhancement and Plugging revenue leakages. I have deep understanding of evolving technologies in Telecom/IOT/Devices & spearheaded various technology driven projects like GPRS, 3G, 4G, VoLTE rollout, IOT & Smart devices for customer adaption & applications in consumer and business domain across geographies.

Currently responsible for P&L of Postpaid segment (B2B & B2C), Voice, data & Devices revenue of INR Rs.260 Cr + (PA), International/National Roaming for prepaid +Postpaid, deploying Product/Pricing/GTM/LMS/Digital strategies for revenue enhancement, customer acquisition, engagement & retention.


Services
Project Management

P&L for project, strategies to control cost & regular monitoring tools

IOT & Technology - Customer Adaption

Demystifying the communication technology ranging from devices to network, with IOT & cloud computing

Customer Acquisition Strategies

Customer Acquisition Strategies involving brand communications, product pricing & placement & digital marketing

Experience

Product Marketing (Voice, Data & Devices) - Acquisition, CVM & Retention at Idea Cellular Limited

Nov 2014 - Present

Brief Responsibilities: To formulate & ensure implementation of effective& efficient postpaid acquisition & marketing strategies for the mobility business (Voice/Data/Devices), driving sales team for business targets and influencing existing customers for revenue enhancement •Delivered 35% & 22% YoYCircle revenue growth in postpaid Segment for 2 Yrs–Currently generating over Rs.2600 MnAnnualized Revenue with customer base of over 7 Mn. •Initiated & launched innovative programmeson Subscriber loyalty, Segmentation, Lead Management, Devices, IoTs& Digital Application Adaptions & Spearheaded Cross functional groups on various Project. •Data Analysis on Consumer Behaviors, Business Metrics, Channel & Trade engagement & Product Branding, Billing System (BScS) & Oracle Based e-CRM •To plan, develop and implement marketing mix in the postpaid segment, new product launch & cross functional implementation of the plan, and ensure ARPU(revenue/customer) as per the budget, ensuring product usage & revenue enhancement. •Continuously Monitor Competition, Understand Market Dynamics through Market working& Market analysis, market intelligence, trade research, mapping consumer behavior, cost analysis, pricing decisions through cost & benefit analysis •Demand Generation –develop the strategy and manage the marketing U&R programmesthat drive demand of the products, Increase usage & retention basis customer segmentation, increasing taker rates & proactive churn analysis model. •Developing alternate models for customer interface resulting in ARPU enhancement through customer segmentation & driving various marketing acquisition programme •Develop & implement digital awareness & transition programmesfor customer sub base, driving data usage per customer & rate through various initiatives like content bundling with product. •Optimize loyalty program design through continuous evaluation of program performance, customer engagement, and industry-wide best practices to encourage revenue generating behavior & brand loyalty

AGM at Reliance Communications Limited

Jul 2013 - Nov 2014

Brief Responsibilities: Responsible for Go to market strategy, product proposition, sales closure, revenue enhancement, building alternate channel for driving productivity, horizontal & vertical product penetration in corporate accounts for voice & data for entire Gujarat Circle. •Account Acquisition & Management through Influencing & engaging CXO level Decision Makers, Negotiations & Winning Sales/Service Contracts for Voice, Data & Devices. •Delivered exponential growth through horizontal & vertical penetration in the B2B segment in hyper competitive circle. •Conceptualized & launched the lead generation process for group companies through utilization of key account managers. •Responsible for entire product line of reliance wireless business unit including CDMA, GSM, Data & Device. •To formulate & implement strategies to increase the revenue share from existing accounts across product line & to poach new profitable accounts from competition. •Interfacing with Individuals / Customers / Key Projects Clients for ascertaining requirements, making presentations and delivering need based product solutions. •Responsible for Channel & Infra Expansion, Channel satisfaction & ensuring effective penetration in COIP segment •Identifying and developing new streams for revenue growth and maintaining relationships with customers to achieve repeat/ referral business. •Motivating the sales team, improving sales approach, providing enablers & developing alternate channel for winning in market.

Senior Manager at Bharti Airtel Limited

Nov 2006 - Mar 2013

Brief Responsibilities: Customer acquisition and product promotion by effectively implementing all marketing campaigns and coordinating with vendors and trade channels to improve the quality of customer acquisition, Postpaid Distribution, channel development & infrastructure development for business growth, devising channel incentive schemes, trade incentives, commission & sales contest •Recognized for designing & implementing incremental revenue strategies to acquire competition accounts, creating benchmark in customer’s loyalty & retention, Spearheading the IoTs/M2M Acquisition strategies. •Project Manager for Asia’s Largest V-SAT (IT Based) Project “e-Gram”-value of over Rs. 1010 Mn for installations & Broadband connectivity & Enterprise Service Head for top/Large Accounts •Product Branding, Channel Engagement & Cost Management, Market research & Analytics. •Driving revenue through selling of Data products (2G/3G) & VAS services so as to protect ARPU, customer base management & reducing cost on acquisition, cross products like airtelmoney & DTH •Management of brand through various advertising activities through various media like print, outdoors, point of sale, radio etc. & Postpaid brand presence management in own showrooms •Continuously Monitor Competition Track, Understand Market Dynamics through Market working& Market Analysis, trade research, mapping consumer behavior, cost analysis, pricing decisions through cost & benefit analysis •Customer life cycle management, corporate relationship management, revenue enhancement from existing base, Churn Management including collection & retention, Enhancing customer life span, Customer delight & loyalty strategies including CSMM

Education

Executive Programme in Sales & Marketing at Indian Institute of Management

Dec 2011 - May 2013

International Marketing at Ahmedabad Management Association

Mar 2011 - Feb 2012

Masters in Business Management at SCDL

Mar 2007 - May 2009

Training & Development at Indian Society for Training & Development

May 2005 - Nov 2006

Hospitality Management at IHM

Jul 1998 - Apr 2002

Achievements

YPO - Young President Organization Event Management

Managed the Customer experience project in YPO at Reliance Industries Jamnagar

Asia's largest VSAT Project of Rs. 1010 Mn

Won the deal in negotiations with CXO level decision Makers & deployment of over 14 K VSAT

Won Master Mind Award in Idea Cellular

Top most award in Idea cellular on pan india basis, given to only top 2 contributors across 15+K employee for revenue growth

India's largest B2B order of Smartphone

Grabbed india's largest B2B order of smartphone for HTC with revenue sharing model

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