Rajesh Lakshmanan
Pune
Summary
With over 14 years of experience in the telecom service provider and automobile industry, I have focused on commercial management, product life cycle management, business development, and business analytics. Currently, I lead the commercial and contract management for the Global Media vertical and oversee the Global System Integrator and OTT segments as the lead for commercial operations. My expertise also includes product life cycle management for mobility voice and data, bulk SMS (MaaS & Bulk), and mobility apps (LBS, SFA) with a national footprint for large enterprise accounts. I excel in market planning, performance monitoring, product development, pricing, customer engagement, and enhancing customer experience at various touch points. Additionally, I have a strong background in customized design of products and services for different customer segments, collaborating with cross-functional teams such as marketing communication, IT, finance, and customer service. I have also worked on multi-variable market constructs and presales projections. Furthermore, I have successfully developed standard operating procedures for new channels of customer acquisition through retail outlets and established channel partner distribution of wireless voice and data products. My expertise extends to managing usage and retention as well as customer life cycle management.
Overview
22
22
years of professional experience
Work History
Associate Director Commercial Management
Tata Communications
04.2021 - Current
- Currently heading Commercial and Contract Management for Global Media segment
- Contributing to an annual order booking of ~USD 100Mn Globally with a 40% win rate
- In the past responsible for Pricing and contract management for Global System Integrator & OTT segments
- Contributing to an annual order booking of ~USD 100Mn Globally with a 40% win rate
- Responsible for maintaining and enhancing account profitability including EBIT margins in line with the AOP
- Responsible to track fixed and variable costs and take proactive initiatives on first-time right pricing and increasing the win rate
- Responsible to devise new processes/modify existing processes to reduce go to market timelines and improve productivity
- Responsible for training the internal teams on products and processes
- Responsible for analyzing KPI's like Win, Loss & Drops, GAAP, and account-level profitability
- Owner of DOA and responsible for keeping it abreast with the changing needs of the market
- Maintaining recency of product information for Customer-facing interactions
- Part of the founding member of digital transformation and Zero-touch adoption of customer life cycle management (From Lead to Cash)
Commercial Manager
Tata Communications
09.2012 - 04.2021
- Responsible for pricing approvals & commercial bid management for Wireless Voice & Data, MaaS SMS, Bulk SMS Gateways products & Mobile Apps (LBS, SFA, STM, MDM...etc.,) for Top 1200 enterprise accounts
- Responsible for Product development and life cycle management of Wireless Voice & Data, MaaS SMS, Bulk SMS Gateways products & Mobile Apps (LBS, SFA, STM, MDM...etc.,) handling a turnover with current portfolio being valued at 65 crs FY 15 for Top 1200 enterprise accounts
- Responsible for maintaining and enhancing product profitability including EBITDA margins in lines with the AOP
- Responsible for launching and driving segment based product interventions and solutions including tariff based interventions for acquisitions, revenue maximization and geographical expansion
- Responsible for revenue enhancement through acquisitions of new enterprise accounts & increasing wallet share by penetrating existing accounts
- Responsible to track fixed and variable costs and take proactive initiatives to reduce them
- Responsible for continuous engagement with the existing customer base, Segment customers
- Customer retention through predictive churn analysis
- Revival of dormant customers by devising & executing special promotional plans
- Responsible to devise new processes/modify existing processes to reduce go to market timelines and improving productivity
- Responsible for designing the communication strategy for various products and market segments
- Responsible for training the teams - sales and operations on products and processes
- Responsible for preparing Annual Operating Plan for TC segment
- Responsible for analyzing KPI's GAD, Churn, MOU, RPM, ARPU, EBITDA and Revenues and recommendation of action plan to address the gaps
- Owner of DOA and responsible for keeping it abreast with the changing needs of the market
- Maintaining recency of product information for Customer facing interactions
Deputy Manager - Product Manager - Enterprise Wireless Data Product
Tata Teleservices Ltd
12.2008 - 09.2012
- Have been associated with product & process management for Tata Photon family since the date of launch of the product
- Product Manager, Wireless Data Products managing Tata Photon family of products & services for enterprise customers
- Market Planning, Performance monitoring, Product Life cycle management, Customer Engagement, enhancing customer experience at various touch points
- Customized Design of products & services for various customer segments & strong exposure in working with Cross functional teams such as Marketing communication, IT, Finance, Customer Service etc
- In-depth analysis based on below parameters for future projection, ABP fixture for circle & segment levels towards enhancing market share for TTL on wireless data products
- Publishing reports on various parameters such as GADs, MoU, ARPU / AUPU & NADs
- Presentations on monthly, quarterly review to the top management on the above parameters
- Communication to the filed on various marketing initiatives (Special offers, Product Note, Solutions etc)
Business Analyst - Usage & Retention
Aircel
09.2008 - 11.2008
MIS & Business Analyst
General Motors
09.2006 - 10.2008
- Handling 25 dealers across south India
- Generating daily, weekly, monthly sales report
- Analyzing monthly retail & off take report
- Creating market share report comparing with the competitors which was first of its kind in GMI
- Creating and analyzing model wise, color wise, carline wise reports
- Analyzing the different types of enquiries and fixing the quarterly targets for the individual dealers
- Generating monthly media & activity plan for individual dealers
- Allocating dealership & GMI share for AD & Activity plan
- Created a unique market share report in the General Motors India's history which tells the market share of individual car line and the growth ratio of the competitors against General Motors
- Collated all the past retail & off take database for all the carlines for all India for an immediate comparison with the other zones which was not available in the past
- Implemented best practices like data collation, market share report with competitors' market share ratio
Retention & MIS Executive
Bharti Airtel
09.2004 - 09.2006
- Handling MIS (Management Information System), for the whole retention dept
- (Across Tamil Nadu)
- Contributing initiatives on better data warehousing
- Single point responsibility on Information System (IS) on MIS solutions
- Preparation of monthly review for presentation to the top management
- Declaration of finalized report, enabling crucial marketing decisions on churn reduction
- Automation of the Daily MIS reports using Macros & Queries in MS-Excel & MS- Access
- Developed applications to track zero usage customers & Hierarchy numbers for the better managements of the accounts
- Applied business intelligence on day to day work and used many analytical software like Minitab, MS Excel, MS Access etc, to analyze the data
- Took active part in Six Sigma Green Belt project to reduce churn of DSL connections
- Implemented a unique work flow called predictive churn, which actually identified the customers who are repeatedly lodging complaints to the customer care, and also identified the low usage customers, which in turn helped the churn team to predict the churn well in advance and prevented the customers from opting to move out of the network
Customer Care (Front Desk)
Reliance Infocom
05.2003 - 09.2004
- Ultimate maintenance of the collection records across the allotted zones
- Coordination of sales in the zone with light on reports for the performance analysis of the executives
- Front Desk maintenance on the operations of the showroom
- MIS Back End responsibilities of the showroom
Education
Bachelor of Science -
Annamalai University
Skills
- Telecommunications Operations
- Team Leadership
- Sales Support
- Product Lifecycle Oversight
- Data-Driven Analysis
- Reporting Proficiency
- Business Proposal Development
- Financial Management
- Strategic leadership
Languages
English
Bilingual or Proficient (C2)
Russian
Beginner (A1)
Telugu
Elementary (A2)
Hindi
Advanced (C1)
Tamil
Bilingual or Proficient (C2)
Current Position
Associate Director Commercial Management at Tata Communications
Timeline
Associate Director Commercial Management
Tata Communications
04.2021 - Current
Commercial Manager
Tata Communications
09.2012 - 04.2021
Deputy Manager - Product Manager - Enterprise Wireless Data Product
Tata Teleservices Ltd
12.2008 - 09.2012
Business Analyst - Usage & Retention
Aircel
09.2008 - 11.2008
MIS & Business Analyst
General Motors
09.2006 - 10.2008
Retention & MIS Executive
Bharti Airtel
09.2004 - 09.2006
Customer Care (Front Desk)
Reliance Infocom
05.2003 - 09.2004
Bachelor of Science -
Annamalai University
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