Sales Customer Service

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PANKAJ MALIK

Business Head

Current: Bharti Airtel Limited

Previous: Idea, Philips

An astute professional with 20+ years of experience in handling Sales and Distribution, Managing Operations thereby responsible for P&L

Key strengths: Business Development, Channel Management, Strategy Planning & Execution, Distribution Management as well as Relationship Management Location Preference: Mobile across India and overseas ac7949@r.postjobfree.com 098********

Profile Summary

Extensive background in diverse sectors like Consumer Durables and Telecom with proven ability to contribute to topline through driving new business, augmenting & streamlining channel networks and implementing Go-to-Market strategies. Key Experience Drivers:

Infrastructure Development: Focus on enhancing market penetration by onboarding channel partners like Distributors, Retailers, Collection agencies, Service delivery partners, Device sellers, System Integrators and Corporate resellers

Team Management: Spearheaded 100+team members across different locations in the state. Led cross-functional teams of Sales, Collections, Strategic Projects and Customer Service Delivery

Distribution Management: Experience in handling mass distribution in B2B and B2C across channels like Retail, Distributors and Wholesalers, Franchises, large corporates, Small and Medium Enterprises, Government Clientele and HNI

Go-To-market Strategy Development: Led go-to-market Strategic & Execution program adding significantly to topline growth

Category Development: Handled diverse categories like Consumer Durables, Mobility, Broadband, Fixed Line, ILP, MPLS, Data solutions and Devices

New Customer Acquisition Management: Analyzed & mapped business opportunities & thereby doubling customer base in 2 years

Profit & Revenue Enhancement: Drove projects across Sales acceleration and profitability improvement resulting in doubling of overall Revenue in 3 years’ domain

Relationship Management: Managed the Key account relationship for the business amongst major institutional clients across strategic, major and government segments

Special Projects

Strategic Projects:

Created a roadmap to achieve 70% RMS from 46% through a detailed plan of execution until last mile Led project to acquire incremental market share by mapping competition footprint Execution Projects:

On-ground implementation of GTM with projects like Checkmate, Z Plus & Chak De (around Grow, Get & Guard Revenues) Quality transformation Program

Accolades

No.1 rank in Achievers Club Award: 2017-18 in Singapore and 2016-17 in Dubai, India & South East Asia, 2010-11 No.1 rank in Operation Director’s Excellence Award, 2012-13, Punjab Verticals Handled

Mobility (Post-paid and Prepaid), Broadband and Fixed Line Data connectivity ILP/MPLS; GTM includes channels like Retail Sales/ Franchise Sales, Corporate Sales, Business Solutions & Devices (Black Berry/ I-Phone/ Tablets/ Dongles & Data solutions), SMB (Small and Medium Business), HNI Sales (High Net worth Individuals) & AES (Airtel Enterprise Services) Consumer Durables-Home Appliances

Work Experience

Mar’07 to till date with Bharti Airtel Limited, Business Head, Hyderabad Reporting: CEO, AP&TS

Growth Path:

2007 – 2012: Regional Head – UN Circle (Punjab, Haryana, HP & J&K) 2012 – 2014: Business Head East Operation - WBO Circle (Kolkata, Rest of Bengal & Odisha) 2014-till date: Business Head, AP&TS Circle

Key Result Areas:

Formulating long-term/ short-term business plans through precise forecasting to manage operations in alignment with macro plans Ensuring a projected roll-out of the network plan and driving strong governance Devising channel strategy thereby ensuring cluster’s strategic focus areas around new product development - through innovation, best practice sharing while not comprising with speed to market delivery Developed Gross Acquisition Cost structures for channel partners and Distribution policies Organizing & implementing new product launches with distributors, tracking and addressing sales performance Driving business from an acquisition, revenue enhancement & market share standpoint with a focus on customer service & delivery, through a team of Sales, Collections, Retention & Business Solutions Professionals Maintaining relationships with an extensive client base with merit of accomplishing multi-fold revenue increase Highlights:

Operating at maximum efficiency, best pan-India through optimising GAC; operating at lowest cost in India Developed strategic and operational sales plans which resulted in increase in gross margin and incremental RMS gain of 9% YoY Doubled the customer base in a span of two years through infrastructure expansion Conducted market planning analysis to identify untapped potential markets and developed Go to market strategy, thereby bringing incremental revenue

Jul’02 – Feb’07 with Idea Cellular Limited, Zonal Sales Manager, Delhi Highlights: Acted as a foundation member in pre-launch and launch phase in Delhi and was instrumental in scouting, appointing & building infrastructure (On boarded franchises, distributors, dealers, retailers and monitored their performance) which enabled IDEA to become No. 1 post-paid direct sales player in Delhi market with highest market share. Pivotal in setting up a direct sales channel to enable business acquisition through DSA’s, DST’s and Corporate Executives Nov’95 – Jun’02 with Philips India Ltd. as Area Manager, North Hub (Delhi, Punjab, Chandigarh, Haryana, HP & J&K) Highlights: Received the Best Performance Award at a Pan India level for sales achievement and growth Education & Credentials

Strategic Business Management Program, IIM Ahmedabad Future Business Leaders Program, ISB Hyderabad

Masters’ Program in International Marketing (MIM), IIEIM in association with IIFT, 1996 B.Com, University of Delhi, 1993

Personal Details

Date of Birth: 27th August 1973

Languages Known: Hindi, English, Punjabi

Present Address: Begumpet, Hyderabad

Permanent Address: Paschim Vihar, New Delhi

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