NITIN GOELEmail: nitin_kwt03@hotmail.com Mobile : 0091-9357811001/0091-9910717307

Senior Marketing & Financial Management Professional with over 13 years of experience including international exposure of working in Markets like Kuwait and Afghanistan apart from India.

13+ Years total experience with 9.5 Years in Telecom 2 Years in Retail sales and Distribution7.5 Years in Product Management- Pricing, Customer Acquisition planning, Usage and Revenue Campaigns4 Years( included )Product Pricing Acquisition ,U&R for High Value Consumer , Enterprise/corporate SegmentPlatform -GSM/CDMA -3G Voice/Data Mobility and Enterprise Solutions Who I Am See My Good self as a Turnaround Expert, Hungry to take Result-oriented, Challenging, Time Bound assignments which are at the Priority of an Organization and amounts to Great Deal of Importance to meet the Corporate ObjectiveCore CompetenceAnalytics, Product Strategy and Revenue PlanningAreas of Expertise1. Product Pricing Strategy– B2B –(Enterprise, Corporate), B2C-(Retail and Online)2. Revenue Projects & Go to Market Strategy (Please see Annexure A in the end)3. Financial and Revenue Planning : Annual Budget Operating (AOP) Plan for the current fiscal and next

5 Years , Roadmap ;Vision and Revenue Pillars .Alignment to Corporate Objective 4. New Customer Acquisition Planning , Revenue Enhancement and Customer Retention 5. Predictive Churn Modelling ,Prescriptive Analysis and U&R Framework for Base Retension6. Market Research: develop and manage all pieces of market research (quantitative and qualitative)

for the business7. Sales strategy Planning -including critical elements of Positioning, Segmentation & pricing 8. Devise and Execute Client profitability Business Models–Corporate & Enterprise Business 9. New Product Lines and New Market Penetration strategy in line with Organization Vision10. In-depth Market Research (Socio-Economic , Psychographic Factors etc) & Consumer Behaviour

study /Analytics to help the leadership team take Critical Business Decisions 11. Manage Complete Product Lifecycle-New Product conceptualization, Product Development,

Marketing Communication Plan, product Testing /Pilot , Soft Launch, Final Launch and Post Launch Analysis

12. Engage in Research Findings , Problem Diagnosis and Correction Layout PlanSelf-Refection Indicators 1. Self-motivated and Go getter2. Team Player 3. Never give up attitude4. Strong Business acumen and adept at Financial Analysis5. Believes in Creativity and Innovation occurs during the Challenging Trials

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6. Striving to become entrepreneurial self-starter who enjoy the challenges and rewards of research work in a dynamic and changing environment

7. Hobbies- Singing on Karaoke,Cooking,Gymming , Playing Pool ,Volleyball, Meeting new people, Travelling new places, Making new friends , adapting to New cultures

EXECUTIVE SYNOPSIS

Served with Indian MNCs & Conglomerates like – Reliance , Tata, Maxis in Indian Subcontinent Currently on Prestigious assignment with Roshan Telecommunications (TDCA)

Afghanistan/Tanzania/Uganda/Burundi Developing right marketing strategies to identify potential areas for growth/ expansion in existing and

new businesses- Data and Devices bundling Project in Roshan (Micromax/Connect/Huawei) Conduct and own business analysis that drives and informs strategic recommendations. This hands-on

role includes: developing marketing treatment measurement plans, spread sheet / financial analysis, data interpretation presentation, and coordination with Cross Functions. PPM and RPM analysis, Account Profitability Matrix to create new Category Based Pricing Strategy (Roshan)

Identify target markets and target customers and build relevant, compelling marketing initiatives and product packages to address the customer needs . Military Small Screen Data Bundle Campaign results in gain of 2Mn AFA revenue in 2 months (Roshan)

Actively contribute to and manage analytically-oriented projects from inception to delivery, including client communication, internal team management, and the packaging / presentation of deliverables. UNICEF polio OBD Campaign -3Mn OBDs in 5 days -10 Mn AFA Revenue (Roshan)

Mentor and monitor Consulting teams/Vendors/ Strategic Partners to ensure the customer data is used to create segments in most effective way. High Value Competition Poaching (Roshan)

Establish a positive & Proactive professional relationship with top management and consulting teams Manage the team members including the timelines, resources, tasks, and deliverables and ensure

consistent high quality on time on budget delivery. New Quality Process on Corporate Accounts Acquisition and Financial Business Cases with defined SLA(Roshan)

Professional Summary Roshan Telecom(TDCA), Kabul (Afghanistan) Feb 2015 till Dec 2015Head Product - Enterprise Corporate Business & MilitaryKey projects Undertaken

New technology Intervention- Devised Group Usage Accumulators for a New Discounted Pricing Model for Enterprise/Corporate Business . New community based product to ensure REAL TIME usage based slabwise discounted tariff rather than straight cutting on initial bulk nos (A novel concept which no operator in the world has ever done (Estimated Rev impact 1Mn USD by Q1 2016 Exit)

Task force team member for upcoming new technologies- Wifi offload, Virtual PABX, Super Receptionist, Call forwarding solutions

Revamped Military Product portfolio (New International Voice +Data NATO Bundles) and Targeting Revenue upsurge by 0.1 Million USD by Q12016 Exit

Zero Plan Concept on I-phone( Device Bundle Strategy) in association with Vodafone plc UK (strategic partners for Roshan)- (Estimated Rev Impact- 3Mn USD byQ1 2016)

Poaching Project for High Value Competition customer churn through Special Product packages as an Incremental Revenue Initiative.

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RELIANCE COMMUNICATIONS, New DelhiRegional Post-paid Voice Head –North India (Customer Acquisitions & U&R), Sep 2011 to Feb 2015Corporate/Enterprise Business (GSM &CDMA Platform- Voice and Mobile Data-2G/3G)

Customer Acquisition Customer Gross Addition Planning, Annual Operating Budget Plan formulation, rollout and Cascade COA(Cost of Acquisition) Planning and Rollout to the Sales Team Drive Target Revenue through all 3 Sales channels -Direct, Retail & CWG (corporate wireless group)

Customer Retention

Retention through Customized Product solutions in Listed CAT A, B & C Category Corporates Revenue Protection in Retail Category by Regular Product Interventions to create Entry Barrier for the

Competition Devise CONSUMER RETENTION TOOL to Protect Churn threat by Mobile no Portability and Retain

customers through Aggressive & Specific Customer Oriented Propositions Drive LOYALTY PROGRAMs in Coordination with Customer Services Department for RING FENCING the

Platinum and Gold Category High Revenue Customer Base

Usage & Revenue Enhancement Structured Product promotion Campaigns through SAS Tools & IT Functionalities Customized & Segmented Offers Promotion & Online Subscription basis Customer’s Revenue and Usage

Behaviour Conduct business analysis of the ARPU/AON bucket, traffic trends and product wise CLCV to gather

critical inputs on consumer behaviour for effective strategy formulation

Revenue & Business Planning Prepare Monthly & Weekly Revenue Forecast. Monitor & Keep a Close track on Business KPIs New Product Intervention or Product Strategy as an Alignment for Revenue Targets to be achieved Identifying New Revenue Levers and Translating into an Executable Team Work to fill the Revenue Gaps

if any . Key Support Function(Training & Development)

Work as a Bridge between Sales function and the Corporate Team to facilitate the new product Joint Team Account Visits to Key Corporates for Wining the Bids, & Closing on the Spot Deals with

Customized offers Ensuring Training & Development of the COSD and Sales team on New Product Launches (Training

Calendar + On the Job ~Real-time )

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MARCOM/Legal Support Function Empowering Sales Function with Timely Display & promotion Materials with Self Proclaimed Creative

to Drive the Business Design & Updation of Product Manuals/Folders along with “Why I am the Best” “RCOM vs 3 Competitors” Filing of New Products with the Telecom Regulator

TATA TELESERVICES LTD (TATA DOCOMO), Mohali Aug 2009 to Aug 2011Customer Acquisitions PREPAID & POSTPAID (Haryana, Punjab, Himachal Pradesh)

Reported to the Marketing & Operations Head and managed business development in Haryana, Punjab & HP by acquiring post-paid and prepaid subscribers.

Monitored net acquisition costs (NAC) and ensured adequate buffer for scheme payouts. Managed all pre and post launch activities for new product launches including Product Configuration in

coordination with IT Configuration Team, Lab Testing, Field Testing, Commercial Launch & TRAI filing Formulated and implemented trade schemes and retail engagement programs to drive channel sales. Monitored the performance of parameters like FRC, VLR & top up revenues for each zone, distributor,

manager & channel and implemented required measures to reach targets. Ensured quality of acquisitions in terms of usage, retention & revenue enhancement. Analysed usage patterns and developed strategies to drive up ARPU of both post-paid and prepaid

subscribers. Studied the customer lifecycle dynamics and established segment wise and product wise retention

plans to minimize churn in the customer base. Tracked the primary & secondary product offerings, pricing strategies and promotion schemes of

competitors and implemented measures to minimize impact on revenues & growth. Was a member of the DOCOMO TASK TEAM for – HP network & business planning being headed by

the COO

RELIANCE COMMUNICATIONS, Himachal Pradesh( India)Sales & Distribution Mar 2007 to Jul 2009

Reported to the Head Sales & Marketing HP Circle and managed the sales & marketing of fixed wireless phones (FWP) in the rural areas of Himachal Pradesh under the Rural household Direct Exchange Lines (RDEL) program.

Implemented strategies to drive direct & channel sales to acquire targeted customer base. Formulated, implemented and monitored channel trade scheme and managed the channel incentive

scheme. Trained all direct & channel sales personnel on product and package details. Monitored the performance in various markets/PPM and direct channel productivity and assured

achievement of predefined objectives.

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AIRCEL (MAXIS TELECOM), Jammu and Kashmir (India)Sales & Distribution, Mar 2006 to Mar 2007

Managed post-paid sales through a direct sales team (DST), prepaid sales through a distribution network and corporate sales to achieve revenue & growth objectives.

Supervised the operation of the company’s Cell City & Cell City Zone outlets. Acquired & managed the largest key account in the circle of Sri Mata Vaishnodevi Shrine Board J&K with

2000 employee subscribers.

UNITED ENGINEERING ESTABLISHMENT, Kuwait (International)Corporate Sales, Jun 2002 to May 2004

Was responsible for direct marketing/corporate sales of leather goods & medical equipment contributing to a business volume of AED 2,000,000 per year.

Managed key clients like Mercedes Benz, BMW & Toyota.

GLAXOSMITHKLINE Pharmaceuticals Ltd, Varanasi(India)Territory Manager, Jan 2000 to May 2002

Managed the Sales & Marketing Operations of the company’s in 4 districts of UP –handling annual business of Rs3 crore.

Managed key accounts like Banaras Hindu University Medical College generating targeted business volumes.Key Achievements

Delivered the best business performance in Focussed Product category in Q1 2002. Won annual detailing/presentation awards in 2001 & 2002 in GSK.

EDUCATIONAL QUALIFICATION MBA Marketing & Finance, Amity Business School Noida, 2006, CGPA: 8.59. Merit Award for

contributions to Corporate Resource activities as the Student Head Placements, top scorer in Business Economics & Strategic Management.

B.Sc. Botany & Chemistry, Lucknow University, 1998, 61%

TRAININGS & WORKSHOPS 2-day marketing conclave – Innovate or Evaporate, Gurgaon 3 days Leadership Summit Program – Delhi 2-day program on Leadership Building Skills, Tata DOCOMO 2-day Train the Trainer program, Reliance Communications 2-day program on Introduction to GSM/IN/VAS Technology, Ericsson

PERSONAL PROFILE Date of Birth: 1 June 1977 Languages: English, Hindi, French(Beginners) Nationality: Indian Software Skills: Simplify/Clarify billing software, COGNOS business intelligence software, SAS

Annexure (A)

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Revenue Projects Done before Roshan1. Aircel-

Acquisition of Biggest Corporate Account -SMVDB

2. RCOM- Driven 3-Months Extensive Acquisition Campaign in Hilly Rural areas of H.P for Grameen

Phone (R-DEL-Fixed Wireless) (Impact- 25000 Units in 3 months)

3. TATA DoCoMo - Baby Care U&R Campaign(LKG/UKG) for 0-90 Days AON Customer (Impact 2 Million INR) Retail Engagement Program (KKM) aimed at increasing Revenue Earning Customers in

Month 3(38%to 45%)- Haryana Circle got the President Award for Best Acquisition Quality Online Trade Report Card (Automated Functionality to know the Ranking and the

Commission earned)

4. RCOM - Acquisition Campaign for Unlimited High Value Postpaid Plans- Punjab

Hub Became Nationally No.1 Churn prediction Model (Proactive D-60 Basis) & Framework for Ring Fencing of Postpaid

Customers thorough Retention Tools Automated IVR Campaign for Rental Upgrade Initiative for Zero Plan Upgrade U&R Campaign through a Dedicated 50 SeaterTele-calling

Activity (Impact 3 Million INR).Replicated Nationally Restructured the GSM Retail Product Portfolio and change the Acquisition ratio of >=350

rental plan(70%) Loyalty Campaign for Gold and Platinum customers to reduce churn by 1%

References

Mr Neeraj Bhatt (Direct Reporting Relationship) organization RCOM - 0091-8588862851Mr Rajneesh Sharma (Direct Reporting Relationship)- Organization Tata Docomo – 0091-9212102140Mr Shorabh Aggarwal (Direct Reporting Relationship)- Organization RCOM -0091-9555626260Mr Amyn Samji (Direct Reporting Relationship)-Orgnanization Roshan - 0093799991823Mr Prabhat Aggarwal – COO RCOM -00919716000048Mr Altaf Ladak – COO ROSHAN- 0093799999001

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