Senior Manager, Strategy
OSN
Total years of experience :9 years, 3 Months
Revenue enhancement
• Contributed to review of strategic vision and designed the product packages and prices to support the shift from premium positioning to mass market
• Developed and launched a new product and a new sales channel in collaboration with a cross-functional team which reversed the negative growth trend. Contribution included determination of customer needs, market sizing, product proposition development, pricing and pitch pack design
• Enhanced Online and Telesales volume through website sales funnel effectiveness evaluation that highlighted stage wise drop-off rates and leads gathered. Based on the analysis new features were introduced to improve the customer experience and yield higher sales
• Informed marketing campaigns through analysis of third party and in-house customer data for trends in customer needs and behaviors which impacted seasonal sales and churn during Ramadan
• Identified and addressed churn drivers for premium customers by orchestrating a cross-functional action plan to increase customer life for maximum value extraction
Cost reduction
• Redesigned the commission scheme to incentivize growth instead of existing base for sales partners. Presented scenarios with potential impact on payout and partner reaction to the C-suite
• Optimized the sales network to ensure profitability through productivity analysis
Other
• Improved transparency and accountability towards target achievement by quantification of committed sales uplift initiatives
• Developed an initial feasibility report on launching the franchise sales channel for the C-suite
• Prepared regular board updates on trading activities including sales, churn with corresponding financial impact and recommendations to increase revenue and actions required to mitigate negative trends
• Improved ROI by modelling customer life time and cost based on economic variables and customer churn to identify optimal sales channels
• Stabilized the declining trend in KSA sales by developing market specific initiatives for retail foot print optimization, introduction of new payment channels, outsourcing engineering operations activities
• Enabled the introduction of hypermarkets and electronic stores as a new sales channel by developing a business case, list of potential partners and pitch pack
• Improved sales potential by optimizing customer exposure to point of sales through geographic redistribution
• Designed a dashboard to improve business performance visibility for senior management
Led a three-member team delivering biggest strategic initiative of the year - Business process automation
• Developed cadence for project governance and stakeholder management through detailed project plan documenting risk and issues, mitigating actions and key stakeholders
• Reviewed project scope, timelines and resource allocation with project steering committee to reflect changing business requirements while assessing budgetary impact, qualitative & quantitative benefits
• Initiated additional checks for requirements gathering, workflow designing, test cases development and risk quantification / acceptance for timely project delivery and budgetary constraints
• Facilitated management decisions across various functions by forecasting annual rolling estimates based on historical monthly data
• Analyzed the revenue impact of changes in different metrics such as trade promotional spend, sales-volume mix, product price
• Presented annual results to the leadership team to benchmark company’s financial performance year-on-year & against the business plan
- Successful bidder for USAID-AHAN project worth USD 225, 000
- Responsible for procurement of local and imported goods,
- Managed logistics of 6, 000 kits on time and within budget to the provincial capitals of Pakistan; as a result of which our company was declared a preferred vendor by AHAN
- Priced seven Universal Service Fund (USF) bids worth more than USD 100mn for Fiber Optic & Broadband connectivity projects; successful in winning five
- Ensured timely achievement of USF project milestones in various USF areas through effective monitoring which led to release of subsidy payments as per schedule
- Performed competitive analysis on marketing mix and subscribers’ usage trends and recommended introduction of a new package which enhances sales by approx. 10% the following quarter
- Acted as the interface for the IBM team for the deployment of the Business Intelligence solution
- Conducted monthly profitability analysis of various lines of business (VSAT, WiMAX & Fiber Optic Network) and presented reports with actionable suggestions to improve cash flows
- Analyzed profitability of various sales channels which resulted in promotion of Wateen’s cash cows (direct sales and franchise channel) and development of Wateen’s future stars (affinity channel)
- Determined relationships (using regression analysis) between various variables in the Long Distance and International connectivity business which allowed Wateen to adopt a particular stance while negotiating with other parties
- Determined value of company’s stock, as part of the Pre - IPO process, using comparables technique, which was used by senior management for preliminary discussion with the bankers and other associates
- Assisted in development of financial forecasts for the company wide business plan for the next five years
- Developed the Master Project Plan for the launch of billion dollar telecom operation; as the plan listed sequential activities required to launch the operations it provided direction for all functional divisions along with a system of checks and balances
- Hosted workshops for the Departmental Heads with the aim to eliminate interdepartmental dependencies
- Negotiated intensely to acquire firm buy-in on the dependencies that could not be eliminated
- Demonstrated commercial awareness by being diligent about performance of network implementation vendors. Identified underperformance of one of the vendors as a result of which the contract with the vendor was terminated
- Employed sophisticated application of soft skills as the role involved frequent interaction with CEO and the Departmental Heads (DHs) and leading a team of four foreign nationals
- Mentored the development process of project plans for expansion of Warid Telecom, Pakistan & trained the teams responsible for development of project plans for launch of operations in Uganda and Congo
MBA Projects Fall – Winter 2007 - Developed a comprehensive business plan for a local restaurant and highlighted cost efficient ways of marketing, operational improvements and projected associated cash flows - Analyzed future trends of the construction industry and adapted those to the client’s (a local construction company) portfolio to project future income statement, balance sheet and cash flows
BSc. Senior Project Spring 2005 - Designed and developed an automated system for pricing various options using Monte Carlo and Binomial methods which was used for instruction in following semesters
Mathematics - A, Physics - B, Economics - B.