Associate Director - Core Infra & Services Development

About the Role: Lead the team to drive P&L management through product development and management, sales support and enablement for unified collaboration products
with the objective of ensuring increase in product and service profitability, revenue and market competitiveness; and developing and delivering effective multi product solutions to meet customer requirements.

Key responsibilities include:

 1.Product Strategy
Drive preparation of product roadmap (next 1-3 years) to include new product development, feature introduction, new technology; Prepare AOP for product portfolio basis forecast outlook, market outlook, customer needs, regulatory changes, competition landscape, to include financials goals such as gap revenue targets, EBITDA targets and Capex/Opex requirement for network upgrades or augmentation for existing products to meet targets; Drive annual planning of initiatives to attain targets such as marketing campaigns, new product introduction, cost management initiatives, new technology introduction etc.

• Revenue/product

• EBITDA/product

• CAPEX
  2.Product Development
  Lead discussions with Sales, Customers, Engineering, Technology & Service Evolution and CSO to seek feedback on new product/service requirement, enhancement of existing products and features, augmentation of network capacity to meet growing customer needs, new technology introduction, or increasing operational effeciencies; Lead discussions with relevant teams such as Engineering, Finance, Service Assurance, Service Delivery, Billing to discuss service realisation and operationalising of product/service and associated costs;Guide team to prepare Market Requirement Document (MRD) to capture market need, forecast potential market demand for product/feature and business justification; Share MRD with senior management to seek approval of Capital Committee; Post approval, liaise with Engineering and CSO for product development and roll out; Provide inputs to team to determine pricing and cost structures; Review status of new service introduction project and take corrective actions if required.

• Revenue growth

• CAPEX

 - Customer satisfaction index

• Adherence to new product/service launch plan

• Operational metrics
  3.Product Lifecycle Management
  Assess P&L of product/service portfolio against annual operating plan and discuss achievement of targets with Sales; Provide direction to team on corrective action plans such as special incentive programs, product training for sales, channel/market initiative; Review pricing, cost models, service levels, promotions/discounts to ensure profitability and discuss with Finance and other relevant teams; Guide team to prepare pricing guidelines; Lead discussions with team on retiring existing products or locations basis growth opportunity and profitability, or adjustments to product roadmap basis market demand.

• Revenue growth

• CAPEX

• Customer satisfaction index
  4.Sales & Marketing Enablement
  Discuss go-to market plan and product positioning basis competition landscape analysis, customer requirement, product improvement areas and USPs with Sales and Marketing team and plan marketing campaigns such as special pricing, cross product bundling; Define success metrics for campaigns, evaluate post campaign success and take corrective actions if required; Guide team on preparation of sales and marketing toolkits (with product information, brochure, presentations etc); Drive engagement with key customers; Guide team to validate solution, evaluate operational aspects such as billing process and pricing incase of strategic deals; Guide team to define governance process and ensure adherence; Monitor product, process and governance training for Sales team.

• Definition of governance process

• Number of escalations from Sales
  5.Regulatory and Legal Compliance
  Guide team to be updated and anticipate changes in regulatory guidelines such as tariff revision submission with TRAI; Drive framework and policy definition to ensure adherence to regulatory guidelines; Monitor adherence to defined framework and take corrective actions if required.

• Adherence to regulatory requirements

• Audit results
  6.Team Development
  Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues.

• Team engagement

• % attrition

• Manpower cost and productivity

Basic Requisites:

Minimum qualification & experience
Experience in similar role with knowledge of regulatory requirements and understanding of technology
Other knowledge/skills

Leadership skills such as people management, interpersonal skills; Customer centricity, cross functional skills

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