HITESH SATRA
Global Head - Commercial Operations
Pune
Summary
Strategic Leader in commercial, pricing and financial controller with practical, big-picture approach to business. Develop and drive pricing strategies and automation for high volume, high velocity commoditized services Transforming large and complex opportunities into WINs Market price benchmarking and price elasticity analysis Identifying disruption, developing executive-level strategy, organizing for innovation, and discover customer jobs to be done Business reviews with senior management and stakeholder, balancing thoroughness with simplicity Develop terms and conditions for large, complex services agreements. Build relationships, trust, and consensus in global, multicultural environments and across functions and management layers.
Overview
13
13
years of professional experience
12
12
years of post-secondary education
Work History
Head of Global Commercial Operations
Tata Communications Limited
Pune
04.2022 - Current
- Defining and managing Commercial Ops framework for supported regions (India + APAC + MECAA + EUR + AME)
- Recommending WIN strategies to Sales leaders by providing Win-Loss Analysis (WLD Analysis) which a goal in increase of Revenue and Order Book through velocity, accuracy and automation in pricing process
- Work with Product/Solution Heads in price positioning, benchmarking and standardization/automation
- The goal is to have ‘Agile’ pre-sales engagement and to have ‘First Time Right’ approach
- Implementing a TAT for L2Q journey of MACDs: 70% of MACDs being closed within 9 working days
- Active participant of NPS Steerco committee; driving better customer experience on L2Q cycle.
Pricing & Commercial Head - APAC
Orange Business Services
Mumbai
05.2017 - 04.2022
- Driving geographical market growth strategy to maintain and grow leader position on anchor IT products in Asia-Pacific continent
- Fostering innovative tools, processes and plans by leading teams to create business case models
- Develop, and implement lean sales processes and execute short to long-term market specific commercial models
- Excel in leading complex, bespoke projects across multi-cultural and multi-functional global enterprise to provide sustainable growth and market positioning
- Active participant in the virtual bid team to ensure all opportunities are qualified and pricing fits reasonably within the parameters/boundaries layered out by Management
Pricing & Commercial Manager
Sterlite Technologies Limited
Ahmedabad
03.2015 - 05.2017
- Lead member for creating Competitive Pricing Strategy and Pricing Tools for various Telecom Operators and Customers
- Owning bid engagements from Commercial perspective, driving & maintaining financial parameters (EBITDA, Cash-flow, IRR), Strategic Planning & Marketing
- Recommending best fit pricing strategy and approach to Senior Management
- Handling customer and vendor negotiations
- Contract negotiations and finalizations, T&Cs review, Risk Identification & Risk Management
- Driving Risk Mitigation through Financial provision or Stakeholder/Management awareness and discussions
- Tender evaluation and tender compliances
- Creating and maintaining Automated Financial Tools & Dashboards
- Complex Process Improvement initiatives and its adaptation (Automation, Project Management, Leading Change)
Assistant Manager – Commercial Management
Trimax IT Infrastructure & Services Ltd
Mumbai
10.2013 - 02.2015
- Working on huge E-Governance and Enterprise RFPs
- Major customers and deals worked upon included State Transport RFPs, Govt. Bank RFPs, Multi-Crore Turnkey Projects of various Govt. Enterprise
- Head of B2C (Business to Consumer) Transport Portal project
- Overseeing ventures with vendors for the BFSI segment
Analyst – Investment Management
Nomura Services (I) Pvt. Ltd
Mumbai
06.2010 - 09.2013
- End-to-End NAV valuation
- Performance evaluation, financial benchmarking and Financial reporting for Mutual Funds and Hedge Funds
- One of the Leading members in Asset Management Division, working very closely with Executive Director of NCRAM US (Nomura Corporate Research and Asset Management) and Sr. VP of Asset Management Division of India
- Leading member of LIC Nomura Mutual Fund Joint Venture
Education
Advance Certificate in Disruptive Strategy - Disruptive Strategy
Harvard Business School
Boston, USA 01.2019 - 05.2020
Business Management & Entrepreneurship
ALISON University
Dublin, Ireland 01.2017 - 12.2017
Advance Certification in Financial Risk Management - Financial Risk Management
Indian School of Business Management
Hyderabad, India 01.2015 - 12.2016
Post Graduate Diploma - Financial Management
L.N. Welingkar Institute of Management
Mumbai, India 01.2009 - 12.2011
Bachelor of Commerce - Commerce & Economics
M K Sanghvi (Ritambhara) College of Commerce And Economics
Mumbai, India 01.2002 - 03.2007
Skills
Commercial & GTM/Sales Strategy
Timeline
Head of Global Commercial Operations
Tata Communications Limited
04.2022 - Current
Advance Certificate in Disruptive Strategy - Disruptive Strategy
Harvard Business School
01.2019 - 05.2020
Pricing & Commercial Head - APAC
Orange Business Services
05.2017 - 04.2022
Business Management & Entrepreneurship
ALISON University
01.2017 - 12.2017
Pricing & Commercial Manager
Sterlite Technologies Limited
03.2015 - 05.2017
Advance Certification in Financial Risk Management - Financial Risk Management
Indian School of Business Management
01.2015 - 12.2016
Assistant Manager – Commercial Management
Trimax IT Infrastructure & Services Ltd
10.2013 - 02.2015
Analyst – Investment Management
Nomura Services (I) Pvt. Ltd
06.2010 - 09.2013
Post Graduate Diploma - Financial Management
L.N. Welingkar Institute of Management
01.2009 - 12.2011
Bachelor of Commerce - Commerce & Economics
M K Sanghvi (Ritambhara) College of Commerce And Economics
01.2002 - 03.2007
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