KAMLESH MELWANI

Strategic Roles and Responsibilities

• Dual-Engine Growth Leadership: Direct a 50/50 split between New Business Acquisition (Hunting) and Global Account Management (Farming) to ensure a balanced and resilient revenue stream.
• Portfolio Stewardship: Oversee the health, retention, and expansion of 35 high-value global accounts, serving as the primary executive point of contact.
• Strategic Campaign Design: Architect and deploy multi-channel sales and cross-sell/upsell campaigns targeted at the legacy client database to drive incremental top-line growth.
• Global Client Advocacy: Lead the "Voice of the Customer" initiative, utilizing high-touch engagement strategies to maintain elite satisfaction levels across Enterprise, SMB, and Agency segments.
• Revenue Lifecycle Management: Responsible for the end-to-end impact on the company’s P&L, from initial market penetration to long-term client lifecycle extension.

• As a Principal Consultant (2017-19), drove IT/ CX Projects for clients like HokuApps - Aloha Technology and Airtel Africa, MTN AND Vodafone Global and Telenor.
• From 2019-21, as a Business Head was responsible for Business Development, Revenue Growth, Client Acquisition and Global Footprint Rollout.
• Handled projects In Market Audits, GTM Startegy and Executions Brand Building for global bigwigs like Jockey, Monster, Fererro and many other Indian Inc. Stalwarts such as Emami, Jiva Ayurveda and Sandvik Asia.
• Significantly increased annual revenue from INR 0.5 Mn to $4.5 Mn.

• Responsible for Customer Success and Service Delivery KPIs such as Pre-Sales, Client Onboarding, Regulatory Compliances, Customer Lifecycle Management, U&R Activities like Upsell and Cross Sell, Contact Centers, Field Service Delivery and Store Operations for Maharashtra and Goa Circle, A+ Circle in Telecom Parlance with an Annual Revenue of INR 145Mn.

• Led global Telecom Vertical, managing major clients such as Bharti Airtel, Vodafone Shared Services, TTSL, Uninor, MTN, and Dishnet Wireless across multiple regions like Africa and South East Asia.
• Oversaw client relationship management, business development, risk analysis and mitigation audits, customer orientation, project management, and mentored a team of 55 associates to senior managers in risk advisory and process improvement for Customer Experience, IT and L&R space.

• Managed Customer Service Operations, ensuring high Service Delivery Standards, Customer Lifecycle Management (CLCM), Account Farming and Service Marketing, supporting New Product Development, providing Trainings, managing Field Services, ensuring Client Verification, providing Pre-Sales Support, and ensuring Regulatory/LEA Compliances.
• J&K Circle (2010-11) annual revenue-INR 95Mn.
• East Region (2011-13) annual revenue- INR 355Mn.

• Managed client onboarding, regulatory compliances, credit and collection processes, reducing costs, implementing Six Sigma, loyalty programs, service delivery for Enterprise/National Accounts and achieving churn reduction targets.
• J&K Circle (2007-08) Annual Revenue - INR 28Mn.
• Maharashtra & Goa Circle Annual Revenue - INR 650 Mn.

• Discharged Customer Service KPIs - Contact Center, Store Operations, Credit & Collections, Client Onboarding Revenue Enhancement and Regulatory Compliances.