Pramod Kumar Singh
SENIOR SALES & BUSINESS DEVELOPMENT PROFESSIONAL
Summary
A versatile business growth enabler with over 23 years of experience in crafting and implementing winning strategies for driving sustainable top-line and bottom-line growth, while effectively managing all aspects of business operations. A seasoned business strategist and turnaround specialist with a proven track record of excellence in developing effective solutions to operational challenges and delivering substantial revenue growth across diverse industries. Demonstrated abilities in Business Development, P&L Operations, Key Accounts Management, Product Management, Collections & Recovery, and Service operations. Strength in scaling businesses and consistently exceeding targets by steering strategic alliances/partnerships, building and developing teams, strengthening stakeholder relationships, facilitating cross-functional collaboration, and managing the entire sales lifecycle. Expertise in planning and organizing comprehensive marketing campaigns to enhance brand image. Skilled in analyzing competitor trends, conducting business valuations, and industry analysis aided by a good understanding of products and sales forecasting.
Overview
23
23
years of professional experience
Work History
Zonal Sales and Collection Manager
Elevar Digitel Infrastructure Pvt. Ltd.
08.2018 - Current
- Company Overview: Altius Group, erstwhile ATC Telecom Infrastructure Pvt
- Ltd
- Spearheading all aspects of the sales cycle for the assigned circles by leading a high-performance team and ensuring timely collection of payments from clients, building strong customer relationships, and achieving sales targets while adhering to company policies and compliance standards
- Handling current circle monthly revenue of INR 70 Cr
- And current circle monthly billing of INR 120 Cr
- Collaboratively working with cross-functional teams across Projects, SCM, Operations, Finance, etc
- To address customer concerns within pre-defined SLAs
- Reviewing the tenancy ratio for sites within the circle and driving improvements in radio frequency mapping for analyzing the business potential of new/existing sites
- Communicating concerns raised by the customers to the Operations team and ensuring their resolution in accordance with (Master Sales Agreement) MSA
- Ensuring that any new proposals and agreements with customers are reviewed by Contracts team and maintaining strong relationships with stakeholders at customer accounts within the circles
- Altius Group, erstwhile ATC Telecom Infrastructure Pvt
- Ltd
- Aligned crucial parameter of customer product specification, evaded revenue leakage of ~320 mn Pan India
- Built the ecosystem for business from grounds up by building strategic partnerships/alliances with ISPs like Tikona, Ishan Network & Sify to expand market reach and drive revenue growth, contributing to a 10% YOY revenue increase
- Streamlined the payment collection and recovery process, resulting in achievement of 101% of collection target (Billing v/s Collection) on YOY basis and reduction in Circle DSO outstanding from 97 Days to 51 Days through timely collection of Infra & Opex as per MSA guidelines
- Participated actively in arbitrations with incumbents and ensured amicable closures
- Served as a champion of change to implement new CRM portal Siterra with active involvement in training of sales teams to ensure smooth transition to the new system within 3 weeks, which resulted in a 30% improvement in sales tracking accuracy and 15% increase in team productivity
- Recognized by Management for Healthy Customer Connect, System, Products and Contracts understanding
- Awarded with Certificate of Appreciation by Airtel for fast SP for New build & capacity sites (2021 – 2022)
- Received Certificate of Excellence by Airtel for Best Deployment (2018 – 2019)
- Felicitated with Certificate of Appreciation by management for idea Submission stage of Innovation Challenge 2018
Circle Manager – Sales & Marketing
ATC Telecom Tower Corporation
03.2013 - 07.2015
- Company Overview: An ATC Group Company
- Drove the functions of Sales and Marketing for meeting assigned business targets for NESA and Bihar circles
- Led a team of 4 members and managed annual revenue of INR 20 Cr
- For Assam & Northeast regions and INR 25 Cr
- For Bihar & Jharkhand regions
- Responsible for Selling/Cross Selling existing portfolio to operators and crafting and executing winning strategies to secure equal % of market share against OpCos planned expansions in circle
- Conducted product portfolio awareness sessions with Operators for maximizing business opportunities
- Scrutinized billing and implemented required actions taken for system and billing regularization based on gaps identified
- Participated in government tenders, supported acquisition team in institutional acquisition and built required market intelligence for strategic decision-making, and ensured completion of projects within the stipulated timelines with end-to-end coordination as custodian of customer request portal
- An ATC Group Company
- Increased tenancy ratio of Bihar circle from 1.2 to 1.94 during Mar’ 13 to July’ 15 and of Assam & NE Circle from 1.1 to 1.65 during Apr’ 11 to Feb’ 13
- Ensured timely collection of Infra & Opex as per MSA guidelines, as a result of which achieved significant reduction in NESA Circle DSO outstanding from 180 to 45 days and Bihar & Jharkhand Circle DSO outstanding from 135 to 37 days
- Received Award of Merit in 2012 from management for exceptional performance in Platinum & Delight sites
Circle Account Manager
India Telecom Infra Ltd.
10.2009 - 03.2011
- Managed revenue volume of INR 12 Cr
- Per annum and led strategic initiatives for enhancing overall Circle profitability
- Achieved 100% growth in Tenancy from 0.72 in Oct’ 09 to 1.5 in Oct’ 10
- Spearheaded major projects like TTSL, Idea, Airtel & STEL and delivered the same within committed time frame
- Recognized for reducing total Daily Sales Outstanding (DSO) of circle to 55 days
- Built strong relationship with Telecom operators in assigned circle and Government accounts (like BSNL)
Key Accounts Manager – Enterprise Sales
Hughes Communications Limited
04.2008 - 09.2009
Senior Sales Executive – Enterprise Sales, BFSI Vertical
Bharti Airtel Services Ltd.
02.2006 - 03.2008
Sr. Sales Associate – Corporate & SMEs
Reliance Infocomm Ltd.
02.2002 - 01.2006
- Company Overview: (SESPL)
- (SESPL)
Education
MBA - Marketing & Finance
Bangalore University
BangaloreBachelor of Science. - Math Honours
Magadh University
Bodh GayaSkills
Strategic Sales & Business Development
P&L Accountability
Team Leadership & Development
Market Penetration
Alliances / Partnerships
Collections & Recovery
Process Improvement
Project Management
Stakeholder Management
Customer Relationship Management
Branding & Marketing Campaigns
Business Intelligence
Sales Training
Training
- Integrated Management System- Internal Auditor, 2015
- MDP Training on Finance for Non-Finance, 2012
Professional Highlights
- Recognized for highest roll-outs PAN India during 2019 – 2023, resulting in addition of INR 3 Cr. monthly circle revenue.
- Optimized operational costs with a reduction in energy cost by INR 1 lac ltrs per month, resulting in annual savings of INR 11 Cr.
- Introduced bundled packages leading to a 20% reduction in customer churn in 6 months.
- Increased market share by 10-25% within a year during 2012-13 in ATC Telecom Tower Corporation.
Timeline
Zonal Sales and Collection Manager
Elevar Digitel Infrastructure Pvt. Ltd.
08.2018 - Current
Circle Manager – Sales & Marketing
ATC Telecom Tower Corporation
03.2013 - 07.2015
Circle Account Manager
India Telecom Infra Ltd.
10.2009 - 03.2011
Key Accounts Manager – Enterprise Sales
Hughes Communications Limited
04.2008 - 09.2009
Senior Sales Executive – Enterprise Sales, BFSI Vertical
Bharti Airtel Services Ltd.
02.2006 - 03.2008
Sr. Sales Associate – Corporate & SMEs
Reliance Infocomm Ltd.
02.2002 - 01.2006
MBA - Marketing & Finance
Bangalore University
Bachelor of Science. - Math Honours
Magadh University