Sanjana Negi

Strategic Planning & Budget Management | Developing the Big Picture

• Directed budgeting for the cost of acquisition and retention of the premium ~$3.5 billion consumer wireless contracted base, leading planning exercises for managing $40+ million equipment margins while cultivating collaboration across device, finance, and marketing teams.
• Established a reporting hub utilizing collaboration tools, automation, and visualization (Domo), reducing the monthly forecasting cycle by 80%.
• Led portfolio performance reviews, providing comprehensive in-month, quarterly, and annual targets, forecasts, and results to cross-functional forums, engaging and unifying key stakeholders toward achieving 2.1x YoY EBITDA growth.
• Crafted compelling narratives by integrating internal and external perspectives with data-driven insights, highlighting headwinds and tailwinds shaping trajectory changes, and identifying actionable opportunities and risks to meet targets.
• Recommended two strategic initiatives aligned with organizational goals and long-term objectives: airline partnership and digital marketing of e-SIM.

Decision Guidance & Support | Cultivating Clarity for Smarter Choices

• Both initiatives were successfully implemented and are poised to deliver long-term benefits.
• Developed decision support systems integrating stakeholder perspectives, market/competitive intelligence, business performance, and seasonality trends, enabling the ELT to navigate a volatile market by assessing the business impact (volume, cost, cash flow, and EBITDA) of critical deals.
• Championed the introduction of unit economics frameworks, enhancing portfolio management operations, and empowering functional partners to critically evaluate proposal feasibility, thereby driving alignment and informed decision-making.
• Collaborated on capital planning initiatives by preparing business cases with tailored scenarios, NPV, payback period, cash flow, unit economics, and accounting methodology insights, informing investment decisions, and optimizing resource allocation.
• Created a concise one-slide framework clarifying the long-term financial impact of discounting decisions, fostering learning and development for new leadership, and cross-functional team members.

Awards and Accolades | Milestones of Distinction, Honoring Success.

• Earned team recognition in 2024 for driving foresight through proactive scenario planning and pivoting strategies, enabling TELUS to respond agilely and cost-effectively to market and competitor challenges.
• Received the 2023 Rockstar Award for exceptional portfolio planning and forecasting of two high-value equipment margin portfolios (~$80M EBITDA) under significant resource and time constraints.
• Awarded the 2024 High Five Award for developing a unit economic framework for product/portfolio management, driving AI development, and implementing lean, automated processes that boosted resource productivity by approximately 25%.

Cross-functional Strategic Improvement Programmes | Change Agency and Leadership

• Reporting to the CFO, I presented business insights and recommendations to the C-suite, propelling 2X growth in debt collections.
• Spearheaded cross-functional collaboration to achieve business and operational readiness for launching two fintech programs valued at over $30 million, culminating in a successful stock exchange listing (IPO).

Operations Management Optimization | Process Innovation & Automation

• Conceptualized and implemented a performance measurement framework with tailored KPIs, rolling into a balanced scorecard.
• Instituted RACI matrices to facilitate collaboration and enable operational teams to drive over 20% year-over-year growth.
• As the Key Liaison between the Finance, Products, and Operations teams, I identified and executed initiatives that enhanced business profitability, operational effectiveness, and product quality, driving cross-functional synergies between five teams.
• Leveraged automation via. SQL, VBA, and DOMO for socializing push-and-pull-based reports accessible across business units.

Financial Planning & Analysis Leadership | Strategic Vision Development & Alignment

• Primed and maintained unit economic models to assess portfolio profitability, cash return (IRR), LTV, and ROI, equipping business teams with financials for new product design and upgrades, leading to the creation of a new revenue stream.
• Conducted a comprehensive review of the end-to-end debt collections process and integrated findings into an enhanced model for financial planning and workforce optimization, proposing improvements that resulted in a 15% reduction in defaults.

Product Management Innovation | Profitability Optimization & Growth-Driven Strategy

• Designed comprehensive product models for differentiated product and partnership constructs, facilitating feasibility analyses, and aiding go/no-go decisions.
• Analyzed acquisition costs across channels, optimizing volumes, driving automation, and controlling operational expenditures, resulting in over 10% savings in operational costs.

• As a member of the Telecom Centre of Excellence, I led 10 strategy and operations engagements across the telecom, media, and technology sectors in Africa, India, the Middle East, and Australia, gaining extensive exposure to all core business areas and managing the end-to-end project lifecycle (initiation, planning, execution, monitoring and control, and closure) while training and mentoring internal and external teams.

Customer Value Management (India)

• Led a cross-functional team in pioneering a customer value management (CVM) strategy for a mid-sized telecom operator in India, directionally overhauling the EBITDA trajectory.
• Utilized market studies, competitive benchmarking, portfolio/campaign analytics, data science, stakeholder interviews, and process walkthroughs to develop a roadmap transitioning from 'as-is' to 'to-be' state, achieving a 3% EBITDA turnaround.
• Revamped GTM workflows by introducing simplified approval matrices across process owners, reducing product launch time by 20%.
• Designed and launched a tiered campaign program targeting 100% of the customer base. 600+ campaigns for ARPU upliftment and churn reduction.
• Recommended product improvements and campaigns to tackle churn, achieving approximately 18% rotational churn reduction, 3% value churn reduction, approximately 10% increase in win-backs, multi-product adoption, and sustained customer engagement.
• Engineered a robust campaign performance measurement methodology using pre-post-campaign analytics (including A/B testing) and CLTV models to assess campaign feasibility, desirability, and viability, enabling selective campaigning towards a 5X offer adoption and a 5% net incremental revenue.
• Prepared program status update presentations for weekly, monthly, and quarterly governance forums with the C-suite, tracking progress against critical milestones, results, risks, opportunities, and recommendations.
• Synchronized workforce across nine teams (LT, BI/data science, product, marketing/pricing, sales/dealers, tech, revenue assurance, billing, communications) to ensure the timely and successful rollout of the campaign program with omnichannel communication within six months.
• Awarded ‘KPMG’s Most Innovative Team’ for revolutionizing a cutting-edge and replicable CVM framework, with an execution playbook that gained client trust, generated subsequent enhanced scope engagements, and landed new international clients for KPMG.

Market growth & customer retention strategy (India)

• Led project planning, structuring, resourcing, and oversaw execution in developing a mobile video market growth and customer retention strategy for a leading network operator in India, generating recommendations via. -
• Primary Research: Conducted Voice of Customer (VOC) surveys, generating consumer insights and diagnosing buy-decision and churn triggers, to base recommendations that doubled awareness and increased adoption by 10%.
• Secondary Research: Performed competitive benchmarking against key market players (operator-led/OTT) across accessibility, marketing, content, UI/UX, and features, making recommendations that resulted in a 15% NPS (Net Promoter Score) improvement.

Financial Risk Review & Process Re-design

• DDoS Financial Impact Assessment (Liberia): Partnered with forensics teams in evaluating the $22 million financial implications of DDoS attacks for court litigation by a top telco.
• Received global LT recognition and the coveted 'KUDOS' award for stellar execution and effectively combating ambiguity.
• Financial Risk Review (Zambia): Positioned as an onsite consultant to the Head of RA, coordinating Revenue Management initiatives across multiple functions, and identifying $8M in revenue and dealer commissions cost leakages.
• Received the ‘Above and Beyond’ award for cultivating project wins and securing new revenue by leveraging subject matter expertise, while flawlessly synchronizing team efforts.
• End-to-End Audit of Financial Statements (Bahrain): Supervised an onsite team in a compliance review of financial statements for Bahrain's largest telecom operator, supervising project delivery towards uncovering $5 million restatement issues.
• Process Scalability Assessment (Australia): Managed on-site project and stakeholder relations in performing 'Day in the Life Of' (DILO) analysis for fixed-line National Broadband Network (NBN) products.
• Executed an end-to-end business process review, charted order journeys, and identified process improvements and automation opportunities that resulted in a 40% increase in process scalability.
• Process Operationalization (India): Led the development of an operational enablement roadmap for a new business vertical for a Fortune 500 tech company, designing policies and processes across regulatory, risk, marketing, finance, sales, and customer experience functions.
• Promoted for exceptional performance, with deliverables enabling the client to secure a regulatory license for launch.
• Process Automation & Control - Revenue Assurance (South Africa): Led an onsite team in revenue risk review and control design for a South African telecom operator, increasing revenue control coverage by 35%.
• Business Process Review and Integration (South Africa and Zambia): Led process standardization, aligning OpCo operations with Group policies for the largest telco.
• Steered process integration in revenue management, risk, IT, and change management functions.
• Revenue Assurance & Fraud Management (Zambia): Received the ‘Best Consultant’ award for harmonizing client relationships with RA leadership while managing junior team members in consistently achieving and exceeding targets in offsite RAFM operations for Zambia’s largest telco.

Business Development and L&D Initiatives

• Developed Telecom and Customer Experience capability statements for KPMG's global corridors, enhancing global partnership.
• Produced client proposals, concept notes, RFPs, and bids, resulting in over $20M in project wins.
• Created and delivered training modules on solution design, risk, revenue management, and CLM; conducted training sessions for 30+ internal and external team members.