Satish Malhotra
Telecom Professional
Pune
Summary
With over 23 years of experience in Telecom, FMCG, Fintech, CPAAS, SaaS, International A2P, and Authentication domains, I have a proven track record in various leadership roles such as Sales & Distribution Head, Business Head, Profit Centre Head, and APAC Partnership Head. Throughout my career, I have worked with reputable organizations in the Telecom, Services, Payment Banking, FMCG, Enterprise Business, and A2P industries. My expertise lies in effectively managing operations across different geographical locations, including international markets.
Overview
23
23
years of professional experience
5
5
years of post-secondary education
4
4
Languages
Work History
Vice President Operator Partnership and Alliances –APAC Region
Route Mobile UK Ltd.
Pune
11.2021 - Current
- Working Towards Establishing Operator Relationship across APAC Region, for enhancing Deployment of Communication Platforms and Sales of Omni channel Communication Products
- Handling Markets valued at USD 32 Billion
- Acquired Projects worth USD 54 Million as Exclusive Partnerships
- Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
- Ensure Revenue and Margin's from Existing Projects
- Nurturing and Exploring Business Opportunities Across OTTs
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Maintained P&L and shouldered corporate fiscal responsibility.
- Collaborated with legal, accounting and other professional teams to review and maintain compliance with regulations.
- Communicated business performance, forecasts and strategies to investors and shareholders.
- Understanding Operator landscape, Competitor activity, Introducing innovative monetization models, and develop the Strategy to complement the ever Evolving Operator Requirements
- Enabling Telcos Techno Journey, leveraging on Available Set of Products and Services
- Created succession plans to provide continuity of operations during leadership transitions.
Regional Sales Manager
Capital Daimond Group, Myanmar
07.2020 - 04.2021
- Launched MFS Operations, Understand Industry landscape, Competitor activity, Evolving Distribution monetization models, and develop the Distribution and Sales strategy to complement the Evolving Fintech Requirements
- Worked as Regional Sales Manager for New Fintech Company Citizens, part of Local CDSG Group
- Handled Yangon Region with 22+ channel partners and POS Base of 8k Plus
- Focus on Setting up a Robust Distribution and Sales Model Ensuring All Aspect of a Successful launch
Sales and Distribution Head
Telenor, Myanmar
03.2019 - 06.2020
- Worked as Sales and Distribution Expert for South Region with 100+ channel partners in 11 clusters and 85 miniclusters and a POS Base of 32k+
- Focus on Delivering Best in Service and Best in Market Distribution Model
- Managing 5 Lakh Acquisition per month and Revenue of Average 1bn daily
- Analyzed industry landscape, competitor activity, network growth plans, evolving distribution monetization models, and develop the Distribution sales strategy for the Network with inputs from Head- Sales and ensure its alignment with the overall organizational strategy
- Coordinate with Cluster Business Heads to ensure complete alignment between the distribution plan and channel strategy to ensure maximizing of the reach and revenue potential of each of the clusters
- Review the allocated revenue and reach targets for the Month and cascade targets to the team below on the basis of scope of the market
- Hold periodic reviews of team’s achievement against target, identify gaps and provide support/ guidance to team members in order to ensure achievement of the overall target
- Devise a suitable channel strategy (Pos, Retail, ISE, Direct) both at macro and micro level to achieve the yearly/monthly revenue target
- Optimize the overall cost of sales and the cost of sales per channel, with respect to Company’s financial targets and strategies
- Manage the sales administration function, MIS, operational performance reporting and streamline processes and systems wherever possible
Sales and Distribution Head
Telenor India, Pune
12.2009 - 02.2019
- Launched Business Operations in the most Competitive Telecom Circles of India
- Team and Channel Appointment and Development
- Formulating Business Plans / projections
- Achieved: 35% growth in gross acquisitions and 40% in revenue within a span of 2 months
- Increased the contribution of the circle on National Level, in gross addition, from 16% to 22% and revenue from 9% to12% in 5 months
- Excellent market share in Top Key Outlets; introduced the concept of getting Activations through direct sales
- Ensured Revenue & Profitability Targets
- Headed the Retail Vertical in total 425 + stores across Maharashtra & Goa Circle, Successfully registered Guinness Record for Highest Store Opening in a day
- Worked with HR to formulate R & R program for the channel staff, identified training needs & set-up career progression plan for Team
- Analysing latest marketing trends, tracking competitors' activities & providing valuable inputs for fine-tuning sales & marketing strategies
- Leading, mentoring & monitoring the performance of the team to ensure efficacy
- Played a key role in stabilizing prepaid business during merger phase by phenomenally expanding distribution & putting processes in place
- Sustained the drop in revenue to bare minimum for Maharashtra Circle (30 cr)
- Took corrective measures on channel infrastructure, distributor investment & market working front which resulted in rise in sales
Cluster-Head
Reliance Communications Ltd.
07.2009 - 12.2009
- Spearheaded Business Operation of Aligarh Cluster as Cluster Head; Cluster Profitability & Revenue; Sales, Collection, Retention, Customer care were the Key Kpis.
- Managed large Teams for Distribution, Retail, Direct Sales Teams with a view of increasing market share in Mobile, FWP, Data Card and PCO segment
Prepaid Head
Idea Cellular Limited
04.2007 - 07.2009
- Self-motivated, with a strong sense of personal responsibility.
- Managed: Prepaid Voice, Data and PCO Business of Largest Zone in Maharashtra & Goa circle with customer base of 9.5 Lacs; contributed 12% to Regions Activations and Revenues.Team of 5 Area Managers and 22 distributors
Area Sales Manager
Hutchison Essar Cellular Limited
04.2005 - 03.2007
- Managed a successful sales team, consistently achieving and exceeding monthly sales targets.
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
Senior Executive
Tata Teleservices Ltd.
05.2004 - 04.2005
- Played a key role in the launch of prepaid brand ‘True Paid’ and ‘Prepaid Walky’ in the markets of Pune & upcountry.
Territory Sales In-charge
Hindustan Lever Limited
06.2001 - 04.2004
- Learned and Implemented sales fundamentals , managed pipeline effectively by prioritizing high-potential prospects while keeping track of potential opportunities at various stages of development.
Education
MBA -
Rani Durgavati Vishwa Vidyalaya
Jabalpur University 05.1999 - 06.2001
B.Com. -
Rani Durgavati Vishwa Vidyalaya
Jabalpur University 05.1996 - 06.1999
Skills
Sales & Business Development
Team Leadership, Coaching and Mentoring
Liaison & Coordination
Operator Partnership and Alliances
Strategic Business Planning
P&L Management, Revenue & Pipeline Growth
Enterprise Business Management
Channel and Direct Team Management
Customer Relationship Management
Personal Information
Date of Birth: 03/08/77
Timeline
Vice President Operator Partnership and Alliances –APAC Region
Route Mobile UK Ltd.
11.2021 - Current
Regional Sales Manager
Capital Daimond Group, Myanmar
07.2020 - 04.2021
Sales and Distribution Head
Telenor, Myanmar
03.2019 - 06.2020
Sales and Distribution Head
Telenor India, Pune
12.2009 - 02.2019
Cluster-Head
Reliance Communications Ltd.
07.2009 - 12.2009
Prepaid Head
Idea Cellular Limited
04.2007 - 07.2009
Area Sales Manager
Hutchison Essar Cellular Limited
04.2005 - 03.2007
Senior Executive
Tata Teleservices Ltd.
05.2004 - 04.2005
Territory Sales In-charge
Hindustan Lever Limited
06.2001 - 04.2004
MBA -
Rani Durgavati Vishwa Vidyalaya
05.1999 - 06.2001
B.Com. -
Rani Durgavati Vishwa Vidyalaya
05.1996 - 06.1999