Posted 6 days ago 10 views
HRSI is conducting an executive search for a senior commercial leader to join a global consumer electronics and devices company, focusing on its operator business in Pakistan. This role is responsible for developing and executing the operator strategy with mobile network operators, transforming joint propositions into profitable sell-out and postpaid growth. The leader will own the business growth with mobile operators by designing attractive device bundles and commercial programs, ensuring successful launches that drive sell-out, postpaid conversions, and sustainable profitability.
Key Responsibilities
Strategy & Growth: Develop and implement the operator business strategy for Pakistan by identifying the highest-potential growth opportunities across telecom and related operator channels. Establish joint business plans and targets for each operator partner.
Consumer Offers: Design and launch postpaid handset bundles, device installment plans (EIP/BNPL), trade-in and upgrade programs, as well as data-voice-content-device bundles. Manage operator-led promotions, pre-orders, and loyalty offers to enhance consumer appeal.
Commercial Planning: Lead the development of business cases, pricing strategies, subsidy mechanisms, demand forecasting, sell-out targets, and profitability tracking to ensure commercial success.
Operator Partnership: Collaborate closely with operator teams across commercial, device/terminal, consumer marketing, digital, retail, finance, credit-risk, and technology functions. Conduct senior-level business reviews and negotiations to strengthen partnerships.
Internal Alignment: Work cross-functionally with sales, product, marketing, retail, finance, supply chain, and legal teams to translate propositions into executable launches.
Go-to-Market: Define channel strategies for operator stores, digital platforms, telesales, franchise networks, and selected retail partners to maximize market penetration.
Performance Tracking: Monitor key metrics including sell-out, activations, attachment rates, repayment performance (where applicable), postpaid conversion, and campaign ROI. Recommend corrective actions based on data insights to optimize results.
Required Qualifications
Education: Bachelor’s degree in Business, Marketing, Engineering, or a related field is required. An MBA is preferred.
Experience: A minimum of 10 to 12 years of experience in telecom, handset OEM, or consumer electronics industries, with at least 5 years in operator key account management, device/terminal sales, or operator commercial roles.
Track Record: Demonstrated success in launching device bundles, postpaid and installment programs, and operator promotions with full P&L and subsidy accountability.
Market Knowledge: Deep understanding of Pakistan’s telecom landscape and operator ecosystems, with proven experience negotiating with senior operator stakeholders.
Preferred Qualifications
Experience with device financing, Buy Now Pay Later (BNPL) programs, credit-risk partnerships, trade-in initiatives, and team leadership is highly desirable. Exposure to regional operator business across GCC or South Asia markets is an advantage.
Skills & Competencies
Strong strategic thinking and commercial acumen are essential, including expertise in business case development, pricing, and financial modeling. Proficiency in demand forecasting, sell-out planning, and senior-level negotiation is required. The role demands excellent cross-functional leadership, data-driven decision-making skills using tools like Excel and Power BI, and outstanding English communication and presentation abilities.
Key Performance Indicators
Success in this role will be measured by operator sell-in and sell-out against targets, postpaid and bundle conversion rates, penetration of device financing programs, activations and attachment rates, campaign ROI, subsidy efficiency, program profitability, and repayment performance where applicable.
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