Upselling/X-Selling Specialist
JOB PURPOSE
To increase usage and ARPU for existing customers, by identifying opportunity areas for upselling and cross selling actions, to derive better value for customer a well as Tigo, by means of segmentation and targeted approach, focusing specifically on the High Value segment as per Tigo’s commercial strategy In terms of results, we are looking for increase of reloads, ARPU and pack penetration by means of targeted activities, to derive positive impact on Topline and bottom-line revenues for Tigo.
Core Responsibilities
- Use customer segmentation, data analytics and consumer insight/research as strong tools to design and manage a detailed campaign roadmap
- Improve reloads and ARPU by upselling campaigns by means of micro segmentation within the Low-Mid ARPU customer base
- Increase primary sim penetration in Tigo’s subscriber base by enhancing days of usage, thereby increasing wallet share
- Develop and deploy cross selling campaigns efficiently, to increase pack penetration by doing micro segmentation
- Work with the data team to improve data penetration by seeding interventions and data ARPU by driving data package penetration and uplift campaigns
- Ensure specific focus on the base just below HVC and Pre-HVC customer segment for upselling and cross-selling activities, to increase the overall HVC base
- Ensure profitability for business by means of effective business cases for each aspect of campaign roadmap
- Develop a monthly report to deep dive on customer ARPU migration matrix, further segmenting based on usage segment, region etc. and use the information to design and deploy the BTL roadmap for upselling and cross selling
- University Degree, preferably in Marketing, statistics or commerce
- 3-5 years of total experience in telecommunications (Commercial/analytics)
- Excellent in analytics and segmentation
- Has a consumer focused acumen
- Financial ability, understands financial implications for the business
- Strong program management skills
- Team player
- Has integrity and maturity of thinking
- Technology driven, capable of understanding and using statistical modeling techniques