Job description
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
Qualification, Experience and Competencies
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
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