• Creation of annual business plan for Enterprise business unit by liaisoning with PGM (Corporate Planning & Monitoring) – CA and financial plan by liaisoning with GM (Budgeting & Financial Control) – Fin, including

o Financial targets – overall budget (revenue, capex, opex), profitability, etc
o Customer/ Market targets – market share, share of wallet, etc
o Operational targets – network roll-out & operations, customer service, etc

• Target-setting by liaisoning with Circle Heads and PGM (Corporate Planning & Monitoring) – CA

o Platinum enterprise business targets by industry vertical
o Gold and Silver enterprise business targets by Circle
o Wholesale business targets

• Monitoring performance against business plan at Corporate level (by Circle and industry vertical)

o Publishing quarterly MIS reports on performance
o Sharing best practices / knowledge management across Circles and industry verticals
o Outlining corrective actions that can be taken, if required

• Formulation of pricing guidelines for basic products, bundles and solutions by liaisoning with GM (Finance) – Ent

o Ensuring product profitability and regulatory compliance
o Providing guidelines to sales team on pricing discounts for potential negotiations with senior management of the client

• Pricing and product bundling strategy, including

o Evaluating different pricing models such as cost-plus and retail-minus models
o Adherence to regulatory guidelines
o Collecting competitive intelligence
o Evaluating bundling of wholesale product offering with other potential products such as Passive Infrastructure Sharing

• Formulation and signoff on discount levels for all enterprises in coordination with GM (Business Planning) – CFA, GM (Products & Pricing) - CM and GM (Transfer Pricing) – Fin at Head Office

o Creation and refinement of discount matrix by type of customer

• Coordination with industry associations like CII, FICCI, ASSOCHAM etc

• Formulation of wholesale business strategy (long-term as well as short-term) in line with overall Enterprise business unit strategy

o Excess capacity analysis on NLD and ILD network (transmission media) by liaisoning with GM (Core Network Operations) – Ent and GM (ILD) – Ent

• Relationship management (sales) strategy for carriers and ISPs

• Pricing and product bundling strategy for selling excess capacity to other carriers (domestic & international), including

o Evaluating different pricing models such as cost-plus and retail-minus models
o Adherence to regulatory guidelines
o Collecting competitive intelligence
o Evaluating bundling of wholesale product offering with other potential products such as Passive Infrastructure Sharing

• Routing (voice & data) traffic for other carriers through India

o Aggregation
o Hubbing
o Routing of non terminating traffic through India to other destinations

• Monitoring performance against business plan for wholesale at Corporate level and taking corrective action as and when required