Chief Commercial Officer – Revenue – Telecom

Chief Commercial Officer – Revenue

Reports to the CEO | Mumbai (Navi Mumbai) | A leading Indian telecom and digital platforms company

Role Purpose:

The Chief Commercial Officer (CCO) – Revenue will own revenue for the organisation. The role is accountable for maximising revenue across all businesses (consumer mobility, home broadband/FTTH, enterprise and digital platforms) through commercial deal-making, channel economics, partnership monetisation and incremental contribution.

The role sits at the centre of the commercial agenda. It partners with business CEOs and the CFO to evaluate every deal where commercial structuring can move revenue or margin.

Core Mandate:

– Own the revenue commercial agenda across the group: channel commission structures, incentive design, partner margin optimisation, and payment gateway/recharge economics.

– Evaluate and structure monetisation deals at scale, including digital partnerships, telecom-OTT bundles and B2B distribution alliances.

– Drive incremental contribution analysis across revenue streams, and execute basis-point-level commission and channel optimisations while meeting business goals.

– Partner with business CEOs (Consumer, Enterprise, Platforms) to challenge and shape commercial decisions before they are committed, operating as a peer rather than a support function.

– Lead corporate-development-style deal flow: identify, structure and execute commercial partnerships that grow revenue or unlock monetisation.

Key Performance Indicators:

– Deal Closure: 12+ material commercial/monetisation deals structured and signed within 12 months. Channel and partner-margin framework optimised across the top 5 channels.

– Channel Economics: Basis-point improvement in channel contribution across the top 5 channels within 12 months, with no impact on business KPIs.

– Partnership Profitability: Improved unit economics across payment gateways, OEM partnerships and content partners. Every deal is evaluated on incremental contribution, not revenue-line optics.

– Incremental Contribution: Measurable basis-point-level incremental revenue gains through commercial structuring across all business lines within 3 months.

Candidate Profile:

– Experience: 15 – 20 years post-qualification, with at least 8 years in corporate development, commercial deal-making or revenue-finance leadership at scale. Must have personally closed material deals, not only advised on them.

– Education: CA or MBA (Finance) from a Tier-1 or Tier-2 institute. CFA or specialist commercial-finance certifications are a plus.

– Age: 45 – 50 years.

– Leadership: Executive presence to engage CXOs as a peer. A builder mindset: able to stand up a function, not only run one.

– Operating Style: A growth-and-numbers mindset. Deal-making instinct combined with quantitative rigour. High urgency and follow-through on the deal pipeline.

Non-Negotiables:

– Demonstrated personal closure of material commercial/monetisation deals (not advisory).

– Deep finance literacy.

– A track record of building a commercial-finance function, not inheriting one.

Ideal Candidates:

– Heads of Corporate Development at large digital companies who have built and run deal engines at scale.

– Directors and Principals at top-tier VC and PE firms who have moved into Corporate Development roles at operating companies, bringing deal-structuring discipline and urgency.

– Sell-side investment bankers at Director/MD level at leading global or domestic banks, with material deal-execution depth.