As vice-president, business development, Aircel, Rajeev Singhal’s key responsibility is to formulate partnerships and strategies for company growth. However, his task isn’t confined to merely evaluating the financial value of a deal. “My forte is to top a business partnership with various qualitative benefits that ensure it is a win-win proposition for both parties,” he comments.

Singhal brings to the table over 22 years of work experience across companies such as Ericsson, Nokia Siemens Networks, Motorola, IBM and Escotel. He began his career in a technology-centric profile and later transitioned to the operations and business side.

While at Ericsson, he was a part of the team that developed the telecom managed services and managed capacity model. “This was an entirely new concept at the time and was based on an outsourcing and a pay-as-you-grow model, as against the traditional business of selling boxes,” he recalls.

His innings at Aircel began when the industry was going through a difficult patch. “I joined the company late last year as head of its domestic wholesale business. At the time, most operators were struggling to enhance revenues and retain profit margins,” he says. He is currently responsible for formulating strategies and partnerships for the company’s wholesale business and driving revenue generation while ensuring the business stays profitable. “My target is to increase the company’s EBITDA and revenue while utilising and leveraging its existing assets. I also oversee the business unit responsible for the company’s national and international long distance services and optic fibre cable assets.”

Singhal’s approach to work is typically customer centric. “Although I have spent most of my career working with vendors, I have always been focused on the customer. In addition, I believe in being disciplined, result oriented and straightforward,” he says.

Commenting on future trends in the telecom space, Singhal says that recent government initiatives will go a long way in improving sector health. “With 100 per cent foreign direct investment being permitted and clarity on merger and acquisition guidelines, the industry is expected to witness a sea change in the competitive landscape. Increasing data consumption is going to drive future network and technology development, which, in turn, will help devise an ecosystem to support this growth,” he notes.

Singhal unwinds by going on long drives and travelling with his family.