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Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 1
Kalu Ikechukwu Innocent
Home address: House 10a, Femi Okunu Estate, Phase 2, (5th Roundabout by Mobil) Lagos, Nigeria.
Mobile Phone: +2348302002458, +2347011962027. Skype ID : Ike. Kalu1 Email: [email protected]
Summary profile Skills and work experience
Ikechukwu Kalu is a visionary leader who inspires innovation and leadership to deliver sustainable value to stakeholders. He has a rich mix of competences and diverse experience in creating and sustaining value in various market segments spanning the Beverage, Telecommunications and Banking industries in West and East African markets. He began his career with Guinness Nigeria Plc and worked in different capacities spanning Production, Human Resources, Internal Audit as well as Marketing. He joined MTN Nigeria as Trade Marketing Manager and grew very rapidly to hold senior positions including Head of Segments and Ag. General Manager (Consumer Markets), before joining Zain Nigeria (now known as Airtel) as Head of Churn and Retention, and later as Head of Segments. He thereafter joined Zanzibar Telecommunications Limited (a part of Etisalat) in Tanzania as Marketing Director and had a short stint at managing Customer Passion Point Limited in Tanzania before returning to Nigeria to join First City Monument Bank as Vice President/Group Head, Marketing & Communications, a job he held until very recently. Having worked and learnt best practices over the years in a number of multinational organizations he brings his wealth of experience to bear as he supports SMEs through Value Creation Consulting and Training. His passion is to bring the much needed equipping, empowerment; direction and encouragement to SMEs to enable them create value and excel in the extremely challenging Nigerian business environment in a sustainable manner. To this end, he leads a team which currently holds a monthly Training program for SMEs where he imparts them with practical Marketing, Sales, Customer Service and Project Management. Mr Kalu holds a BSc Business Administration from University of Lagos, an Executive MBA from University of Nigeria Nsukka and a Post Graduate Diploma in Marketing from Leicester University, London. He is a Chartered Marketer and member of the Chartered Institute of Marketing (MCIM), London. He is an alumnus of the revered Harvard Business School as well as Lagos Business School.
Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 2
Work Experience
1st Jan. 2015 to Date Lead Consultant @ Customer Passion Point Limited (CPPL): Responsible for business development and overall profitability of the business. His role includes but not limited to the following:
Development and positioning of the CPPL brand as a value creation firm in the SME sector.
Provide insight that will lead to profitable decisions, both tactical and strategic to accelerate the attainment of CPPL goals - market scanning and sizing to ensure proper targeting of select markets, industries and sectors.
Plan and execute expert visibility campaigns for CPPL and measure connectivity with the audience and overall impact on the business
Grow client list and ensure high conversion rate
Develop and run routine and specialized training programs for business owners and their core staff.
Ensure the highest standard of ethnics and professionalism in the way we do business at CPPL.
Achievements:
Develop a practical marketing plan for CPPL and it’s been implemented and measured accordingly. The CPPL brand is growing steadily.
CPPL Monthly Training program for Business People now in its 9th edition, with lots of positive feedback from business owners and their staff. Read more in this link. http://www.thisdaylive.com/articles/cppl-trains-businesses-on-value-creation/204201/
Signed up and providing consultancy services for two organisations. This is valued at N10m per annum.
Developed and marketing brand assets – Dove eyes radio program and leadership training program for Primary Six Pupils.
20th August 2012 to 31st Dec. 2014 Vice President / Group Head, Marketing & Communications: Responsible for developing and executing marketing strategies, communications and customer engagement programs to ensure, maintain and enhance brand recognition and connection with the market. This includes:
Make FCMB an attractive brand for every segment with a clear value proposition and customer promise.
Provide insight that will lead to profitable decisions, both tactical and strategic to accelerate the bank's attainment of its goals - Researching on products, and segments to elicit data and generate deep rooted insights to plan meaningful communication and campaigns to increase segment penetration, customer acquisition and retention of customers across segments.
Develop and implement a company wide customer experience management process and deployment of functional CRM tools to achieve efficient customer intimacy, measured through the Net Promoters Score (NPS) system.
Use PR, CSR etc to drive significant positive mentions of FCMB, eliminate negative mentions and inform internal & external publics with relevant and helpful information
Develop and execute CSR strategies and create status value through effective communication of the impact of executed initiatives.
Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 3
Sustainability reporting and coordination to ensure all stakeholders including board and management is aware of sustainability goals and strategy.
Achievements:
Contributed to growing the net revenue of the bank by 13% and acquired 400,000 new customers in 12months.
Grew Brand Equity Index by 120% and TOMA by 200% within 12 months
Contributed to dropping dormancy / attrition by 20%
Led the team that effectively managed the media around the acquisition of FinBank and the transition of First City Monument Bank into a holding company now known as FCMB Group Plc
Developed an effective direct marketing campaign team that has driven growth in number of product adopted per customer and share of wallet.
Set up a viable Marketing department, with appropriate resources in place within 6months.
Generated consumer insights with significant impact on the Retail & Transaction banking and customer experience management.
Implemented a practical Relationship Management Framework to drive customer engagement and advocacy across segments – Corporate / Commercial, SME and Retail.
1st April 2011 to 19th August, 2012: Managing Partner @ Customer Passion Point Limited Customer Passion Point (CPPL) is a Value Creation consulting firm that leverages expertise in Marketing, Communication and Training to create enduring value for Stakeholders. CPPL goal is to provide practical solutions that are tailored to clients’ needs and stay with them through implementation to ensure success. Success is measured by satisfied clients who are making good progress, when every investment made creates value for stakeholders. Responsible for: 1. Corporate Strategy 2. Business Development (West and East Africa) 3. Consulting on Marketing, Communication Development, Customer Value Development, Call Center Management, Brand Asset Development and Consumer Engagement Strategies 4. People management 1st May 2010 to 31st Dec. 2010: Marketing Director, Zanzibar Telecoms Ltd Job Objective: To plan and direct all aspects of organization's Marketing and Customer Engagement /
Communication initiatives and set strategic direction for the organization’s total market offering and brand development.
Achievements:
Grew revenue by 26% and stabilized net customer acquisition in a highly price sensitive market.
Grew Brand Equity Index by 140% and TOMA by 100% within 6 months
Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 4
Churn dropped by 20% and customer lifetime value grown by 10%. Also, value and volume growth on data and VAS by 300% and 700% respectively
Set up a viable Marketing department, with appropriate resources in place within 6months.
Led a pitch process to select Media and PR agencies to support the brand
Set up effective and functional Lifecycle Management and Customer Value Development team.
Core Functions:
Strategic Planning – developing consumer insight to drive segmentation and marketing planning / co-ordinate the development of marketing strategies, plans and programs to fulfil growth and revenue objectives. This includes Market Analysis/Forecasting/Marketing Mapping – identify psychographics of market segments; determine size of segments and relative profitability for mobile phone penetration
Product Development – ‘gatekeeper’ for all new products/initiatives and project management ensuring product innovation management, segmented offerings and overall brand management.
Communication – primary contact for commercial related interfaces with the media. Approve activities of PR, advertising agencies in relation to activities about the brand’s look, sound and feel Above-the-line (including internet) & Below-the-line including POS ideation, experiential marketing and use of alternate media
Media – Planning, buying and evaluation of all media to gain breakthrough effectiveness while achieving commercial efficiency
Pricing – approving all the pricing plans and monitoring the relative profitability mix of the products to build increase in value.
Promotions/Sponsorship – negotiation of sponsorship properties, implementation and evaluation
People Management – Manage and co-ordinate activities and take full responsibility for the management and development of the marketing team:
Budget Management –effective plan and efficient allocation of resources to drive different elements of the marketing mix while staying within budget.
Other Roles with dates: Date Role
1st
Aug. 2009 to 2nd
May 2010 Head, Market Segments (Zain Nigeria)
8th
Sept. 2008 to 30th
Aug. 2009 HOD, Retention & Loyalty (Zain Nigeria)
15th
April ’02 – 5th
September ‘08 MTN Nigeria Limited
Senior Manager, Channel & Regional Marketing Operations (1st Dec. ’07 to 5th Sept. ‘08)
Acting General Manager, Consumer Segments (26th Feb. ‘07 to 30th Nov. ‘07)
Senior Manager, Consumer Segment Group (28th Dec. ‘05 to 25th Feb. ‘07)
Trade Marketing Manager (April ’02 to Dec. ’05)
1st September 1982 – April 2002 Guinness Nigeria Plc (Now Diageo)
Brand Management (Harp, Satzenbrau and Gordon’s Spark), 1997 to 2002 (Guinness Nigeria Plc)
Marketing Planning: 1995 – 1997 (Guinness Nigeria Plc)
Internal Audit: 1994 – 1995 (Guinness Nigeria Plc)
Staff Services Supervisor – 1992 – 1994 (Guinness Nigeria Plc)
Skills
Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 5
Strong ability to develop, implement and evaluate communication messages to stimulate positive brand equity and corporate image and perceptions.
Ability to develop and implement integrated marketing plans to create customer and shareholder values
Strategic focus with strong implementation abilities with ability to interpret / interrogate research reports / data to generate consumer insights that can be leveraged to create sustainable value
Ability to lead and motivate teamwork
Numerate, and able to evaluate multiple product offerings across broad range of customer profiles / segments
Tenacity, persuasion, negotiation and budget control skills
I.T Skills
Highly proficient in the use of Microsoft Office packages
Other Information
Award won - Y’elloStar (Star performance), 2005.
For developing and implementing Life is Beautiful Sales promotion that enabled MTN acquire 1 million customers in December 2005 (50% of total industry new connections).
Referees Mr. Norman Moyo, Chief Executive Officer, Helios Towers Tanzania, Plot 251 Toure
Drive, Oysterbay, P.O. Box 7495, Dar es Salaam, Tanzania. Tel: +255 685 600 600,
+255 658 882 222. Email: [email protected]
Mr. Bola Akingbade, No. 4A Sola Ayo-Vaughan Road, Apapa GRA, Lagos, Nigeria.
Tel: +2348032007795; Email: [email protected]
Olu Akanmu, Divisional Head Retail Banking | ADEOLA HOPEWELL | First City Monument Bank (FCMB) | 38, Adeola Hopewell street, VI, Lagos. | Tel:014631232 | Mobile:08020523518/08096554292 |[email protected] |
Qualifications
Post Graduate Diploma, Marketing (University of Leicester) 2011
ACIM (Member, Chartered Institute of Marketing, London), 2005
Executive MBA (Marketing), 2007
BSc – Business Administration, 1992
OND – Business Administration, 1985
Courses attended B2B Marketing Strategy - Harvard Business School (2008)
Telecom Mini MBA, Lagos (2008)
Managing People for Strategy Advantage, LBS (2007)
African Experiential Summit, SA (2007)
Mobile Multimedia Advertising and Marketing 2007, (London)
Senior Management Program (SMP), LBS (2006)
Customer Value Development workshop, Lagos, Nigeria (2009)
Strategic Retail Marketing Course (Wit business School, SA) 2004
Contacts: [email protected]; +2348302002458, +2347011962027, Skype ID: Ike.kalu1 6
