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DCL Connects with…

Neil Kitcher, CMO at RTX


What was your first sales job?

I was at MFS Communications as an account manager in the European wholesale team, growing and managing relationships with large global carriers. 


What technological advancements make your job easier now than it did when you first started?

I would not say my job is easier than when I started. The environment is far more competitive than the heady days of late 90s telecoms. Technology has moved on, but in many ways the challenges and responsibilities are the same – managing KPIs, revenue, profitability, new services, and communicating with internal and external stakeholders to ensure we act in the interest of our customer base.

Technological advancement and innovation is the reason I joined RTX Routetrader Exchange. Over the last 2-3 years our business has been transformed by new developments and funding initiatives. This has enabled us to increase our active members’ base (both supply and customer), generate revenue from current PAYG and postpaid voice, launch our SMS exchange, and lay the foundations for our upcoming (2016) data services to capitalize on the rise of SDN and IPX technologies.

What makes your company better than your competitors?

The RTX platform is completely unique in the way it is the only telecoms exchange that mitigates the financial risks of telecoms wholesale, by introducing the secure routing and settlement of voice, guaranteed by major international banks.

We engage with our members to constantly improve our exchanges and adapt to the task at hand, putting us one step ahead of the competition. Our public exchange was launched in 2007 and we have an extensive client base and refined products. An exchange is only useful if it offers a wide range of supply options to its customers, and it has taken several years to build that base and reputation.

It is fantastic to be part of a leadership team operating the definitive and most secure Global Carrier Exchange for telecoms providers. RTX is now one of the fastest growing tech companies in Europe, recently ranked 18th in the Sunday Times Tech Track 100. A hot bed for innovation, RTX is privileged to count in its partner program a number of leading global carriers. Their participation in this, along with RTX public exchange, is allowing the company to provide a secure, automated ecosystem across a number of critical services. 

What will be the biggest challenges you will face in your job over the next 6 months?

For me, it will be ensuring the future of our business includes data services. The global telecoms marketplace is only just starting to adopt SDN across its products, finally enabling data services to be offered on a slide rule/usage basis. This perfectly complements the RTX exchange ecosystem where customers benefit from paying only for what they use. This means suppliers also benefit from a secure environment with integrated real-time banking, supported by leading international banks. 


What are the biggest recruitment issues you are facing in your sector?

The RTX model often surprises industry experts who have not come across what can be considered true innovation in the telecoms voice market in some time. RTX has a unique global offering which, when explained to candidates, attracts top quality, like minded individuals. The ‘issue’, if that’s the right way to describe it, is getting candidates to see the opportunity before they reach out to us, because many have the misconception there isn’t room for innovation in this space.


Which part of a CV do you like to look at first?

For me it isn’t where, but what’s on the CV. You need to be inspired. Of course it needs to fit the role that candidate is applying for, but it has to spark enough interest for you to want to meet the candidate.


Why do you think people like to work for you?

That’s a question you need to ask those wonderful individuals but I would definitely say that it’s a lot easier to lead teams if you have held similar roles. It allows me to stand in their shoes and agree a clear vision of what is needed; I’m a firm believer in practising what you preach


What do you think your customers say about you?

That I am clear and honest in my communication and act in their best interests. I certainly look to excel in the service provided.


What motivates you to get out of bed in the morning?

My 4 year old daughter, usually around 5.30am! Enjoying time with my family is extremely important to me.

From a business perspective, RTX has the attitude that there is no room for arrogance or complacency. I never underestimate the opportunity RTX has in the marketplace at this moment in time, and as a team we are committed to seizing it. 

How do you switch off from work?

Time with my daughters soon brings me into a different zone.


What was the last book you read?

I am currently reading ‘LEGACY’ by James Kerr… inspiring stuff and quite topical with the Rugby World Cup taking place.


What is your proudest achievement outside of work?

Sharing in the development of my lovely daughters.

What technology could you not live without?

I am not unlike most people in relying on the smartphone for my work and social life.

If you were prime minister for a day what law would you pass?

I would invest in our children’s futures. I prefer, where possible, the carrot not the stick approach in life.

Which 5 people would you invite to your “ultimate dinner party”?

1.Thierry Henry
2.Lucy Lui
3.Angelina Jolie
4.Winston Churchill
5.Tiger Woods

Who would you like to star in the film version of your life?

Tom cruise can ride motorbikes, fly planes and add intrigue so let’s go with him…

What talent do you possess that no one else knew until now?

I have a motorbike licence and a private pilot’s licence, so perhaps that makes Harrison Ford the most appropriate answer to your last question! I have also run the London Marathon, but I’m not sure that’s a talent as such!