A. Organization Chart
The Distribution Head at the Circle is responsible for the distribution channel in a circle.
The Distribution Leads/Distribution AMs (in zones without Leads) at the zones will have a functional reporting to the Circle Distribution Head
B. ESSENCE OF ROLE- Key Accountabilities
- Formulate and implement the circle distribution strategy, in consultation with the Sales Head
- Attain market leadership through growth in terms of gross numbers, revenues, market share and profit, while complying with agreed budget, quality of additions and corporate policy guidelines
- Achieve Gross and Net Acquisition target in the circle for the distribution channel
- Initiate distribution expansion to improve reach, coverage and expand geographical footprint
- Provide feedback on competitive moves to protect base and increase share of subscribers and revenue
- Strategic
- Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
- Set targets for the Distribution channels
- Deliver sales target for all products (voice-prepaid / postpaid, data, VAS, handsets etc.) by ongoing monitoring and reviews of the Distribution channel
- Develop channel expansion strategy by evaluating distribution coverage and penetration
- Plan new product launch in the distribution channel with the circle Sales and Marketing Heads
- Operational
- Achieve circle revenue target for the distribution channel for all products
- Develop partnership models across zones and branches
- Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
- Provide inputs to the Sales Head in deciding incentive plans for channel partners
- Developments
- Identification of development areas, and recommending training programs / interventions for the distribution manpower
- Best practice sharing – within the circle and other circles
C. Key Result Areas
Responsible and accountable for:
Business
- Achievement of key targets for the Distribution channel (Revenue, cost savings, market share)
- Achievement of targeted gross and net acquisitions
- Achievement of expansion targets through greater penetration and geographical expansion
- Ensuring smooth operations across all channel partners in the circle
- Resolving supply chain issues
People
- Resolving channel specific issues in zone within specific timelines
- Ensure employee satisfaction thereby reducing attrition
- Relationship management with key channel partners
Key Skills/Experience Required
Required Experience / Skills:
- 5 -7 years of S&M experience in FMCG/retail industry
- Multi-national, multi-geography team leadership experience to bring in best practices
- Experience with distribution planning and channel implementation
Desired Competencies/ Skills:
- Ability to lead a distribution channel, with large number of channel partners of varying sizes and complexity
- Ability to manage in dynamic, high-growth, high-uncertainty environments
- Influencing skills, effective relationship management skills and proven ability to function within a matrix-organisation
- Independent thought leadership and drive to execute
Educational Qualifications
- University Degree in Business/MBA calibre or equivalent qualification
Job Dimensions
Financial Dimensions
- Accountability for circle revenue target for distribution channel for all products
- Manage performance of all partnerships
Non Financial Dimensions
- Achievement of distribution expansion targets in the circle
- Retention of key employees and channel partners
If interested please share your profiles to mailto:prabhakar@crystalconsultants.in
Thanks & Regards,
David Prabhakar
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Crystal Consultants
( +91 (40) 40038252 | +91 98491 68034
PLOT NOT 85, P&T COLONY, BEHIND OXYGEN HOSPITAL,VIKRAMPURI,
NEAR SECUNDRABAD CLUB, SECUNDRABAD-500009
