Role purpose:
To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.
Key accountabilities and decision ownership:
Sales
- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level
- Ensure quality of acquisition through the distribution channel
- Ensure availability of stock at retail while adhering to the norms
- Competition Tracking – programs & structures
- Execute promotional activities for channel partners to drive sales and build market credibility
Revenue
- Achieve revenue target for the distribution channel across all products
Distribution expansion and extraction
- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies
- Identify and develop new channel partners
People
- Resolve channel-specific issues within specific timelines
- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives
- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness
- MD/AD/SD Management(owns the CP as a business entity)
- Infrastructure negotiations – DSE Quality/Quantity
- Working Capital (investment in business) alignment
- ROI management
- Primary Billing
- Sizing corrections/territory dimensioning
- Problem Solving
- Performance trends & reviews
HSW Compliance
- Ensure that the HSW norms are adhered to
Core competencies, knowledge and experience:
Critical Success Factors
- Continuous Learning & Empowering Talent
- Building Team Commitment
- Communicate with care
- Leads Decision Making & Delivering Results
- Builds Strategic Relationships & Organizational Agility
- Analytical Thinking
Threshold Functional Competencies
- Sales Planning & Forecasting
- Negotiation
- Working with Partners
Differentiating Functional Competencies
- Solving Problems
Experience
- 2 – 6years
- Experience with distribution planning and channel implementation.
Must have technical / professional qualifications:
- Essential : Graduation
- Desired : full – time post – graduation in business management/MBA
Budget owned:
Financial(Limits / Mandates Etc.)
- Accountability for revenue targets for distribution
channel for all products.
Non – Financial
- Training and progress monitoring of RMs, distributors and retailers (MBO)
- Resolution of channel-specific issues within timelines
Key performance indicators
- Achievement of key targets in the distribution network (Sales, Revenue) in the territory
- Achievement of retail outlet (MBO) expansion targets
- Execution of distribution strategies and plans
- Development and retention of team members
- Performance management of RMs and distributors
- VF Way Adherence Score aligned to norms defined from time to time.
Direct reports:Distribution RMs (2 – 5)
If interested please share your profiles to mailto:prabhakar@crystalconsultants.in
Thanks & Regards,
David Prabhakar
———————————————————————————————————————–
Crystal Consultants
( +91 (40) 40038252 | +91 98491 68034
PLOT NOT 85, P&T COLONY, BEHIND OXYGEN HOSPITAL,VIKRAMPURI,
NEAR SECUNDRABAD CLUB, SECUNDRABAD-500009
