Role purpose:
To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in gross numbers and revenues.
Key account abilities 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
- Monitor quality of acquisition through the distribution channel
- Competition Tracking & reporting – schemes & programs
- Ensure availability of stock at retail while adhering to the norms
- Execute promotional activities for channel partners to drive sales and build market credibility
Revenue
- Achieve zonal 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
People
- DSE Management
- Target Setting – DSE
- DSE Beat Plan adherence
- Systems/formats at DSE end
- Drive Distribution & MPESA KPIs delivery
- MD/AD/SD Management
- DSE Availability monitoring
- Monitor Stock holding
- Day to day Performance Review & discussions
- Problem Solving
- Load Out monitoring
- Systems/formats at MD point
- HSW compliance
- CP gate meeting execution
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
- Leads Decision Making & Delivering Results
- Builds Strategic Relationships & Organizational Agility.
- Analytical Thinking
Threshold Functional Competencies
- Products Services & Technology Knowledge – Consumer
- Negotiation
- Working with Partners
Differentiating Functional Competencies
- Solving Problems
- Sales Planning &Forecasting
Experience
- 1 – 4 years
- 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
- Monitoring of distributors’ sales force and retailers
- 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.
- Performance management of channel partners, sales force.
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
