Circle Modern Trade Head - Telecom

Only female candidates need to apply for this role and will be considered.

JOB DESCRIPTION

Job Title - Circle Modern Trade Head

Reports to - Circle Sales Head

Reportees - Will have off-roll / on-roll teams for coordination with modern trade outlets

Function - Sales

Department - Circle Operations

Band: G

B. ESSENCE OF ROLE- Key Accountabilities

- This position is accountable for meeting all product targets including prepaid, postpaid, handsets & data product sales & revenue targets as well as distribution management & enhancement of modern trade business for the circle

- Formulate and implement the circle modern trade 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

- Responsible for all modern trade operations including cost control, service levels, stock availability etc in the Circle

- Achieve Gross and Net Acquisition target in the circle for the modern trade channel

- Initiate modern trade expansion by setting up strategic alliances and identifying partnership models

1 Strategic

- Develop and plan sales strategies in modern trade to enhance the competitive position

- Focus on trade engagement, new strategic alliances and partnership strategies to drive loyalty and productivity

2 Operational

- Implement the sales & distribution plan defined for Modern Trade for the circle

- Interact with modern trade partners to identify the emerging products trends (handsets, tariff plans) and coordinate with marketing team

- Responsible for all modern trade operations including cost control, service levels, stock availability etc in the Circle

- Set goals and targets for the modern trade and monitor the performance on a regular basis

- Develop new promotional programs for the modern trade channel to drive sales and revenue

- Establish and maintain relationships with peers in the circle from Customer Service, Finance, Consumer Marketing, Technical & IT

- Responsible for all channel partner communication in the circle - Resolution of queries

- Provides inputs to the marketing team on various marketing communication activities and execution of marcom activities to be carried out at modern trade channel

- Design and implement new ideas & set up strategic alliances to drive business imperatives

3 Developments

- Innovate and bring appropriate changes depending on market realities and demands

- Analyze and provide solutions on issues pertaining to acquisition & quality of sales

C. Key Result Areas

Responsible and accountable for:

- Achievement of key targets for the Modern Trade channel (Revenue, gross & net adds etc.)

- Achieve ROI, execution of marcom activities for channel partners for any additional investments (as defined in partnership model)

- Ensuring smooth operations across all modern trade outlets in the circle

- Resolving Modern Trade partners- specific issues within specific timelines

- Ensure employee satisfaction thereby reducing attrition

- Relationship management with key modern trade channel partners

D. Authority

Authority

Overall Modern Trade target setting for the circle

Target setting across Modern Trade channel partners in the circle

Sales and Distribution Strategy - for Modern Trade outlets

Selection of Channel Partners

Supply Chain conflict resolution

Administrative approvals

E. Internal Relationships:

Role - Department - Frequency of Interaction - Purpose of the Interaction

Circle Sales Head - Daily / Need based - Target communication, monitoring, Performance update / discussions

Circle Retail Lead - Need based - Discuss overall circle retail strategy and inputs for the modern trade business

F. External Relationships:

External Agency - Frequency of Interaction - Purpose of the Interaction

Modern Trade Partners - Need based - Reviews / discussions with modern trade partners, addressing concerns on timely payouts, expansion into new areas, selection of new partners in a geography

G. Key Skills/Experience Required

Required Experience/ Skills:

- 6-8 years of experience in FMCG/retail industry

- Multi-national, multi-geography team leadership experience to bring in best practices

- Strong analytical & conceptual skills in retail business planning.

- Orientation to implementation of distribution strategy - Must have the ability to manage the highest levels of interaction with top levels of management, both internally and externally.

- P&L management skills

Desired Competencies/ Skills:

- Ability to lead a large number of 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 - should be a recognised industry leader in his/ her specific area of competence

Educational Qualifications

- University Degree in Business/MBA calibre or equivalent qualification

H. Job Dimensions

Financial Dimensions

- Accountability for circle revenue and acquisitions target through the modern retail channel for all products

- Manage performance of all partnerships for any additional / dedicated investments (ROI for channel partner)

Non Financial Dimensions

- Achievement of company's modern trade expansion targets in the circle

- Retention of key employees and channel partners

- Ensure smooth operations across all modern trade outlets in the circle

I. Key Challenges of the Job

Maintaining acquisition market share while achieving revenue targets and customer satisfaction, in a market scenario of:

- Increasing competition and ARPU pressures

- Rising sophistication of customer preferences - greater adoption of data

Only female candidates need to apply for this role and will be considered.