Posted By
Ekta Agrawal
Resource Executive at Global Consultancy and management Services
Last Login: 07 October 2016
3648
JOB VIEWS
313
APPLICATIONS
22
RECRUITER ACTIONS
Posted in
Sales & Marketing
Job Code
159527
Looking for candidates for Distribution Head profile with a Telecom Giant based out of Delhi. Please go through the below mentioned Job Description:
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
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:
- Multi-national, multi-geography team leadership experience to bring in best practices
- Experience with distribution planning and channel implementation
- 5 -7 years of S&M experience in FMCG/retail industry
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
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
- Shift from single product-channel (prepaid) to multiple products & channels
- Shift in industry business model from ‘acquisition’ to ‘customer experience and U&R’
- A complex regulatory environment
Didn’t find the job appropriate? Report this Job
Posted By
Ekta Agrawal
Resource Executive at Global Consultancy and management Services
Last Login: 07 October 2016
3648
JOB VIEWS
313
APPLICATIONS
22
RECRUITER ACTIONS
Posted in
Sales & Marketing
Job Code
159527