We are a leading Executive search firm catering to various sectors. We're looking for suitable candidates for the following position :

Role : Head - Distribution

Company : A leading Telecom player

Location : Maharashtra

Key Individual Accountabilities:

Distribution Management:

- Drive business growth by developing Sales & Distribution Channels for all pdt. lines

- Manage circle distribution Scorecard and regular reviews

- Distribution Review mechanism for timely analysis and tight monitoring to meet business objectives

- Maintain quality of distribution and mix of distributors with good ROI

Channel Dimensioning:

- Channel & Sales Manpower Dimensioning - Norms, Gap Identification & reduction

- Dimension and bridge the gap in number of channel partner and FOS and Field force

- Ensure and drive Channel Accounts Reconciliation on a Quarterly basis

- Increasing market share and revenue enhancement through proper channel management

- Execution of Tata one plan and development of distribution channels for modern trade channels

- Building up of cross-sell capability across channel (particularly in line of the new sales org design)

Channel Satisfaction and payouts:

- Design and develop the loyalty programme for trade and channel partners

- Conceptualizing and designing R&R schemes for sales team and FOS

- Periodic DSAT survey with select Channel Partners across all product line to asses the satisfaction level regarding his association with the organization

- Monitor on time channel payout and various sales incentive programs

Key Shared Accountabilities:

With Circle Head:

- Design circle distribution strategy as per AOP and corporate guidance

- Establish and monitor processes for Distributor appointment, Outlet expansion, product availability, trade recommendation

With CLT:

- Distribution rollout plan and strategy

- Sharing strategies for increasing channel/sales team performance through distribution initiatives.

With the corporate:

- Provide circle level feedback on Distribution networks and circle specific product and distribution requirements

- Sharing best practices across circles and industry

- Parameters for Success

- Financial Metrics

- Performance vs. forecast/budget

- Net Additions

- Net Revenue

- ARPU

- Average MOU's

- Profitability-EBITDA(1)

- Capex

- Opex

- Operational Metrics

- Channel satisfaction score

- Revenue market share

- Customer market share

- CSAT

- Customer churn

- DSAT

- Acquisition cost per customer

Other responsibilities:

- Market visit to meet channel and distribution partners once a week

- Conduct a full team meeting with all S&M vertical heads once a week

- Review sales performance and monthly targets with Sales team first week of month

- Review performance in all functions at least twice per month

- Launch and review various loyalty programs for channel and distribution partners

- Meet circle head 1-2 times per month

Functional Competencies:

- Strategic Thinking / Creation of business model

- Strong understanding of S&D dynamics & its Management

- Business Understanding - understanding of telecom/FMCG/ other Business environment

- High Level of People Management Skills

Cross functional knowledge:

- Strategic agility

- Managing large organizational group

- Mentoring & Coaching

- Change management

- Entrepreneurial Orientation

Behavioural Competencies:

- Customer focus, People Development, Drive for results, Building effective teams, Timely decision making, Innovation management

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.