Role Purpose:

- This position is critical in driving the Recruitment, Retention & Revenue plan for the organization with a key focus on brand building & awareness for the geography

- The Job involves working with every function within company - Sales, Marketing, Customer Service, Finance, HR & Admin, IT, Network & Legal to deliver the business results for the company.

- To achieve Revenue and Profitability targets across all channels i.e., distribution, modern trade, telesales, retail, direct sales etc

- To formulate and execute Sales and Branding & Communication strategies such as to maximize both subscriber base and revenues

- To assist in formulating strategies around Network Rollout and churn management

- To ensure cost efficiency, especially in Sales & Distribution costs, Administrative costs and Cost to Serve, so as to maximize EBIDTA

- To ensure efficient functioning of the zonal operations through Zonal Heads

- To keep a pulse on the customer requirements and market dynamics to enhance revenue and improve market position

Key accountabilities & Ownership

- Develop overall sales & distribution strategy

- Set sales targets for all products across all sales channels jointly with Sales head and Retail Head

- Develop communication strategy

- Scout for planning and developing new business & revenue streams across all channels

- Plan the customer lifecycle management approach

- Formulate Annual Operating plan

- Provide strategic direction to Zonal Heads for achievement of zonal business targets

- Assist in formulation of Network strategy

- Assist in formulation of Customer service strategy

Operational:

- Achieve targets of gross and net acquisitions and revenue market share

- Achieve targets for increasing visibility and effectiveness of brands and products

- Achieve customer satisfaction targets by driving high levels of quality in retail operations

- Conduct quarterly, half-yearly and yearly sales planning exercises

- Conduct Operational review for zonal operations and drive the performance on KPIs

- Participate in the purchase process for the circle

- Ensure process adherence, reporting and regulatory compliance in all operations

- Achieve all budgetary targets

Developmental:

- Plan human resource deployment and development for Sales & marketing function and zonal operations along with HR head

- Partner with HR for development and implementation of - Career-pathing-, creation and maintenance of Talent inventory, succession planning

- Identify development areas, and recommend relevant training programs / interventions

- Partner with HR in creation of a workplace which is conducive to productivity and is exciting

- Inculcate the culture of sharing best practices- within and outside

Key performance indicators [max 3]:

Business:

- Achieve Gross revenue targets across all channels

- Achieve targeted gross acquisitions across all channels

- Achieve overall targeted EBIDTA

- Achieve & maintain leadership brand salience

- Ensure smooth Zonal operations

- Achieve reduction in customer churn

- Assist in Network rollout plan and development of CS strategy

Customer:

- Ensure service delivery to customers through sales touch-points within the strategy/ guidelines developed by CS

- Enhance access and reach of customer service & sales retail touch points

People:

- Build and develop the sales and marketing capability of the organization (based on understanding of best practices)

- Develop leadership and program management capability of the Zonal Heads

- Ensure employee satisfaction thereby reducing attrition

Core competencies, knowledge and experience (max 5)

- Experience in Sales & Marketing on a pan-India basis, or larger

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

- Proven track record in leading sales, Marketing and service initiatives across varied channels

- Strong ability to Interpret competitive and performance data to unlock business opportunities

- Ability to manage in dynamic, high-growth, high-uncertainty environments

- Powerful influencing and effective relationship management skills

- Independent thought leadership and drive to execute

Budget owned:

Financial Dimensions:

- Responsible for delivering targeted gross service revenue across all sales channels, for all products

- Ensure targeted gross acquisition

- Manage assigned MARCOM budget

- Manage assigned S&D budget

- Deliver targeted EBIDTA

Non-Financial Dimensions:

- Manage an on-roll team and off-roles / service partner team

- Manage the Branding and Communication task

- Ensure continuous extraction and acquisition of new customers

- Ensure smooth operations across the geography through the Zonal Heads

- Manage all channels (distribution, modern trade, telesales, retail, direct sales and SME / Enterprise) across geographies

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