Sales Program Manager - Telecom

Sales Program Manager - with a Telecom Giant

We are looking for Sales Program Manager for a telecom giant for Lucknow and Ahmedabad location

A. Organization Chart

The Sales Program Manager has three fold responsibilities

- Developing trade engagement and promotional activities for the channel (direct sales, distribution) and ensure high loyalty, satisfaction and achievement of targets; Managing and monitoring of trade marketing investments and initiative execution

- Build a sales capability center of excellence at the Circle

The Role will report directly to Sales Head.

B. ESSENCE OF ROLE- Key Accountabilities

- To drive trade engagement activities across distribution, direct sales channel including distributors, retailers and ensure high loyalty from the channel

- Lead development of the Trade Marketing Strategy to achieve defined business objectives across all product categories

- Management and monitoring of Trade Marketing Investments and initiatives execution

- Develop new promotions for driving sales as well as execution of regular promotion programs

- Monitor competitor activities on a periodic basis to develop trade engagement activities

- To lead and ensure deployment of common sales practices across all zones – ensuring standardization of processes followed by channel partners, contract sales force and Vodafone sales force

- To build organization capability by evaluating training needs, allocating budget, conducting various training programs like train-the-trainer, product knowledge training and Sales Management Process training and supervising training MIS

1. Strategic

- Development of the Trade Marketing Strategy to achieve defined business objectives across all product categories

- Develop channel engagement/ trade engagement plans with the zonal Distribution Leads and Direct sales leads for distribution partners, direct sales partners and retailers

- Plan and allocate budget for training sessions including cost monitoring and optimization

- Assist in training need identification and design monthly or quarterly training calendar

- Improve processes through cross functional interactions

- Develop new promotions for driving sales as well as execution of regular promotion programs (SKH, Superstar etc)

2 Operational

- Develop standardized process for partner appointment and partnership models

- Management and monitoring of Trade Marketing Investments and initiatives execution

- Drive trade engagement activities across distribution, direct sales channel including distributors, retailers & ensure high loyalty in channel

- Monitor the progress of trade engagement and promotional activities–

Identify best performers, timely settlements, quality of MIS reports

- Monitor competitor activities on a periodic basis to develop trade engagement activities

- Engage with the channel as well as distribution leads / direct sales leads at the zone to understand improvements in trade engagement activities and developing trade promotional plans

- Improve the quality of trade engagement activities through regular engagement with the channel

- Ensure that trade engagement activities are executed within the budget

- Develop and deploy common sales practices & policies for the distribution channel – across all infrastructural points (channel partners,offroll sales staff onroll sales staff etc)

3 Developmental

- Organize trainings – induction of new Sales force, train-the trainer program on product knowledge, Sales Management (documentation) Process training for the account managers

- Upgrade training content like sales kit, product manuals etc.

- Evaluate training effectiveness through written tests, FOS productivity track sheets.

- Supervise administration of training MIS.

- Coordinate availability of training material and with administration or other agencies for program set-up

- Develop capabilities within the sales teams at the zones to drive trade engagement programs successfully