Vodafone - Distribution Area Manager

Key accountabilities :

Sales :

- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level

- Ensure quality of acquisition through the distribution channel

- Ensure availability of stock at retail while adhering to the norms

- Competition Tracking - programs & structures

- Execute promotional activities for channel partners to drive sales and build market credibility

Revenue :

- Achieve revenue target for the distribution channel across all products

Distribution expansion and extraction

- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

- Identify and develop new channel partners

People :

- Resolve channel-specific issues within specific timelines

- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives

- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

MD/AD/SD Management (owns the CP as a business entity) - Infrastructure negotiations - DSE Quality/Quantity - Working Capital (investment in business) alignment - ROI management - Primary Billing - Sizing corrections/territory dimensioning - Problem Solving - Performance trends & reviews

Core competencies, knowledge and experience:

Critical Success Factors :

- Continuous Learning & Empowering Talent

- Building Team Commitment

- Communicate with care

- Leads Decision Making & Delivering Results

- Builds Strategic Relationships & Organizational Agility

- Analytical Thinking

Threshold Functional Competencies :

- Sales Planning & Forecasting

- Negotiation

- Working with Partners

Differentiating Functional Competencies :

- Solving Problems

Experience :

- 8 - 10 years

- Experience with distribution planning and channel implementation.

Must have technical / professional qualifications:

- Essential : Graduation

- Desired : full - time post - graduation in business management/MBA