Location : Cochin & Trivandrum

Role : Distribution Manager

Role purpose : The Distribution Manager to ensure effective distribution setup capable of delivering sales and market share objectives

- Build 3i capabilities - investment, infrastructure & involvement

- Build competitive advantage by driving Vodafone one way of market execution

- Build Sales Team & Distributor capabilities and ensure process compliance

- Provide sharp, timely market intelligence for effective decisions

Key accountabilities and decision ownership :

- Set revenue & sales targets

- Review and evaluate Channel partners with focus on distributor 3i - infrastructure (office, DSE, computer), investment (working capital) & involvement (ways of working, processes) for reliable & effective service of the market

- Focus on instilling the Vodafone one way of market execution and win against competition

- Ensure Distribution planning & execution intensity to enable his team to deliver on expanding town coverage, appointing distributors, adding outlets, building DATA/mPesa, above norms extraction - sites, quality gross & tertiary

- Judicious use of SAC budgets to maximize quality customer acquisitions

- Strengthen market execution & trade relationships and track market intelligence for effective decisions

- Support the growth of mPesa ecosystem

- Complete people ownership - effective on-boarding, in-market coaching, rigorous performance review etc - to maximize team incentive earnings and reduce attrition

- Ensure compliance with company standards, policies and HSW norms by employees and extended teams

Key performance indicators :

- Total tertiary with focus on Data tertiary

- Net gross - residual gross post T2M

- Distribution expansion - towns, UAO, DSO

- mPesa T2M users & throughput

Core competencies, knowledge and experience :

- 2-7 years of experience in Telco/FMCG

- In depth understanding of Distribution ecosystem

- Market understanding & development

- Detailed Sales & Distribution planning

- Motivate team & build capability

- Skilled in conflict management

- Basic budget management skills

Must have technical / professional qualifications :

- Graduate, MBA preferred

- English and local market language

- Skilled in performance analytics, review & driving team target achievement

Direct reports : 4-6 TSMs

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