Vodafone - Distribution Manager - SME Sales

Role purpose :

To energize the Sales team and drive sales behaviour change to enable high performance. This entails a holistic agenda - ensuring compliance of standard & best in class processes, building channel partner capability including managing CP team- training, to win in the market & be future ready, motivate people to participate in local & national recognition programs, creating differentiation and competitive advantage by deploying impactful trade programs and share crisp MIS dashboards to monitor S&D performance.

Also, the role holder has to ensure capability of on roll team to best manage CPs and the business as a whole in their allocated territory.

Key accountabilities and decision ownership :

- Build channel partner capability - deploy & monitor programs to build channel partner capability. Set up delivery infrastructure, formulate governance mechanism and complete 100% coverage

- Ensure training and visibility of all front facing SME teams - both on and off roll

- Manage VEPP Partner Program

- Partner Engagement & Rewards Programs - manage programs that create excitement, drive/ motivate channel partners to deliver superior performance.

- Sales Process - Work closely with SME Segment Lead and Zonal heads to define and ensure hygiene, compliance across markets on various sales process followed in Vodafone (1SF usage, IT tools usage, Sales call, Beat adherence, DSR compliance, Red books, Power of routine, HSW) etc.,

- Automation of Process - Partner operating system implementation

- Implementation of various channel partner metrics in allotted circles:

- Partner Commissioning

- Partner sales processes

- Training and certification of staff

- HSW SPOC - Be the HSW SPOC for channel partners and drive HSW process adherence among them. Conduct HSW audit along with the HSW regional / corporate team

Core competencies, knowledge and experience :

- Distribution Channel Management and operational experience

- Program Management Experience

- Strong analytical and conceptual skills

- 5 years of Sales experience & 1 years of proven Capability Build experience and aptitude for design, development & large scale deployment of capability programs

- Must have a strong understanding of telecom processes practices, current (and future) VBS products and services

- Should be strong on oral & written communication skills and have some appreciation of capability programs across organizations. Must have high personal credibility

Key performance indicators :

- No of VEPP partners and in various tiers

- Advance Service partners productivity

- Partners automated on 1SF

- Process adherence and sales tool adherence reports

- Capability/ Certification of FOS/Channel Partner