Zonal Business Head - Telecom - IIM/FMS/MDI/XLRI/ISB

Role purpose:

Directing zonal operations (including associated branch) to grow customer and revenue market share

- Responsible for managing gross and net adds/total revenue through market and distribution planning, channel management, customer service delivery and brand initiative implementation

- Ensuring smooth operations while identifying opportunities for cost control on an ongoing basis

Key accountabilities

Sales:

- Deliver overall Customer Market Share (CMS) target for the zone

- Achieve targeted net adds for all products (voice - prepaid/postpaid, data, VAS etc) across all sales channels (Distribution, Retail, Direct, Enterprise, SME) in the zone

- Achieve channel infrastructure enhancement targets (recharge outlets, activation outlets, town reach, no. of stores, etc)

Revenues:

- Deliver overall Revenue Market Share (RMS) target for the zone - Achieve zonal revenue target - across all products and channels

Budgetary Control:

Achieve savings on allocated SAC (controllable components), Personnel and G&A budgets at the zonal level

Customer Service:

Manage overall customer satisfaction and revenue churn targets across different customer segments

Marketing:

Ensure higher visibility by executing communication and branding activities, in coordination with the circle team

Collection:

- Bad debt management

- Collection infrastructure/ reach enhancement

Network:

- Guide zonal network resources and coordinate with circle teams as well as outsourced network agencies to provide inputs on O&M issues

- Coordinate with the network and sales team

People:

- Manage changes in business, organization, people to ensure continuity and smooth operations

- Coaching, mentoring and retention of on-roll team members

- Management of off-roll employees and agencies (in CS, C&C, Sales)

Core competencies, knowledge and experience

- Business and process understanding

- Leadership and people management skills

- 6-8 years of experience

- MBA- Sales Marketing from Tier I institute only