Airtel - Zonal Manager - Sales

Purpose of the Job

To formulate & ensure implementation of effective & efficient acquisition strategies for the B2C business in a defined territory (zone), so as to enhance the leadership position.

Deliverable (Maximum 5-6 key responsibilities)

1. Building channel productivity

2. Increase distribution spread

3. Managing customer relationships to minimize churn

4. Managing team performance and motivation in a highly competitive market

5. Increase net additions and acquisition rental revenue

6. Managing workforce to leverage opportunities for cross-selling of different products

7. To ensure customer satisfaction by keeping a check on complaints/ wrong commitments by team/ enquirers etc

Major Challenges :

1. Maintaining high revenues and profits despite lower call charges

2. 100% + penetrated market.

3. Maintaining a good level of employee engagement

4. Ensuring customer satisfaction through proper handling of the customer service team, and thorough training of sales professionals on sensitivity to customer needs

5. Channel partners ROI

6. Managing customer relationship in the face of increasing competition

Decision level :

Prime: Final Decision-Making authority, accountable to the Management

1) Creation of B2C sales strategies

2) Management of the processes and systems to be used in the zone

Shared: Decisions reached jointly with peers on a collective basis

1) Zonal strategies for management of different product segments and product lines

2) Collaboration with different departments such as Technical, Finance, Customer Service, to better fulfill customer needs

Contributory: Makes a major contribution to a decision or policy judgment reached by others

1) Development of distribution spread for the zone

2) Deciding the trade incentive to be given to the different team members

Demonstrate (Key competencies)

- Teamwork and collaboration

- Analytical and problems Solving abilities

- Execution of Strategies

- Leadership qualities

- Results orientation

- Networking and interpersonal skills

- Consulting, Facilitation and Selling skills

Educational Level

Must have:

Tier I/II MBA / PGDBM /Engg grad (BE/ BTech)

Working Experience

Must have:

5-12 years of Experience .