Branch Sales Ops Manager - Telecom

Reporting to: Business Manager and in matrix to Head of Sales Ops in LO.

Purpose

- The Sales Operations Manager will provide sales enablement, process and insights to the SM team in delivering the Sales Targets for the geography. In addition the person will support the BM /SM team in execution excellence through timely execution planning, tracking results and supporting the review process.

Objectives

(Key Result Areas)

- Track and support timely target communication and deployment across RDSs, MDs, Retailers across channels and Distributor Sales Teams in line with the Sales Guidance.

- Support the execution planning and delivery of results for the Trade Initiatives and Sales Activities across Channels.

- Plan, co-ordinate and drive the new launch initiatives in terms of in store launch KPIs.

- Track distribution basics and support the BM / SM team in leveraging this strength.

- Guide the Promoter team in the territory on sell out reporting and support the BM for SMR preparation.

- Track usage of ACUMEN and generate MIS for the BM and the SM team to support the review process.

Key Deliverables

1. Timely cascade of sell-in, sell thru and sell out targets across partners, distributor teams and retail stores in line with the sales guidance.

2. Execution Planning (Store selection, Store wise targets, Roll out timelines) and timely communication of Trade Initiatives such as Displays, Contests, Scratch Card Schemes, Outbox consumer promotions, and foreign trips for Retailers and RDS partners.

3. New product market launch planning support to the BM and SMs in terms of outlet selection by channel (WOD), store-sell volumes, demo phone store finalization and deployment basis the prevailing guidance from Gurgaon.

4. Track Distribution Basics namely, RDS Infrastructure and People, Training attendance, PJP Compliance, Use of Bluebook, WOD Target Achievement and analyze the Sales Results - Sell-in, sell thru and sell out performance, ViNo and MSS scores across RDSs and MDs and Sales Reps in the BM territory.

5. Track ACUMEN usage and benefits in terms of SAI improvement through replenishment based ordering, Faster Claim settlement and user friendly MIS availability through MY ACUMEN.

Key Interface

- Sales, Sales Ops, Retail, Marketing, F&C, ICM,

Know how required

Understanding Channels

- Acquires, interprets and applies fact-based distribution and trade channel data; uses market, trade customer, segmentation and categorization information to plan the execution of activities that drive demand and sustainable sales growth through different direct and indirect channels. Balances different channel execution priorities to maximize the overall results in the territory.

Business Planning

- Creates and implements short / medium term execution plan by collecting and analyzing relevant information, and using resources, tools and processes in order to achieve targets

Relating & Networking

- Establishes strong relationships & collaborates effectively with colleagues, partners and customers. Builds useful networks of contacts inside and outside the organization. Manages conflict and relates well to people in the LO, purposely seeking contacts and maintaining a dialogue with key parties.

Leading & Coaching:

- Sets direction based on sales strategy, engaging others with a clear direction, goals and targets. Motivates and empower’s colleagues and partner teams.

- Persuading and Influencing

- Gains clear agreement and commitment from others by persuading, convincing and negotiating. Makes a strong personal impression on others. Promotes ideas on behalf of self or others. Makes effective use of the network to influence and persuade others