DGM/Head - Distribution :Telecom : Bangalore

We are a leading Executive Search firm catering to various sectors. We are looking for suitable candidates for the position of Head - Distribution (Circle) for one of our esteemed telecom clients.

Job Activities :

Key Individual Responsibilities

Distribution Management :

- Drive business growth by developing Sales & Distribution Channels for all pdt. lines

- Manage circle distribution Scorecard and regular reviews

- Distribution Review mechanism for timely analysis and tight monitoring to meet business objectives

- Maintain quality of distribution and mix of distributors with good ROI

Channel Dimensioning :

- Channel & Sales Manpower Dimensioning - Norms, Gap Identification & reduction

- Dimension and bridge the gap in number of channel partner and FOS and Field force

- Ensure and drive Channel Accounts Reconciliation on a Quarterly basis

- Increasing market share and revenue enhancement through proper channel management

- Building up of cross-sell capability across channel (particularly in line of the new sales org design)

Channel Satisfaction and payouts :

- Design and develop the loyalty programme for trade and channel partners

- Conceptualizing and designing R&R schemes for sales team and FOS

- Periodic DSAT survey with select Channel Partners across all product line to asses the satisfaction level regarding his association with the organization

- Monitor on time channel payout and various sales incentive programs

Shared Responsibilities

With Circle Head :

- Design circle distribution strategy as per AOP and corporate guidance

- Establish and monitor processes for Distributor appointment, Outlet expansion, product availability, trade recommendation

With CLT :

- Distribution rollout plan and strategy

- Sharing strategies for increasing channel/sales team performance through distribution initiatives.

With the corporate :

- Provide circle level feedback on Distribution networks and circle specific product and distribution requirements

- Sharing best practices across circles and industry

Others :

- Market visit to meet channel and distribution partners once a week

- Conduct a full team meeting with all S&M vertical heads once a week

- Review sales performance and monthly targets with Sales team first week of month

- Review performance in all functions at least twice per month

- Launch and review various loyalty programs for channel and distribution partners

- Meet circle head 1-2 times per month

The candidate should be from telecom or FMCG and hands on exposure in managing distribution for a large state is essential.

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