Head - Retail - Telecom

Head - Retail

Company : Telecom Giant

Job Description :

Roles and Responsibilities :

- The Retail Head is responsible for driving sales across different exclusive retail channels (Store, Mini Store and ADVMS). Retail Leads at the zone report functionally to Retail Head at the circle.

Key Accountabilities :

- Formulate and implement the circle retail strategy, in order to attain market leadership, through growth in revenue market share and improvement in customer experience

- Achieve Gross and Net Acquisition target in the circle for retail channels - Stores, VMS and ADVMS

- Achieve customer satisfaction targets through Retail outlets

- Initiate retail expansion strategies to improve reach, coverage and expand geographical footprint

- Assist Circle S&M Head & Marketing Head in new product launches to increase penetration / revenues from new / existing subscribers

- Provide feedback on competitive moves to protect base and increase share of subscribers and revenue

Responsibilities :

- Formulate overall circle retail strategy to drive profitability of the channel

- Set targets for the retail channel, jointly with the sales and S&M Head

- Deliver sales target for all products (voice-prepaid / postpaid, data, VAS, handsets, merchandise etc.) by ongoing monitoring and reviews

- Develop channel expansion strategy by evaluating retail channel coverage and penetration

- Develop channel engagement strategy with the zone retail leads

- Plan new product launches with the circle S&M and Marketing Heads

- Develop strategies to improve customer walk-ins, conversion and customer satisfaction at retail outlets

- Achieve circle revenue target for the different retail channels for all products

- Develop SAC guidelines & partnership models across zones and branches and own overall budget for all exclusive- retail channels

- Maintain high quality of operations in retail outlets operations as determined by quality audits

- Achieve channel expansion targets by appointing and monitoring distribution partners in new and existing areas

- Resolve channel-specific issues in zone within specific timelines

- Discuss and resolve supply chain issues with Sales Head for Distribution - VMS/ADVMS linkages

- Receive timely feedback and inputs from Zonal Retail Leads

- Performance management of the direct reports and zonal retail resources

- Identification of development areas, and recommending the training programs / interventions

- Best practice sharing - within the circle and other circles

Experience Required :

- 8-10 years (Non premiere) and 7 years plus from premiere B schools

- Candidates from FMCG, Telecom & retail industry preferred.

- Multi-national, multi-geography team leadership experience to bring in best practices

- Experience with distribution planning and channel implementation

- P&L management skills

- Accountability for circle revenue target for retail channel for all products

- Manage retail-related budget, SAC variations between zones and performance of all partnerships (ROI for channel partner)