Role Purpose:
- This position is critical in driving the Recruitment, Retention & Revenue plan for the organization with a key focus on brand building & awareness for the geography
- The Job involves working with every function within company - Sales, Marketing, Customer Service, Finance, HR & Admin, IT, Network & Legal to deliver the business results for the company.
- To achieve Revenue and Profitability targets across all channels i.e., distribution, modern trade, telesales, retail, direct sales etc
- To formulate and execute Sales and Branding & Communication strategies such as to maximize both subscriber base and revenues
- To assist in formulating strategies around Network Rollout and churn management
- To ensure cost efficiency, especially in Sales & Distribution costs, Administrative costs and Cost to Serve, so as to maximize EBIDTA
- To ensure efficient functioning of the zonal operations through Zonal Heads
- To keep a pulse on the customer requirements and market dynamics to enhance revenue and improve market position
Key accountabilities & Ownership
- Develop overall sales & distribution strategy
- Set sales targets for all products across all sales channels jointly with Sales head and Retail Head
- Develop communication strategy
- Scout for planning and developing new business & revenue streams across all channels
- Plan the customer lifecycle management approach
- Formulate Annual Operating plan
- Provide strategic direction to Zonal Heads for achievement of zonal business targets
- Assist in formulation of Network strategy
- Assist in formulation of Customer service strategy
Operational:
- Achieve targets of gross and net acquisitions and revenue market share
- Achieve targets for increasing visibility and effectiveness of brands and products
- Achieve customer satisfaction targets by driving high levels of quality in retail operations
- Conduct quarterly, half-yearly and yearly sales planning exercises
- Conduct Operational review for zonal operations and drive the performance on KPIs
- Participate in the purchase process for the circle
- Ensure process adherence, reporting and regulatory compliance in all operations
- Achieve all budgetary targets
Developmental:
- Plan human resource deployment and development for Sales & marketing function and zonal operations along with HR head
- Partner with HR for development and implementation of - Career-pathing-, creation and maintenance of Talent inventory, succession planning
- Identify development areas, and recommend relevant training programs / interventions
- Partner with HR in creation of a workplace which is conducive to productivity and is exciting
- Inculcate the culture of sharing best practices- within and outside
Key performance indicators [max 3]:
Business:
- Achieve Gross revenue targets across all channels
- Achieve targeted gross acquisitions across all channels
- Achieve overall targeted EBIDTA
- Achieve & maintain leadership brand salience
- Ensure smooth Zonal operations
- Achieve reduction in customer churn
- Assist in Network rollout plan and development of CS strategy
Customer:
- Ensure service delivery to customers through sales touch-points within the strategy/ guidelines developed by CS
- Enhance access and reach of customer service & sales retail touch points
People:
- Build and develop the sales and marketing capability of the organization (based on understanding of best practices)
- Develop leadership and program management capability of the Zonal Heads
- Ensure employee satisfaction thereby reducing attrition
Core competencies, knowledge and experience (max 5)
- Experience in Sales & Marketing on a pan-India basis, or larger
- Multi-national, multi-geography team leadership experience to bring in best practices
- Proven track record in leading sales, Marketing and service initiatives across varied channels
- Strong ability to Interpret competitive and performance data to unlock business opportunities
- Ability to manage in dynamic, high-growth, high-uncertainty environments
- Powerful influencing and effective relationship management skills
- Independent thought leadership and drive to execute
Budget owned:
Financial Dimensions:
- Responsible for delivering targeted gross service revenue across all sales channels, for all products
- Ensure targeted gross acquisition
- Manage assigned MARCOM budget
- Manage assigned S&D budget
- Deliver targeted EBIDTA
Non-Financial Dimensions:
- Manage an on-roll team and off-roles / service partner team
- Manage the Branding and Communication task
- Ensure continuous extraction and acquisition of new customers
- Ensure smooth operations across the geography through the Zonal Heads
- Manage all channels (distribution, modern trade, telesales, retail, direct sales and SME / Enterprise) across geographies
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