Head - Sales - Telecom

Position : Sales Head - AP

Company : A leading Telecom Giant

Location : Hyderabad

Qualification : MBA (Premier Institute ) / Any graduate.

Experience :12 to 15 years

CTC : 35+ lacs (CTC Open)

Job Description.

Role Purpose:

- Performs essential functions in the areas of sales target achievement including prepaid and postpaid, expansion in the distribution network, expansion in premium/A+ retail, expansion in the number of tele-shops etc.

- Responsible for local promotion and relationship initiatives for trade/ retail and takes initiatives for cost reduction, revenue enhancement and business generation.

- Also interacts/coordinates on daily basis internally with Finance, Marketing, Customer Care, Information Technology, network for purposes like new product launch, modification in products & processes, new offerings to customers, channel partners etc. and externally with Channel Partners & Distributors to drive numbers and performance review.

Essence of Role: Key Accountabilities:

Strategic:

- Maintains quality of sales by ensuring zero/two bills paid for postpaid less than 10% and second RC for prepaid greater than 70%.

- Maintains shares at the premium/A+ retail at the targeted level/percentage.

Sales Management:

- Ensures sales target achievement including prepaid gross target, prepaid net target, post paid gross target, postpaid net target and total net target

- Handles postpaid, which include expansion in existing distribution reach as per the laid down budget.

- Initiates and implements postpaid sales processes.

- Maintains quality of sales by ensuring zero/two bills paid for postpaid less than 10% and second RC for prepaid greater than 70%.

Distribution Management:

- Handles prepaid which includes expansion in existing coverage towns and existing distribution towns.

Inventory Management:

- Undertakes local promotion and relationship initiatives for trade & retail.

- Supervises new schemes, commissions, claims, stock etc. and prepares strong MIS for monitoring sales of both prepaid & postpaid

Developmental :

- Takes initiatives for cost reduction, revenue enhancement and business generation through activities like reduction in SAC to a reasonable level for both prepaid and postpaid.

- Increases awareness about marketing, VAS, CRM, BSCS and IN to ensure self-development.

Financial :

- Generate cash for new processes/schemes, dealer payment etc.

- Customer fraud on new schemes

- Chances of channel partners/dealer frauds etc

Non Financial:

- Continuous interaction with channel partners/distributors to drive numbers, performance reviews etc.

- Occasional interactions with competitors to ensure fair practices are followed

Typical Outputs:

- Sales target achievement.

- Market expansion & Distribution.

- Retail Management.

- Sales process and policies.

- MIS and support to branches.

- Cost reduction/Revenue enhancement/business generation.

Personal Specifications:

- MBA in Marketing from a reputed institute.

- Should have worked as area/branch manager-sales with experience of handling a large sales team.

- Minimum 10 years of experience as field sales in different industries/ different channels.

- Strong organizational and management skills.

- Ability to communicate at multiple levels with both customers and colleagues.

- Problem solving skills

Global Performance Drivers:

- Delivering Results

- Performing through our People

- Managing a Changing Environment

- Making a Personal Difference

- Communicating for Impact

Functional Skills:

- Knowledge of channels/ products

- Conceptual and analytical skills.

- Adequate field sales experience