Idea - Area Sales Manager - Prepaid Business

Job Purpose :

- Plan & Supervise team to increase market share to achieve gross adds, revenue to meet defined prepaid business targets of zone, so that it results in achievement of sales targets with in assigned territory.

Dimensions :

Vertical/Department Workforce Number : 2

Other Quantitative and Important Parameters for the job :

Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter : 1,50,000 Actvs,40 Crores Revenue

Job Context & Major Challenges :

Job Context :

- Prepaid is one of the telecom verticals, which is predominant in the overall business. As market dynamics are changing rapidly developing prepaid customer acquisition and retention strategies in emerging markets, shifting towards micro-segmentation to increase revenue share by effectively attracting multi-SIM customers to access idea network developing robust analytics program to drive up ARPU by implementing an effective business intelligence system are the key focus areas

- By identifying the key attributes to evaluate prepaid business in different markets, need to implement strategies and developing business models & services to enhance bottom-line profits and reduce churn in the prepaid mobile market

- The intense tariff war & pressure from MNP which enable a consumer to choose a service provider is resulting in less revenue from traditional sources, more pressure on profit margins, and an urgency to enhance VAS services & find new revenue streams by investing in new technologies like 3G.

- Sales manager's primary target must be to achieve the company's goals and to develop the people reporting to them.

- He has to clearly define the activities and responsibilities focuses on core business processes which create revenue, and support processes designed to achieve operational efficiency and effectiveness.

- He must be in a - solutions-oriented- position that uses consultative sales techniques, training and tools to provide the sales team with every opportunity for success.

Major Challenges :

- Acquisition of Gross and net additions (subscribers) in order to increase customer market share in the area assigned

- Increasing revenue market share in the area assigned

- Continuous improvement of distribution indices in urban market.

- Focus on acquiring quality customers as well as high VLR customers

- Engaging channel partners to improve relations

- High margins offered to the channel by new players

- Whole sales of SIMs, infiltration within territories

- Throw away prices of SIMs and low tariff introductory packs of new and some established players leading to VLR pressure

- FOS attrition due to intensive competition poaching

Key Result Areas/Accountabilities and Supporting Actions :

Monitor & drive acquisition of Prepaid Customers to achieve business targets :

- Monitor TSMs & TSEs through sales programs to achieve gross VLR targets ( Gross & Net adds), Quality of Acquisition (VLR %) and increasing CMS

Increase Revenue Market Share (RMS) by implementing revenue enhancement activities by the team :

- Monitor TSMs & TSEs through sales programs leading to Revenue Market Share increase through high Recharge vouchers and B & C class outlets expansion

Monitor Distribution Management to ensure high brand visibility & product availability to build & meet customer demand :

- Monitor growth and expansion of Alternate channels, Transacting and Activation outlets ( as per CSS-Sales norms) to increase product availability in the territory assigned

- Ensure that the sales team is adequately servicing the outlets, merchandising and providing other marketing inputs required for driving acquisitions and revenue

Review Channel Engagement & Channel Management to ensure high productivity levels :

- Monitor, review channel appointment norms & guidelines and make recommendations to VH/SH for appointment of new channel partners, including distributors.

- Monitor and review manpower productivity and usage of FOS, promoters, to drive acquisitions and revenue across all outlets

- Monitor and improve engagement of channel partners by partnering and resolving their queries pertaining to claims stocks, settlements, finance, profitability etc.

Ensure compliance with Policies & Processes with reference to sales function and engagement & training of team members to keep them up to date with plans & process improvements :

- Provide and recommend training to TSM/TSE/FOS for better productivity and team engagement

- Recommend stakeholders (Distributors/Retailers/) on control measures to channel related business indices

- Monitor quality and statutory CAF compliances and other documentation procedures and processes to ensure quality and 100% statutory CAF compliance Ensuring the availability validated daily/weekly/monthly reports to RO and ZO stakeholders to track productivity