Idea - Territory Sales Manager

Job Purpose :

- Write the purpose for which the job exists (in 2-3 lines)

- Execute various sales strategies and programs in the geographical area allotted to him, in collaboration channel partners, to achieve sales target such as gross adds, revenue and numerical distribution indices

Dimensions : Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

- Business/SBU/Unit/Circle Revenue

- Business Workforce Number

- Unit/Circle Workforce Number

- Function Workforce Number

- Vertical/Department Workforce Number

Other Quantitative and Important Parameters for the job :

Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

Job Context & Major Challenges : Write the context in which the job is performed and the specific challenges (internal and external) that the job provides to the jobholder in the context of the Business/Unit/Function/Department-

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 are shifting towards micro-segmentation to increase revenue share by effectively attracting multi-SIM customer and increasing minutes of usage s.

- To access idea network, developing robust analytics program in collaboration with Marketing product team will help in driving up ARPU

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

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

- Salespersons form the backbone of the sales department of every organization and without their efficient functioning and high level of productivity, every sales team is likely to suffer in terms of reduced revenue and hence minimal profits. Therefore, CSS norms implementation is also important.

- Sales Manager/Executive must act as a bridge between the company and its current market and future markets by preparing individual sales plans & driving through sales force (FOS, DST Team etc) to pursue the desired objectives in accordance with established plans and schedules.

Major Challenges :

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

- 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

- Low utilization towers, profitability

Key Result Areas/Accountabilities and Supporting Actions : Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas/Accountabilities Supporting Actions :

Execute various sales activities and strategies to achieve set business targets of acquisitions - Coordinate with DSEs to achieve Gross Ads, Net adds, MNP - Port ins by taking new initiatives

- Maintain the quality of Acquisition to increase Gross VLR percentages

- Perform and coordinate specific market activities like camps or tent activities for migration of ZU customers to quality customers and/or making LUTs profitable

Execute various sales activities and strategies to achieve set business targets of revenue :

- To drive the distributors' team by executing various sales programs (new schemes/promotions/trade engagement etc.) to achieve Gross adds as per budget

- To achieve Primary Recharge Target as per product mix to achieve the monthly primary recharge targets

- Coordinate with retailers for various market promotional activities such as up selling or by promoting high FRC which would help increase revenue and achieve the set target

Maintain and manage channel partners by ensuring better relations and communication to achieve high productivity levels from channels :

- Identify and appointment new channel partners by following and implementing prescribed norms To achieve the revenue targeted from the assigned area

- Ensure whether FOS appointment, manpower staffing and market activity is being done for the product to get sold in the market through which targeted revenues can be achieved

- Review and resolve valid queries pertaining to claims stocks, settlements, finance, profitability etc to ensure improved productivity levels from the channel partner and retailers side

- To comply with policies & processes with reference to sales function and training team members to keep them up to date with plans & process improvements

- To drive & implement on control measures, initiatives to ensure quality and 100% statutory CAF compliance

- Maintain daily/weekly/monthly MIS to track productivity