Tata Tele - Head - Distribution - Tel/FMCG

Role mandate: Head - Distribution

Essential : Should have 15-17 years of total experience. Strong understanding of dynamics ; its Management. Business understanding of telecom/FMCG/ other Business environment .

Desired Experience -8-10 yrs of telecom experience

Key Individual Accountabilities

Distribution Management

- Drive business growth by developing Sales & Distribution Channels for all product lines

- Manage circle distribution Scorecard and regular reviews

- Distribution Review mechanism for timely analysis and tight monitoring to meet business objectives

- Maintain quality of distribution and mix of distributors with good ROI

Channel Dimensioning

- Channel & Sales Manpower Dimensioning - Norms, Gap Identification & reduction

- Dimension and bridge the gap in number of channel partner and FOS and Field force

- Ensure and drive Channel Accounts Reconciliation on a Quarterly basis

- Increasing market share and revenue enhancement through proper channel management

- Execution of Tata one plan and development of distribution channels for modern trade channels

- Building up of cross-sell capability across channel (particularly in line of the new sales org design)

Channel Satisfaction and payouts

- Design and develop the loyalty programme for trade and channel partners

- Conceptualizing and designing R&R schemes for sales team and FOS

- Periodic DSAT survey with select Channel Partners across all product line to asses the satisfaction level regarding his association with the organization

- Monitor on time channel payout and various sales incentive programs

Key Shared Accountabilities

With Circle Head

- Design circle distribution strategy as per AOP and corporate guidance

- Establish and monitor processes for Distributor appointment, Outlet expansion, product availability, trade recommendation

With CLT

- Distribution rollout plan and strategy

- Sharing strategies for increasing channel/sales team performance through distribution initiatives.

With the corporate

- Provide circle level feedback on Distribution networks and circle specific product and distribution requirements

- Sharing best practices across circles and industry

Parameters for Success

Financial Metrics

- Performance vs. forecast/budget

- Net Additions

- Acquisition Cost

- Channel ROI

Operational Metrics

- Channel satisfaction score

- Activating outlets

- Acquisition cost / Gross Add

Other responsibilities

- Market visit to meet channel and distribution partners once a week

- Conduct a full team meeting with all S&M vertical heads once a week

- Review sales performance and monthly targets with Sales team first week of month

- Review performance in all functions at least twice per month

- Launch and review various loyalty programs for channel and distribution partners

- meet circle head 1-2 times per month

Home location - Sits in circle HQ