Vodafone - Deputy Manager - Distribution Lead

Role title: Distribution Lead (DL)

Function: Sales

Band: H

Job Family: Sales

Business Area: Consumer Commercial

Reports to: Zonal Business Manager Location: Davangere Zone

Role purpose:

To manage and drive sales through distribution in order to attain market leadership in the given zone, through growth, in terms of gross numbers, revenues, market share and profit, while complying with agreed budget, quality of additions, timescales and policy guidelines

Key accountabilities and decision ownership:

Sales :

- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level

- Ensure quality of acquisition through the distribution channel

- Ensure availability of stock at retail while adhering to the norms

- Competition Tracking - programs & structures

- Execute promotional activities for channel partners to drive sales and build market credibility

Revenue :

- Achieve revenue target for the distribution channel across all products

- Distribution expansion and extraction

- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

- Identify and develop new channel partners

People :

- Resolve channel-specific issues within specific timelines

- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives

- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

Budgetary Control :

- MD/AD/SD Management (owns the Channel Partner as a business entity)

- Infrastructure negotiations - DSE Quality/Quantity

- Working Capital (investment in business) alignment

- ROI management

- Primary Billing

- Sizing corrections/territory dimensioning

- Problem Solving

- Performance trends & reviews

HSW Compliance :

- Ensure that the HSW norms are adhered to Core competencies, knowledge and experience:

Critical Success Factors :

- Continuous Learning & Empowering Talent

- Building Team Commitment

- Communicate with care

- Leads Decision Making & Delivering Results

- Builds Strategic Relationships & Organizational Agility

- Analytical Thinking

Threshold Functional Competencies :

- Sales Planning & Forecasting

- Negotiation

- Working with Partners

Differentiating Functional Competencies :

- Solving Problems

Experience :

- 2 - 6 years

- Experience with distribution planning and channel implementation.

Must have technical / professional qualifications :

- Essential : Graduation

- Desired : full - time post - graduation in business management/MBA

Budget owned :

Financial (Limits / Mandates Etc.) :

- Accountability for revenue targets for distribution channel for all products.

Non - Financial :

- Training and progress monitoring of DAMs, distributors and retailers (MBO)

- Resolution of channel-specific issues within timelines

Key performance indicators :

- Achievement of key targets in the distribution network (Sales, Revenue) in the territory

- Achievement of retail outlet (MBO) expansion targets

- Execution of distribution strategies and plans

- Development and retention of team members

- Performance management of RMs and distributors

- VF Way Adherence Score aligned to norms defined from time to time

Direct reports : Distribution Area Managers