Role profile

Role title: Distribution Area Manager (DAM)

Function: Sales

Band: HJob Family: Sales

Business Area: Consumer Commercial

Reports to: Zonal Distribution Lead / Branch ManagerLocation: ROB

Role purpose:

To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.

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

- MD/AD/SD Management (owns the CP 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 toCore 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 RMs, 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 timeDirect reports: Distribution RMs (2 - 5)

Dotted reports: Nil

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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

To apply for this position, please use the external Vodafone Link

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