Vodafone - Head/SM/AGM - Trade Engagement - Sales

Role : Trade Engagement Head

Reports to : Head Sales

Function : Sales

Role Purpose :

The Trade Engagement Head has two fold responsibilities :

- To assist in developing trade engagement and promotional activities for the channel (direct sales, distribution) and ensure high loyalty, satisfaction and achievement of targets.

- Would also be responsible for managing and monitoring of trade marketing investments

Essence Of Role/Key Accountabilities :

- To drive trade engagement activities across distribution, direct sales channel including distributors, retailers and ensure high loyalty from the channel

- Lead development of the Trade Marketing Strategy to achieve defined business objectives across all product categories

- Management and monitoring of Trade Marketing Investments and initiatives execution

- Develop new promotions for driving sales as well as execution of regular promotion programs

- Monitor competitor activities on a periodic basis to develop trade engagement activities

- Development of the Trade Marketing Strategy to achieve defined business objectives across all product categories

- Develop channel engagement/ trade engagement plans with the zonal Distribution Leads and Direct sales leads for distribution partners, direct sales partners and retailers

- Develop new promotions for driving sales as well as execution of regular promotion programs (SKH, Superstar etc)

- Management and monitoring of Trade Marketing Investments and initiatives execution

- Drive trade engagement activities across distribution, direct sales channel including distributors, retailers & ensure high loyalty in channel

- Monitor the progress of trade engagement and promotional activities- Identify best performers, timely settlements, quality of MIS reports

- Monitor competitor activities on a periodic basis to develop trade engagement activities

- Engage with the channel as well as distribution leads / direct sales leads at the zone to understand improvements in trade engagement activities and developing trade promotional plans

- Improve the quality of trade engagement activities through regular engagement with the channel

- Ensure that trade engagement activities are executed within the budget

- Develop capabilities within the sales teams at the zones to drive trade engagement programs successfully

Key Result Areas :

Responsible and accountable to :

- Ensure high loyalty in the channel and drive programs successfully

- Achieve enhance productivity with channel engagements

- Ensure constantly upgraded trade engagements

- Efficient allocation of Budget for trade engagement programs

- Build and develop the sales capability of the organization (based on understanding of best practices) - Identify and conduct relevant engagements

Internal Relationships :

Head - Sales - Finalization on trade marketing and engagement plans; Update on progress of plans

Zonal Distribution Leads / Direct Sales Leads - Weekly Execution of trade marketing and engagement plans

SPM - Developing promotional programs

External Relationships :

External Agency Frequency of Interaction Purpose of the Interaction

Channel partners Need based Developing the content of trade engagement activities, promotional programs, trade marketing activities, ensuring timely settlements

Job Dimensions :

Financial Dimensions :

- Responsible for revenue and acquisition targets through trade promotion activities

- Responsible for delivering set of activities within budgets

Non Financial Dimensions :

- Driving a channel focused approach and channel satisfaction - Channel R&R targets

Key Skills/Experience Required :

- 7-10 years of experience in Sales, of which at least 3-4 years should be in trade engagement or marketing role in FMCG / Telecom

- A proven track record in developing trade and channel promotions, preferably in a variety of situations so as to be able to draw upon a breadth of experience when making decisions and analyzing plans

- Strong analytical & conceptual skills in revenue scenario planning. A systemic orientation to implementation of campaigns.

- Ability to manage the highest levels of interaction with top levels of management, both internally and externally

- Ability to determine needs for people development

- Ability to ensure adherence to processes

Desired Competencies/ Skills :

- Strong analytical ability to unlock business opportunities

- Powerful influencing and effective relationship management skills

- Independent thought leadership and drive to execute

- Exposure to training / HR so as to effectively lead organization capability building initiatives

Educational Qualifications :

- University Degree in Business/MBA caliber or equivalent qualification

To apply for this position, please apply using External Vodafone Link