Vodafone Idea - General Manager - Circle Mass Distribution

GM-Circle Mass Distribution

Location : Punjab-Mohali

Job Purpose :

- Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head

- Achieve Gross and Net Acquisition target in the circle for the distribution channel

- Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines

- Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint

- Create mechanism for gathering competition intelligence based insights for protecting base and increasing share of subscribers and revenue

Key Result Areas/Accountabilities:

Strategic:

- Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel

- Set targets for the Distribution channel covering both business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc)

- Deliver sales target for all products (quality prepaid gross and revenue targets, UL penetration, acquisition market share etc) by ongoing monitoring and reviews of the Distribution channel

- Develop channel expansion strategy by evaluating distribution coverage, penetration - and performance.

- Plan new product launch in the distribution channel with the circle Sales and Marketing Heads

Operational:

- Achieve circle revenue target for the distribution channel for all products across brands

- Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas

- Provide inputs to the Sales Head in deciding COCA / incentive plans for channel partners and monitor the same.

- Circle level implementation of national initiatives.

- Planning and monitoring the SIP targets along with the SEM Head.

Developmental:

- Identification of development areas, and recommending training programs / interventions for the distribution manpower.

- Work with the SEM team in developing training programs for internal sales teams and distributor for all new products and initiative.

- Identify team members along with SEM teams who are not achieving the desired SIP targets and guide and mentor them wherever required.

- Best practice sharing - within the circle and other circles

Core Competencies, Knowledge, Experience:

- 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution industry

- Multi-geography team leadership experience to bring in best practices

- Experience of distribution planning and channel strategy implementation

- Ability to lead channels with large number of partners of varying sizes and complexity

- Ability to manage dynamic, high-uncertainty environments

- Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization

- Independent thought leadership and drive to execute

Business:

- Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)

- Achievement of targeted gross and net acquisitions

- Achievement of key distribution KPIs

- Achievement of expansion targets through greater penetration and geographical expansion

- Ensuring smooth operations across all channel partners in the circle

- Resolving supply chain issues

People:

- Resolving channel specific issues in zone within specific timelines

- Relationship management with zones/branches and key channel partners

- Team members earning SIP incentives

- Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.

- Accountability for circle revenue target for distribution channel for all products

- Manage performance of all partners

- COCA budgets.

- Key Business KPI budgets ( Revenue, Gross )

Risks, Challenges, Job Context:

- The mass Distribution Head role directly impacts service reach of a two brand operation - including depth and width of product availability, visibility and advocacy. Consequently, the role influences achievement of -

- Go To Market strategy - enabling optimal GTM for products across two brands through a unified distribution structure.

- Channel structure, reach and management

- Channel sustenance through sharp ROI management

- Market share

- Getting work done from zones without having any direct accountability on them.

Must have technical / professional qualifications : 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution

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