Distribution Lead - FMCG/Telecom

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.

Sales :

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

- Ensure quality of acquisition through the distribution channel

- Plan promotional activities for channel partners - Track channel specific schemes and launches

- Coordinate overall supply chain in the zone for all distribution channel partners

Revenue :

- Achieve zonal revenue target for the distribution channel for all products

Budgetary control :

- Achieve savings on allocated SAC and promotion activities for the channel partners

Distribution expansion and extraction:

- Achieve sales expansion and retail (MBO) penetration targets by identifying, appointing and monitoring distribution partners (distributors, recharge outlets, activation outlets, prepaid touch points) in new and existing areas

Network :

- Provide inputs and coordinate with network team to drive better utilization in LUTs

People :

- Resolve channel-specific issues in zone within specific timelines

- Keep employee-retention and motivation levels high through regular reviews of performance of channel managers, retailers, off-roll sales representatives

- Ensure best-practices training and sound coaching to AMs, RMs, distribution partners to enhance overall effectiveness

Typical Outputs :

- Achievement of key targets in the distribution network (Revenue, cost savings, market share etc.)

- Achievement of expansion targets through greater penetration and geographical expansion

- Development and retention of team members

- Relationship management with key channel partners