Head - Distribution - FMCG

Job Description:

Location: AP & Telangana

Job Title:

Circle Distribution Head

Reports to: Circle Sales Head

Reportees:

Function: Sales Department:

Circle Operations Band: TBD

Organization Chart:

- The Distribution Head at the Circle is responsible for the distribution channel in a circle.

- The Distribution Leads/Distribution AMs (in zones without Leads) at the zones will have a functional reporting to the Circle Distribution Head

Essence Of Role:

Key Accountabilities:

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

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

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

- Initiate distribution expansion to improve reach, coverage and expand geographical footprint

- Provide feedback on competitive moves to protect base and increase share of subscribers and revenue

Strategic:

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

- Set targets for the Distribution channels

- Deliver sales target for all products (voice-prepaid / postpaid, data, VAS, handsets etc.) by ongoing monitoring and reviews of the Distribution channel

- Develop channel expansion strategy by evaluating distribution coverage and penetration

- 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

- Develop partnership models across zones and branches

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

- Provide inputs to the Sales Head in deciding incentive plans for channel partners

Developments:

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

- Best practice sharing - within the circle and other circles

Key Result Areas:

Responsible and accountable for:

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

- Achievement of targeted gross and net acquisitions

- Achievement of expansion targets through greater penetration and geographical expansion

- Ensuring smooth operations across all channel partners in the circle

- Resolving supply chain issues

- Resolving channel specific issues in zone within specific timelines

- Ensure employee satisfaction thereby reducing attrition

- Relationship management with key channel partners

Authority:

- Authority Recommendation - Final

- Overall Distribution channel target setting - Y

- Target setting across channel partners in the circle - Y

- Sales and Distribution Strategy - for improving reach - Y

- Selection of Channel Partners - Y Y

- Supply Chain conflict resolution - Y

- Administrative approvals - Y

Internal Relationships:

Role - Department Frequency of Interaction Purpose of the Interaction

- Zonal Distribution Lead Daily / Need based Target communication, monitoring, Performance update / discussions

- Circle Retail Team Weekly / Need based Addressing supply chain/partner management concerns involving VMS/ADVMS

External Relationships:

- External Agency Frequency of Interaction Purpose of the Interaction

- Chanel Partners Need based Reviews / discussions with high performance channel partners, addressing concerns on timely payouts, expansion into new areas, selection of new partners in a geography

Key Skills/Experience Required:

Required Experience/ Skills:

- 5 -7 years of S&M experience in FMCG/retail industry

- Multi-national, multi-geography team leadership experience to bring in best practices

- Experience with distribution planning and channel implementation

Desired Competencies/ Skills:

- Ability to lead a distribution channel, with large number of channel partners of varying sizes and complexity

- Ability to manage in dynamic, high-growth, high-uncertainty environments

- Influencing skills, effective relationship management skills and proven ability to function within a matrix-organisation

- Independent thought leadership and drive to execute

Educational Qualifications:

- University Degree in Business/MBA calibre or equivalent qualification

Job Dimensions:

Financial Dimensions:

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

- Manage performance of all partnerships

Non Financial Dimensions

- Achievement of distribution expansion targets in the circle

- Retention of key employees and channel partners

Key Challenges of the Job:

Maintaining acquisition market share while achieving revenue targets and customer satisfaction, in a market scenario of:

- Increasing competition and ARPU pressures

- Rising sophistication of customer preferences - greater adoption of data

- Shift from single product-channel (prepaid) to multiple products & channels

- Shift in industry business model from - acquisition to customer experience and U&R

- A complex regulatory environment