Microsoft Mobile Devices & Services - Channel Executive

Microsoft has always believed in the transformative power of technology. From the initial version of placing a personal computer on every desktop and in every home, to putting mobile devices into a billion hands, we have connected and empowered generations. We want to make the lives of billions of people better in fundamental ways- thats what we do today, and thats what we will do tomorrow.

Channel Executive - MMDS(Microsoft Mobile Devices & Services)

Locations: Anywhere in India

No magic wands or hidden tricks. Yet, great energy and determination is something we are looking for. Have you got what it takes-

Purpose of the Role:

Sales Manager is responsible for delivering differentiated Microsoft Devices Group(MDG) consumer experience in all 'Experience' stores & driving store-wise

Value growth, and managing performance of the distribution network within the specified geographical territory, which include MDG Branded Retail and Solution Partners .The SM will be the sole MDG contact for all Experience stores, strategic account management of partner stores and ensuring channel profitability, hygiene and quality. The key aim for this role is to maximize the value (sell out) & sell through from these stores and deliver superior consumer experience.

Roles & Responsibilities:

Deliver assigned targets for Sales revenue, ASP, Service activation and Audit scores across assigned stores .Deliver assigned targets for Sales revenue, ASP, Service activation and Audit scores across assigned stores via:

Sales Management

- Strategic Account Management for high-volume growth and sales - Large outlets : Drive share gain, increase profit/sales ratio for the outlet, Experience outlet : drive share gain, increase profit/sales ratio for the outlet, Category Management

- Manage sales operations; maximize sell in & sell through

- Analysis/interpretation of MIS reports & data

- Manage new product/service launches and execution

- Plan, forecast and manage stock availability (including channelized products where applicable)

- Promoter need assessment & deployment

- Use retail audit information for corrective action

- Ensure best practice implementation in high-volume stores

Distribution Excellence

- Drive reach for entry phones and build width & depth of smart lite phones

- Maximize WoD (overall & product level)

- Track and expand billed outlets

RDS Management

- Manage RDS planning, forecasting and stock availability

- Drive Sell in, Sell through in close coordination with the Sales Manager Experience (wherever applicable)

- Work along with RDS on RDS target setting, tracking and investments

- Manage RDS profitability

- RDS resources allocation with respect to Value stores

- Layout & implement infrastructure norms as per Microsoft Devices Group(MDG) guidelines

Demand Generation Activities

- Plan and coordinate marketing activities for all stores (In collaboration with the marketing team )

- Drive In store activities for high volume stores

- Track and improve consumer activations

- Drive trade engagement

- Drive MDG visibility - Instore, Out of Store, ensure appropriate branding related POSM

- Promoter management - relationships, capability, training, incentivization, etc.

- Collaborate with Channel teams and executing high impact consumer traffic generation & conversion

- Plan and coordinate product launches & marketing activities for Experience stores

- Undertake trade engagement & promotional activities

- Drive consumer activations

Channel hygiene & quality:

- Town mapping and high quality partner selection, induction & training

- Maintain highest standards of quality & performance of the partner pool

- New store launches, store operations compliance as per defined SOPs

- Store staff recruitment and training, including promoter-need assessment and deployment

- Use retail audit information for corrective action & maintain superior look/feel and delivery of consumer experience

- Ensure best practice implementation of solution sales

People/Competencies

- Managing, coaching and building the capability of the experience sales team for the RDS

- Improve the capability of the sales team and improve branded retail solution selling processes

- Gather information on competitors and customer feedback, share best practices across industries

Key Deliverables:

Quantified metrics

1. Sell through Value : Overall &- 5K devices

2. RDS Level : Sell In, Sell through, Sell Out

3. Value stores level : Sell In, Sell-through, Sell Out

4. Gear Sales

5. Market share

6. Promoter performance ( Define metrics & measure)

7. Audit scores for the channel(more measurable parameters to be evolved)

a. Experience delivery

b. Adherence to visibility norms, ViNO

c. Adherence to Live device norms

8. Capability Index for promoters

9. Trade Audit through satisfaction surveys for retailers

Key Skills Required:

Business Planning, Consumer focus, Customer Focus, Negotiation & communication skills, Channel Management, Persuading & Influencing, Solution/Value Selling, Key account management, Exhibit challenger mind set behavior: Urgency, Accountability, Empathy, Bias for action

Qualification:

5+ years of relevant experience in sales in FMCG/FMCD or Telecom/Operator/Handset ecosystem with MBA from Premium Institutes preferred.

Our Sales and Marketing teams work on one common goal - make sure that the world knows about all the awesome products that we bring to the market by continuously finding the most compelling ways to introduce our wares. That is what inspires us to work every day. Now this is your chance to join a team that strives to put the exclamation point on peoples' days by world class creative executions. You think you have got what it takes- This is your chance. Grab it!

Company : Microsoft Mobile Devices & Services