Regional Business Head - Telecom

STEPS is an Executive Search Organization headquartered in New Delhi.

We partner with our clients to fill up their strategic and leadership positions for their business success.

In the process, currently we are partnering with a large MNC into Mobile Handsets Business.

There are following positions with this Organisation (JD given towards the end) :

1. Regional Business Head for entire West India

2. Regional Business Head for UP-East, Bihar and Jharkhand

3. Regional Business Head for Upper North (Chandigarh, Punjab, HP and J&K)

Job Description Regional Business Head and Branch Head

- Owner of Complete Revenue Targets for the defined territories

- Owner of Retail Channel Targets

- Responsible for overall State Business Planning & Execution of all Processes & system for State.

- Responsible to identify, grow and manage distribution Infrastructure within the State.

- Maintaining and monitoring channel partners’ Return on Investment

- Responsible for State level sales forecast.

- Ensuring Product Category level growth & Retail Channel-wise growth – as per Business direction

- Engaging in planning & actionable to improve Market Share at micro (town) level.

- Maintaining and developing existing Partners / Channels, new acquisitions and maximizing of product mix.

- Ownership of Promoter Outlets and other business avenues.

- Ensuring State target adherence to Hygiene Parameters – WOD, MSS, VINO, VPO.

- Responsible for tracking & collection of BR within the specified timelines.

- Responsible for sharing & updating Data as part of automation initiatives

- Responsible for cost optimization for the state.

- Competition assessment and team direction.

- Customer Management

- Build and manage partner/vendor relationships and gauge new opportunities.

- Responsible for managing customer escalations, customer problems, account conflicts and participate in important negotiations with key customers.

- People Management & Development

- Enable competency development and capability building within the Organization.

- Responsible for performance management & calibration of the team.

- Responsible for overall Productivity of ASMs and SOs and their development.

- Responsible to imbibe organization’s culture & vision amongst the team members.

- Responsible for RDS/MD manpower development & training.

- Corporate Governance

- Lead by example in following code of conduct, corporate governance policies, & other Company policies and processes.

- Abide by the law of land.

- Play the role of ORGANISATION brand ambassador.

- Channel Funnel Creation for the present & future for different business verticals

- Develop and qualify channel partners and alliances aligned with sales and marketing strategies

- Educate Channel Partners on company’s product and services, processes and procedures and rules of engagement.

- Provide feedback to management and channel partners to ensure that sales and marketing plans, program and plans are executed through the levels of channel operations.

- Provide analysis and recommendations for continuous development of channel programme.

- Responsible to identify, grow and manage distribution Infrastructure within the Region.

- Maintaining and monitoring channel partners’ Return on Investment.

- Evaluating and assessing business needs of current & future on Channel front

- Customer Management

- Build and manage partner/vendor relationships (across multi-tiers) and gauge new opportunities.

- Responsible for managing account conflicts and participate in important negotiations with key partners.

- People Management & Development

- Responsible for Channel manpower infra development & training – as the first SPOC

- Enable competency development and capability building within the Organization.

- Will act in guiding and supporting multiple teams in their Channel development needs.

- Corporate Governance

- Lead by example in following code of conduct, corporate governance policies, & other Company policies and processes.

- Abide by the law of land.

- Play the role of ORGANISATION brand ambassador.

- Sales Competencies

1. Functional Ability in Sales / sales ops/ trade marketing

a. Sales Math & Sales Knowledge

b. Market Knowledge & Distribution Hygiene

c. Multi-tier channel exposure

d. Excellent Analytics

e. Excellent Negotiator, Planner & Executor for Channels

2. Impact & Influence

a. Establishes Credibility

b. Address Customer issues & concerns (Internal as well as External)

c. Indirect influence

3. Initiative

a. Persists – does not give up easily

b. Creates & Seizes opportunities, Pro-active and Innovative.

c. Responds to competitive threats

4. Achievement Orientation - Sets challenging achievable goals

Please share your CV and share following details :

Current Organisation
Present Designation
Total Exp
Total Sales Exp
Total Channel Sales Exp(also mention for which products)
Industry Focus (eg. Telecom, FMCG, etc)
Territories Worked-
Last Year Sales Target v/s Achievement –
Team Size
Qualification with Institutes & Year -
Current Salary
Expected Salary
Present Location
Joining Time
Special Comments/Major Achievements –

Shikha
STEPS