Posted By
Ekta Agrawal
Resource Executive at Global Consultancy and management Services
Last Login: 07 October 2016
Posted in
Sales & Marketing
Job Code
129865
Sales Program Manager - with a Telecom Giant
We are looking for Sales Program Manager for a telecom giant for Lucknow and Ahmedabad location
A. Organization Chart
The Sales Program Manager has three fold responsibilities
- Developing trade engagement and promotional activities for the channel (direct sales, distribution) and ensure high loyalty, satisfaction and achievement of targets; Managing and monitoring of trade marketing investments and initiative execution
- Build a sales capability center of excellence at the Circle
The Role will report directly to Sales Head.
B. ESSENCE OF ROLE- Key Accountabilities
- To drive trade engagement activities across distribution, direct sales channel including distributors, retailers and ensure high loyalty from the channel
- Lead development of the Trade Marketing Strategy to achieve defined business objectives across all product categories
- Management and monitoring of Trade Marketing Investments and initiatives execution
- Develop new promotions for driving sales as well as execution of regular promotion programs
- Monitor competitor activities on a periodic basis to develop trade engagement activities
- To lead and ensure deployment of common sales practices across all zones – ensuring standardization of processes followed by channel partners, contract sales force and Vodafone sales force
- To build organization capability by evaluating training needs, allocating budget, conducting various training programs like train-the-trainer, product knowledge training and Sales Management Process training and supervising training MIS
1. Strategic
- Development of the Trade Marketing Strategy to achieve defined business objectives across all product categories
- Develop channel engagement/ trade engagement plans with the zonal Distribution Leads and Direct sales leads for distribution partners, direct sales partners and retailers
- Plan and allocate budget for training sessions including cost monitoring and optimization
- Assist in training need identification and design monthly or quarterly training calendar
- Improve processes through cross functional interactions
- Develop new promotions for driving sales as well as execution of regular promotion programs (SKH, Superstar etc)
2 Operational
- Develop standardized process for partner appointment and partnership models
- Management and monitoring of Trade Marketing Investments and initiatives execution
- Drive trade engagement activities across distribution, direct sales channel including distributors, retailers & ensure high loyalty in channel
- Monitor the progress of trade engagement and promotional activities–
Identify best performers, timely settlements, quality of MIS reports
- Monitor competitor activities on a periodic basis to develop trade engagement activities
- Engage with the channel as well as distribution leads / direct sales leads at the zone to understand improvements in trade engagement activities and developing trade promotional plans
- Improve the quality of trade engagement activities through regular engagement with the channel
- Ensure that trade engagement activities are executed within the budget
- Develop and deploy common sales practices & policies for the distribution channel – across all infrastructural points (channel partners,offroll sales staff onroll sales staff etc)
3 Developmental
- Organize trainings – induction of new Sales force, train-the trainer program on product knowledge, Sales Management (documentation) Process training for the account managers
- Upgrade training content like sales kit, product manuals etc.
- Evaluate training effectiveness through written tests, FOS productivity track sheets.
- Supervise administration of training MIS.
- Coordinate availability of training material and with administration or other agencies for program set-up
- Develop capabilities within the sales teams at the zones to drive trade engagement programs successfully
Didn’t find the job appropriate? Report this Job
Posted By
Ekta Agrawal
Resource Executive at Global Consultancy and management Services
Last Login: 07 October 2016
Posted in
Sales & Marketing
Job Code
129865