Vodafone - Area Sales Manager

Role purpose:

To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.

Key accountabilities and decision ownership:

Sales

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

- Ensure quality of acquisition through the distribution channel

- Ensure availability of stock at retail while adhering to the norms

- Competition Tracking - programs & structures

- Execute promotional activities for channel partners to drive sales and build market credibility

Revenue:

- Achieve revenue target for the distribution channel across all products

Distribution expansion and extraction:

- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies

- Identify and develop new channel partners

People:

- Resolve channel-specific issues within specific timelines

- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives

- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

- MD/AD/SD Management (owns the CP as a business entity)

- Infrastructure negotiations - DSE Quality/Quantity

- Working Capital (investment in business) alignment

- ROI management

- Primary Billing

- Sizing corrections/territory dimensioning

- Problem Solving

- Performance trends & reviews

HSW Compliance:

- Ensure that the HSW norms are adhered to

Key performance indicators :

- Achievement of key targets in the distribution network (Sales, Revenue) in the territory

- Achievement of retail outlet (MBO) expansion targets

- Execution of distribution strategies and plans

- Development and retention of team members

- Performance management of RMs and distributors

- VF Way Adherence Score aligned to norms defined from time to time

Core competencies, knowledge and experience:

Critical Success Factors:

- Continuous Learning & Empowering Talent

- Building Team Commitment

- Communicate with care

- Leads Decision Making & Delivering Results

- Builds Strategic Relationships & Organizational Agility

- Analytical Thinking

Threshold Functional Competencies:

- Sales Planning & Forecasting

- Negotiation

- Working with Partners

Differentiating Functional Competencies:

- Solving Problems

Experience:

- Experience with distribution planning and channel implementation.

Must have technical / professional qualifications:

Essential : Graduation

Desired : full - time post - graduation in business management/MBA

Budget owned:

Financial (Limits / Mandates Etc.):

- Accountability for revenue targets for distribution channel for all products.

Non - Financial:

- Training and progress monitoring of RMs, distributors and retailers (MBO)

- Resolution of channel-specific issues within timelines

Direct reports: Distribution RMs (2 - 5)