Manager - Mass Distribution

Role

Territory Sales Manager

Job Level/ Designation

M1

Function / Department

Sales

Location

Gujarat

Job Purpose

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

Key Result Areas/Accountabilities

Sales

• Establish a Best-in-Class distribution footprint and a strong promoter channel where the TSM is supervising promoters


• Deliver sales target for all products (voice-prepaid / post-paid, data etc.) by executing the distribution strategy


• Help zone and circle achieve Revenue targets by driving secondaries through Mass Retail distribution and by pushing unlimited products penetration


• Monitor quality of acquisition through the distribution channel


• Competition Tracking & reporting – schemes & programs


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


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

Revenue

• Achieve zonal 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

People

DSE Management

−             Target Setting – DSE

−             DSE Beat Plan adherence

−             Systems/formats at DSE end

−             Drive Distribution KPIs delivery

MD/AD/SD Management

−             DSE Availability monitoring

−             Monitor Stock holding

−             Day to day Performance Review & discussions

−             Problem Solving

−             Load Out monitoring

−             Systems/formats at MD point

−             HSW compliance

Core Competencies, Knowledge, Experience

Good communication skills

Sales  Planning & Forecasting

Products Services & Technology Knowledge - Consumer

Leads Decision Making & Delivering Results

Analytical Thinking

Building Team Commitment

Must have technical / professional qualifications

•             Essential : Graduation - Regular

•             Desired :  post - graduation in business management/MBA

•             work ex: 5-7 years

•             Experience with distribution planning and channel implementation.