Key Responsibilities

Business Performance & Sales Delivery

• Drive achievement of all assigned business KPIs including Prepaid, Postpaid, Home Connectivity, Device, Revenue and Channel Productivity targets.
• Develop and execute state-level sales and recovery plans to deliver business outcomes.
• Identify growth opportunities and implement initiatives to accelerate customer acquisition and market penetration.
• Monitor business performance trends and implement corrective actions where required.
• Drive sustainable growth while maintaining a healthy quality-of-sale environment.

Channel Management & Dealer Development

• Manage and strengthen relationships with distributors, dealers and channel partners.
• Improve dealer productivity, channel activation and market coverage.
• Identify white space opportunities and lead dealer expansion initiatives.
• Ensure consistent execution of commercial programs, campaigns and promotions.
• Drive channel compliance and governance standards across all territories.

Leadership & People Management

• Lead, coach and develop Account Managers and field sales teams.
• Establish a high-performance culture focused on accountability, execution and ownership.
• Conduct regular business reviews, coaching sessions and performance interventions.
• Build succession pipelines and develop talent within the sales organisation.
• Foster cross-functional collaboration to achieve regional and company objectives.

Market Execution & Customer Growth

• Maintain strong market presence through regular dealer engagement and field visits.
• Assess competitive activities and develop market response strategies.
• Drive customer acquisition initiatives and improve conversion effectiveness.
• Ensure effective deployment of sales resources across territories.
• Support execution of strategic projects and commercial initiatives.

Governance & Operational Excellence

• Ensure compliance with company policies, channel governance and regulatory requirements.
• Maintain accuracy and integrity of business reporting and sales data.
• Drive disciplined execution of sales operating rhythms, reviews and action tracking.
• Escalate business risks proactively and recommend mitigation plans.
• Work closely with Regional Leadership, Commercial, Marketing and HQ stakeholders to support business priorities.

Key Success Measures

The successful candidate will be evaluated based on:

Business Performance

• Prepaid Achievement
• Postpaid Achievement
• Home Connectivity Achievement
• Revenue Growth
• Gross Add Performance
• Dealer Productivity

Channel Effectiveness

• Active Dealer Growth
• Dealer Performance Improvement
• Market Coverage Expansion
• Channel Compliance

Leadership Effectiveness

• Team Performance
• Coaching & Development
• Stakeholder Management
• Execution Discipline
• Ownership & Accountability

Preferred Experience

• Minimum 8-10 years of sales, distribution or channel management experience.
• Minimum 3-5 years in a people leadership role.
• Telecommunications, FMCG, Consumer Electronics or Distribution industry experience preferred.
• Proven track record in managing distributors, dealers and indirect sales channels.
• Demonstrated experience in driving business turnaround and performance recovery.

Preferred Competencies

• Strategic Thinking
• Commercial Acumen
• Channel Development
• Distributor Management
• People Leadership
• Stakeholder Management
• Market Execution Excellence
• Data-Driven Decision Making
• Problem Solving
• Results Orientation