Role title: ASM- Channels & SOHO
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Function: VIBS
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Band: M-2
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Department: Channels & SOHO
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Reports to: Cluster Segment Head- Channels & SOHO
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Location: Circle – Cluster
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Role purpose:
Managing operations for Channels & SOHO business for the state covering all segments SME, SOHO, Govt & Strategic Accounts. This position will build and appropriately deploy the requisit resources to gain market share across segments, achieve Budgeted Revenue & NPS.
Develop & Deploye new routes to market like SOHO, Start Up, and Alliance tie ups to gain market presence in the SME/Soho segment
Establish digitally enabled Aqusistion model for Government & Startegic accounts to drive productivity & efficiency.
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Key accountabilities and decision ownership
Strategic
- To plan, budget, deliver segment revenues and contribution margins over a planning horizon including management of the subscriber acquisition costs
- To implement coverage and distribution strategies aimed at delivering targeted in circle
- To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
- Channels Capability development & Certification as per plan
- Implementation of various channel partner metrics in allotted Territory
- Partner Commissioning
- Partner sales & service processes
- Design & Implement new revenue streams in SME, SOHO, startups & Large enterprises.
Operational
- Achievement of 80% SIP of their respective team
- Make 100% of CP qualify the VEPP as per the defined norms.
- Responsible for achieving the Circle Revenue targets for all product portfolio available for SOHO and SME.
- Account planning & drive sales of FLD, FLV and data products through the channel partner teams
- Enhancing Retail engagements to ensure smooth interactions in SME and retail.
- Responsible for Driving Acquisition in Government & Strategic accounts through Desk & Channel management
Development
- Training and coaching of team
HSW Compliance
- Ensure that the HSW norms are adhered to
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Core competencies, knowledge and experience:
Critical Success Factors
- Leadership & People management SKills
- Distribution Channel Management and operational excellence
- Program Management Experience
- Strong analytical and conceptual skills
- Technical sales Capability
Threshold Functional Competencies
- Strong Implementation skills
- Strong Commercial Skills
- Knowledge on Telecom technologies & solutions
- A strong implementation mind set.
Differentiating Functional Competencies
- Should be able to drive cross functional teams
Experience: 8- 10 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams and technical sales.
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Must have technical / professional qualifications:
- Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like Toll Free, Lease Lines, cloud portfolio: Gsuit, O365.
- Desired: MBA from a reputed Institute.
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Budget owned: Circle Revenue Budget allocated
Financial (Limits / Mandates Etc.)
- The incumbent would be responsible for achieving Mobility (SME & SOHO) and FLX revenue target of around 100 Crs with 20% non mobility mix.
- The incumbent will be responsible for channel ROI
- The incumbent would be responsible for Acquisition in Govt & Strategic accounts
Non – Financial
- Driving a customer focused approach would be a critical dimension of the role with high focus on market share increase
Effective implementation of processes, and ensuring smooth and streamlined pay outs for channels.
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Key performance indicators:
- Drive segment Revenue & new Acquisition from circle
- Design and implement the Operating plan for segment in allotted circles with a robust governance model for relevant metrics
- New initiative metrics in allotted circles
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Direct reports:
- Channel Managers( 6 to 8) – Band M-2
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Dotted reports: NA
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