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Role
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Mass Distribution Lead
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Job Level/ Designation
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M3
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Function / Department
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Sales & Distribution
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Location
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Jaipur
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Job Purpose
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- Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head
- Achieve Gross and Net Acquisition target in the circle for the distribution channel
- Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines
- Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint
- Create mechanism for gathering competition intelligence based insights for protecting base and increasing share of subscribers and revenue
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Key Result
Areas/Accountabilities
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Strategic:
- Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
- Set targets for the Distribution channel covering both business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc)
- Deliver sales target for all products (quality prepaid gross and revenue targets, UL penetration, acquisition market share etc) by ongoing monitoring and reviews of the Distribution channel
- Develop channel expansion strategy by evaluating distribution coverage, penetration and performance.
- Plan new product launch in the distribution channel with the circle Sales and Marketing Heads
Operational:
- Achieve circle revenue target for the distribution channel for all products across brands
- Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
- Provide inputs to the Sales Head in deciding COCA / incentive plans for channel partners and monitor the same.
- Circle level implementation of national initiatives.
- Planning and monitoring the SIP targets along with the SEM Head.
Developmental:
- Identification of development areas, and recommending training programs / interventions for the distribution manpower.
- Work with the SEM team in developing training programs for internal sales teams and distributor for all new products and initiative.
- Identify team members along with SEM teams who are not achieving the desired SIP targets and guide and mentor them wherever required.
- Best practice sharing – within the circle and other circles
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Core Competencies,
Knowledge, Experience
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- 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution industry
- Multi-geography team leadership experience to bring in best practices
- Experience of distribution planning and channel strategy implementation
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- Ability to lead channels with large number of partners of varying sizes and complexity
- Ability to manage dynamic, high-uncertainty environments
- Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization Independent thought leadership and drive to execute
Key Performance Indicators
Business:
- Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)
- Achievement of targeted gross and net acquisitions
- Achievement of key distribution KPIs
- Achievement of expansion targets through greater penetration and geographical expansion
- Ensuring smooth operations across all channel partners in the circle Resolving supply chain issues
People:
- Resolving channel specific issues in zone within specific timelines
- Relationship management with zones/branches and key channel partners
- Team members earning SIP incentives.
Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.
- Accountability for circle revenue target for distribution channel for all products Manage performance of all partners COCA budgets.
- Key Business KPI budgets ( Revenue, Gross )
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Must have technical / professional qualifications
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University Degree in Business/MBA caliber or equivalent qualification
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