Manager – Territory Sales

Role

Territory Sales Manager

Job Level/ Designation

M1

Function / Department

Sales

Location

Kerala

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: 1 – 4 years

•             Experience with distribution planning and channel implementation.