Area Sales Manager - North-East region

Job Description

To maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies

Responsibilities

To achieve recharge sales target within state/area

• Ensure adequate availability of all recharge denominations in sub CP and retail points.
• Ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers to achieve ERC, RCV and E-pin target in agreed ratios.
• Constantly identify opportunities for driving activation and recharge sales within territory

Achieve Share of Gross & Net Additions (SOGA & SONA)

• Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area.
• Effective management of direct activation teams and monitoring of CP bus activation activities.
• KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits
• Drive KYC inactivity to nil
• Deploy other initiatives to increase GAD including new site launch
• Ensure activation of Quality GADs in assigned area.
• Develop and implement activities that will increase SONA in assigned area

Decrement

• Implementation of customer driven activities (product launches, town storms etc) in assigned area
• Drive voice and data business performance by implementation of revenue generating activities and initiatives in assigned territory

Channel branding and visibility

• Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory.
• Identify visibility opportunities for Airtel brand within the territory.
• Ensure ITP increases and gives impetus to iCMS and iRMS
• Effective management of POS stock in warehouse to avoid damage, wastage and obsolete materials.
• Train Market Developers on POS deployment in line with “look of success”

Distribution Infrastructure

• Recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
• Migrate all other retailers to become one stop shop SSOs and SSOs
• Maintain ratio of RSO(5):SSO(1) in line with scientific distribution.
• Maintain KYC infra ratio of 1kit:3 SSOs.
• Identify and recruit suitable sub channel partners in territory for effective product re-distribution

BTS Management

• Ensure constant CLS elimination.
• Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
• New Site Launch Plan and Distribution Preparedness.
• Effectively drive and manage target driven initiatives and projects

 Industry Awareness/Competition Intelligence

•    Effectively report competitive activities within assigned territory and implement adequate counter initiatives.
•    Track on-going initiatives in Market
•    Address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business
 

DIMENSIONS

Financial Dimensions 

1.    SOGA/ SONA                                                    
2.    Decrement 
3.    Channel Satisfaction Score                        
4.    Active Sub CP channels   
5.    RSOs/ SSOs
 

Other Dimensions

Direct reports: Market Developers 

Educational Qualifications  

• Bachelor’s in Social sciences, Marketing, Business Management, Engineering or Computer Science
• Master’s in Business Administration or Management will be an advantage
• Project management qualification will be an advantage

Relevant Experience & &Functional / Technical Skills 

• 4 -7 years of commercial/ business management experience
• Team leadership experience
• Computer literacy
• Sales knowledge
• Product/ Service development
• Product/ Service management
• Interpersonal skills
• Customer orientation

Other requirements 

• Committed to common goals and values of the organization.
• Passion for customer satisfaction and service delivery
• A strong work ethic with positive attitude.
• Team Leader & Player: Independent, confident and objective
• Attention to detail/ excellent oral and written communication skills.
• Good presentation skills.
• Ability to maintain confidentiality at all times
• Result Orientation
• Great problem-solving skills
• Good communications skills.
• Good interpersonal skills 
• Customer centric
• Sound understanding of Sales systems and Process 
• Creative self-starter