Vodafone Idea - Area Sales Manager (4-6 yrs)

- To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.

Key Result Areas/Accountabilities:

Sales:

- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc. ) by executing the distribution strategy at the channel partner level.

- Ensure quality of acquisition through the distribution channel.

- Ensure availability of stock at retail while adhering to the norms.

- Competition Tracking - programs & structures.

- Execute promotional activities for channel partners to drive sales and build market credibility.

- Revenue - Achieve 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.

- Identify and develop new channel partners.

People:

- Resolve channel-specific issues within specific timelines.

- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives.

- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness.

- MD/AD/SD Management (owns the CP as a business entity).

- Infrastructure negotiations - DSE Quality/Quantity.

- Working Capital (investment in business) alignment.

- ROI management.

- Primary Billing - Sizing corrections/territory dimensioning.

- Problem Solving - Performance trends & reviews.

- HSW Compliance.

- Ensure that the HSW norms are adhered to.

Key performance indicators:

- Achievement of key targets in the distribution network (Sales, Revenue) in the territory.

- Achievement of retail outlet (MBO) expansion targets.

- Execution of distribution strategies and plans.

- Development and retention of team members.

- Performance management of RMs and distributors.

- VF Way Adherence Score aligned to norms defined from time to time.

Core Competencies, Knowledge, Experience:

Critical Success Factors:

- Continuous Learning & Empowering Talent.

- Building Team Commitment.

- Communicate with care.

- Leads Decision Making & Delivering Results.

- Builds Strategic Relationships & Organizational Agility.

- Analytical Thinking.

- Threshold Functional Competencies.

- Sales Planning & Forecasting.

- Negotiation.

- Working with Partners.

- Differentiating Functional Competencies.

- Solving Problems.

- Must have technical / professional qualifications.

Preferably full - time post graduation in business management/MBA.