AGM - Area Sales | Bangalore

Job Purpose

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

Graduate: Mandatory

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