DGM/ Head - Distribution (Telecom)

Emprise HR Solutions
  • Bangalore
  • Confidential
  • 9-14 years
  • 10 Jun 2015

  • Circulation/ Distribution, Sales & Marketing

  • Telecom/ Mobile Operator/ ISP/ Telecom Vendor
Job Description

Key Individual Responsibilities:

Distribution Management

Drive business growth by developing Sales & Distribution Channels for all pdt. lines
Manage circle distribution Scorecard and regular reviews
Distribution Review mechanism for timely analysis and tight monitoring to meet business objectives
Maintain quality of distribution and mix of distributors with good ROI

Channel Dimensioning

Channel & Sales Manpower Dimensioning - Norms, Gap Identification & reduction
Dimension and bridge the gap in number of channel partner and FOS and Field force
Ensure and drive Channel Accounts Reconciliation on a Quarterly basis
Increasing market share and revenue enhancement through proper channel management
Building up of cross-sell capability across channel (particularly in line of the new sales org design)

Channel Satisfaction and payouts

Design and develop the loyalty programme for trade and channel partners
Conceptualizing and designing R&R schemes for sales team and FOS
Periodic DSAT survey with select Channel Partners across all product line to asses the satisfaction level regarding his association with the organization
Monitor on time channel payout and various sales incentive programs

Shared Responsibilities

With Circle Head

Design circle distribution strategy as per AOP and corporate guidance
Establish and monitor processes for Distributor appointment, Outlet expansion, product availability, trade recommendation

With CLT

Distribution rollout plan and strategy
Sharing strategies for increasing channel/sales team performance through distribution initiatives.

With the corporate

Provide circle level feedback on Distribution networks and circle specific product and distribution requirements
Sharing best practices across circles and industry


Market visit to meet channel and distribution partners once a week
Conduct a full team meeting with all S&M vertical heads once a week
Review sales performance and monthly targets with Sales team first week of month
Review performance in all functions at least twice per month
Launch and review various loyalty programs for channel and distribution partners
meet circle head 1-2 times per month

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Emprise HR Solutions