Distribution Head-telecom-hyderabad

Crystal Consultants
  • Hyderabad
  • Confidential
  • 6-11 years
  • 14 Sep 2015

  • Sales/ Business Development/ Account Management

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

ESSENCE OF ROLE- Key Accountabilities

Formulate and implement the circle distribution strategy, in consultation with the Sales Head
Attain market leadership through growth in terms of gross numbers, revenues, market share and profit, while complying with agreed budget, quality of additions and corporate policy guidelines
Achieve Gross and Net Acquisition target in the circle for the distribution channel
Initiate distribution expansion to improve reach, coverage and expand geographical footprint
Provide feedback on competitive moves to protect base and increase share of subscribers and revenue

1 Strategic

Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
Set targets for the Distribution channels
Deliver sales target for all products (voice-prepaid / postpaid, data, VAS, handsets etc.) by ongoing monitoring and reviews of the Distribution channel
Develop channel expansion strategy by evaluating distribution coverage and penetration
Plan new product launch in the distribution channel with the circle Sales and Marketing Heads

2 Operational

Achieve circle revenue target for the distribution channel for all products
Develop partnership models across zones and branches
Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
Provide inputs to the Sales Head in deciding incentive plans for channel partners

3 Developments

programs / interventions for the distribution manpower
Best practice sharing within the circle and other circles

Responsible and accountable for:

Achievement of key targets for the Distribution channel (Revenue, cost savings, market share)
Achievement of targeted gross and net acquisitions
Achievement of expansion targets through greater penetration and geographical expansion
Ensuring smooth operations across all channel partners in the circle
Resolving supply chain issues
Resolving channel specific issues in zone within specific timelines
Ensure employee satisfaction thereby reducing attrition
Relationship management with key channel partners

G. Key Skills/Experience Required

Required Experience/ Skills:

5 -12 years of S&M experience in FMCG/retail industry Age not more than 35 years
Multi-national, multi-geography team leadership experience to bring in best practices
Experience with distribution planning and channel implementation

Desired Competencies/ Skills:

Ability to lead a distribution channel, with large number of channel partners of varying sizes and complexity
Ability to manage in dynamic, high-growth, high-uncertainty environments
Influencing skills, effective relationship management skills and proven ability to function within a matrix-organisation
Independent thought leadership and drive to execute

Educational Qualifications

University Degree in Business/MBA calibre or equivalent qualification

I. Key Challenges of the Job

Maintaining acquisition market share while achieving revenue targets and customer satisfaction, in a market scenario of:
Increasing competition and ARPU pressures
Rising sophistication of customer preferences greater adoption of data
Shift from single product-channel (prepaid) to multiple products & channels
Shift in industry business model from acquisition to customer experience and U&R
A complex regulatory environment

5 -12 years of S&M experience in FMCG /retail industry age not more than 35 years,
Multi-national, multi-geography team leadership experience to bring in best practices
Experience with distribution planning and channel implementation

Competencies/Skill sets for this job

New Product Launching Distribution Channel Expansion Strategy

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About Organisation

Crystal Consultants