Verified Job
Retail / Counter Sales
GMMass Retail Distribution
Retail / Counter Sales
#205065
Remote / WFH
Job Description
Role
Mass Distribution Lead
Job Level/ Designation
M3
Function / Department
Sales & Distribution
Location
Jaipur
Job Purpose
• Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head
• Achieve Gross and Net Acquisition target in the circle for the distribution channel
• Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines
• Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint
• Create mechanism for gathering competition intelligence based insights for protecting base and increasing share of subscribers and revenue
Key Result
Areas/Accountabilities
Strategic:
• Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
• Set targets for the Distribution channel covering both business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc)
• Deliver sales target for all products (quality prepaid gross and revenue targets, UL penetration, acquisition market share etc) by ongoing monitoring and reviews of the Distribution channel
• Develop channel expansion strategy by evaluating distribution coverage, penetration and performance.
• Plan new product launch in the distribution channel with the circle Sales and Marketing Heads
Operational:
• Achieve circle revenue target for the distribution channel for all products across brands
• Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
• Provide inputs to the Sales Head in deciding COCA / incentive plans for channel partners and monitor the same.
• Circle level implementation of national initiatives.
• Planning and monitoring the SIP targets along with the SEM Head.
Developmental:
• Identification of development areas, and recommending training programs / interventions for the distribution manpower.
• Work with the SEM team in developing training programs for internal sales teams and distributor for all new products and initiative.
• Identify team members along with SEM teams who are not achieving the desired SIP targets and guide and mentor them wherever required.
• Best practice sharing – within the circle and other circles
Core Competencies,
Knowledge, Experience
• 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution industry
• Multi-geography team leadership experience to bring in best practices
• Experience of distribution planning and channel strategy implementation
• Ability to lead channels with large number of partners of varying sizes and complexity
• Ability to manage dynamic, high-uncertainty environments
• Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization Independent thought leadership and drive to execute
Key Performance Indicators
Business:
• Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)
• Achievement of targeted gross and net acquisitions
• Achievement of key distribution KPIs
• Achievement of expansion targets through greater penetration and geographical expansion
• Ensuring smooth operations across all channel partners in the circle Resolving supply chain issues
People:
• Resolving channel specific issues in zone within specific timelines
• Relationship management with zones/branches and key channel partners
• Team members earning SIP incentives.
Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.
• Accountability for circle revenue target for distribution channel for all products Manage performance of all partners COCA budgets.
• Key Business KPI budgets ( Revenue, Gross )
Must have technical / professional qualifications
University Degree in Business/MBA caliber or equivalent qualification
Mass Distribution Lead
Job Level/ Designation
M3
Function / Department
Sales & Distribution
Location
Jaipur
Job Purpose
• Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head
• Achieve Gross and Net Acquisition target in the circle for the distribution channel
• Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines
• Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint
• Create mechanism for gathering competition intelligence based insights for protecting base and increasing share of subscribers and revenue
Key Result
Areas/Accountabilities
Strategic:
• Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
• Set targets for the Distribution channel covering both business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc)
• Deliver sales target for all products (quality prepaid gross and revenue targets, UL penetration, acquisition market share etc) by ongoing monitoring and reviews of the Distribution channel
• Develop channel expansion strategy by evaluating distribution coverage, penetration and performance.
• Plan new product launch in the distribution channel with the circle Sales and Marketing Heads
Operational:
• Achieve circle revenue target for the distribution channel for all products across brands
• Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
• Provide inputs to the Sales Head in deciding COCA / incentive plans for channel partners and monitor the same.
• Circle level implementation of national initiatives.
• Planning and monitoring the SIP targets along with the SEM Head.
Developmental:
• Identification of development areas, and recommending training programs / interventions for the distribution manpower.
• Work with the SEM team in developing training programs for internal sales teams and distributor for all new products and initiative.
• Identify team members along with SEM teams who are not achieving the desired SIP targets and guide and mentor them wherever required.
• Best practice sharing – within the circle and other circles
Core Competencies,
Knowledge, Experience
• 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution industry
• Multi-geography team leadership experience to bring in best practices
• Experience of distribution planning and channel strategy implementation
• Ability to lead channels with large number of partners of varying sizes and complexity
• Ability to manage dynamic, high-uncertainty environments
• Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization Independent thought leadership and drive to execute
Key Performance Indicators
Business:
• Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)
• Achievement of targeted gross and net acquisitions
• Achievement of key distribution KPIs
• Achievement of expansion targets through greater penetration and geographical expansion
• Ensuring smooth operations across all channel partners in the circle Resolving supply chain issues
People:
• Resolving channel specific issues in zone within specific timelines
• Relationship management with zones/branches and key channel partners
• Team members earning SIP incentives.
Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.
• Accountability for circle revenue target for distribution channel for all products Manage performance of all partners COCA budgets.
• Key Business KPI budgets ( Revenue, Gross )
Must have technical / professional qualifications
University Degree in Business/MBA caliber or equivalent qualification
