GMMass Retail Distribution

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

Strategic

Areas/Accountabilities

• 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