GM - Mass Distribution

Role

Zonal Business Manager

Job Level/ Designation

M3 / General Manager

Function / Department

Sales/Mass Distribution

Location

Kerala

Job Purpose

• To plan and develop strategies for zonal prepaid, postpaid through retail, Enterprise, SME business through respective sales teams to achieve sales target, budgeted sales, revenue and other distribution objectives

Key Result Areas/Accountabilities

Sales:

• Deliver overall Gross ,GAS & CMS share target for the zone
• Achieve targeted net adds for across all products and sales channels (Distribution, Retail, MTO/SPO and SME) in the zone.
• Achieve channel infrastructure enhancement targets (UAO, DURO, retail large format stores, FOCOs, SPO outlets, SME partner infrastructure, etc)

Revenues:

• Deliver overall Revenue target for the zone across products and channels

Budgetary Control:

• Achieve savings on allocated COCA / SAC and G&A budgets at the zone

Customer Service & Collections:

• Manage overall customer satisfaction (Retail NPS and TSAT) and revenue churn targets across different customer segments

Marketing:

• Ensure higher visibility by executing communication and branding activities, in coordination with the circle team

Network:

• Guide zonal network resources and coordinate with circle teams and outsourced network agencies to provide inputs on O&M issues to deliver seamless network experience, leading to positive Network NPS.
• Coordinate with the network and sales team to improve utilization of LUS

People:

• Manage changes in business, organization, people to ensure continuity and smooth operation.
• Coaching, mentoring and retention of on-roll team members
• Management of off-roll employees and agencies (in CS, Sales & Retail)
• Drive compliance with HSW norms across the zone and extended partner population

Core Competencies, Knowledge, Experience

• 8-12 years of distribution and/or general management experience in Telecom/FMCG/Mass Retail Distribution industry
• Experience of distribution planning and channel strategy implementation and managing large number of partners of varying sizes and complexity
• Ability to lead, engage and coach large teams for effective performance
• Thorough understanding of business levers to drive revenue growth and profitability
• Ability to manage dynamic, high-uncertainty environments and Independent thought leadership with drive to execute
• Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization

Must have technical / professional qualifications

• MBA with Stint in Sales Prepaid, Postpaid businesses during the career graph
• Min 10y of experience