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MRD - Mass Retail Distribution Head

MRD - Mass Retail Distribution Head

Vodafone Idea LimitedKalyan-Dombivli, IN
16 hours ago
Job description

Role

Mass Distribution Head

Job Level / Designation

M3 / GM

Function / Department

Sales & Distribution Operations

Location

Gujarat

Job Purpose

  • Facilitate, monitor and influence ZBMs, ASMs. TSMs in the Prepaid Business plans to improve Market Share in terms of customer acquisition, revenue, VLR, distributor management etc.
  • 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

    • Must have technical / professional qualifications

    MBA in sales & Marketing

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    Distribution • Kalyan-Dombivli, IN