Mass Retail Distribution Head

RoleMass Retail Distribution Head (MRD)Job Level / DesignationM3Function / DepartmentS&D

LocationBangaloreJob PurposeFormulate and implement the circle mass distribution strategy, in consultation with the Sales HeadAchieve Gross and Net Acquisition target in the circle for the distribution channelAttain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelinesFormulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprintCreate 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 channelSet 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 channelDevelop 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 brandsAchieve distribution network expansion targets by appointing and monitoring partners in new and existing areasProvide 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 industryMulti-geography team leadership experience to bring in best practicesExperience of distribution planning and channel strategy implementationAbility to lead channels with large number of partners of varying sizes and complexityAbility to manage dynamic, high-uncertainty environmentsInfluencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organizationIndependent thought leadership and drive to execute