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Job PurposeTo manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.Key Result Areas/AccountabilitiesSalesDeliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner levelEnsure quality of acquisition through the distribution channelEnsure availability of stock at retail while adhering to the normsCompetition Tracking – programs & structuresExecute promotional activities for channel partners to drive sales and build market credibilityRevenueAchieve revenue target for the distribution channel across all productsDistribution expansion and extractionAchieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographiesIdentify and develop new channel partnersPeopleResolve channel-specific issues within specific timelinesKeep motivation levels high through regular meetings with distributors, retailers and off-roll sales representativesEnsure sound coaching to RMs and distribution partners to enhance overall effectivenessMD/AD/SD Management (owns the CP as a business entity)Infrastructure negotiations – DSE Quality/QuantityWorking Capital (investment in business) alignmentROI managementPrimary BillingSizing corrections/territory dimensioningProblem SolvingPerformance trends & reviewsHSW ComplianceEnsure that the HSW norms are adhered toKey performance indicatorsAchievement of key targets in the distribution network (Sales, Revenue) in the territory• Achievement of retail outlet (MBO) expansion targets• Execution of distribution strategies and plans• Development and retention of team members• Performance management of RMs and distributors• VF Way Adherence Score aligned to norms definedfrom time to timeCore Competencies, Knowledge, ExperienceCritical Success FactorsContinuous Learning & Empowering TalentBuilding Team CommitmentCommunicate with careLeads Decision Making & Delivering ResultsBuilds Strategic Relationships & Organizational AgilityAnalytical ThinkingThreshold Functional CompetenciesSales Planning & ForecastingNegotiationWorking with PartnersDifferentiating Functional CompetenciesSolving ProblemsMust have technical / professional qualificationsGraduate: MandatoryPreferably full – time post - graduation in business management/MBA