Dgm - Area Sales- Channels

4 months ago

Mumbai, India Vodafone Idea Full time

Job Req ID: 20311- Location: Mumbai, IN- Function: VIBS- About:
Role title: ASM- Channels & SOHO

Function: VIBS

Band: M-2

Department: Channels & SOHO

Reports to: Cluster Segment Head
- Channels & SOHO

Location: Circle - Cluster

Role purpose:
Managing operations for Channels & SOHO business for the state covering all segments SME, SOHO, Govt & Strategic Accounts. This position will build and appropriately deploy the requisit resources to gain market share across segments, achieve Budgeted Revenue & NPS.

Develop & Deploye new routes to market like SOHO, Start Up, and Alliance tie ups to gain market presence in the SME/Soho segment

Establish digitally enabled Aqusistion model for Government & Startegic accounts to drive productivity & efficiency.

Key accountabilities and decision ownership

Strategic
- To plan, budget, deliver segment revenues and contribution margins over a planning horizon including management of the subscriber acquisition costs
- To implement coverage and distribution strategies aimed at delivering targeted in circle
- To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
- Channels Capability development & Certification as per plan
- Implementation of various channel partner metrics in allotted Territory
- Partner Commissioning
- Partner sales & service processes
- Design & Implement new revenue streams in SME, SOHO, startups & Large enterprises.

Operational
- **Achievement of 80% SIP of their respective team**:

- **Make 100% of CP qualify the VEPP as per the defined norms.**:

- **Responsible for achieving the Circle Revenue targets for all product portfolio available for SOHO and SME.**:

- **Account planning & drive sales of FLD, FLV and data products through the channel partner teams**:

- **Enhancing Retail engagements to ensure smooth interactions in SME and retail.**:

- **Responsible for Driving Acquisition in Government & Strategic accounts through Desk & Channel management**

Development
- Training and coaching of team

**HSW Compliance**:

- Ensure that the HSW norms are adhered to

Core competencies, knowledge and experience:
Critical Success Factors
- Leadership & People management SKills
- Distribution Channel Management and operational excellence
- Program Management Experience
- Strong analytical and conceptual skills
- Technical sales Capability

Threshold Functional Competencies
- Strong Implementation skills
- Strong Commercial Skills
- Knowledge on Telecom technologies & solutions
- A strong implementation mind set.

Differentiating Functional Competencies
- Should be able to drive cross functional teams

Experience: 8- 10 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams and technical sales.

Must have technical / professional qualifications:

- Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like Toll Free, Lease Lines, cloud portfolio: Gsuit, O365.
- Desired: MBA from a reputed Institute.

Budget owned**:Circle Revenue Budget** allocated

**Financial (Limits / Mandates Etc.)**:

- The incumbent would be responsible for achieving Mobility (SME & SOHO) and FLX revenue target of around 100 Crs with 20% non mobility mix.
- The incumbent will be responsible for channel ROI
- The incumbent would be responsible for Acquisition in Govt & Strategic accounts

**Non - Financial**:

- Driving a customer focused approach would be a critical dimension of the role with high focus on market share increase

Effective implementation of processes, and ensuring smooth and streamlined pay outs for channels.

Key performance indicators:

- Drive segment Revenue & new Acquisition from circle
- Design and implement the Operating plan for segment in allotted circles with a robust governance model for relevant metrics
- New initiative metrics in allotted circles

Direct reports:

- Channel Managers( 6 to 8) - Band M-2

Dotted reports: NA

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