Dgm-area Sales Channel

Job Req ID: 40114- Location: Lucknow, IN- Function: VIBS- About:

- Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India’s leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly ‘Digital India’ by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.

Role profile

Role title: ASM - Channels & SOHO

Function: VIBS/ Enterprise

Band: M2

Department: Channels & SOHO

Reports to: Cluster Segment Head
- Channels & SOHO

Location: Lucknow

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

**Vodafone Idea Limited** (formerly Id