Agm - Mass Distribution

Job Req ID: 37331- Location: Raipur, IN- Function: Sales and Distribution- About:
**Role**

Area Sales Manager

**Job Level/ Designation
M2

**Function / Department**

Sales & Distribution

**Location**

MPCG

**Job Purpose**

To 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/Accountabilities**

Sales
- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level
- Ensure quality of acquisition through the distribution channel
- Ensure availability of stock at retail while adhering to the norms
- Competition Tracking - programs & structures
- Execute promotional activities for channel partners to drive sales and build market credibility

Revenue
- Achieve revenue target for the distribution channel across all products

Distribution expansion and extraction
- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies
- Identify and develop new channel partners

People
- Resolve channel-specific issues within specific timelines
- Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives
- Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

MD/AD/SD Management (owns the CP as a business entity)
- Infrastructure negotiations - DSE Quality/Quantity
- Working Capital (investment in business) alignment
- ROI management
- Primary Billing
- Sizing corrections/territory dimensioning
- Problem Solving
- Performance trends & reviews

**HSW Compliance**:

- Ensure that the HSW norms are adhered to

Key performance indicators

Achievement 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 defined

from time to time

**Core Competencies, Knowledge, Experience**

Critical Success Factors
- Continuous Learning & Empowering Talent
- Building Team Commitment
- Communicate with care
- Leads Decision Making & Delivering Results
- Builds Strategic Relationships & Organizational Agility
- Analytical Thinking

Threshold Functional Competencies
- Sales Planning & Forecasting
- Negotiation
- Working with Partners

Differentiating Functional Competencies
- Solving Problems

**Must have technical / professional qualifications**

Graduate : Mandatory

Preferably full - time post - graduation in business management/MBA