Gm-mass Retail Distribution

Job Req ID: 18118- Location: Jaipur, IN- Function: Sales and Distribution- About:
**Role
**Mass Distribution Lead
**Job Level/ Designation
**M3
**Function / Department
**Sales & Distribution
**Location
**Jaipur**

**Job Purpose
- **Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head**:

- **Achieve Gross and Net Acquisition target in the circle for the distribution channel**:

- **Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines**:

- **Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint**:

- **Create 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 channel**:

- **Set 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 channel**:

- **Develop 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 brands**:

- **Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas**:

- **Provide 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 industry**:

- **Multi-geography team leadership experience to bring in best practices**:

- **Experience of distribution planning and channel strategy implementation**
- **Ability to lead channels with large number of partners of varying sizes and complexity**:

- **Ability to manage dynamic, high-uncertainty environments**:

- **Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization ** **Independent thought leadership and drive to execute**

**Key Performance Indicators**

**Business**:

- **Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)**:

- **Achievement of targeted gross and net acquisitions**:

- **Achievement of key distribution KPIs**:

- **Achievement of expansion targets through greater penetration and geographical expansion**:

- **Ensuring smooth operations across all channel partners in the circle ** **Resolving supply chain issues**

**People**:

- **Resolving channel specific issues in zone within specific timelines**:

- **Relationship management with zones/branches and key channel partners**:

- **Team members earning SIP incentives.**

**Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.***
- **Accountability for circle revenue target for distribution channel for all products ** **Manage performance of all partners** ** **COCA budgets.****:

- **Key Business KPI budgets ( Revenue, Gross )**

**Must have technical / professional qualifications**

**University Degree in Business/MBA caliber or equivalent qualification