GM - Circle Sales Capability

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.

We're proud to be an equal opportunity employer. At VIL, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected and empowered to reach their potential and contribute their best.

VIL's goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our Values of Passion, Boldness, Trust, Speed and Digital. Consequently, our recruiting efforts are directed towards attracting and retaining best and brightest talents. Our endeavour is to be First Choice for prospective employees.

VIL ensures equal employment opportunity without discrimination or harassment based on race, colour, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law.

VIL is an equal opportunity employer committed to diversifying its workforce.

Role
General Manager – Circle Sales Capability

Job Level/ Designation
M3/ General Manager – Circle Sales Capability

Function / Department
Sales & Distribution

Location
UPW Circle Office

Job Purpose
The Sales Capability Manager is accountable for Sell-out focus, Capability building, R&R and UAT and testing Support for Sales system and automation.

The role drives identification and fulfilment of capability gaps for the channel teams. It also enables execution and governance of all Sales R&R programs (incl SIP, Circle Combat etc). Additionally, the role is accountable for ongoing trade engagement to build advocacy.

Consequently, the role impacts delivery of business targets across channels and customer experience through on roll/ off roll and channel partner teams. The role also plsy a critical role in requirement gathering and UAT testing during implementation of all sales systems and processes

Key Result Areas/ Accountabilities
Sell Out Focus

• Promoter agency management
• Trade Marketing
• Shopper Activation
• AVI

Capability Building

• Salesforce Automation tools change program
• Onboarding, training for frontline
• HSW cascade, compliance and governance
• Agency Management & Governance
• Market Audits & Compliance
• Retailer NPS/T-SAT & analytics

R&R

• SIP Payouts & Utilization
• National R&R : Circle combat & Zonathon
• TSE / TSM ASM Incentive Management –criterion, utilization and effectiveness

UAT

• Co-ordinate user testing for all systems and automations relating to Sales and Distribution
• Actively participate in requirement gathering process for all sales systems and automations including getting relevant inputs from key stakeholders in the circle.
• Identifying opportunities for automation and digitalization of sales process in the circle
• Ensure testing of all scenarios under UAT during implementation of Sales systems and automations
• Give circle UAT sign off for all sales system and automations

Core Competencies, Knowledge, Experience

• 6 – 8 years of experience in Sales, preferably in a Telecom, FMCG or FMCD industry.
• Strong analytical & conceptual skills. A systemic orientation to implementation
• Ability to manage the highest levels of interaction with top management, both internally and externally
• Ability to determine needs for people development. Exposure to training so as to effectively lead functional capability building initiatives
• Ability to ensure adherence to processes

Must Have Technical / Professional Qualifications

• University Degree in Business/MBA calibre or equivalent qualification
• Strong analytical ability to unlock business opportunities
• Powerful influencing and effective relationship management skills
• Independent thought leadership and drive to execute

Key Performance Indicators

• Ensure roll-out of all incentive schemes across channels and ensure effective utilization of incentive schemes by SIP roles
• Effective resolution of all customer and channel partner queries
• Build and develop the sales capability of the organization (based on understanding of best practices) – Identify training gaps for sales force based on customer/channel partner issues. Drive digital engagement and certification of all stake holders on functional modules and other behavioural modules implemented from time to time
• Govern sales processes (mSmart reporting etc)

Vodafone Idea Limited
(formerly Idea Cellular Limited)

An Aditya Birla Group & Vodafone partnership