GM - National Sales Capability

4 days ago

Mumbai, India Vodafone Idea Limited Full time

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.

Job Purpose (In one or two sentences)

. To drive planning, execution, governance and benchmarking of Sales Capability initiatives including Sales incentives, Rewards and recognition and functional training. Transform sales capability by effectively leveraging technology and automation and thereby create a larger impact on the sales organisation.

Key Accountabilities / Key Result Areas (Max 5) Engage with key stake holders in the process of designing Sales Incentive and Rewards and recognition programs at a national level. Ensure formal process and budgetary approvals for implementation of these programs. Ensure seamless planning and execution of Sales Incentive and Rewards and Recognition programs: Drive initiatives to ensure effective download and understanding of Sales incentive and Rewards program across the sales frontline. Define process guidelines and FAQ’s for effective understanding and implementation of these programs. Design and share templates for ensuring fair, logical and timely identification of targets and performance measurement by circles. Manage the entire Rewards program implementation in co-ordination with various stakeholders including overseas travel, stay of winning participants including the main event for the rewards program. Ensure design and implementation of effective governance mechanism for various sales capability initiatives: Design and implement an effective governance mechanism in discussion with key stakeholders. Feed key inputs to improve and improvise the sales incentive and rewards program over a period of time. Leverage technology to drive digitalization and automation of Sales capability initiatives: Identify and drive opportunities for automation and digitalization in sales capability related transactions including sales incentive, functional training and certification. Leverage the existing applications and systems in order to ensure availability of information, content on digital platforms. Develop sales capability content (animated video and offline decks) – Manage internal resources (circle SCM) and external vendors to create content (Videos, Posters, PDFs, PPTs) to enable frontline with right skills to perform Benchmark, Identify and replicate best practices across circles on various sales capability initiatives Core Competencies, Knowledge, Experience, Technical / Professional Qualifications (Max 5) Sales and Distribution – 8-10 years of experience in sales in FMCG, FMCD, Telecom Capability building – 2-3 years of experience in a sales capability / trainer role Content development – 1-2 year of experience in developing content, copy writing etc., preferable Data analytics – Strong on data analytics and data visualisation techniques. Presentation skills will be required to develop conceptual deck to present up to CXO Event management – Manage the circle combat program and the event through external vendors without shooting the cost, in close liaison with the central commercial teams and circle SCMs. Key Performance Indicators (Max 5) SIP Penetration and utilisation - % of frontline earning incentive every month / quarter Capability building completion - % of frontline and channel completing training module. Adoption of digital training and certification. Content development for programs – Content module developed and released as per sales launches and programs requirement Rewards analytics – Analytics update on sales performance (Monthly) Sales rewards programs update and execution – Update on national rewards programs and program execution Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc. Rs. 3.4 crore of circle combat budget ~ Rs. 30 lacs of sales academy app development ~ Rs. 25 lacs of sales training content video and capability program content ~Rs. 5 crore SIP pay out (Indirect) Risks, Challenges, Job Context (Short Description)

An individual contributor role with an off role support to drive target setting, pay out and sales capability programs across the country through the circle sales capability managers.

Close liaison with cross functional teams viz., Marketing, HR, Commercial, Sales Transformation and within distribution team determines success levels of the initiatives

Key Challenges:

High penetration of sales incentive is dependent in ensuring a fair, logical and transparent mechanism of target setting for sales frontline. Ensuring a consistent mechanism of manually calculating targets for sales frontline across circles is currently a challenge.  Ensuring effective mechanism of delivering training across the sales organisation in the shortest possible time to cater to multiple changes getting implemented in the process of integrating products, processes and systems for both brands is a challenge. Availability of vendors who can deliver training content in regional language at a reasonable price is a challenge. Absorption of training content on digital platform across the sales organisation and digital certification is a challenge. Job purpose of Direct Reports & Dotted Reports

Direct Report / Dotted Report Position

Job Purpose

Circle Sales Capality Managers (16)

The Sales Capability Manager has the following responsibilities -

Sell-out focus Capability building R&R

UAT and testing Support for Sales system and automation

Vodafone Idea Limited  (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership

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