IBS India

airtel

(Deliverables, Decisionlevel, Demonstrate&Dimensions)

Position

Territory Sales Manager

Job Level

Exe/Sr. Ex/AM

Function

Sales

Location

Solapur, Amravati,Kolapur, Nanded, Aurangabad(Maharashtra), and Mandya, Chichbulapur, Davangere(karnataka)

Purpose of the Job

Increasing the Customer Market Share, Revenue Market Share and Top of The Mind Awareness in the assigned territory in prepaid/postpaid business through the distribution network

Deliverables (Maximum 5-6 key responsibilities)

1. Driving Customer Market Share by driving prepaid/postpaid activations to increase Share of Gross Adds through retailers

2. Driving Revenue Market Share by ensuring the recharge availability by increasing the retail width and also pushing all the products of Airtel such as Airtel Money, 3G, Dongles (Data Card) etc.

3. Strengthening Distribution by increasing the LAPU Selling Outlets, SIM Selling Outlets, Data Selling Outlets to the maximum possible extent in the assigned territory

4. Driving the basic distribution parameters such as Channel Partner Management, Foot Plans, FSE productivity and Channel Satisfaction

5. Driving TOMA scores by ensuring maximum branding and visibility in assigned territory and capturing the retailer’s base to the maximum possible extent

Major Challenges :

1. Driving multiple products through the same channel partners

2. Driving huge targets of prepaid/postpaid activations by ensuring high quality is a huge challenge

Decision level

Prime:

Final Decision Making authority, accountable to the Management

1) Channel Partner Management

2) Territory related issues like claim settlement, designing market schemes

Shared:

Decisions reached jointly with peers on a collective basis

1) Within the team, driving some common agendas of the entire zone

Contributory:

Makes a major contribution to a decision or policy judgment reached by others

1) Decisions taken in coordination with Zonal Sales Manager pertaining to the territory but very rarely required

Demonstrate (Key competencies)

1. General Management

2. Teamwork and collaboration

3. Product knowledge

4. Enterprising and entrepreneurial

5. Analytical and problems Solving

6. Results orientation

7. Facilitation and Selling skills

8. Leadership qualities

9. Networking and inter-personal skills

Educational Level & Working Experience

Must have:

MBA/PGDBM-Tier III campus

Must have:

1- 3 yrs

In case of good pedigree; one can look at lower experience range

Dimensions

Impact of position on :

i) Revenue: Very vital because multiple products are to be sold and distribution network to be strengthened

ii) Budget: Vital because of utilization of resources in the best possible way Impact on customers :

i) Type of customers

Mainly Internal

Mainly External

Fair mix of Internal & External

No. of Subordinates :

i) Direct: Nil

ii)Indirect: Nil

Approvals

Reporting Manager

Functional Head

Business HR

C&B

Desired Skills and Experience

Work Experience: 1 year max 3.5 years

The interested applicants may send their CVs to Hitesh3.sharma@in.airtel.com Kindly Mention the Institute and position applied for in the subject. Kindly mention your current and Expected CTC in the mail body.

airtel (Deliverables, Decisionlevel, Demonstrate&Dimensions)
Position	Territory Sales Manager
Job Level	Exe/Sr. Ex/AM
Function	Sales
Location	Solapur, Amravati,Kolapur, Nanded, Aurangabad(Maharashtra), and Mandya, Chichbulapur, Davangere(karnataka)
Purpose of the Job	Increasing the Customer Market Share, Revenue Market Share and Top of The Mind Awareness in the assigned territory in prepaid/postpaid business through the distribution network
Deliverables (Maximum 5-6 key responsibilities)	1. Driving Customer Market Share by driving prepaid/postpaid activations to increase Share of Gross Adds through retailers 2. Driving Revenue Market Share by ensuring the recharge availability by increasing the retail width and also pushing all the products of Airtel such as Airtel Money, 3G, Dongles (Data Card) etc. 3. Strengthening Distribution by increasing the LAPU Selling Outlets, SIM Selling Outlets, Data Selling Outlets to the maximum possible extent in the assigned territory 4. Driving the basic distribution parameters such as Channel Partner Management, Foot Plans, FSE productivity and Channel Satisfaction 5. Driving TOMA scores by ensuring maximum branding and visibility in assigned territory and capturing the retailer’s base to the maximum possible extent Major Challenges : 1. Driving multiple products through the same channel partners 2. Driving huge targets of prepaid/postpaid activations by ensuring high quality is a huge challenge
Decision level	Prime: Final Decision Making authority, accountable to the Management 1) Channel Partner Management 2) Territory related issues like claim settlement, designing market schemes Shared: Decisions reached jointly with peers on a collective basis 1) Within the team, driving some common agendas of the entire zone Contributory: Makes a major contribution to a decision or policy judgment reached by others 1) Decisions taken in coordination with Zonal Sales Manager pertaining to the territory but very rarely required
Demonstrate (Key competencies)	1. General Management 2. Teamwork and collaboration 3. Product knowledge 4. Enterprising and entrepreneurial 5. Analytical and problems Solving 6. Results orientation 7. Facilitation and Selling skills 8. Leadership qualities 9. Networking and inter-personal skills
Educational Level & Working Experience	Must have: MBA/PGDBM-Tier III campus Must have: 1- 3 yrs In case of good pedigree; one can look at lower experience range
Dimensions	Impact of position on : i) Revenue: Very vital because multiple products are to be sold and distribution network to be strengthened ii) Budget: Vital because of utilization of resources in the best possible way Impact on customers : i) Type of customers Mainly Internal Mainly External Fair mix of Internal & External No. of Subordinates : i) Direct: Nil ii)Indirect: Nil Approvals Reporting Manager Functional Head Business HR C&B
Desired Skills and Experience	Work Experience: 1 year max 3.5 years
	The interested applicants may send their CVs to Hitesh3.sharma@in.airtel.com Kindly Mention the Institute and position applied for in the subject. Kindly mention your current and Expected CTC in the mail body.