To plan, monitor and ensure achievement of customer and revenue market share objectives set for zonal operations by supervising/ influencing multiple teams to deliver operational excellence in network operations, customer service, channel management and market expansion.

Responsibilities

Increase revenue earning customer net additions – Prepaid

• Identify and formulate zonal sales strategies to help drive gross additions
• Monitor churn & grace periods
• Supervise health of acquisitions, compliance on activations,�
• Oversee activating connections as per the stipulated turnaround times

Increase Revenue earning customer net additions – Postpaid

• Identify and formulate zonal sales strategies to help Drive gross additions
• Monitor churn & grace periods
• Supervise health of acquisitions, compliance on activations
• Oversee activating connections as per the stipulated turn-around times

Achieve Net Revenue of the zone

• Identify and formulate Customer Service development strategies to help drive collections and bad debts performance of the zone�
• Propose and drive VAS Up selling activities�
• Drive the reduction of recharge turnovers and first bill churn & zero recharge.

Deliver on Channel Satisfaction Score

• Implement the audit and review of channel partners & distributors to ensure Healthy ROI of�
• Monitor the timely disbursement of claims to the market, regular trade servicing.
• Conceptualize, design and implement channel delight activities

Expand distribution Width and Depth

• Identify and formulate zonal sales strategies to help Drive Distribution across showrooms and Dealer Service Agents
• Ensure expansions to align to dimensioned number of Active Easy Charge Outlets
• Establish SIM Selling outlets and other categories of retail outlets as a % of Easy Charge outlets

Network Coverage & Quality

• Network Optimization
• New Sites ROI and deployment
• Follow through with ZTOs in delivering cell availability, quality of calls and reduction of outages at sites within zone

Deliver Showroom Experience�

• Identify and formulate Customer Service Delivery Strategies to help improve Customer Satisfaction scores
• Ensure provision of standard Infrastructure at zonal showrooms,�
• Ensure showroom employees are up-skilled in industry training and certifications for the role

Achieve Employee Engagement scores in line with the Engagement target for the Business area�

• Implement strategies to ensure the front-line employees through leadership by examples�
• Implement all action plans that will address hygiene issues etc. from engagement survey

DIMENSIONS

Financial Dimensions�

• Budget:�
• Revenue Earning Customer (Prepaid Nos.)�
• Revenue Earning Customer (Post paid Nos.)�
• Gross Revenue�

Other Dimensions

• Team Size
• No. of direct reports
• No. of channel partners/ vendors

Qualifications

Educational Qualifications �

• Bachelor’s degree in Management or related Social Sciences
• Masters’ in Business Administration would be preferred additional qualification

Relevant Experience & Functional / Technical Skills

• 10+ years of varied experience in Sales & Marketing with at least 2 years at middle management level handling independent businesses.
• Relevant experience in Telecom industry is desirable

Other requirements�

• Result Orientation
• Great problem-solving skills
• Good communications skills.
• Good interpersonal skills�
• Customer centric
• Sound understanding of Sales systems and Process
• Creative self – starter

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To maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies

Responsibilities

To achieve recharge sales target within state/area

• Ensure adequate availability of all recharge denominations in sub CP and retail points.
• Ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers to achieve ERC, RCV and E-pin target in agreed ratios.
• Constantly identify opportunities for driving activation and recharge sales within territory

Achieve Share of Gross & Net Additions (SOGA & SONA)

• Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area.
• Effective management of direct activation teams and monitoring of CP bus activation activities.
• KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits
• Drive KYC inactivity to nil
• Deploy other initiatives to increase GAD including new site launch
• Ensure activation of Quality GADs in assigned area.
• Develop and implement activities that will increase SONA in assigned area

Decrement

• Implementation of customer driven activities (product launches, town storms etc) in assigned area
• Drive voice and data business performance by implementation of revenue generating activities and initiatives in assigned territory

Channel branding and visibility

• Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory.
• Identify visibility opportunities for Airtel brand within the territory.
• Ensure ITP increases and gives impetus to iCMS and iRMS
• Effective management of POS stock in warehouse to avoid damage, wastage and obsolete materials.
• Train Market Developers on POS deployment in line with “look of success”

Distribution Infrastructure

• Recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
• Migrate all other retailers to become one stop shop SSOs and SSOs
• Maintain ratio of RSO(5):SSO(1) in line with scientific distribution.
• Maintain KYC infra ratio of 1kit:3 SSOs.
• Identify and recruit suitable sub channel partners in territory for effective product re-distribution

BTS Management

• Ensure constant CLS elimination.
• Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
• New Site Launch Plan and Distribution Preparedness.
• Effectively drive and manage target driven initiatives and projects

 Industry Awareness/Competition Intelligence

• Effectively report competitive activities within assigned territory and implement adequate counter initiatives.
• Track on-going initiatives in Market
• Address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business

DIMENSIONS

Financial Dimensions�

• SOGA/ SONA                                                   �
• Decrement�
• Channel Satisfaction Score                       �
• Active Sub CP channels  �
• RSOs/ SSOs

Qualifications

Educational Qualifications �

• Bachelor’s in Social sciences, Marketing, Business Management, Engineering or Computer Science
• Master’s in Business Administration or Management will be an advantage
• Project management qualification will be an advantage

Relevant Experience & &Functional / Technical Skills�

• 4 -7 years of commercial/ business management experience
• Team leadership experience
• Computer literacy
• Sales knowledge
• Product/ Service development
• Product/ Service management
• Interpersonal skills
• Customer orientation

Other requirements�

• Committed to common goals and values of the organization.
• Passion for customer satisfaction and service delivery
• A strong work ethic with positive attitude.
• Team Leader & Player: Independent, confident and objective
• Attention to detail/ excellent oral and written communication skills.
• Good presentation skills.
• Ability to maintain confidentiality at all times
• Result Orientation
• Great problem-solving skills
• Good communications skills.
• Good interpersonal skills�
• Customer centric
• Sound understanding of Sales systems and Process�
• Creative self-starter

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