Area Sales Manager - All Locations

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

• Implement 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

Educational Qualifications  

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

Relevant Experience & &Functional / Technical Skills 

• Minimum of 4 years’ experience in Retail sales, preferably in the Telecommunications, FMCG or the Manufacturing industry. 
• Excellent understanding of Route-to-Market (RTMS) and Go-to-Market strategies 
• Extensive sales and business development experience with proven expertise in revenue generation and growth 
• Excellent product knowledge 

Other requirements 

• Excellent Relationship Management skills
• Excellent Numerical Acumen and Analytical thinking skills
• Excellent presentation and communication skills
• Team Leader & Player: Independent, confident and objective
• Attention to detail 
• Excellent at driving Execution Excellence
• A strong Customer – centric orientation