DGM - Area Sales- Channels

Role title: ASM- Channels & SOHO
Function: VIBS

Band: M-2
Department: Channels & SOHO

Reports to: Cluster Segment Head- Channels & SOHO
Location: Circle - Cluster

Role purpose:
Managing operations for Channels & SOHO business for the state covering all segments SME, SOHO, Govt & Strategic Accounts. This position will build and appropriately deploy the requisit resources to gain market share across segments, achieve Budgeted Revenue & NPS.
Develop & Deploye new routes to market like SOHO, Start Up, and Alliance tie ups to gain market presence in the SME/Soho segment
Establish digitally enabled Aqusistion model for Government & Startegic accounts to drive productivity & efficiency.

Key accountabilities and decision ownership
Strategic
• To plan, budget, deliver segment revenues and contribution margins over a planning horizon including management of the subscriber acquisition costs
• To implement coverage and distribution strategies aimed at delivering targeted in circle
• To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
• Channels Capability development & Certification as per plan
• Implementation of various channel partner metrics in allotted Territory
• Partner Commissioning
• Partner sales & service processes
• Design & Implement new revenue streams in SME, SOHO, startups & Large enterprises.

Operational
• Achievement of 80% SIP of their respective team
• Make 100% of CP qualify the VEPP as per the defined norms.
• Responsible for achieving the Circle Revenue targets for all product portfolio available for SOHO and SME.
• Account planning & drive sales of FLD, FLV and data products through the channel partner teams
• Enhancing Retail engagements to ensure smooth interactions in SME and retail.
• Responsible for Driving Acquisition in Government & Strategic accounts through Desk & Channel management

Development
• Training and coaching of team
HSW Compliance
• Ensure that the HSW norms are adhered to

Core competencies, knowledge and experience:
Critical Success Factors
• Leadership & People management SKills
• Distribution Channel Management and operational excellence
• Program Management Experience
• Strong analytical and conceptual skills
• Technical sales Capability

Threshold Functional Competencies
• Strong Implementation skills
• Strong Commercial Skills
• Knowledge on Telecom technologies & solutions
• A strong implementation mind set.

Differentiating Functional Competencies
• Should be able to drive cross functional teams

Experience: 8- 10 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams and technical sales.

Must have technical / professional qualifications:
• Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like Toll Free, Lease Lines, cloud portfolio: Gsuit, O365.
• Desired: MBA from a reputed Institute.

Budget owned: Circle Revenue Budget allocated Financial (Limits / Mandates Etc.)
• The incumbent would be responsible for achieving Mobility (SME & SOHO) and FLX revenue target of around 100 Crs with 20% non mobility mix.
• The incumbent will be responsible for channel ROI
• The incumbent would be responsible for Acquisition in Govt & Strategic accounts
Non - Financial
• Driving a customer focused approach would be a critical dimension of the role with high focus on market share increase

Effective implementation of processes, and ensuring smooth and streamlined pay outs for channels.

Key performance indicators:
• Drive segment Revenue & new Acquisition from circle
• Design and implement the Operating plan for segment in allotted circles with a robust governance model for relevant metrics
• New initiative metrics in allotted circles

Direct reports:
• Channel Managers( 6 to 8) - Band M-2

Dotted reports: NA