GM-Mass Retail Distribution

Role

Mass Distribution Lead

Job Level/ Designation

M3

Function / Department

Sales & Distribution

Location

Jaipur

Job Purpose
• Formulate and implement the circle mass distribution strategy, in consultation with the Sales Head
• Achieve Gross and Net Acquisition target in the circle for the distribution channel
• Attain market leadership through growth in terms of revenues and market share, while complying with agreed budget, quality of additions and corporate policy guidelines
• Formulate and implement a robust distribution channel strategy to achieve trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage and geographical footprint
• Create mechanism for gathering competition intelligence based insights for protecting base and increasing share of subscribers and revenue

Key Result

Areas/Accountabilities

Strategic:
• Provide inputs to the overall circle sales strategy to drive profitability of the distribution channel
• Set targets for the Distribution channel covering both business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc)
• Deliver sales target for all products (quality prepaid gross and revenue targets, UL penetration, acquisition market share etc) by ongoing monitoring and reviews of the Distribution channel
• Develop channel expansion strategy by evaluating distribution coverage, penetration and performance.
• Plan new product launch in the distribution channel with the circle Sales and Marketing Heads

Operational:
• Achieve circle revenue target for the distribution channel for all products across brands
• Achieve distribution network expansion targets by appointing and monitoring partners in new and existing areas
• Provide inputs to the Sales Head in deciding COCA / incentive plans for channel partners and monitor the same.
• Circle level implementation of national initiatives.
• Planning and monitoring the SIP targets along with the SEM Head.

Developmental:
• Identification of development areas, and recommending training programs / interventions for the distribution manpower.
• Work with the SEM team in developing training programs for internal sales teams and distributor for all new products and initiative.
• Identify team members along with SEM teams who are not achieving the desired SIP targets and guide and mentor them wherever required.
• Best practice sharing – within the circle and other circles

Core Competencies,

Knowledge, Experience
• 8-10 years of distribution experience in Telecom/FMCG/Mass Retail Distribution industry
• Multi-geography team leadership experience to bring in best practices
• Experience of distribution planning and channel strategy implementation
• Ability to lead channels with large number of partners of varying sizes and complexity
• Ability to manage dynamic, high-uncertainty environments
• Influencing skills, analytical and commercial ability, effective relationship management skills and proven ability to function within a matrix-organization  Independent thought leadership and drive to execute

Key Performance Indicators

Business:
• Achievement of key targets for the mass Distribution channel (Revenue, cost savings, market share)
• Achievement of targeted gross and net acquisitions
• Achievement of key distribution KPIs
• Achievement of expansion targets through greater penetration and geographical expansion
• Ensuring smooth operations across all channel partners in the circle  Resolving supply chain issues

People:
• Resolving channel specific issues in zone within specific timelines
• Relationship management with zones/branches and key channel partners
• Team members earning SIP incentives.

Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.
• Accountability for circle revenue target for distribution channel for all products  Manage performance of all partners  COCA budgets.
• Key Business KPI budgets ( Revenue, Gross )

Must have technical / professional qualifications

University Degree in Business/MBA caliber or equivalent qualification