Area Sales Manager

Role

Area Sales Manager

Job Level/ Designation

M2

Function / Department

Sales & Distribution

Location

Indore

Job Purpose

To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.

Key Result Areas/Accountabilities

Sales

• Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level
• Ensure quality of acquisition through the distribution channel
• Ensure availability of stock at retail while adhering to the norms
• Competition Tracking – programs & structures
• Execute promotional activities for channel partners to drive sales and build market credibility

Revenue

• Achieve revenue target for the distribution channel across all products

Distribution expansion and extraction

• Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies
• Identify and develop new channel partners

People

• Resolve channel-specific issues within specific timelines
• Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives
• Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

MD/AD/SD Management (owns the CP as a business entity)

• Infrastructure negotiations – DSE Quality/Quantity
• Working Capital (investment in business) alignment
• ROI management
• Primary Billing
• Sizing corrections/territory dimensioning
• Problem Solving
• Performance trends & reviews

HSW Compliance

• Ensure that the HSW norms are adhered to

Key performance indicators

Achievement of key targets in the distribution network (Sales, Revenue) in the territory

• Achievement of retail outlet (MBO) expansion targets

• Execution of distribution strategies and plans

• Development and retention of team members

• Performance management of RMs and distributors

• VF Way Adherence Score aligned to norms defined from time to time

Core Competencies, Knowledge, Experience

Critical Success Factors

• Continuous Learning & Empowering Talent
• Building Team Commitment
• Communicate with care
• Leads Decision Making & Delivering Results
• Builds Strategic Relationships & Organizational Agility
• Analytical Thinking

Threshold Functional Competencies

• Sales Planning & Forecasting
• Negotiation
• Working with Partners

Differentiating Functional Competencies

• Solving Problems

Must have technical / professional qualifications

Graduate : Mandatory

Preferably full – time post - graduation in business management/MBA