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Job Description Founded in 1995, Airtel is committed to providing global connectivity and unlocking endless opportunities. With a presence that caters to nearly 96% of the nation's population, we have built infrastructure to support cutting-edge technologies such as 5G, IoT, IQ, and Airtel Black. At Airtel, we go above and beyond to create impactful solutions for consumers while also maintaining ecological balance. As an Airtel employee, you will have the opportunity to make a difference for both internal and external customers. By bringing both small and big ideas to fruition, you will leave footprints at a scale of billions and beyond. You will have the freedom to take ownership beyond limits, challenging norms, taking risks, and creating significant impact in various ways. Airtel encourages a culture of early ownership and experimentation with different career paths. You are invited to join us and embrace the limitless possibilities. Be part of Airtel and #BeLimitless! Job Details Job Title: Territory Sales Manager - Mass Retail Designation: Territory Sales Manager Function: D2C Sub-Function: Mass Retail Location: Not specified Level/Grade: Senior Executive Position Description The Territory Sales Manager - Mass Retail plays a crucial role at the forefront of the business within a designated territory. The primary responsibilities include driving sales, ensuring end-to-end customer service, increasing market share, revenue, and executing the Go-To-Market (GTM) strategy. Building and enhancing business relationships with channel partners to foster growth in the Direct-to-Consumer (D2C) mass retail segment are key aspects of this role. Organizational Relationship Reporting To: Regional Mass Retail Head (~ Zonal/Area Manager) Total Number of Employees Supervised Directly: 6 to 7 Indirectly: 6 to 7 Key Responsibilities & Accountabilities Sales Management: - Drive revenue growth by collaborating with new and existing channel partners to expand the company's reach within the territory. - Optimize the sales and distribution network to increase market penetration. - Strengthen the distribution ecosystem through enhanced Below-The-Line (BTL) activities, effective coverage, and transaction outlets. - Ensure brand visibility by implementing organized go-to-market merchandising activities to achieve sales targets. Customer Experience: - Implement processes to improve overall customer experience, satisfaction, and issue resolution. - Ensure compliance with policies and processes by channel partners to meet customer Service Level Agreements (SLAs). - Timely closure of service requests and handling complaints in case of escalations. Stakeholder Management: - Manage and expand the channel/distributor network through incentives and grievance redressal mechanisms. - Form partnerships, provide training on product features/sales techniques/market positioning to strengthen the mass retail business. - Implement active relationship management programs and negotiate agreements with partners for mutual benefits. - Maintain industry best practices, collect feedback, and generate reports for improved management. People Management: - Lead the territory team, update their knowledge base, and coordinate with Zonal/Area Managers of sales and service. - Manage the team responsible for installation, servicing, and maintenance. - Conduct necessary trainings for team member development. - Establish strong connections at all organizational levels and collaborate with central functions to ensure alignment with company policies. Knowledge, Certifications, and Experience Education Qualification: Full-time graduate degree, MBA/PGDM (optional) Total Experience: 2+ years of sales experience, preferably in Telecom/FMCG industry Key Interactions Internal/External Stakeholders: - Internal: Zonal/Area Sales Managers & Field Sales Executives - External: Urban/Rural Promoters & Channel Partners Skills and Competencies Technical Competencies: - Proficiency in sales and marketing techniques - Basic knowledge of MS Office: Excel, PowerPoint, Word & Outlook,
