Job description
Purpose of the Job
To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of planned sales and channel management strategies
Key Responsibilities
Acquisition, management and retention of SME/SMBs directly and indirectly through channel partners
To identify and recruit suitable channel partners who will drive the effective acquisition of SME customers
Ensure adherence of channel partners to all guidelines as this will help ensure their profitability and sustain demand. Responsible for the implementation, acquisition & retention strategy for prospective and existing accounts in the zone
Grow the usage of Corporate products in the states
Create exceptional opportunities to sell non voice products such as data, blackberry, leased circuit, dedicated internet etc…
Create opportunities to run presentations of Corporate products to SMB /SME all segments in the Zones, directly and through channel partners
Responsible for SME/SMB account development and relationship management process for accounts in the channel guided by the signed service level agreement.
maximize sales through effective execution and implementation of placement and distribution strategies
Encourage and develop opportunities to have Airtel presence in all RETAIL & SME COMPANIES in the zones
3rd Party Channel Management
Visit a minimum of 3 channel partners per week. Such visit should be targeted as ensuring availability of POS materials, reviewing performance against target, reviewing product knowledge of field sales agents and taking corrective actions as required
Facilitate and coordinate the recruitment, training and development of Field Sales agents
Constantly ensure field sales employees are optimally deployed by advising channel partners and dealers on route planning, territory management, etc.
Market & Competitor Analysis
Monitor the activities of competition in our target market and customer segment and develop or recommend counter measures to win competition
Cross Functional Liaison and Support
Co-ordinate with learning & Development and marketing for product, process and behavioral trainings of field sales employees and channel partners
Work with service delivery and support bill delivery and collection in the zone
Target Allocation, Forecasting, Reporting
Accountability for ensuring that agreed target are cascaded across channel partners and field sales agents
Responsibility for managing performance variances and reallocating targets as required
Timely repot, of all activities (Daily, weekly, monthly, quarterly etc.. and as required)
Acquisition – Performance Vs. Target and against all product lines
Lost Opportunities
Prospect and funnel management
initiatives,
Service queries and challenges
Channel branding and visibility
Ensure appropriate branding is carried by all active outlets within the territory.
Identify visibility opportunities for Airtel brand within the territory
Others
Presence at relevant events, ensuring expected benefits are realized
Reduce debt portfolio and churn in your segment
Carry out all other functions as directed by the Zonal Business Manager
Advert Closes 19th January 2016
Desired Skills and Experience
SKILLS & KNOWLEDGE
Sales channel management or Key account management, Presentation, report writing and basic computer skills
EDUCATIONAL QUALIFICATION
A University Degree in Business Administration, Marketing or related course
RELEVANT EXPERIENCE
3 -5 years preferably in FMCG, Consumables & telecom
3-5 years’ experience in managing sales channel or Key Accounts
PERSONAL CHARACTERISTICS & BEHAVIOUR
Achieving Results, & Delighting the Customer
Analytical
Team Player; Independent, Confident, and Objective
Attention to detail/ excellent oral and written communication skills
Good presentation skills
Ready to achieve beyond set target
Committed to common goals and values of the organization
To apply for this position, visit Airtel Career Page on LinkedIn
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