Channel Manager at Airtel

Job Purpose

• To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of planned sales and channel management strategies.

Duties and 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 at 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 training 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 report, 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 ZBM

Dimensions (Metric Measures)

• Revenue Growth
• Postpaid Gross Adds/Activations
• Activations & Query Resolutions with SLA
• Churn Management
• Quality of Gross Adds
• Channel Activation Score
• Active Channel Partner

Educational Qualification

• A University Degree in Business Administration, Marketing or related course
• 3-5 years preferably in FMCG, Consumables & telecom
• 3-5 years’ experience in managing sales channel or Key Accounts
• Sales channel management or Key account management, Presentation, report writing and basic computer skills

Key Decisions:

• Responding to market dynamics and recommending measures to increase sales from existing & new accounts
• Constantly tracking and reviewing channel partners activities and pre-empting counter solution for market expansion

Major Challenges:

• Managing and monitoring channel partners
• Expanding our acquisition drive, and retaining accounts
• Creating visibility of Airtel products and services
• Effective and timely communication of all schemes and product launches to existing customers and channel partners
• Expanding SME/SMB sales coverage by appointing new channel partners

Other requirements (Behavioural etc.):

• 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