Area Sales Manager -All Locations at Airtel

Job Description

To maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies.

Responsibilities

To achieve recharge sales target within state/area:

• To ensure adequate availability of all recharge denominations in sub-CP and retail points.
• To ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers.
• To achieve ERC, RCV and E-pin target in agreed ratios. 
• Constantly identify opportunities for driving activation and recharge sales within territory.

Achieve Share of Gross & Net Additions (SOGA & SONA):

• Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area. 
• Effective management of direct activation teams and monitoring of CP bus activation activities. 
• KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits.
• Drive KYC inactivity to nil.
• Other initiatives to increase GAD including new site launch.
• Ensure activation of Quality GADs in assigned area.
• Develop and implement activities that will increase SONA in assigned area.

Channel branding and visibility:

• Ensure appropriate and effective outlet branding is carried out in line with the “look of success” within the territory. 
• Identify visibility opportunities for Airtel brand within the territory. 
• To ensure ITP increases and gives impetus to iCMS and iRMS.
• Effective management of POS stock in warehouse to avoid damage, wastage and obsolete materials.
• Train Market Developers on POS deployment in line with “look of success”.

Distribution Infrastructure:

• To recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
• Migrate all other retailers to become one stop shop SSOs and SSOs.
• Maintain ratio of RSO(5):SSO(1) in line with scientific distribution. 
• Maintain KYC infra ratio of 1kit:3 SSOs. 
• To identify and recruit suitable sub channel partners in territory for effective product re-distribution.

BTS Management:

• Ensure constant CLS elimination. 
• Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
• New Site Launch Plan and Distribution Preparedness.
• Effectively drive and manage target driven initiatives and projects.

Industry Awareness/Competition Intelligence:

• To effectively report competitive activities within assigned territory and implement adequate counter initiatives. 
• Track on-going initiatives in Market.
• To immediately address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business.

Decrement:

• Implementation of customer driven activities (product launches, town storms etc) in assigned area.
• Drive voice and data business performance by implementation of revenue generating activities and initiatives in assigned territory.

Qualifications

• 3+ years of commercial/ business management experience.
• Team leadership experience.
• 1 – 2 years of relevant experience in Airtel products.
• Bachelors in social sciences, marketing, business management, engineering or computer science.
• Masters in business administration or management will be an advantage.
• Project management qualification will be an advantage.
• Computer literacy.
• Sales knowledge.
• Product/ Service development.
• Product/ Service management.
• Interpersonal skills.
• Customer orientation.