Area Sales Manager, West Region at Airtel

The essence of the role is 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

Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

Responsibilities

Achieve recharge sales target within state/area

• Ensure adequate availability of all recharge denominations in sub CP and retail points.
• 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
• Deploy 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.

Decrement

• Implement 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.

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.
• 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

• 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.
• 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

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

Educational Qualifications  

• Bachelor’s in Social sciences, Marketing, Business Management, Engineering or Computer Science
• Master’s in Business Administration or Management will be an advantage
• Project management qualification will be an advantage

Relevant Experience & &Functional / Technical Skills 

• 4 -7 years of commercial/ business management experience
• Team leadership experience
• Computer literacy
• Sales knowledge
• Product/ Service development
• Product/ Service management
• Interpersonal skills
• Customer orientation

Other requirements 

• Committed to common goals and values of the organization.
• Passion for customer satisfaction and service delivery
• A strong work ethic with positive attitude.
• Team Leader & Player: Independent, confident and objective
• Attention to detail/ excellent oral and written communication skills.
• Good presentation skills.