Job Description

1. ORGANIZATIONAL CONTEXT

Position Title: Territory Sales incharge Location: Zone

Indicative Band: D/E Function: Sales and Distribution

Reports to: Area Sales Manager. Team Size:

2. POSITION SUMMARY
This position requires setting up of distribution network in a defined territory and channel management for target achievement.
It requires achieving business targets pertaining to sales, activation, revenue and CAF collection. Compliance to regulatory points is
essential. The position exists for coordination with distributors and ensuring achievement of business targets. The position is
responsible for expansion of distribution width and depth in a territory.
3. KEY RESULT AREAS/ KEY DELIVERABLES
1. Acquiring new customers- Managing Gross adds, Net adds, Churn.
2. Increase the revenue-ARPU Increase, recharge.
3. To focus on areas of improvement relating to channel expansion.
4. To ensure 100% CAF compliance.
5. To ensure 100% outlets are billed month on month.
6. To ensure a healthy ROI.
7. Zero conflicts in channel
8. Expansion of distribution depth and width in the territory
9. Coordination of the distribution channel for day to day operations

4. KEY INTERACTIONS
Internal Purpose
ZSM For inputs, review and discussions and reporting
Circle finance team For invoicing, claims and commission settlement
IT automation team For entry, reporting and approvals
IT / Tech For smooth functioning of IT and related systems
Customer Service For customer related issues resolution
External Purpose
Prepaid distributor and POS For normal day to day operations

1
5. KEY ACCOUNTABILITIES/ KEY RESPONSIBILITIES

 Monthly, Quarterly & Yearly Achievement of Acquisition & Revenue Targets

 Manage and develop distribution network.
 Distributor short listing, appointment and training.
 POS appointment
 Retail base expansion
 Managing a team of KAM/RSEs for secondary sales, revenue, activation and CAF management
 Implementing the company sales & marketing processes and harnessing the full potential of the retail distribution
system for all product range.
 Understand market trends, competition and suggest process improvements.
 Implement IT applications and other related processes for distribution
 Work closely with Zonal Sales Manager for sales performance

6. POSITION REQUIREMENTS
Level of Education Graduate/ Masters in business management

Experience 3-5 years of experience in sales and distribution in Telecom/FMCG industry

Competencies Behavioural
 Business Acumen.
 Strong analytical skills
 Team motivation and management
 Planning & Organizing
 Innovative Thinking
 Result Orientation
 Execution Focus
 Relationship Management
Technical
 FMCG or other related Distribution Experience

Designed By Approved By:

Position title: Name: Position title: Name:

Date: Signature Date: Signature