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  • Shadowing

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    Nishi Chauhan
    14 views15 pages
    This document outlines the learning outcomes and timeline for a stint activity. The learning outcomes include understanding the territory layout, stock levels, ASC performance metrics, identifying business opportunities, distribution KPIs, the ASC revenue app, channel partner roles and ROI, PLI planning, different ways of working with retailers, distributor consolidation, retailer scorecards, cross-selling Airtel products, visiting retailers, scaling Airtel businesses via ASCs, and digital collection and stock management. The timeline shows meeting objectives within 2 weeks and then focuses on understanding ways of work, business planning, managing teams, and distribution and GTM activities.

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    Shadowing __ PPT (1)

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    This document outlines the learning outcomes and timeline for a stint activity. The learning outcomes include understanding the territory layout, stock levels, ASC performance metrics, identifying business opportunities, distribution KPIs, the ASC revenue app, channel partner roles and ROI, PLI planning, different ways of working with retailers, distributor consolidation, retailer scorecards, cross-selling Airtel products, visiting retailers, scaling Airtel businesses via ASCs, and digital collection and stock management. The timeline shows meeting objectives within 2 weeks and then focuses on understanding ways of work, business planning, managing teams, and distribution and GTM activities.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    14 views15 pages

    Shadowing

    Uploaded by

    Nishi Chauhan
    This document outlines the learning outcomes and timeline for a stint activity. The learning outcomes include understanding the territory layout, stock levels, ASC performance metrics, identifying business opportunities, distribution KPIs, the ASC revenue app, channel partner roles and ROI, PLI planning, different ways of working with retailers, distributor consolidation, retailer scorecards, cross-selling Airtel products, visiting retailers, scaling Airtel businesses via ASCs, and digital collection and stock management. The timeline shows meeting objectives within 2 weeks and then focuses on understanding ways of work, business planning, managing teams, and distribution and GTM activities.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 15

    Stint

    Activity
    Name

    Market
    working
    with SO
    TSM
    Market
    working
    with SO
    TSM
    Beat
    planning
    with SO

    SO TSM
    Distributo
    r visit
    Retailer
    visit
    Learning outcomes

    Understand lay of the land – basics of your territory in terms of beat wise, grid-wise and site-wise
    (demography, business and GTM KPIs, network KPIs, Distribution KPIs)

    Understanding Stock of your territory by grids/beats, and how to improve grid-level stock
    How are ASCs ranked for their performance (GPS equivalent which reflects in their sip earnings and annual
    ratings)

    How to hire new ASCs/ when to replace ASCs

    How do you identify big opportunities in your area at a site / grid level
    Understand key distribution KPIs and norms for General Trade servicing and sales - how many ASCs, how
    many outlets per ASC, how much tertiary per ASC, LSO, SSO, DSSO, MNP DSSO, Stock norms, Digital
    collection, Auto Refill

    ASC revenue app understanding

    Role of a channel partner - Understand 3i and key metrics unders Investment, Involvement, and Infra
    Understand channel partner ROI assessment

    PLI planning for channel partners

    Ways of working-Shamiyana/Pincer/Arjun Sites, Planning 1 activity end to end shadow

    Distributor consolidation - understand when to consolidate a partner, and what benefits it can provide
    Retailer scorecard parameters understanding, Updated schemes and context knowledge, rationale for big
    days

    Knowledge dissipation to retailers on all airtel products, incentivizing for cross sell

    Visit multi retailer (Competition first)

    How do you scale one Airtel businesses (Bank, DTH) via ASCs

    Stock management and autopush

    Digital Collection
    Timeline

    Meeting uber objectives

    2 weeks

    Understanding circle ways of


    work

    Business planning
    Managing teams

    Managing teams

    Business planning
    Distribution and GTM

    Understanding circle ways of


    work

    Distribution and GTM


    Distribution and GTM

    Distribution and GTM

    Distribution and GTM

    Distribution and GTM


    Distribution and GTM

    Distribution and GTM

    Distribution and GTM

    Distribution and GTM

    Distribution and GTM

    Distribution and GTM

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