Job description
Job Purpose
To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of lanned sales and channel management strategies.
Key Accountabilities
Implementation, acquisition and retention strategy for prospective and existing accounts through direct sales agents (DSA) channel
To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of lanned sales and channel management strategies.
Key Accountabilities
Implementation, acquisition and retention strategy for prospective and existing accounts through direct sales agents (DSA) channel
- Responsible for the implementation, acquisition & retention strategy for prospective and existing accounts
- Manage performance management tools for DSA (Direct Sales Agent) channels and channel managers
- Provide strategic support to enhance the delivery on targets
- Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded
- Develop procedures for setting corporate targets and communication sales targets and monitoring performance
- Grow the usage of corporate products in the states allocated to him/ her
- Monitor and collate all activities of competition and implement or recommend counter measures to win competition
- Encourage and develop opportunities to have Airtel presence in SME companies
- Develop good relationship management processes with both existing accounts and prospective customers
- Maintain and manage database of all acquisition via the channel in your region/state or zone
- Provide sales performance data to support management decision making
- Ensure that sales call plans and performance trackers are kept to date
- Report timely of all initiatives , potential prospects, queries, challenges, call plan and new sales made
- Create symbiotic relationships in events sponsorship with accounts in view to drive sale of our SME products and revenue growth
- Establish performance expectations and regularly review individual performance
- Effectively manage channel salesman incentive targets to ensure drive for greater performance
- Continuously motivate frontline by leading by leading from the front end and ensuring that all escalations are promptly taken care of
Desired Skills and Experience
Educational Qualifications & Functional / Technical Skills
- 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
- 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.
- Managing sales team effectively to deliver on targets
- Achieving Results & Delighting the Customer
- Analytical
- Good presentation skills
- Ready to achieve beyond set target
- Committed to common goals and values of the organization.
- Team Player; Independent, Confident, and Objective
- Attention to detail/ excellent oral and written communication skills
- Managing and monitoring DSA
- 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