Channel Manager (South-South Region) at Airtel June, 2024

Job Description:

• To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of planned sales and channel management strategies.

Job Responsibilities:

Acquisition, management and retention of SME/SMBs directly and indirectly through channel partners:

• To identify and recruit suitable channel partners who will drive the effective acquisition of SME customers.
• Ensure adherence of channel partners to all guidelines as this will help ensure their profitability and sustain demand. Responsible for the implementation, acquisition & retention strategy for prospective and existing accounts in the zone.
• Grow the usage of corporate products in the states.
• Drive the sales of Mobile Advertising products directly and through channel partners.

3rd Party Channel Management:

• Visit a minimum of 3 channel partners per week. Such visit should be targeted as ensuring availability of POS materials, reviewing performance against target, reviewing product knowledge of field sales agents and taking corrective actions as required.
• Facilitate and coordinate the recruitment, training and development of Field Sales agents.
• Constantly ensure field sales employees are optimally deployed by advising channel partners and dealers on SIM Cards and other products billing on SnD portal, route planning, territory management, etc.

Target Allocation, Forecasting, Reporting:

• Accountability for ensuring that agreed target are cascaded across channel partners and field sales agents.
• Responsibility for managing performance variances and reallocating targets as required.
• Timely report of all activities (Daily, weekly, monthly, quarterly etc.. and as required).

Cross Functional Liaison and Support:

• Co-ordinate with learning & Development and marketing for product, process and behavioral trainings of field sales employees and channel partners.
• Work with service delivery and support bill delivery and collection in the zone.

Channel branding and visibility:

• Ensure appropriate branding is carried by all active outlets within the zone.
• Identify visibility opportunities for Airtel brand within the zone.

Market & Competitor Analysis:

• Monitor the activities of competition in our target market and customer segment and develop or recommend counter measures to win competition.

Required Education & Experience:

• 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.

Required Skillset:

• Managing and monitoring channel partners.
• 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.
• Achieving Results, & Delighting the Customer.
• Analytical.
• Team Player; Independent, Confident, and Objective.
• Attention to detail/ excellent oral and written communication skills.
• Good presentation skills.
• Ready to achieve beyond set target.
• Committed to common goals and values of the organization.