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AGM-Mass Distribution

Job Req ID:  17784

Baroda, IN

Function:  Sales and Distribution


Area Sales Manager

Job Level/ Designation


Function / Department

Sales & Distribution



Job Purpose

To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in net sales and revenues.

Key Result Areas/Accountabilities


  • Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel partner level
  • Ensure quality of acquisition through the distribution channel
  • Ensure availability of stock at retail while adhering to the norms
  • Competition Tracking – programs & structures
  • Execute promotional activities for channel partners to drive sales and build market credibility



  • Achieve revenue target for the distribution channel across all products


Distribution expansion and extraction

  • Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies
  • Identify and develop new channel partners



  • Resolve channel-specific issues within specific timelines
  • Keep motivation levels high through regular meetings with distributors, retailers and off-roll sales representatives
  • Ensure sound coaching to RMs and distribution partners to enhance overall effectiveness

MD/AD/SD Management (owns the CP as a business entity)

  •  Infrastructure negotiations – DSE Quality/Quantity
  • Working Capital (investment in business) alignment
  • ROI management
  • Primary Billing
  • Sizing corrections/territory dimensioning
  • Problem Solving
  • Performance trends & reviews


HSW Compliance

  • Ensure that the HSW norms are adhered to

Key performance indicators


Achievement of key targets in the distribution network (Sales, Revenue) in the territory

•          Achievement of retail outlet (MBO) expansion targets

•          Execution of distribution strategies and plans

•          Development and retention of team members

•          Performance management of RMs and distributors

•          VF Way Adherence Score aligned to norms defined

from time to time


Core Competencies, Knowledge, Experience

Critical Success Factors

  • Continuous Learning & Empowering Talent
  • Building Team Commitment
  • Communicate with care
  • Leads Decision Making & Delivering Results
  • Builds Strategic Relationships & Organizational Agility
  • Analytical Thinking


Threshold Functional Competencies

  • Sales Planning & Forecasting
  • Negotiation
  • Working with Partners


Differentiating Functional Competencies

  • Solving Problems

Must have technical / professional qualifications

Graduate : Mandatory

Preferably full – time post - graduation in business management/MBA