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Job Req ID:  20528

Indore, IN

Function:  Sales and Distribution


Modern Trade & Smart Phone Outlets Lead

Job Level/ Designation


Function / Department

Sales & Distribution



Job Purpose

The Circle Modern Trade Head is responsible for creating the organised retail channels (MTO & SPO) strategy and drive its execution for achievement of postpaid and prepaid gross and revenue, SPO tie-ups and counter share, presence across top SPO outlets, promoter productivity and day to day operational governance for a two brand operation.

Key Result Areas/Accountabilities

  • Formulate and implement the circle MTO & SPO strategy, in consultation with the Sales Head
  • This position is accountable for meeting all product targets including prepaid, postpaid & data product sales & revenue targets through organized retail.
  • Focus on trade engagement, new strategic alliances and partnership strategies to drive loyalty and productivity
  • Attain market leadership through growth in terms of gross and net numbers, revenues and counter share, while complying with agreed budget, quality of additions and corporate policy guidelines
  • Responsible for all MTO & SPO operations including promoter deployment & governance, cost control, service levels, stock availability etc in the Circle
  • Initiate MTO & SPO expansion by setting up strategic alliances and identifying partnership models for both brands.
  • Interact with MTO & SPO partners to identify emerging products/competition trends and provide insights to the  marketing team

Core Competencies, Knowledge, Experience

  • Influencing skills, effective relationship management skills
  • Independent thought leadership and drive to execute – should be a recognised industry leader in his/ her specific area of competence
  • 6-8 years of experience in managing organised retail distribution and relationship management
  • Strong analytical & conceptual skills in retail business and workforce planning.
  • University Degree in Business/MBA calibre or equivalent qualification

Key performance indicators:

  • Achievement of key targets for the MTO & SPO channel (Revenue, gross & net adds etc.)
  • Driving optimum promoter productivity through promoter placement and effective promoter management. Work closely with SEM to build promoter capability and drive promoter & trade incentive programs
  • Ensure relevant actions and engagement to reduce promoter attrition 
  • Executing brand salience (both brands) through marcom activities for select outlets
  • Resolving MTO & SPO partners’ specific issues within specific timelines
  • Relationship management with key MTO & SPO channel partners

Annual Budget Owned / Key Quantitative Parameters like Workforce managed etc.

  • Ownership of revenue and sales targets for MTO/SPO channel
  • Manage SAC (controllable components), promoter (HC and Cost) for the channel

Risks, Challenges, Job Context (Short Description)

The MTO Head role directly impacts salience of both brands in the organised retail space, top line revenue achievement from the MTO/SPO channel, creation of sustainable relationships for a two brand operation, counter share, channel SAC & promoter cost & productivity management.


Must have technical / professional qualifications

  • Must have technical / professional qualifications:
  • Desired:  Graduate & MBA.