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GM-Circle Modern Trade & SPO

Job Req ID:  26063
Location: 

Kolkata, IN

Function:  Sales and Distribution
About: 

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India’s leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly ‘Digital India’ by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.

Role Title

Modern Trade Head

Function

Sales

Sub Function/ Vertical/ Department

Modern Trade

Band

M3

Reports to Role (Position No)

Circle Sales Head

Location

Kolkata

Date of last update/approval

 

 

Job Description

  1. Job Purpose (In one or two sentences)

 

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.

 

 

  1. Key Accountabilities / Key Result Areas (Max 5)

 

  • 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

 

 

 

  1. Core Competencies, Knowledge, Experience, Technical / Professional Qualifications (Max 5)
  • 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

 

 

  1. Key Performance Indicators (Max 5)
  • 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

 

  1. 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

 

 

  1. 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.

 

 

  1. Job purpose of Direct Reports & Dotted Reports

Direct Report / Dotted Report Position

Job Purpose

Circle HQ Town - MTO/SPO Account Managers

Manage key modern trade/Smart phone outlet relationships, promoter deployment and productivity management, gross and revenue target achievement and counter share for assigned relationships.

Zonal - MTO/SPO Account Managers (dotted line reporting)

 

Role Title

Modern Trade Head

Function

Sales

Sub Function/ Vertical/ Department

Modern Trade

Band

M3

Reports to Role (Position No)

Circle Sales Head

Location

Kolkata

Date of last update/approval

 

 

Job Description

  1. Job Purpose (In one or two sentences)

 

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.

 

 

  1. Key Accountabilities / Key Result Areas (Max 5)

 

  • 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

 

 

 

  1. Core Competencies, Knowledge, Experience, Technical / Professional Qualifications (Max 5)
  • 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

 

 

  1. Key Performance Indicators (Max 5)
  • 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

 

  1. 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

 

 

  1. 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.

 

 

  1. Job purpose of Direct Reports & Dotted Reports

Direct Report / Dotted Report Position

Job Purpose

Circle HQ Town - MTO/SPO Account Managers

Manage key modern trade/Smart phone outlet relationships, promoter deployment and productivity management, gross and revenue target achievement and counter share for assigned relationships.

Zonal - MTO/SPO Account Managers (dotted line reporting)

 

Vodafone Idea Limited (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership