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DGM - Area Sales- Channels

Job Req ID:  20311

Mumbai, IN

Function:  VIBS

Role title:  ASM- Channels & SOHO

Function: VIBS

Band: M-2

Department: Channels & SOHO

Reports to: Cluster Segment Head- Channels & SOHO

Location: Circle – Cluster

Role purpose:

Managing operations for Channels & SOHO business for the state covering all segments SME, SOHO, Govt & Strategic Accounts. This position will build and appropriately deploy the requisit resources to gain market share across segments, achieve Budgeted Revenue & NPS.

Develop & Deploye new routes to market like SOHO, Start Up, and Alliance tie ups to gain market presence in the SME/Soho segment

Establish digitally enabled Aqusistion model for Government & Startegic accounts to drive productivity & efficiency.

Key accountabilities and decision ownership


  • To plan, budget, deliver segment revenues and contribution margins over a planning horizon including management of the subscriber acquisition costs
  • To implement coverage and distribution strategies aimed at delivering targeted in circle
  • To design and implement standardized sales management processes, build scale in the operations & run R&R for channels to drive certain sales behaviour
  • Channels Capability development & Certification as per plan
  • Implementation of  various channel partner metrics in allotted Territory
    • Partner Commissioning
    • Partner sales & service processes
  • Design & Implement new revenue streams in SME, SOHO, startups & Large enterprises.


  • Achievement of 80% SIP of their respective team
  • Make 100% of CP qualify the VEPP as per the defined norms.
  • Responsible for achieving the Circle Revenue targets for all product portfolio available for SOHO and SME.
  • Account planning & drive sales of FLD, FLV  and data products through the channel partner teams
  • Enhancing Retail engagements to ensure smooth interactions in SME and retail.
  • Responsible for Driving Acquisition in Government & Strategic accounts through Desk & Channel management



  • Training and coaching of team


HSW Compliance

  • Ensure that the HSW norms are adhered to

Core competencies, knowledge and experience:

Critical Success Factors

  • Leadership & People management SKills
  • Distribution Channel Management and operational excellence
  • Program Management Experience
  • Strong analytical and conceptual skills
  • Technical sales Capability


Threshold Functional Competencies

  • Strong Implementation skills
  • Strong Commercial Skills
  • Knowledge on Telecom technologies & solutions
  • A strong implementation mind set.


Differentiating Functional Competencies

  • Should be able to drive cross functional teams


Experience: 8- 10 years plus of which at least 2-3 year should be in a managerial positions managing channel sales teams and technical sales.


Must have technical / professional qualifications:

  • Essential: Channel Sales Experience in related domain/industry along with technical sales capability with strong hold on products like Toll Free, Lease Lines, cloud portfolio: Gsuit, O365.
  • Desired: MBA from a reputed Institute.

Budget owned: Circle Revenue Budget allocated

Financial (Limits / Mandates Etc.)

  • The incumbent would be responsible for achieving Mobility (SME & SOHO) and FLX revenue target of  around 100 Crs with 20% non mobility mix.
  • The incumbent will be responsible for channel ROI
  • The incumbent would be responsible for Acquisition in Govt & Strategic accounts  

Non - Financial

  • Driving a customer focused approach would be a critical dimension of the role with high focus on market share increase

Effective implementation of processes, and ensuring smooth and streamlined pay outs for channels.

Key performance indicators:

  • Drive segment Revenue & new Acquisition  from circle
  • Design and implement the Operating plan for segment in allotted circles with a robust governance model for relevant metrics
  • New initiative metrics in allotted circles

Direct reports:

  • Channel Managers( 6 to 8) – Band M-2

Dotted reports:  NA