Designation Territory Manager Sales Job Description 1) Achieve New Customer Acquisition Targets ?

Drive acquisitions thru the retail channels as well as through other means such as direct sales pr omotions, umbrella promotions, participation at people gathering events etc, whi le ensuring quality of acquisitions through close monitoring of sales & concentr ation of reports & data shared by the Sales Reporting Team based at office. 2) D rive Revenue ? Achieve Revenue Targets by focusing on value & volume sales at re tail and continuously map vs competition to ensure that Airtel secures highest p ossible share of sale. Also need to engage in market development activities in o rder to boost revenue sales. 3) Acquisition of Outlets & New Channels to strengt hen the distribution network ? Drive channel sales staff to acquire new outlets and avail the products thereby enhancing product reach & availability across the territory. 4) Managing the distributor effectively & efficiently ensuring a pro fitable ROI result ? Optimize the costs incurred in the Airtel operation and mon itor closely to reap the best for all costs incurred by distributor, thus making his ROI healthy. Also need to justify and obtain financial subsidies from Airte l whenever possible to keep the burden on distributor at a minimum level. 5) Tra ining, development & motivation of distributor staff ? Need to provide continuou s product trainings, on the job trainings etc and keep the staff aware of all dy namics in the business that they are in. Also need to keep them motivated and sh ow them career growth and ensure that they gain due rewards & recognition within the given business unit. 6) Maintain required threshold points of Retailer Effe ctiveness Index (REI) ? Ensure product availability, retailer awareness of same, visibility of said gamut of products & services in terms of POSM & other mercha ndising ammunition etc. Also maintain the visibility index by deploying & retain ing of on-store branding items such as fascia boards, canopies, flanges etc. 7) Retailer engagement activities to make sure that there are happy & loyal retaile rs on board ? Plan and execute retailer engagement activities such as retailer m eetings, leisure evenings, dinners, local awards nights etc as well as meeting t he retailers by person on a day in and day out basis thereby keeping an emotiona l and empathetic connect with the trade. 8) Provide continuous & regular updates on what competitors are up to in the market ? Report to office on rumors, actua l execution updates, hints etc of what competitors may be up to so that Airtel c ould plan to counter attack accordingly and secure a safe area in the sheer fire -fighting mobile space. Major Challenges : ? Delivery of results without excuses despite gaps of perceptions vs actual situation & sheer competition choking Air tel from all directions possible. Build an empathetic connect with the immediate stakeholder (Distributor & Staff) and the next level (Retailers) so that they h ave a bonding to the brand. Provide maximum financial advantage wherever possibl e to rationalise the relationship and its long term sustainability. ? Driving qu ality of acquisitions amidst all odds & malpractices that the telco trade has go t used to over a period of time with all operators. Monitor closely all engageme nts & exchanges made and probe wherever it is felt that the actual result is not in line with what would ideally have come out under optimal conditions. Whereve r there is undesired practices happen, will take measures to rectify them whilst ensuring that no or minimal harm is done to the prevailing system smoothness an d pace. ? Managing the channel staff to do what Airtel wants at the level of pro fessionalism, integrity & accuracy Delegate to whoever who deserves and develop the skills of each individual to think in his/her next line of career, thereby m aking them feel responsible for what they do and prepare them to be accountable for results they generate, not having to mention training by internal & external resource persons as well as on the job & field coaching shall play a major role . Also recruitment and selection of new staff will be carefully done to get on b oard individuals who may not be perfect but have the attitude to learn and devel op. Desired Profile The primary objective is to achieve set sales targets in new cus tomer acquisition, drive revenue, widen the reach to end customer by enhancing t he retail distribution network & drive new products launched to end customers th rough the retail outlet network, thereby actively contributing to reach organiza tional goals in terms of AOP Targets & other functional targets critical to busi

ness. Simultaneously, the Territory Manager is also responsible to manage the ch annel partner (Distributor) in a profitable ROI and strive to ensure growth & de velopment to all channel partner staff within the business unit.