Job Description

A. PROFILE

Role Title: Sales Planning & Operations Senior Manager

Reporting to: Sales & Distribution Director

Division: Sales & Distribution

Department / Section: Sales & Distribution

B. CONTEXT

Purpose T o develop the overall planning for Sales and Distribution Annual plan covering Direct and Indirect channel. Drive Trade satisfaction score through scheme design basis competition landscape with timely disbursement of monthly schemes. Drive new projects like walk out model through Promoters, Smart phone outlets. Design and implement sales incentive plans.

Context This Department will be responsible for executing and implementing consumer business strategy and building brand affinity and connect in order to achieve growth in customer market share and revenue market share; through focus on the various business and distribution channels and customer experience. It will develop and execute the company's digital and commercial strategy covering the consumer segment; improving user engagement and value through consumer understanding, product innovation, integrated marketing & communications, pricing, strategic bundling and customer lifetime value management

C. ROLE ACCOUNTABILITIES

Sales Planning for all channels, viz Distribution channel:

• AOP (Annual, Quarterly & Monthly) – break up @ Region, Cluster & Territory level
• GARGU, GARGE, Primary, Secondary & Tertiary of Top up Recharge
• Mark to Market – Industry trends & forecasting on SOGA, SONA & Net Adds in collaboration with Marketing & BI Team

SAC Management:

• AOP on Indirect channel / Mass Distribution – Spend as a % to OG revenue
• SAC Sheet – Provision vs actual on each line item – in collaboration with Finance

Target Setting, Scheme Design & GTM Process & Execution:

• Target Setting – basis AOP on all business KPIs, viz Acquisition, Distribution & Revenue
• New Product launch in coordination with Marketing
• Scheme design – Regional Flavor & objective to limit Trade scheme while being competitive
• Acquisition Model – SAC basis Trade segmentation – Restrict landing @ dealers with high M2 decay
• Timely design, signoff & communication of scheme by 30th of previous month
• Effective Scheme communication model

Trade Commission & Payout:

• Quarterly & Monthly Provision of Dealer & DTR commission | Communication to finance
• Time payout of Dealer, DTR & DSR payouts as per calendar
• Align Dealer call unit on Commission update and handle dealer calls effectively
• Track & Monitor monthly spend vs provision
• Oversee commission administration, ensuring accuracy in the commissions paid out and assisting in issue resolution and inquiries, including socializing any plan exceptions

SIP (Sales Incentive Plan)

• Design, Approvals, Implement 6 monthly Sales incentive plans for On roll sales team
• Measure success – Min. 5% sales team hits 110% Incentive slab, 15% hits 100% slab & 65% hits 90% slab

Sales Analytics

• National & Regional deck on S&D business KPIs
• Weekly Regional Deck – Plan vs Actual
• Manage process by identifying key strategic decision points as emerge, gathering data and recommendations from operating teams, and putting together summaries and recommendations for weekly Executive meeting.

D. KEY PERFORMANCE INDICATORS

• Sales Planning vs Actual
• Budget Management, Sales Analytics & Business Intelligence
• Sales Reporting – Weekly & Monthly
• New business | New business Models like Promoters / SPOs / etc.

E. WORKING RELATIONSHIPS & DECISION MAKING

Interacts with:

Internal: BI, Regional teams, Retail, Finance, Marketing, Technology

External: Vendors, Distributors, etc.

Decision Making

Medium & Delegated authority based

F. EXPERIENCE AND QUALIFICATIONS

Minimum Experience & Essential Knowledge

• Degree in any discipline with minimum 10 years of working experience, preferably in account/customer management or sales organizations
• At least 5 years in telco industry with direct experience in channel or program planning
• Personal traits:
• Good interpersonal and networking skills
• Great communicator of the vision, both in oral and written
• Very methodical and process oriented
• Strong goal orientation and performance management
• Strong strategy planning and management skills
• Strong ownership of business P&L and financial acumen

Minimum Entry Qualifications

• Bachelor in related field