Overview
This key position is responsible for the sales and revenue generation of the assigned functional unit (Broadband Sales), development of the sales strategies; new business models; channels operating policies and procedures; channels commission and incentive scheme; creation, implementation and monitoring of sales programs; and organizational development for all sales channels focusing on FWA/ Broadband products. This is a Head position and will have Broadband Sales Strategy Manager reporting to this position. This position is reporting directly to the Head of National Sales Management.
Job Responsibilities
- Develop additional revenue streams for the Channels/Partners to improve their business.
- Formulate strategies & business/selling models including business rules, operational standards, process improvements, route to market strategy and process improvements.
- Co-developed with Brand & Marketing, Trade Marketing the ATL/BTL programs/campaigns, GTM strategies, product offerings, promo bundles in alignment with the sales strategies
- Develop commission schemes, rewards & recognition, and retention programs for each Sales Channels
- Develop channel programs that aligns with the regional strategies
- Develop channel policies and guidelines. Identify opportunities for cost reductions and process improvements for the channel
- Set performance metrics for the sales channels and scorecards for the Partners.
- Ensure that execution of trade marketing programs, merchandising plan and placement is consistent with channel strategies
- Develop the organizational structure standards to fit current and future demands of the trade. Examine alternative approaches & arrangements (geographic vs product relevance, direct selling vs distribution)
- Develop guidelines and eligibility requirements related to selection of partners
- Develop recruitment standards and provide inputs to the training programs
- Develop the launch plans, scale of roll-out to market once the province/city is declared for commercial light-up
- Facilitate transfer of best practices across the channels and regions
- Communicate consumer needs and competitor insights to Brand & Marketing
- Establish consistent implementation of Sales cadence to make sure that sales activities are aligned and contribute to overall sales objectives
- Responsible for the profit and loss of the channels and develops winning programs to boost Channel performance
- Continuously improve the effectiveness and efficiency of the channels to drive profitable growth
- Conduct audits of all Business Partners operations
- Build a win-win business relationship with Business Partners (Distributors, Community Partners, TPAs, Device Retail Partners, Contractors, and Vendors) to ensure product/service offering success for the brand
Job Skills & Qualifications
- Bachelor's degree or equivalent and relevant formal academic qualification in Marketing / Business Management. Master's degree is an advantage
- With at least 10 years Management experience in the fields of Consumer Markets, Retail, Sales and Distribution.
- Work experience in Telecommunications, Information Technology, Fast Moving Consumer Goods Distribution and/or Media.
- Proficient knowledge in channel organization systems and operating details of local telecom industry
- Well-connected with local business partners to build up distribution channel systems
- Proficient with business tools/systems like Microsoft Office - Microsoft Word, Excel, Power Point & others. Knowledge in Supply-chain systems, ERP, CRM, SAP, etc. is a plus.
