Overview
This key position is responsible for the development of the sales channel strategies, new business models, channels operating policies and procedures, channels commission and incentive scheme, and organizational development for all sales channels focusing on FWA/ Broadband products. This position is reporting to the Head of Channel Development.
Functions
- Formulate strategies & business/selling models including policies, operational standards, and process improvements
- Develop additional revenue streams for the Channels/Partners to improve their business.
- 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 strategies that support 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
- Ensure that execution of trade marketing programs 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, TPAs, Contractors, and Vendors) to ensure product/service offering success for the brand
Employment Standards
Competencies & Skills:
- Strategic Thinking
- Planning, designing, and executing sales strategy
- Market Insights, Industry, Socio-economic, Geographical area analysis
- Forecasting and Target Setting
- Entrepreneurial
- Identifying and acting on new opportunities
- Balance intuition and data-based information
- Systematic planning and risk taking
- Bias for efficiency and optimum productivity
- Execution Excellence
- Leadership for Results
- Networking and Negotiation
- Provides direction and vision
- Resource Optimization
- Innovation
- Continuous Learning and Improvement
- Creative Problem Solving
- Advocacy for Best Practice
- Customer First Orientation
- Customer Intimacy
- Service Mindset
- Accountability and Ownership of Customer Satisfaction
- People Orientation
- Coaching and Mentoring
- People Development and Capability Building
- Distributed and Generative Leadership
- Orientation towards excellence
- Personal Values
- Leadership by Example
- Personal Integrity and Ethics
- Partner Management and Channel Development
- Strategic Alliances
- Business and Financial Acumen
- Operational Excellence and Efficiency
- Empowerment and Capability Building
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.
- Proficient knowledge in channel organization systems and operating details of local telecom industry
- Work experience in Telecommunications, Information Technology, Fast Moving Consumer Goods Distribution and/or Media.
- 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.
NOTE: We regret to inform that only shortlisted candidates will be notified
