Overview
This position leads the development and execution of strategic programs to accelerate the growth of the Retail Trade Channel, covering DITO Experience Stores (DXS), Licensed Stores, and Device Retail Partners (DRP). Focusing on expansion, penetration, and productivity, this role ensures the rollout of scalable channel models, strengthens partnerships with store partners, and enhances retail execution in both owned and partner-operated formats. The role aims to grow DITO's market share, retail footprint, and customer engagement through impactful and sustainable initiatives. This role reports to the Head of Retail Trade Channel.
Functions
- Formulate growth strategies and programs for Retail Trade formats including DITO-owned stores (DXS), Licensed Stores, and DRPs.
- Drive expansion into new geographies and retail opportunities, using data-driven site selection and prioritization.
- Collaborate with Finance, Marketing, Trade Marketing (TMG), Product, and Customer Experience (CX) teams to align retail growth initiatives with business objectives, campaigns, operational readiness, and customer experience goals.
- Continuously identify new retail formats, partner models, and business opportunities to expand DITO's presence in both urban and underserved markets.
- Evaluate performance of new sites and formats, refine playbooks, and scale successful models across the network.
- Lead in-store programs, merchandising initiatives, and GTM activations to maximize visibility and drive sales conversions.
- Build and maintain strong relationships with Licensed Store partners and DRPs to drive sales and operational excellence.
- Develop incentive and performance programs to boost productivity per store and motivate partners toward stretch targets.
- Ensure infrastructure, systems, and supply chain readiness for store rollouts and operational scaling.
- Conduct competitive benchmarking, market scanning, and geo-targeting to inform site expansion and product offerings.
- Establish growth targets per channel, location, and partner, aligned with regional and national strategies.
- Design and implement partner acquisition, onboarding, and training programs to accelerate channel activation.
- Identify high-traffic locations and create retail presence strategies that balance sales performance with brand visibility.
- Create and manage rollout calendars, launch plans, and program timelines in coordination with internal and external stakeholders.
- Facilitate best practice sharing across owned and partner retail formats.
Employment Standards – Competencies & Skills
Strategic Thinking & Commercial Acumen
- Understands the retail trade landscape (DXS, Licensed Stores, DRP), consumer trends, and competitive dynamics.
- Aligns retail development plans with company vision, revenue goals, and long-term channel priorities.
- Balances innovation, investment, and profitability in decision-making.
Sales Strategy Design and Execution
- Translates business objectives into actionable retail programs and partner initiatives.
- Identifies levers for acquisition, conversion, and retention across retail touchpoints.
- Leads execution with measurable performance metrics, timelines, and resource plans.
Channel Program Development and Operational Excellence
- Creates structured retail programs with clear guidelines and governance.
- Improves rollout, monitoring, and partner engagement processes for scalability.
- Ensures consistent brand and service delivery across all retail formats.
Retail Trade Knowledge (Telco, FMCG, Multi-format Retail)
- Applies retail best practices in merchandising, operations, and customer experience.
- Leverages insights from both telecom and FMCG industries to innovate in-store experience.
Forecasting, Target Setting, and Performance Analysis
- Uses historical data and market insights for realistic and stretch target-setting.
- Monitors KPIs for activations, sales, and store productivity, addressing gaps proactively.
Partner Enablement and Account Development
- Builds win-win relationships with Licensedd Stores and DRPs.
- Equips partners with tools, training, and ongoing support to achieve sales and service objectives.
Campaign Execution and GTM Planning
- Designs retail campaigns tailored to store formats and customer profiles.
- Coordinates campaign readiness and ensures compliance with brand standards.
Negotiation and Relationship Management
- Negotiates commercial terms and service levels with retail partners.
- Resolves escalations with professionalism and efficiency.
Organizational Agility and Cross-functional Collaboration
- Aligns retail trade priorities with support teams including Finance, Marketing, and Supply Chain.
- Adjusts strategies based on market shifts and operational realities.
Data-Driven Decision Making
- Translates sales and market data into actionable retail strategies.
- Promotes a culture of measurement and continuous improvement.
Innovation and Continuous Improvement
- Pilots new retail models (e.g., hybrid formats, shared spaces) and scales successful concepts.
- Adopts technology-driven solutions for enhanced retail performance.
Customer Intimacy and Service Orientation
- Champions customer-first principles in all retail programs.
- Ensures frontliner engagement drives customer loyalty and advocacy.
Coaching, Mentoring, and Capability Building
- Develops the skills of internal teams and partner staff.
- Creates development plans that foster leadership and accountability.
Ethics, Ownership, and Accountability
- Maintains transparency and integrity in all retail dealings.
- Takes ownership of retail trade performance and partner relationships.
Job Skills & Qualifications
- Bachelor's degree in Marketing, Business Management, or related field (Master's degree an advantage).
- At least 10 years of experience in Sales, Channel Development, or Retail Strategy, preferably in telecom, or multi-format retail.
- Strong understanding of retail operations, partner-led models, and incentive structures.
- Proven experience in store rollout, partner management, and retail program execution.
- Proficient in Microsoft Office (Excel, Word, PowerPoint).
NOTE: We regret to inform that only shortlisted candidates will be notified.
