Lead - B2B Distribution

Purpose of the Job
The responsibility of the role holder is to set up and govern distribution for the B2B business in the Circle, ensure the right structure and right people placement to deliver business results, and maintain a high level of hygiene parameters to enable Sales team to deliver on productivity and delivery targets
Key Deliverables
• Overall management of the off-role sales workforce including direct sales team
• Work closely with the Sales head to ensure right Territorization (both at TSM & FOS level) o Identification of territories basis opportunity assessment o Allocation and mapping of territories and customers to resources
• Liaise and work with Training team to handle all training and development programs including on boarding of new employees into the sales organization and regular training refresher initiatives to improve their sales skills
• Track the team’s productivity & performance through strong analytics - execute relevant programs to bring individual back on track
• Ensure quality Life Cycle Management of the Direct sales team through relevant incentive programs and career pathing for high performing individuals
• Ensure high compliance and regulatory standards as well as high levels of satisfaction scores (basis AMBER)
• Co-ordinate with Central teams to work on all digitalization initiatives and strategic projects Profile: • An MBA or equivalent advanced degree desired
• 3+ years of experience of channel management in the Telecom, FMCG, Computer peripherals and handset industry
• Experience managing large group of staff Competencies: • Good communications and negotiation skills
• Good command of excel
• Ability to work in large teams and influence key decisions
• Ability to translate business strategy to detail processes and high attention to details
• Ability to balance and resolve multiple and quite often conflicting objectives
• Flexibility and adaptability Reporting Manager: Head Distribution – B2B
#BAL
Purpose of the Job
The responsibility of the role holder is to set up and govern distribution for the B2B business in the Circle, ensure the right structure and right people placement to deliver business results, and maintain a high level of hygiene parameters to enable Sales team to deliver on productivity and delivery targets
Key Deliverables
• Overall management of the off-role sales workforce including direct sales team
• Work closely with the Sales head to ensure right Territorization (both at TSM & FOS level) o Identification of territories basis opportunity assessment o Allocation and mapping of territories and customers to resources
• Liaise and work with Training team to handle all training and development programs including on boarding of new employees into the sales organization and regular training refresher initiatives to improve their sales skills
• Track the team’s productivity & performance through strong analytics - execute relevant programs to bring individual back on track
• Ensure quality Life Cycle Management of the Direct sales team through relevant incentive programs and career pathing for high performing individuals
• Ensure high compliance and regulatory standards as well as high levels of satisfaction scores (basis AMBER)
• Co-ordinate with Central teams to work on all digitalization initiatives and strategic projects Profile: • An MBA or equivalent advanced degree desired
• 3+ years of experience of channel management in the Telecom, FMCG, Computer peripherals and handset industry
• Experience managing large group of staff Competencies: • Good communications and negotiation skills
• Good command of excel
• Ability to work in large teams and influence key decisions
• Ability to translate business strategy to detail processes and high attention to details
• Ability to balance and resolve multiple and quite often conflicting objectives
• Flexibility and adaptability Reporting Manager: Head Distribution – B2B
#BAL