Zonal Business Manager at Airtel Malawi Plc

Providing leadership

•    Aligning Zonal team to goals and objectives of organization with complete granularity
•    Achieving Zonal Sales and Distribution Objectives and targets
•    Strong on ground working of self and team to drive sales of company products as per defined targets
•    Providing leadership to a team of Territory Sales Managers, Rural Sales Executives, Team Leaders, Brand Ambassadors and Distributor/Franchisee Sales people by settling SMART objectives with clearly set review mechanisms on both individual and team performances. 

Staff Management

•    Coordinating and directing individual and team effort to the delivery of set Key performance indicators for the Zonal sales and distribution team in line OPCO benchmarks/Targets for such systems
•    Effectively managing a team assigned to him/ her in accordance with their defined roles and responsibilities to meet the company objectives
•    Reviewing staff performance, interview, recruit and develop staff in line with company policy/ standards and disciplinary procedures
•    Holding regular meetings with TSMs and RSEs both one on one and on field – and driving on ground execution with them

Trade management

•    Ensuring compliance with best practices in Sales and distribution as recommended in the route to market Functional directional in line with Airtel way of Working
•    Ensuring correct application of distribution /Franchisee process and procedures and control the quality of process implementation and execution on ground.

Reporting

•    Preparation of timely and accurate management reports to reflect the Zonal performance granular to TSMs & RSEs – Zonal Demography – BTS wise, channel wise in line with company objectives and set operations benchmarks on both team and individual actions, achievements and performance.

Distributor Management

•    Managing the performance of Franchisee / distributors / Agents and other channel and mobilize their capability to invest and execute adequately and according to set guidelines, ways of operations and benchmarks
•    Effectively setting up and utilizing the distribution structures and their sales channels to drive sales through various promotional activities.
•    Nurturing strong business association and partnerships with channel, trade and retail for company’s growth.

Interdepartmental meetings
•    Representing his/her section and zone in both departmental and interdepartmental meetings for advancement of sales and distribution agenda within the company. He/ She Should be able to extend such representation to the marketplace

Training

•    Providing on the job training to TSMs, Sales agents and Distributors so that capability to execute is enhanced at all times. And Leading team from front
•    Providing the necessary training for sales teams and trade partners to ensure effective performance of their responsibilities through the sales and distribution chain
Market intelligence

•    Providing regular market intelligence and competitor development to the management
•    Using market intelligence to form company decisions
•    Being able to adopt and adapt to changing environment and priorities in accordance with company objectives

Financial Dimensions

These should be quantifiable numerical amounts like annual budgets, opex, capex, annual revenue etc.)

•    Revenue Market Share-
•    Customer Market Share-
•    Revenue Target-
•    EBITDA-
•    Distribution Target-
•    Subscriber Target-

•    Channel productivity
•    Channel profitability
Other Dimensions

Indication of some of the significant volumes associated with the job like number in team/ staff handled, subscriber base, etc

    No. of direct reports:
    Total Head count of Function:
    Subscriber base:
    Total Number of Staff:
    Achieve subscriber acquisition and base Targets
    Get requisite investments from channel required for driving sales in stocks/ Manpower and infrastructure
    Achieve numeric distribution targets and infrastructure build up targets
    Implement planned training programs
    Lead from the front
    Timely and analytical reporting
    Implement visibility Standards