Area Sales Manager - All Locations at Airtel

About the Role

The purpose of the role is to maximize revenue and subscriber acquisition (gross and net additions) opportunities in assigned territory through channel effectiveness (wholesale & retail), adequate recharge availability and implementation of planned sales & distribution and marketing strategies.

Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

Responsibilities

To achieve recharge sales target within state/area


Ensure adequate availability of all recharge denominations in sub CP and retail points.
Ensure channel partners are making stock available and distributing to their network of sub-CPs and retailers to achieve ERC, RCV and E-pin target in agreed ratios.
Constantly identify opportunities for driving activation and recharge sales within territory.


Achieve Share of Gross & Net Additions (SOGA & SONA)


Ensure full-fledged achievement of Gross Adds targets by driving market initiatives in assigned area.
Effective management of direct activation teams and monitoring of CP bus activation activities.
KYC Optimization at Trade level by ensuring adequate and functional deployment of KYC kits
Drive KYC inactivity to nil
Deploy other initiatives to increase GAD including new site launch
Ensure activation of Quality GADs in assigned area.
Develop and implement activities that will increase SONA in assigned area.


Decrement


Implement of customer driven activities (product launches, town storms etc) in assigned area
Drive voice and data business performance by implementation of revenue generating activities and initiatives in assigned territory.


Channel branding and visibility


Ensure appropriate and effective outlet branding is carried out in line with the "look of success" within the territory.
Identify visibility opportunities for Airtel brand within the territory.
Ensure ITP increases and gives impetus to iCMS and iRMS
Effective management of POS stock in warehouse to avoid damage, wastage and obsolete materials.
Train Market Developers on POS deployment in line with "look of success".


Distribution Infrastructure


Recruit appropriate number of Retailers- RSOs, SSOs, ERCOs in line with scientific distribution requirements.
Migrate all other retailers to become one stop shop SSOs and SSOs
Maintain ratio of RSO(5):SSO(1) in line with scientific distribution.
Maintain KYC infra ratio of 1kit:3 SSOs.
Identify and recruit suitable sub channel partners in territory for effective product re-distribution.


BTS Management


Ensure constant CLS elimination.
Develop subscriber acquisition and other marketing initiatives to drive revenue in CLS site locations.
New Site Launch Plan and Distribution Preparedness.
Effectively drive and manage target driven initiatives and projects


Industry Awareness/Competition Intelligence


Effectively report competitive activities within assigned territory and implement adequate counter initiatives.
Track on-going initiatives in Market
Address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business


Qualifications

Educational Qualifications


Bachelor's in Social sciences, Marketing, Business Management, Engineering or Computer Science
Project management qualification will be an advantage


Relevant Experience & &Functional / Technical Skills


Minimum of 4 years' experience in Retail sales, preferably in the Telecommunications, FMCG or the Manufacturing industry.
Excellent understanding of Route-to-Market (RTMS) and Go-to-Market strategies
Extensive sales and business development experience with proven expertise in revenue generation and growth
Excellent product knowledge


Other requirements


Excellent Relationship Management skills
Excellent Numerical Acumen and Analytical thinking skills
Excellent presentation and communication skills
Team Leader & Player: Independent, confident and objective
Attention to detail
Excellent at driving Execution Excellence
A strong Customer - centric orientation