Territory Sales Manager

Localisation

At Airtel Malawi, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you. We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers. By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Malawi. Airtel Malawi is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace. Responsibilities JOB PURPOSE Managing territory retail sales and distribution activities including management and supervision of distributors, channel partners, subscriber acquisition, retention, dealer relations, and related financial performance in order to achieve revenue, quality gross additions and market share growth targets. Also to monitor territory sales and distribution performance in relation to business goals POSITION LOCATIONS Mangochi and Mzuzu (2) KEY RESPONSIBILITIES 1. Business Performance Achieving subscriber volumes, retail revenue and market share objectives as per territory Business Plan. Managing retail sales budgets to ensure budget achievement 2. Business Plan Execution Execution of annual territorial retail and distribution Business Plans, Revenue growth Attainment of territory Sales targets for the three business lines – Voice, Data and Airtel Money. Attainment of territory EVD sales contribution targets 3. Subscriber, Retailer and Agents Acquisition Quality Gross Additions Acquisitions for the territory. Recruitment of Voice, AM and Data retailers and/or agents within responsible territory. Executing door to door retailer and Franchisee management in the territory 4.Distribution and Serviceability Product availability and service delivery in the territory Development, roll out and management of distributor network, Wholesalers and Strategic Supply Depots (SSDs). 5. New Channel Development Identification and development of new trade channels Branding opportunities and development 6. Trade Development Enhancing brand visibility in the responsible zone POS roll out in trade based on set standards and trade marketing guidelines Trade and consumer promotion execution 7.Training and Development On the job coaching of distributor sales men(DSRs),SSOs, ISPs & Brand Ambassadors Reporting 8. Reporting Preparation of timely and accurate management reports to reflect the performance of the sales zone in line with company objectives and set operational benchmarks on both team and individual targets. 9. Market Intelligence Providing regular market intelligence and competitor developments to the management Be able to adopt and adapt to changing environment and priorities in accordance with company objectives. Visibility Ensuring that all outlets are visible and merchandised to standard as laid out in the Route to market specification 10. Customer Appreciation Maintaining dealer relations and Implement customer appreciation programs in line with programs laid out in the annual plan 11. Reporting Preparation of timely and accurate management reports to reflect the performance of the sales zone in line with company objectives and set operational benchmarks on both team and individual targets. 12. Market Intelligence Providing regular market intelligence and competitor developments to the management Be able to adopt and adapt to changing environment and priorities in accordance with company objectives.

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