Managing and supervising a team of 3rd party canvassers and Direct Sales Agencies (DSA) activities. Achieving sales targets. Increasing Average Revenue Per User (ARPU) and customer base via converting existing broadband users to Airtel broadband and creating new users. Ensuring channel development and process compliance to enhance our competitive differentiation through quality acquisition and customer retention activities.
Responsibilities
1. Win in Home Broadband Segment
Work with 3rd party canvassers and DSAs to create awareness, education, trial, conversion, and usage of Airtel Broadband in homes, offices, and HORECA outlets.
Identify opportunities for quality acquisition & execute leveraging all customer-facing staff and channels within the region.
2. Exceed Data and Device Revenue Target
Manage and develop a motivated, results-driven team of canvassers.
Identify, register, and develop profitable DSAs for penetrating target areas with Airtel broadband.
Create strategic relationships via event sponsorships with HNI presence to drive sales and revenue growth.
3. Sales Planning & Reporting Excellence
Ensure installation SLAs are followed for all sales in the assigned region.
Ensure stock and recharge availability for 5G & FWA devices.
Manage the direct sales team in assigned locations.
Develop forecasts and market projections.
Manage database and scorecard updates, reporting on activities and gaps.
4. Industry Awareness / Competition Intelligence
Ensure self and team are highly knowledgeable of Airtel’s offerings.
Monitor tech and competitor trends (WiMAX, Mesh, WiFi, VoIP, etc.).
Analyze competitors’ actions and propose counter-strategies.
5. Cross Functional Liaison and Support
Coordinate with Marketing, Sales, IT, Service Delivery, and Networks for seamless operations.
Work with Finance to ensure timely DSA and canvasser payouts.
Ensure accurate customer billing and resolve issues promptly.
6. Forecasting, Allocation of Sales Target and Reporting
Ensure monthly sales forecasts are accurate within +/-5%.
Cascade targets to ASMs, Shop Managers, Canvassers, and DSAs.
Timely reporting of all sales activities and performance metrics.
Track lost opportunities, service issues, and sales initiatives.
7. Customer Prospects
Conduct prospecting directly or through team members.
Understand customer needs and recommend suitable solutions.
Major Challenges
Recruiting quality canvassers and DSA partners.
Ensuring productivity from sales teams.
Timely communication of promotions and launches.
Gaining market leadership in the Home Broadband segment.
Key Decisions
Quality and timeliness of execution.
Quick response to market changes and sales recommendations.