Senior Manager, Head of Mass Market & Key Accounts
Vodafone Qatar P.Q.S.C
مجموع سنوات الخبرة :22 years, 0 أشهر
The responsibilities include driving the growth of sales and successful execution of approved strategies, required to achieve Vodafone financial targets.
The duties will include hitting annual targets, building relationships with distributors across Indirect channels (distribution) and Key Accounts.
The key responsibility in this profile was to deliver the Electrical projects of Distribution of transformers in rural areas within timelines.
- Built a high-performance team of Area Sales Managers, Territory Sales Managers & Key account Managers that delivered revenue market share, circle consumer GSR, data revenue & Mpesa business as per DB. Increased customer acquisition target and implemented the customer acquisition methodology across all retailers.
- Managed planning; appointed new distributors; mapped the territories, distribution coverage; distributor claims; primary
and secondary sales; stock requirement; inventory and collection part of the company.
- Ensured that distributors are well trained; equipped with sales tools i.e. Digital Apps, sales presentation, visibility aids, POS; maintained stock pipelines, basis seasonality and annual brand plans.
- Mapped strategies to reduce post-paid churn in Direct Channels sales by addressing underlying drivers like tariff, product, process & network factors to deliver targeted T3M customer retention.
- Improved prepaid acquisition quality to deliver targeted T2M scale up & continuous improvement of T3M NAS.
- Accelerated post-paid acquisitions in B2B and Modern Trade by scaling up infrastructure & productivity to deliver AOP targets.
- Executed events like sales promotion campaigns and trained dealer salesmen on pre-sales and sales processes, new product features/modifications.
- Initiated the positioning of new product line in the assigned sales zone by direct interaction with key retailers and ensured viable distribution network by communicating with dealers, sub-dealers for appropriate market coverage.
- Monitored business performance, developed coverage through new dealerships, dealer infrastructure and competency development.
- Conducted call campaigns, developed new market activities, analysed new products and identified areas on improvement for increasing sales and business growth.
- Effectively managed SAC & S&D cost within allocated budget by thorough monitoring of line item wise spends.
- Managed planning; appointed new distributors; mapped the territories, distribution coverage; distributor claims; primary
and secondary sales; stock requirement; inventory and collection part of the company.
- Conducted Retailer visits to observe product visibility. Monitored product movement; received distributor orders; checked
credit limits and ensured order details are shared with the billing team.
- Analysed products, applications, performances, market conditions and competitors’ strategies and suggested solutions
which when implemented increased product revenue.
- Identified and pursued business opportunities through market surveys & mapping as per target plans and through lead generation.
- Monitored each sales officer performance against the target on a monthly basis and took corrective action when needed.
- Researched and analysed data, trends, demographics and industry and non-industry information to draw sound conclusions
that positively influenced the results.
- Negotiated and closed the sales deals effectively while ensuring both revenue and margin performance targets. Secured maximum profitable market shares in the assigned region.
- Escalated grass root level issues like policy issues, large sales order closures impacting customer satisfaction and helped Divisional and Industry heads in devising long term solutions.
- Managed activities pertaining to negotiating and finalizing of deals (techno commercial) for smooth execution of sales & order processing.
- Facilitated company-distributor and distributor-retailer channel and managed Primary, Secondary Sales, Retail Distribution.
- Recommended credit limits for the distributors and dealers based on the timelines & SOPs laid by the management.
- Ensured efficient execution of demand generation programmes to increase consumer base and maximize per capita consumption of products.
- Planned strategies for marketing and new offers based on market feedback, developed plans and monitored
implementation, set profitability targets, received market feedback and reviewed pricing in order to enhance coverage & profitability.
- Ensured achievement of primary sales targets for all distributors in allotted states and drove secondary sales activities like increased brand awareness, raised consumer recognition levels, organized product launches
and sales contest for channel partners and front shop enhancement at retailer outlets.
- Interacted with Marketing team and product group in-charge and focused special attention on potential
areas for a particular product towards maximizing business and profitability.
- Networked and motivated sales representatives to generate new strategy, identify improvement areas and implement adequate measures to maximize sales in the concerned region.
- Ensured appropriate service infrastructure and drive implementation of service systems are available for improving customer satisfaction.
- Engaged in front-line field sales in Jammu & Kashmir and provided value-added inputs during pre, on & post sales; sourced new business leads and offered timely & accurate sales forecasts and account plans on an ongoing basis.
- Researched prospective accounts, evaluated customer needs, and satisfied customer requirements by developing configuration and proposals, product presentation, and generation of sales orders.
- Managed distributors and ensured business parameters like volumes, collection, deliveries, and payments are achieved.
- Handled primary and secondary sales and ensured complete beat coverage.
- Maintaining tight communication with distributors to create start-up plan, maintain timeline, manufacturing readiness to ensure product success.
- Negotiated and closed the sales deals effectively while ensuring both revenue and margin performance targets. Secured maximum profitable market shares in the assigned region.
- Monitored each sales officer performance against the target on a monthly basis and took corrective action when needed.
- Ensured sales and distribution targets are achieved as agreed with the Manager.
- Assisted the Branch Manager in preparation of territory -wise business plan, monitoring of sales budgets and finding solution for the weak areas.
- Formulated sales budget for the branch based on discussion with the management and reviewed performances of the branches.
- Executed events like local level sales promotion campaigns and trained dealer salesmen on pre-sales and sales processes, new product features/modifications in CTV, Audio system and refrigerators.
- Provided mature and strong leadership in the respective territory thereby enhancing the stature and presence of the brand.
- Dealt with new distributors in the said area as per company’s guidelines to ensure the sales and market distribution targets are achieved.
First Grade received. Project done in Gati Corporation Limited. Trainee – Services Marketing • Studied the market behavior, growth profile, and branding effects of Cargo Management Services in Pune Industrial Areas. • In-depth analysis of the Marketing Strategies adopted by the Company in Pune and Presentation thereof. • The highlight of the study was the Total Acceptance of the Recommendations made for Brand Identity and Promotion. A new and revamped Advertisement Campaign was launched based on the findings of the study resulting in greater market reach and speeding profitability.
Zoology, Botany, Chemistry & English