Territory Sales Manager

Why Airtel Malawi plc?

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.

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.

REPORTING TO THE ZONE BUSINESS MANAGER, THE ROLE WILL BE RESPONSIBLE FOR:

• Business Performance 
• Achieve subscriber volumes, retail revenue and market share objectives as per territory Business Plan.
• Manage retail sales budgets to ensure budget achievement
• 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
• 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.
• Execute door to door retailer and Franchisee management in the territory
• 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).
• New Channel Development 
• Identification and development of new trade channels
• Branding opportunities and development
• Trade Development 
• Enhance brand visibility in the responsible zone
• POS roll out in trade based on set standards and trade marketing guidelines
• Trade and consumer promotion execution
• Training and Development 
• On the job coaching of distributor sales men(DSRs),Trade Developers & Brand Ambassadors
• 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.
• Market Intelligence 
• Provide 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 
• Ensure that all outlets are visible and merchandised to standard as laid out in the Route to market specifications.
• Customer Appreciation 
• Maintain dealer relations and Implement customer appreciation programs in line with programs laid out in the annual plan

QUALIFICATIONS

Educational and Experience Requirement 

• 3 – 5 years sales and distribution experience within FMCGs dealing with multiple channels.
• Bachelor’s Degree preferably in Sales, Marketing or Related Business Field from a reputable University
• Mobile telephony knowledge and clear understanding of the dynamics of the telecommunication industry
• People management skills
• Communication skills

Generic Competencies 

• Building Value Based Relationships
• Leveraging and Respecting Others
• Problem Analysis / Problem Solving
• Results focused
• Sustaining operational excellence
• Integrity

Analytical Skills 

• Priority setting within the framework of responsibilities
• Rapid execution of decisions through internal management process
• Planner and executer

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