Business Manager - DTH

JOB DESCRIPTION

Born in 1995, Airtel aims to offer global connectivity and unlock endless opportunities. Our presence is positioned to serve nearly 96% of the nation's population with infrastructure to sustain cutting-edge technologies such as 5G, IoT, IQ, and Airtel Black. At Airtel, we strive to go beyond our duties to create impactful solutions for consumers, while also preserving the ecological balance.

We create impact, take early ownership, and experiment with different career paths as part of our cultural fabric. Here’s what you will get to experience as an Airtel employee:

Limitless Impact:

You get to make a difference to internal and external customers by taking small and big ideas to success and therefore leaving footprints at the scale of billions. And beyond. Limitless Ownership:

You get to go above and beyond to take responsibility, challenge the norms and take risks to create big things in more ways than one. Limitless Careers:

You have the freedom to imagine, and an open canvas available to you to experiment and implement new ideas to gain depth and breadth of experiences.

So come join us, and #BeLimitless. Because you are.

Job Details

Job Title Territory Manager

Designation Territory Manager

Job Code

Function DTH

Sub-Function Operations

Location

Level/Grade Senior Executive or Assistant Manager

Position Description

The purpose of this role is to be at the frontline of the business for an entire territory with the responsibility of driving sales and end-to-end customer service. The role demands a manager who can increase market share, revenue and execute the GTM strategy. Also, the role requires to engage with partners & foster business relationships to enhance business for DTH.

Organizational Relationship

Reporting To Area Manager (larger circles) / Circle Head (small circles)

Total number of employees supervised by you DIRECTLY or INDIRECTLY

Managerial Individual Contributors

Directly – –

Indirectly – –

Key Responsibilities & Accountabilities

Sales Management

Optimize the sales and distribution network to enhance market penetration and ensure a robust channel presence in the assigned territory.

Strengthen the distribution ecosystem by increasing activating outlets, effective coverage, and transacting outlets.

Ensure brand visibility through organized merchandising activities to drive gross & net adds.

Maintain adequate stock levels of various components in the inventory within the territory.

Customer Experience

Implement processes to enhance the overall customer experience, customer satisfaction, and issue resolution.

Maintain maximum availability of recharge options so that existing customers are adequately serviced.

Support upgradation of customers to higher versions & plans.

Ensure compliance with policies and processes by the Installation Engineers and ensure customer SLAs are met.

Lead timely closure of service request loops & intervene and handle complaints in case of escalations.

Stakeholder Management

Manage and expand retailer network through incentives, seamless grievance redressal and quality of service.

Form partnerships and train retailers/distributors to strengthen the DTH business.

Effectively implement active relationship management programs & conduct on-the-job training programs for retailers and field sales executives.

Process Optimization

Identify techniques to enhance the customer experience and manage service requests better.

Maintain industry best practices to enhance the efficiency and competitiveness of services.

People Management

Lead the territory team and update their knowledge base to cater to the organizational need. Coordinate between cluster managers of sales and service.

Manage the team responsible for installing, servicing, and repairing structures and major components.

Recommend trainings as required for team member development.

Own and manage a strong people connects at all levels across the organization.

Collaborate with central functions such as marketing, finance, and HR to ensure alignment with broader company policies.

Knowledge, Certifications and Experience

Education Qualification Full time graduate degree, MBA (optional)

Total Experience 1-3 years of experience in channel sales

Certifications required (if any) XX

Key Interactions

Internal / External Stakeholders

(Internal means – External to the department and internal to the organization; External means – External to the organization)

Internal Circle Heads, Area / Cluster Managers & Field Sales Executives

External Channel Partners & Distributors

Skills and Competencies

Technical Competencies

Proficiency in sales and marketing techniques

Basic knowledge of MS Office: Excel, PowerPoint, Word & Outlook

Leadership and Behavioural Competencies

Customer Obsession

Collaboration and Influence

Ownership Mindset

Learning Agility

Navigating Change

Leaders Building Leaders

Execution Excellence