Lead - Trade Marketing & Alternate Channel

Airtel; Gurugram District; On-site; INR 3,000,000 - 4,200,000; Full time

Job summary

Airtel Digital TV seeks a senior leader to own the performance engine behind national GTM priorities across DTH, Wi‑Fi, IPTV and alternate channels.

You will design KPI dashboards, lead incentive schemes, and drive governance, program execution and partner engagement with cross‑functional teams across circles and partners.

Qualifications

• Experience translating business priorities into national GTM plans across multiple channels.
• Ability to lead opportunity-based target setting and governance with clear KPIs.
• Design and manage incentive schemes and payout constructs with controls.

Responsibilities

• Own GTM programmes and sales acceleration across DTH, Wi‑Fi, IPTV and alternate channels.
• Lead business planning, target setting and monthly/quarterly performance reviews with action plans.
• Design payouts, incentives, scorecards and governance for partner and employee programs.

Skills

GTM strategy

Performance governance

Incentive design

Trade marketing

Data analytics

Dashboarding

Education

MBA in Marketing/Analytics

Tools

Data dashboards

Payout automation

Job description

Own the performance engine for Airtel Digital TV's GTM and alternate-channel agenda, turning national priorities into simple, measurable programmes that deliver growth, partner productivity and execution excellence

What you will own :

• GTM and channel growth: Translate business priorities into national and circle-level GTM plans across DTH, Wi-Fi, IPTV and emerging alternate channels.
• Performance management: Lead opportunity-based target setting and governance across circles, zones, teams and partners; track the few KPIs that matter and drive corrective actions.
• Incentives and partner economics: Design and run GPS, SIP, Achievers' Club, sales payouts, boosters, accelerators, decelerators and relevant penalty constructs with clear eligibility, controls and communication.
• Trade marketing and engagement: Create focused contests, recognition and engagement programs, quarterly R&R and monthly/weekly gamification to improve productivity and strengthen field participation.
• Digital enablement and automation: Define BRDs, data masters, hierarchies and user journeys for KPI dashboards, partner tools, payout automation and direct-settlement capabilities.
• Insights and governance: Build decision-ready dashboards, reviews and leadership updates that connect performance, opportunity, investment and action.

Key deliverables:

Business planning and target setting

• Create AOP-aligned targets using historical trends, market opportunity, channel capacity and current performance.
• Design clear review formats from Pan-India to circle, zone, team and partner levels.
• Run structured monthly and quarterly performance reviews, with an explicit plan of action.

GTM programmes and sales acceleration

• Design and execute programmes that grow screens, Wi-Fi, IPTV upgrades, lead conversion and service-linked outcomes.
• Build rapid, short-duration interventions for priority gaps while maintaining programme discipline and fairness.
• Monitor market and competitive inputs and translate relevant insights into channel actions.

Payouts, incentives and controls

• Own programme constructs, target logic, scorecards, payout workings, approvals, NFAs and disbursement governance.
• Simplify partner and employee communication so every programme is easy to understand and execute.
• Partner with Finance and business teams to maintain strong maker-checker controls, audit readiness and payout accuracy.

Analytics, dashboards and automation

• Turn business requirements into detailed BRDs, clean masters, aligned hierarchies and scalable reporting outputs.
• Create automated visibility for bookings, activations, sales, service and partner performance across relevant platforms.
• Drive payout automation and direct settlement initiatives from design and pilot to adoption and scale-up.

Engagement and communication

• Lead national programmes including gamification, recognition, BM cascades and partner communication.
• Prepare concise leadership decks, business updates and decision notes that highlight impact, risks and actions.
• Ensure timely field communication, winner/eligibility clarity and end-to-end reward lifecycle management.