Territory Manager - Urban Mass Retail

airtel; Chennai District; On-site; INR 600,000 - 800,000; Full time

Job summary

Airtel in India is seeking a Territory Sales Manager – Mass Retail to lead the frontline sales for a designated territory. You will drive revenue growth, engage with channel partners, and execute the go-to-market strategy across mass retail channels.

You will also manage a territory team, expand distributor networks, and ensure brand visibility while delivering excellent customer experience. A 2+ year sales background in telecom/FMCG and a graduate degree are preferred.

Qualifications

• Graduate degree required; MBA/PGDM optional.
• 2+ years of experience in sales, preferably Telecom/FMCG.
• Strong communication and relationship-building skills.
• Willingness to travel within the territory.

Responsibilities

• Drive revenue growth by focusing on new and existing channel partners and expanding the territory footprint.
• Optimize the sales and distribution network to improve market penetration.
• Strengthen the distribution ecosystem with increased BTL activities and better coverage.
• Ensure brand visibility through go-to-market merchandising to achieve targets.
• Implement processes to enhance customer experience and resolve issues.
• Ensure compliance with channel partner policies and meet customer SLAs.
• Lead timely closure of service requests and manage escalations.
• Expand channel/distributor network with incentives and effective grievance redressal.
• Form partnerships and train partners on product features, sales techniques, and market positioning.
• Negotiate favourable terms with partners and maintain industry best practices.
• Maintain reports for improved management and overall service competitiveness.

Skills

Sales & Marketing

Channel sales

MS Office

Customer service

Education

Graduate degree

MBA optional

Tools

MS Office Suite

Job description

Job Description:

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.

Limitless Impact

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:

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 Sales Manager – Mass Retail

Designation Territory Sales Manager

Job Code

Function D2C

Sub-Function Mass Retail

Location

Level/Grade Senior Executive

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 channel partners & foster business relationships to enhance business for D2C mass retail.

Organizational Relationship

Reporting To Regional Mass Retail Head (~ Zonal / Area Manager)

Total number of employees supervised by you DIRECTLY or INDIRECTLY

Managerial Individual Contributors

Directly – 6 to 7

Indirectly – 6 to 7

Sales Management

Key Responsibilities & Accountabilities

• Drive revenue growth by focusing on new & existing channel partners and expanding the company's footprint within the territory.
• Optimize the sales and distribution network to enhance market penetration of the business.
• Strengthen the distribution ecosystem by increasing BTL activities in areas of operation, effective coverage, and transacting outlets.
• Ensure brand visibility through organized go-to market merchandising activities to achieve tertiary recharge sales & gross prepaid targets.

Customer Experience

• Implement processes to enhance the overall customer experience, customer satisfaction, and issue resolution.
• Ensure compliance with policies and processes by the channel partners and ensure customer SLAs are met.
• Lead timely closure of service request loops & intervene and handle complaints in case of escalations.

Stakeholder Management

• Manage & expand channel / distributor network through incentives and seamless grievance redressal.
• Form partnerships and train partners on product features / sales techniques / market positioning to strengthen the mass retail business.
• Effectively implement active relationship management programs & negotiate agreements with partners to ensure mutually beneficial terms and conditions.
• Maintain industry best practices to enhance the efficiency and competitiveness of services. Collect feedback and generate regular reports for improved management.

People Management

• Lead the territory team and update their knowledge base to cater to the organizational need. Coordinate between mass retail Zonal / Area managers of sales and service.
• Manage the team responsible for installing, servicing, and repairing structures and major components.
• Anchor 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 / PGDM (optional)

Total Experience 2+ years of experience in sales preferably Telecom / FMCG

Key Interactions

Internal / External Stakeholders

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

Internal Zonal / Area Sales Managers & Field Sales Executives

External Urban / Rural Promoters & Channel Partners

Skills and Competencies

Technical Competencies Proficiency in sales and marketing techniques

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

Requirements: