Lead - B2B Distribution

Airtel; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Airtel in the United States is seeking a Head Distribution – B2B to establish and govern distribution for the B2B business, ensure proper structure and placement of people, and maintain hygiene standards to support the Sales team in hitting productivity and delivery targets.

You will oversee the off-role sales workforce, coordinate territoryization, training, analytics, and lifecycle management for the direct sales team, while ensuring compliance and driving digitalization initiatives.

Qualifications

• MBA or equivalent advanced degree.
• 3+ years of channel management experience in relevant industries.
• Experience managing large groups of staff.

Responsibilities

• Oversee the off-role sales workforce including direct sales.
• Collaborate with Sales head to ensure territoryization and allocation of territories and customers.
• Coordinate with Training to onboard and refresh sales staff training.
• Track productivity and performance with analytics to bring individuals back on track.
• Manage lifecycle, incentives, and career paths for high performers.
• Ensure compliance and regulatory standards and uphold high satisfaction scores.
• Coordinate with Central teams on digitalization initiatives and strategic projects.

Skills

communication

negotiation

Excel

teamwork

attention to detail

adaptability

Education

MBA or equivalent

Tools

Excel

Job description

The responsibility of the role holder is to set up and govern distribution for the B2B business in theCircle, ensure the right structure and right people placement to deliver business results, and maintain ahigh level of hygiene parameters to enable Sales team to deliver on productivity and delivery targets

• Overall management of the off-role sales workforce including direct sales team
• Work closely with the Sales head to ensure right Territorization (both at TSM & FOS level)o Identification of territories basis opportunity assessmento Allocation and mapping of territories and customers to resources
• Liaise and work with Training team to handle all training and development programs including onboarding of new employees into the sales organization and regular training refresher initiatives to improve their sales skills
• Track the team’s productivity & performance through strong analytics - execute relevant programsto bring individual back on track
• Ensure quality Life Cycle Management of the Direct sales team through relevant incentive programsand career pathing for high performing individuals
• Ensure high compliance and regulatory standards as well as high levels of satisfaction scores (basisAMBER)
• Co-ordinate with Central teams to work on all digitalization initiatives and strategic projects

Profile

• An MBA or equivalent advanced degree desired
• 3+ years of experience of channel management in the Telecom, FMCG, Computer peripherals and handset industry
• Experience managing large group of staff

Competencies

• Good communications and negotiation skills
• Good command of excel
• Ability to work in large teams and influence key decisions
• Ability to translate business strategy to detail processes and high attention to details
• Ability to balance and resolve multiple and quite often conflicting objectives
• Flexibility and adaptability

Reporting Manager: Head Distribution – B2B