POSITION TITLE

Territory Manager / Area Manager- Distribution Sales / Group State Head

NAME

FUNCTION

Sales

SUB-FUNCTION

Sales

SUPERVISOR POSITION

Group State Head / Regional Head

SUPERVISOR NAME

GRADE

Band F2 / F1 / E1

LOCATION

Multiple

POSITION PURPOSE

POSITION SIZE

FINANCIAL / OPERATIONAL

NON-FINANCIAL

Revenue of  ~ INR 10 – 20 crs

DIRECT REPORTEES

0

INDIRECT REPORTEES

0

GEOGRAPHICAL COVERAGE

Domestic

POSITION CONTEXT

The role incumbent needs to have a very strong on ground market intelligence to ensure that the organization gets fair terms in contract negotiations, pack penetration,

POSITION SPECIFICATION

Education

Graduate/ Post Graduate

Experience

7 -8 years of experience with 2 – 3 years of industry experience preferable

POSITION INTERLINKAGES

WITHIN THE ORGANIZATION

OUTSIDE THE ORGANIZATION

• Distribution Operations team
• Distribution Legal team
• Distribution Finance team
• Distribution Planning & Insights team
• Distribution Technical Services team
• Distribution Marketing team

• Distributors

TECHNICAL COMPETENCIES

BEHAVIORAL COMPETENCIES

• Understanding of the complete distribution value chain
• Understanding of territory
• Understanding of network’s offerings

• Stakeholder management
• Execution excellence
• Negotiation skills
• Impactful Communication Skills
• Business acumen
• People Management

AREAS OF RESPONSIBILITY

#

 AREA

KEY ACTIVITIES

KEY METRICS

1

Designing and Executing Distribution sales strategy

• Provide inputs to Regional Head on various distributors, market intelligence and competitor activity in the area, for creation of the Distribution sales strategy
• Review the allocated revenue for the area and reach targets for the year and provide inputs to the Regional head in cascading targets to the team below.
• Identify scope of revenue growth in the area by timely collection of Monthly Subscriber Report(MSRs), analyze them to formulate trends and review the same to devise the way ahead
• Review market intelligence report for all affiliates, get the latest updates with regards to packaging, identify the actual subscribers of each DPO and ensure maximum availability of SPNI bouquets and channels.
• Reach out to LCOs and MSOs in the region frequently and leverage relationships to draw favorable deals for the organization in terms of cost and reach by understanding their business dynamics and issues and build relationship with them

• Alignment of plan with Distribution sales strategy

2

Driving sales revenues & ensuring reach of the network

• Ensure penetration of SPN Bouquets/channels on the desired LCN's and Packs
• Track collections from the region and take appropriate action steps to ensure collections as per organization and contractual norms
• Monitor the contractual norms and take appropriate steps in case of any breach of contract by the operator
• Leverage relationships with MSO’s and LCO’s in the area and utilize it.
• Review the reach of individual channels in the area and take appropriate marketing initiatives. Adhere to the assigned budgets.
• Manage distributors in the area and ensure high level of performance in the circle
• Identify opportunities for marketing of our properties in the territory and support the marketing team in all marketing activations to be conducted in the territory
• Keep a timely check on piracy to ensure no leakage of revenue in terms of short/wrong reporting of subscriber no's.

• Revenue achieved vs. target
• Consumer reach
• % growth in revenue
• Collections

DATE OF REVIEW

APPROVED BY