Airtel - Head - Distribution

• - Distribution Head
• Level:- DGM/ GM
• Purpose of the Role

The Distribution Head is responsible for expanding the width and depth of distribution across emerging markets to drive customer acquisitions, revenue growth, and channel partner satisfaction. The role focuses on developing distribution excellence through strategic planning, market expansion, and ensuring product availability within consumers' reach. The incumbent will support the Sales team in implementing effective distribution strategies to maximize market penetration and gain market share from competitors.

Key Responsibilities

• Drive rural market expansion to achieve gross additions by strengthening the distribution network in challenging market conditions.
• Lead new town rollouts and identify growth opportunities to support business expansion and increase market presence.
• Develop and execute strategies to encourage distributor and retailer investments while ensuring optimal stock availability across the distribution network.
• Improve sales productivity by identifying and implementing tools, systems, and best practices that enhance operational efficiency.
• Design and implement innovative go-to-market (GTM) strategies to accelerate market expansion and strengthen competitive positioning.
• Collaborate with cross-functional teams to ensure successful execution of distribution plans and achievement of business objectives.

Key Decision-Making Responsibilities

Primary

• Appointment and management of channel partners.
• Planning and execution of new town rollout strategies.

Shared

• Distribution planning and market expansion initiatives.
• Channel development and performance improvement.

Contributory

• Process improvements and sales enablement initiatives.

Key Competencies

• Distribution strategy and execution
• Channel partner management
• Dealer network development
• Rural market expansion
• New market development
• Go-to-Market (GTM) strategy
• Sales planning and execution
• Process standardization
• Distribution evaluation and optimization
• Channel partner satisfaction management
• Infrastructure planning for market expansion
• Leadership and team management
• Analytical and problem-solving skills
• Stakeholder management

Experience

• Experience in Sales, Distribution, Dealer Network Management, and Channel Management.
• Proven experience in leading large-scale distribution operations and market expansion initiatives.
• Strong understanding of rural distribution, channel development, and sales operations.

Key Performance Indicators (KPIs)

• Distribution reach and expansion
• Gross customer acquisitions
• Revenue growth
• Channel partner productivity
• Retailer and distributor satisfaction
• Product availability across markets
• Successful execution of new town rollouts
• Sales productivity improvements

Impact of the Role

• Drives revenue growth through effective distribution management.
• Influences business growth by expanding market presence.
• Enhances customer reach through strong channel and dealer networks.
• Improves operational efficiency and sales productivity.
• Builds sustainable relationships with distributors and retail partners.